Sr Manager Field Sales

KENNETH E. SCOTT

908-***-**** • adudtb@r.postjobfree.com • https://www.linkedin.com/in/kscott212/

CONSUMER PRODUCTS SALES OPERATIONS LEADER

Senior Manager Sales Business Development Client Success National & Key Accounts Distributor Management Spearheaded Revenue Growth for Several Leading Global Brands, including Nestle, Kellogg, Coca-Cola, Time Inc, and Citi

• 20+ Years of Sales Operations Management • P&L Budget Cost Pricing Management • Business Plan Strategy Development

• Sales Strategy Development Execution • Team Management Succession Planning • Revenue Profit Growth Initiatives

• Field Sales Distribution Management • Partnership Distributor Management • B2B B2C Broker Distributor Sales

• ROI Performance Analytics & Management • Customer Relationship Management • Territory Market Penetration

• Vendor & Supplier Management Negotiations • Retail Food Service Sales Strategies • Brand Private Label Products PROFESSIONAL EXPERIENCE

CITI – RETAIL SERVICES 2014-Present

Senior Manager – Field Sales & Service / Business Control

• Directed B2B field sales teams across 12 out of 22 regions east of the Mississippi, providing financial products throughout the automotive dealers, auto repair, office supply, consumer goods, and power sports equipment verticals.

• Managed a team of 3 Area Managers and 34 Sales Representatives selling Private Label and Co-Branded Credit Cards to over 6,500 accounts, including key clients Ford, Volkswagen

(VW), Goodyear, Tractor Supply, Staples, and BrandSource.

• Led establishing and cultivating C-Level partner relationships, developing strategic business plans, and coordinating account development operations.

• Created marketing tools ranging from online presence to in-store merchandising to increase sales in the existing client base while working with the team on strategies to source new leads to capture new accounts and markets.

• Coached and mentored the sales team with sales reporting, marketing support, and training to handle key accounts.

• Executed action plans at market & store levels with a focus on integrating credit into store culture, driving increased credit sales, penetration & new application performance

• Developed and maintained strong relationships with partner retail field leadership & business owners/management within assigned territory.

• Developed team standard operating procedures and best practices resulting in 9% growth in revenue, 13% customer retention year over year, and new sales opportunities in Auto Finance and Retail Sales.

• Helped launch the Volkswagen Auto account in 2015 from the start-up to approximately $45M through 2016.

• In 2020, Citi went through a restructuring, and the Field Sales role was eliminated, forcing a transition into a Business Control role with limited exposure to sales.

TIME, INC - Publishing Division 2011-2014

Market Manager (Sales and Account Management)

• Responsible for developing a comprehensive sales plan, including strategic approach, tactics, and sales materials to increase the distribution of 26+ magazine brands such as Time, People, Sports Illustrated, and Essence.

• Oversaw a team of 3 Area Managers responsible for managing the direct and indirect

(wholesale distributor) relationships across the Southeast, including VA, NC, SC, and GA.

• Nurtured working relationships with district-level retail operations managers throughout Big Box Stores, C-Stores, Grocery, Airports, and Colleges to obtain approval to display shopper displays, point-of-purchase signs, and shopper offers in their retail stores.

• Created and executed integrated shopper marketing program over 500 regional retail stores, including key clients Walmart, Food Lion, Home Depot, and Harris Teeter.

• Worked with team to develop relationships with buyers, 3rd party merchandisers, and trade management consultants creating a collaborative working partnership to increase volume.

• Delivered a 30% share increase for all titles in the Southeast Region and grew People magazine slot placement by 6%. THE COCA-COLA COMPANY 2008-2011

Market Category Manager 2010-2011

• Partnered with the bottler Coca-Cola Consolidated (CCC) to grow beverage portfolio volume and profit focused on increasing cases on display (COD) and number of displays, accelerating volume, package diversification, and immediate consumption initiatives.

• Managed and mentored a team of 3 Territory Managers and 15 indirect team members working with ~10 CCC locations throughout NC, SC, and VA with a total ~70-person sales force to increase volume at Retail, Grocery, Big Box, and College accounts.

• Conducted sales analyses, identified market execution gaps, created sales incentives, and developed tools increasing volume and market share.

• Partnered with buyers to increase market share by 2 pts. with various brands

• Coached and mentored field sales and operation teams core brand execution and plan-o-gram integrity resulting in 500K additional cases.

• Led training meetings with field teams identifying market gaps with all sparkling brands leading to 1M additional cases sold vs. the prior year. Key Achievements

Increased Ford Program sales by more

than 42% over 4 years to $185M

●

Launched the VW Program generating

over $40M in start-up sales

●

Developed team initiatives, sales

training, and best practices resulting

in 9% growth in revenue and increased

customer retention

●

Grew the Ford Service Card accounts in

2014-2016 by enrolling new business;

signed 91% of the top 100 Ford locations

and 85% of the 3,600 storefronts

Key Achievements

Led team to identify market targets

resulting in a 30% sales lift

●

Increased title placements of 26 titles by

4% ($5M+) over the previous year

Distributor Manager 2008-2010

• Managed the P&L for the East Coast region overseeing daily operations by leading a team of 7 Area Managers, Fleet Services, 11 distributors

(including Sysco, Tree of Life, Calip, and Jack-N-Jill), and 7 warehouses with 1M+ square feet distributing product to 14K+ locations.

