Sales Representative Manager

Mark Calhoun

Santa Monica, CA *****• 407-***-**** • ************@*****.***

SUMMARY

Experienced senior-level manager with over 11 years of industry experience managing sales, marketing, operations, personnel, and merchandising at both the regional and corporate level. Strong leader with a motivational management style and a reputation for building and retaining highly motivated teams while addressing company needs. Results-oriented achiever with an excellent track record of identifying opportunities for accelerated growth. Experience analyzing internal processes and recommending changes to enhance efficiency and reduce cost.

P&L Management

Loss Prevention/Shrink Control

Sales and Business Development

Budgeting and Expense Control

Strategic and Market Planning

Product Development

Staff Development and Motivation

Account Acquisition/Management

Solution/Problem Management

PROFESSIONAL ACHIEVEMENTS

Branch Manager II – T.G. Lee/ Dean Foods,(DFA) Tampa, Brooksville, Sarasota FL. 7/2017 – 7/2020

• Direct and coordinate activities within multiple branches to maximize performance of product delivery, service, and customer relations; Servicing over 700 customers, managing 36 delivery routes, and 48 employees.

• Oversee P & L, strategic account planning, business development, sales forecasting, marketing, inventory, and pricing for all channels in the Tampa, Sarasota, and Brooksville areas; facilitated a total company cost reduction of $350,000+ for the year of 2018 and maintained the reduction throughout tenure.

Participate in Union negotiations with insight on current business status and future requirements and expectations.

• Analyze route layouts to ensure proper route coverage for existing business, new customers, and seasonal demands

• Audit and inspect facilities, equipment, and vehicles to maintain compliance with DOT regulations, OSCHA and FDA requirements, and company standards

• Conduct driver safety training and safe driving practices reducing recordable vehicle accidents. Instructed multiple drivers/ branches through Smith Drivers training as a certified instructor.

• Participate in strategic planning to promote new product lines and create in-stock requirements at store level

• Manage hiring of personnel, monthly performance appraisals, training and development, promotions, terminations, and disciplinary actions

• Define and model a continuous improvement mindset within the branch and with employees

Branch Manager – T.G. Lee Dairy/ Dean Foods, Winter Haven, FL 4/2014 - 7/2017

• Spearheaded route sales activity to maximize performance and increase customer satisfaction

• Oversaw P & L, strategic account planning, business development, sales forecasting, marketing, inventory, and pricing for all channels in the Tampa area

• Directed operations and hired all personnel within the branch

• Planned and implemented route layouts to ensure proper route coverage

• Performed audit inspections of facilities, equipment, and vehicles to comply with DOT regulations, OSHCA and FDA requirements, and company standards

• Designed and conducted driver safety training to enforce safe driving practices

• Influenced division/ business leaders in promoting new product lines and reviewed in-stock requirements at store level

• Oversaw training, development, promotions, terminations, and disciplinary actions; fostered a motivated and positive work mindset while demonstrating skills needed to perform their jobs at high standards

Territory Sales Representative – T.G. Lee Dairy/ Dean Foods, Orlando, FL 4/2009 - 4/2014

• Developed and maintained excellent customer relations with 200+ customers

• Managed inventory control of super store formats and regional grocery stores

• Handled the merchandising of customer shelves/racks according to predetermined layouts

• Implemented point-of-sale advertising, leveraged displays and promotional programs to gain incremental space and increase sales of new/existing products

• Acquired and retained new customer accounts; maintained updates of customer database, sales analysis, and pricing surveys

• Utilized Microsoft Office and Excel to streamline administrative tasks

Sales Merchandiser – T.G. Lee Dairy/ Dean Foods, Orlando, FL 2/2008-4/2009

• Managed inventory control within Walmart Supercenters and Sam’s Clubs exceeding 150,000 square feet

• Maintained an extensive knowledge of over 500 specialty food products

• Installed/maintained merchandising materials within stores to increase profits; Performed dairy cooler resets and created incremental space for new or promotional items

• Created detailed, organized, and accurate inventory records for new and grand opening stores

• Provided excellent customer service to build and maintain lasting business relationships

Route Sales Representative – T.G. Lee Dairy/ Dean Foods, Sarasota, FL 8/2007 - 2/2008

• Created distribution routes that ensured all assigned accounts were appropriately serviced and communicated with according to company standards

• Leveraged strong customer relationships to greatly influence client base and maximize new leads

• Maintained inventory control and product replenishment

• Handled invoicing, collections, and record keeping for various accounts

• Held CDL class B driver’s license

Route Sales and Distribution – Blind Industries and Services, Baltimore, MD 5/2004 - 7/2007

• Maintained product inventory, prioritized customer accounts, and handled large sums of cash daily

• Drafted and processed orders ensuring accurate customer information; inspected products to ensure highest quality

• Supervised vision impaired personnel and received recognition for service excellence

• Increased sales, compiled sales reports, and provided outstanding customer service

Assistant Manager – Putty Hill Station, Baltimore, MD 1/2004 - 7/2007

• Oversaw quality control, inventory control, and ordering

• Managed the cooking and preparation of high-quality food within a high-volume restaurant

• Directed and supervised 10-18 employees, educated/trained new personnel, conducted regularly scheduled staff meetings, and coordinated large banquets/events

• Educated staff on proper sanitation and food safety standards in accordance with the federal Department of Health

Owner – Calhoun General, Baltimore, MD 9/2000 - 12/2003

• Acquired and maintained a client base of 125+ customers, designed merchandising strategies, and coordinated deliveries to customers with a strong client focus

• Oversaw P & L, strategic account planning, business development, sales forecasting, marketing, inventory, and pricing for all channels within the company

• Created strategic plan to implement standards without interrupting operations; introduced new products and money-making programs to customers

• Handled all billing and collections for merchandise received

• Ensured compliance with all DOT and FDA regulations; obtained tobacco and wholesalers license for 3 separate states

Regional Sales Representative – F.A. Davis & Sons/Eby Brown Inc, Baltimore, MD 11/1990 - 8/2000

• Developed and retained complex client base of 100+ customers

• Coordinated delivery schedules and generated higher sales volume for customers by developing/maintaining positive relationships with store managers

• Planned and followed through with inventory management for each store, which was accomplished through ordering, delivering, stocking, and rotating products

• Audited accounts, invoices, and collections to ensure accurate customer billing

EDUCATION

Bachelors of Administrative Business, State College of Florida, Bradenton, FL 2009-2013

High School Diploma, Thomas Johnson High School, Frederick, MD 1984-1988

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