Account Manager Sales

JIM BROWN

The Woodlands, TX ***** 281-***-**** ************@*****.*** linkedin.com/in/jim-brown-5872249

SENIOR ACCOUNT MANAGER MAJOR ACCOUNTS

Hands-on and proactive account manager with solid experience in warehouse, broker, Business-to-Business (B2B) sales and marketing. Proven ability to handle multi-million dollar accounts at the chain, wholesale, and distributor levels. Leverages Voice-of-Customer, communication, and strategic thinking to deliver value-driven solutions that exceed stakeholder expectations and organizational goals. Adapts quickly to business requirements, while consistently exercising a high level of ethics and professionalism.

KEY AREAS OF EXPERTISE

Account Management Tele Marketing Customer Service

Market Analytic Skills Lead Direct Sales Financial Management Recruiting Relationship Building Syndicated Data Demand planning Sales Training Customer Growth

PROFESSIONAL EXPERIENCE

PepsiCo 02/2014 – Present Senior Sales Manager and Broker Manager Houston, TX

Develop partnerships with key personnel on an everyday basis, 11 internally, 13 externally. Create programs to seven customer needs ranging from $500,000 to $11.0 million of size of contributed volume in addition to managing $14 million is gross sales with various customers including wholesalers, distributors, chains, and foodservice. In a dual role, provided direction, training, and motivation to team of 13 sales reps calling on retail accounts. In addition to having P&L responsibilities, in a dual role as District Sales Leader, I oversee the organizational health of our telemarketing team.

● Grow market share to a high of 52.2% in 2024 outpacing the nearest competitor by 20 points as a result of IRI syndicated data showing basket rings of consumers buying Pepsico product vs basket ring of competitor’s items

● 2023 Create display units to result in 23% of total sales of product line

● Responsible for communication flow of sales force by implementing weekly conference calls ● Achieve 110% company objectives and illustrating positive outcome for the customer by incorporating profit proposals into presentations to buyers and retailers

● Currently calling on the number 1 largest wholesaler in the country in addition to the largest Hispanic chain in the country and two independent distributors

● Responsible for growing quota while staying within financial budget

● Growing market share via sales and shelf space

Malt-O-Meal Company 05/2007 – 02/2014 Account Executive Houston, TX Managed broker and direct sales force throughout Texas, Oklahoma, Kansas, Tennessee, Louisiana, and

Arkansas. Utilized 8 brokers and 7 sales reps to grow business from 2-11% in various years. ● Performed dual roles for two years as account executive and retail coordinator

● Planned and made joint sales calls in concert with broker

● Conducted timely broker assessments ensuring focus was on achieving plan

● Worked with retail and distributor groups

● Managed Broker in account and retail calls

Jim Brown 281-***-**** Page Two

Coca-Cola Company 08/1999 - 05/2007 Regional Manager Houston, TX

Instructed broker Account Managers how to plan using syndicated data tools and features and benefits when preparing presentations and how to become category experts in product knowledge ● Managed broker is eight states to include 11 brokers

● Created quarterly business unit plans to the company’s executive team

● Plan included proposals for incremental funding for incremental volume

Chinet 02/1991 - 08/1996 Regional Broker Manager Houston, TX

First experience working with Brokers and creating new representation for the company in six states. ● Created commission contracts for broker duties and responsibilities

● Grew broker representation from one to six brokers

Kraft, Inc. 05/1985 - 02/1991 Sales Manager of Major Accounts El Paso, San Antonio, Houston, TX

Began as a sales representative since graduating from college and quickly moved up to Account Executive to Sales Manager.

● Learned selling elements via company taught seminars and training

● Practiced professionalism that has endured through today

EDUCATION

Bachelor of Science

University of Texas at El Paso

COMPETENCIES

• Syndicated data practiced • Use of paraphernalia in presentations • Proactive versus reactive • Outside the norm approach • Achieves regional goals and objectives • Chain/Wholesale/Distributor/Foodservice • Strategic account management • High ethical values and professionalism • Conducts in depth analysis • Expert knowledge / expert in field • B2B sales • Win-Win Negotiations • Positive and eager to learn • Organizational skills

• Listen to customer’s needs • Adelante member

Software

MS Office 365 (Word, Excel, PowerPoint, Access, SharePoint)

Languages

Fluent Spanish (Spoken and Read).

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