Nick Wahal

**** ******* ****** ***

Webster, NY *4580

Phone: 724-***-****

E-mail: adholz@r.postjobfree.com

OBJECTIVE

To obtain a position with a professional organization that can utilize a self-motivated, ambitious individual with effective communication skills, exceptional leadership qualities and a strong desire to advance my professional career.

PROFESSIONAL EXPERIENCE

(January 2020- Present) Julie’s Real Foods Rochester, NY

National Sales Manager

●Distributor Management- Responsible for all aspects of distributor management for UNFI, KeHE, and Chex. These include the creation of a strategic sales plan focusing on the yearly promotional plans, identifying key target accounts for maximized growth for each distributor, sku rationalization to optimize the product portfolio in each DC, setting clear sales goals and objectives and measuring performance to stay aligned with those goals, providing guidance and equipping the sales teams with the tools that allow them to be highly effective in their accounts, selling in new value added items that will enhance the distributors overall portfolio.

●Broker Management- Management of a national broker network that calls on all retailers. Responsibilities include clear communication of goals and objectives for each rep/retailer, monthly calls with account managers to understand what reviews/opportunities/issues are happening in all regions, ride along and work with reps in their markets to train and prepare them to effectively sell the brand, provide sales materials, samples, additional promotions, and other support materials necessary to be highly successful.

●Key Account Headquarter Calls- Responsible for HQ calls at key accounts nationally. These include larger chains such as Albertson’s/Safeway, Ahold, Wegman’s, Fresh Thyme, Sprouts, The Fresh Market, Schnucks, WFM, Earth Fare, SEG, Publix, Delhaize, Dierberg’s, Wakefern, HEB, etc. Includes key independent natural retailers and groups such as INFRA, NCG, Dave’s Marketplace, Graul’s, McCaffrey’s, Lassen’s, Bristol Farms, Central Market, etc.

●Merchandising Team Management- Management of a national merchandising team that covers key accounts filling voids, ensuring backstock is available to avoid OOS, secure secondary sales locations of product in the stores, sell in shippers and endcap displays, and send alerts with any potential store level issues. Weekly calls with the management to review progress, successes, issues, and focus on accomplishing the goals set forth within each account down to store level.

●Demo Team Management- Responsible for the coordination/execution and sales performance results of a national demo team at key retailers (WFM, Sprouts, Fresh Thyme, The Fresh Market, etc.). This includes creating and implementing a KPI system to measure the success of each demo to ensure a positive return on the investment. Distributor and retailer sales reports are analyzed to determine where the demos would be most effective and generate the highest ROI. Monthly calls with the demo team management take place to discuss results and identify any potential issues to proactively resolve them before they negatively impact the business.

●Tradeshow Attendance- Attend national tradeshows (Expo West, Expo East, Fancy Food, Sweets & Snacks); regional tabletop shows to form relationships with the smaller retailers and sales reps responsible for those accounts; distributor specific shows (UNFI, KeHE, Chex, etc.)

●Distributor Deductions Management and AR Collections- Actively monitor all distributor deductions to determine validity, and when necessary, submit disputes through the proper channels to ensure repayment on all erroneous deductions.

●Forecasting/Sales Projections- Developed retailer specific sales projections by item for key accounts nationally that are provided to the purchasing/procurement and production teams to ensure sufficient raw materials are on hand as well as enough production time allotted to avoid disruption in the supply chain.

●Distributor Inventory Management- Weekly analysis of inventory levels at all distributors to ensure that the on hand and on order inventory quantities are sufficient to support the current retailer needs, upcoming new retailer launches, any upcoming promotional needs, as well as ensuring that there are no surplus inventory issues that could result in reclaim. When surplus issues are identified, promotions on the inventory is offered to key retailers to move through it to eliminate any potential reclaim issues.

