Business Development Sales Manager

Terri M. Bohman

419-***-**** / ***********@*****.***

Sales & Marketing

Food & Beverage

Strategic Planning / Relationship Development/ Consultative Sales

Summary of Qualifications

Effective professional demonstrating strong business acumen with blend of sales and operations.

Combines analytical skills with customer relations to maximize business development initiatives.

Proven ability in developing and maintaining strong relationships to grow record sales.

Sales

Expertise in internal/external customer interaction and relationship building to achieve sales and gross profit growth.

Enhances sales performance by developing and analyzing key scorecard metrics and provide recommendations for trends and inventory adjustments based on data interpretation.

Management

Coach and develop team of direct reports while ensuring a culture of learning and development.

Provide a feedback loop to cross-functional management and sales management.

Provide motivational leadership to implement execution of initiatives.

Business Analysis

Expertise in analyzing business needs, financial interpretation and solutions for a multiple business entity.

Coordinates program development to support corporate timelines, optimizing pricing strategies, planning, profitability analysis, replenishment and promotional planning.

Provides analytical support to maximize product performance through developing/analyzing sales data; creates tracking reports for targeting new items, programs, features, and advertising.

Negotiations

Strong communication and leadership skills used to negotiate with cross-functional teams and customers.

Strategic mindset, business savvy, creativity, and ability to influence and negotiate in professional manner.

Core Skill

Execute Sales Initiative Coach & Development

Sales & Marketing

B2B Sales

Relationship Development

Event & Trade Show Management

Consultative Sales

Territory Growth

Increased Revenue

Professional Career Progression

D

DirectD

Eby-Brown/ Core-Mark / Springfield, Oh 2017 – November, 2024

Director of Sales /District Sales Manager

Lead and manage independent & Chain business segment and assigned sales personnel to meet specific business goals, profit/revenue growth and customer retention and growth.

Develop strategic annual sales plan aligned with the OpCo objectives, corporate initiatives and market trends.

Analyze sales reports, utilize ride-withs and coaching opportunities to review individual performance, provide feedback and hold team accountable for productivity and growth.

Manage the sales budge effectively, allocating resources to maximize ROI and achieve sales targets.

Evaluate the size and productivity of the sales force, in order to maintain an adequate sales group while minimizing costs and maximizing profitability.

Achievements include:

Achieved 124.3% of plan for Merch Rev & Fees $’s, finished at $33mil vs. goal of $27mil.

Achieved 120.4% of plan for CTL GP $’s finished at $5.7 mil vs. goal of $4.8 mil

Achieved 121.7% carton growth and 105.6% PPC growth at $1.50 vs goal of $1.42 PP

Coca-Cola Refreshments / Dayton, OH /2011 – 2017

District Sales Manager

Lead the execution of sales initiatives, with full responsibility for sales growth in all local, regional and national assigned accounts.

Establish concrete relationships with managers and owners of both large and small outlets.

Identify, develop and train internal talent, prepare for next step progression.

Penetrate existing customers, increase revenue and gross profit while resolving customer issues and concerns.

Ensure customer’s needs are met and accurate inventory levels of product are maintained.

Appointed as acting Coca-Cola Freestyle Champion for the Ohio Home Market MU, based on completion of the CCFS fundamentals course and acquired skill level.

Achievements include:

Increased revenue in key accounts in multiple channels over prior year including Kroger up 4.6%, Speedway up 33%, Dollar General up 16.0%, and club coke up 11%.

2015 year-to-date increased district revenue by 7.3% or $1,42m while tailoring account manager skill levels with needs of specific routes.

Decreased BD&L through training and accountability from prior year to $0.033 CPC versus a plan of $0.040 CPC using specific focus on right package, right place strategy.

Increased district by $714k in revenue and 60k cases with onboarding of Monster Energy without any additional manpower.

Building and developing customer relationships, managed the distribution center’s top 2 outlets in the hyper-merchandiser channel, top outlet in the value discount channel and the top outlet in the convenience store channel.

Sysco / Central Ohio & Cincinnati / 2008 - 2011

MARKETING ASSOCIATE

Maintain 35 customer territory for food service distributor, sharing market/industry information.

Establish concrete relationships with broker community, conducting extensive cuttings and samplings.

Uses consultative approach to selling privately owned restaurants food and grocery items; conduct menu analysis and menu engineering for customer.

Penetrate existing customers, cold call and open new customers.

Ensure customers’ invoice account balances current; perform collection of payment as needed.

Achievements include:

Inherited territory that was down 50% in sales, opened 11 new accounts, developed relationships with existing customers and penetrated these accounts, grew territory to 3.86% positive in 7 months.

Upon company restructure and realignment of territories, increased weekly sales 24% in 7 months.

Expanded territory with departure of 2 MA’s; grew sales 23% while simultaneously growing/maintaining existing customer base.

Through penetration and developing strong relationships with customers, grew margin to 11.39% (company standard goal of 10% over sales cost), significantly adding to bottom line profits.

Achieved company-wide “record sales weeks” twice.

Given territory that was -35% in gross profit dollars; through margin management, and relationship building, grew territory to -15% GP dollars adding 20% to bottom line.

Used broker community to host customer visits to facility; kept sales lost at 4% lower than company standard.

Kept DSO (day’s sales outstanding) at 94% (company standard at 90%).

Reynolds & Reynolds / Celina, OH / 1989 – 2008

OUT-SOURCED SOLUTIONS MANAGER

Manage department of 11 associates, $15MM in annual sales in purchasing/billing of outsourced products.

Oversee employee relations, contacts with vendors, training and performance reviews.

Achievements include:

Teamed with vendor to create unified business practices for sales reps and maintain consistent list prices across country, consequently increasing product line revenue 8%.

Initiated standardized pricing of outsourced products, reducing credits back to customers for inconsistent pricing, reducing costs for processing credits and achieved better customer satisfaction. .

BUSINESS SYSTEMS ANALYST

Provide technical support and real time solutions for manufacturing facilities for $140MM revenue Documents business units.

Coordination of task completion within system related projects and enhancements, from functional definition to implementation and report results back to senior management.

Service and support both internal and external customers by interaction, problem solving and communication.

Previous Sales Experience

ACCOUNT EXECUTIVE / Perry Corporation / Lima, OH / 1988-1989 (4-county territory)

ACCOUNT EXECUTIVE / Harris Lanier / Cincinnati, OH / 1986-1988

Professional Development

Bachelor of Science Degree – Merchandising / Marketing

The Ohio State University

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