• Played a significant role in building the Odwalla Brand of beverages and energy bars to become the market share leader throughout the region, representing the Odwalla Brand to key accounts at the store and headquarters level in retail grocery, natural foods, and premium food service verticals.

• Prepared Program, Volume, and Operating budgets for 3rd-party distributors and monitored expenditures by analyzing key aspects of business, evaluating factors driving results, and summarizing data into presentations.

• Built solid customer relationships, promoting long-term business growth by creating market and customer-specific marketing solutions for managed brands.

• Developed metrics and measured success by creating and implementing distributor merchandising tools and specific independent grocery store programs and executed business reviews with clients, increasing product sales and new outlets.

• Partnered with stakeholders in shipping, receiving, and inventory resulting in 16% reduction in costs.

• Performed audits of delivery and safety models and executed annual performance increase by 20%.

• Steered negotiations and initiatives, increasing revenue by 25% per warehouse from $18M to $23.5M and adding 68 routes and a potential customer base of 10K.

KELLOGG COMPANY 2006-2008

Zone Manager

• Multifaceted leadership role maximizing profitability for a $40M territory (zone) composed of key markets in NC, SC, and VA by devising and employing aggressive sales strategies, gap plan initiatives, and business plans to achieve profit goals.

• Provided tactical direction and leadership to 13 District Members in partnership with 175 Independent Owners through one distribution center leading the distribution of 300+ snack food SKUs to Grocery/Supermarket, C-Store, Colleges, Big Box, and Hospital accounts.

• Managed all elements of the Zone P&L statement, including gross revenue, cost of goods, sales and distribution costs, and reclamations.

• Collaborated with distribution center manager to ensure efficient operations support and merchandise flow, assisting with corporate- and district-level chain account strategy planning, and coordinating field sales calls with customer management.

• Prepared and conducted annual performance evaluations to direct reports and led and implemented a sales training program to develop candidates for management opportunities.

• Mitigated space loss at Food Lion, resulting in a $2.5M sales increase.

• Implemented promotional plan on pallet drops for NASCAR to grow sales, resulting in

$50K in additional revenue.

• Led the turnaround sales story at Harris Teeter with 5 consecutive growth months on various brands by implementing BoGo’s contest and adding additional end-cap purchases to drive exposure. NESTLE WATERS NORTH AMERICA 2002-2006

Operations Manager 2004-2006

• Oversaw the operations of 2 water equipment distribution centers managing a team of 12 direct and 75 indirect employees responsible for 110 routes and 77 satellite warehouses, and accountable for a 25M P&L and $2.7M budget.

• Established and maintained GMPs, SOP’s and Best Practices throughout the facility, leading to enforced compliance.

• Worked closely with various departments, enabling quality products and timely delivery, and maintained all demand attainment goals.

• Managed 2 - 50k sq ft temporary warehouse locations while new facility was being constructed, and oversaw installation of new racking system for 125 sq ft facitily. Area Manager 2002-2006

• Responsible for leading a team of 21 Field Sales and Delivery Representatives throughout the NYC and Northern NJ area managing 15K commercial and residential accounts, including key clients ABC, CBS, Waldorf Astoria, Rockefeller Center, FBI, and Colgate Palmolive.

• Oversaw field operations facilitating successful product launches in the first 30 days and achieving 95% penetration. EDUCATION

Bachelor of Science in Technical Management (Operations Management) DeVry University – Charlotte, NC TECHNICAL COMPETENCIES

Access Account POS data Adobe Acrobat Adobe Photoshop AS/400 Cisco Dropbox Excel Facebook Final Cut Pro Freedom Pay POS Google Analytics Instagram Keynote Kronos Lexis-Nexus Lotus Notes Margin Minder MS Office Suite MS Project NetSuite Nielsen PeopleSoft Pivot Tables Point of Sale equipment (POS) QuickBooks RMS Sales Assist Salesforce SAP SharePoint Skype SurveyMonkey Symantec Tableau Twitter Visio VMware WebEx Workflow Zoom Key Achievements

Created a new route to market plan to

convert the DSD model to a 3rd party

and reduced cost by $13M -- increasing

revenue by 25% and $5M in sales; and

contributing to company profit by 56%

through DSD transition

●

Championed staff development and

reduced attrition by 40%

Key Achievements

Reviewed declining trends and

facilitated 8% sales growth in 5

consecutive months

●

Actualized $360K in savings over 2 years

by benchmarking and modifying

processes

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Led division in Q1 and Q2 with a 5%

sales increase, and a volume increase of

13% vs. prior year results

Key Achievements

Adjusted 20 shipping lanes and 77 loads

resulting in 68% to 97% load outs, and

reduced overhead cost by 30%

●

Deployed a 6-week training program for

all new hires, which reduced turnover by

42% and saved $150k annually

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