(January 2016- November 2019) Creative Snacks Co. Greensboro, NC

Eastern US Sales Manager

●Distributor Management- Responsible for new item presentations/new item set up/securing slots in DC’s. Work closely with distributor account managers and reps to ensure smooth launches at key retailers nationally. Provide training to distributor sales teams to educate them on the brand to equip them to be successful in their accounts. Attend distributor specific trade shows. Key distributors managed: UNFI ($10 M business), KeHE ($1M business grown from $225,000 since 2016), MDI ($1M grown from $0 in 2016), Lomar (new account)

●Key Account Management- HQ call responsibility for key national accounts. Accountable for new item presentations in all category reviews, sku optimization/rationalization, steady growth, managing trade spend, creating advertising programs, meeting profitability expectations. Key accounts include- Publix, Harris Teeter, Lowe’s Foods, Ingles, Jewel, HyVee, Rouses, Lidl, Delhaize, HEB, Central Market, United, Brookshire’s, Homeland, Reasors, Buy For Less, Woodman’s.

●Broker Management- Manage a national broker network that goes from Maine to Florida on the East Coast, Texas to Minnesota in the Central, and everything in between. Set KPI’s with brokers so expectations are clearly defined with quantitative metrics that are easily measured. Work with broker account managers to assist on key account calls as well as providing training. Work with retailer specific brokers, regional/geography specific brokers, distributor specific brokers, private label brokers.

●Promotional Planning- Responsible for creating national promotional plans with distributors as well as retailer specific promotional plans to drive business while keeping the promotional spend in line with company expectations. Promotional effectiveness measurement continually done to make sure funds are allocated to programs that generate the greatest return.

●Marketing/Advertising Responsibilities- Retailer specific presentations are created for all meetings and updated with information relevant to that chain.

●Analytics & Data- Use real-time data from distributor portals, IRI, Spins to analyze performance of specific items, specific geographies, and overall sales information. This type of information is key when using fact based selling techniques.

●Spoils & Inventory Management- Responsible for maintaining item turns in distributor warehouses to keep up with requirements. Proactively identify and create resolution to any potential inventory issues before products spoil out. Work with the buyers at distributors to transfer or sell with a deal any excess or heavy inventory to minimize spoils loss.

●Trade Shows- Fancy Food, Expo West, Sweets & Snacks, AAFES Show, SOHO show, UNFI shows, KeHE shows, retailer specific shows. Attendance at any show that is key to growth in the business.

●New Business Development Opportunities- increasing sales by exploring all opportunities (Airlines, College/University gift boxes, Smithsonian Museums, co-manufacturing opportunities) Review and assess the viability of all new business opportunities.

●Product Categories Covered- Packaged Snacks, Sweet Snacks, Salty Snacks, Dried Fruit & Nuts, Trail Mixes, Candy, Bulk, Produce.

(August 2012- January 2016) Dr. Schar USA, Inc. Arlington, VA

Regional Sales Manager

●Manage a 12 broker national network and solely manage Haddon House, Valu Merchandisers, Garden Spot, Amazon and Karma Food distributors along with their account managers to increase Schar brand sales and distribution across the U.S. Increased Haddon House sales from 1.6m in 2012 to 2.6m in 2014.

●Projected to increased sales 55% across all product lines with revenue projected to grow from $ 17.5 Million in 2012 to $ 26.5 Million in 2013 to $ 32 Million in 2014

●Sales from major distributors up in excess of 30% across the board.

●800 new points of distribution with Albertson's.

●Design, implement and manage Schar’s promotional strategy and spending with Retailers, Distributors, and Brokers.

●Work with product marketing to develop custom sales presentations used to acquire additional market-share with all Distributors, Brokers, and Key Retailers.

●Support the development of Planograms for Distributors and Retailers based on our internal sales data as well as national syndicated data (SPINS). Data used to build external sales, identify trends and recommend SKU rationalization. Work to implement Category Management best practices with designated Broker/Distributor/Retail accounts.

●Coordinate retail and trade activities with our Professionals group to grow brand awareness across all markets.

●Attend trade shows (Expo East & West), Distributor Shows (UNFI, KeHE,Haddon House, Bozzuto’s), Food Service Shows (Catersource) and Retailer shows nationally.

●Key Account Headquarter Calls- Whole Foods Regions, Weis Markets, The Fresh Market, Albertson’s, Publix, Harris Teeter, Earth Fare, and Key Independent Retailers nationally.

●Work with all broker reps to identify their challenges and develop strategies to overcome those challenges in gaining new points of distribution and expanding Schar distribution..

●Attend broker’s national sales meetings to train their sales forces on Schar’s goals and objectives in order for them to be successful with our brand as well as providing training on all new products being launched.

●Work with the Director of Sales in the development of our Business plan for the current and upcoming years. Develop strategies to increase sales to meet management goal of a 40% growth rate goal.

●Monitor distribution, retail pricing and competitive activity and provide timely concise reports of the information found.

●Fiscal and Budgetary accountability for designated retail customers including deductions, terms and slotting.

(June 2011- August 2012) Advantage Sales and Marketing Arlington, VA

Retail Supervisor- SC Johnson DRT

●Was responsible for achieving and maintaining all of SC Johnson’s standards by overseeing and directing the activities of 11 Retail Sales Merchandisers across 6 states within my assigned territory.

●Worked closely with Business Development Managers, Clients, Store Managers and various retail personnel to insure retail business objectives were exceeded.

●Worked on the achievement of SC Johnson’s goals and objectives by effectively managing and directing retail personnel, conducting store audits and executing all retail projects.

●Increased brand representation and effectiveness through the establishment and maintenance of trade and client relationships and by conducting client work with appointments.

●Took part in all of the processes of launching a new DRT team. Interviewed, hired, trained and maintained the Sales managers already on board while overcoming all obstacles that come with any new team launch.

●Responsible for New Item Execution KPI’s of 90% distribution in 8 weeks across 550 stores.

●Used the Crystal Reporting system to identify trends and opportunities where we could be making a greater impact for SC Johnson in store.

●Maintained the standard of 85% Void correction in all of my RSM’s territories.

●Chartered with coming in under budget by controlling expenses and budgeted hours.

●Kept RSM’s motivated and engaged in company activity with a focus on succession planning.

●Held Bi-weekly conference calls with RSM’s and SC Johnson Retail Managers to keep the team focused on meeting goals.

●Achieved incremental growth in my territory by encouraging volume-producing merchandising activities in the RSM’s at all of their accounts.

(September 2008-June 2011) Advantage Sales and Marketing Washington, DC

Territory Sales Manager- Natural/Specialty

●Key Clients: Kraft, QTG, Smucker’s, Kiss my Face, Method, So Delicious, Near East.

●Assisted Business Development Manager in achieving ASM income and expense budgets by insuring all marketing strategies were implemented.

●Increased sales through efficient management of promotional spending within client guidelines.

●Met or exceeded clients’ goals for sales, distribution, pricing, shelving and promotional volume by working with all related departments for the assigned customer.

●Monitored all retail pricing and indirect order guides within the division by regularly reporting discrepancies to appropriate Business Development Managers.

●Secured client approved schematics for all brands by providing communication to our schematic, reset and retail departments.

●Achieved incremental sales through distribution of new products and maintenance of existing SKU’s.

●Demonstrated sales accomplishments and areas of opportunity by coordinating sales presentations for key customers and clients.

●Sold business-building ideas to customers through the use of syndicated data; i.e. Nielsen, IRI, SPINS, Spectra and forms of demographic data.

●Achieved incremental growth by pursuing volume-producing merchandising at assigned customer accounts.

●Met and sold to buyers from Whole Foods and Natural Independent Grocery Stores.

Education

●Duquesne University- Pittsburgh, PA (2004-2008)

Proficient in the following: Microsoft Office

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