Account Manager, Regional Sales Manager

Xavier Ycaza

Account Manager (National Sales) / Director of Sales

******@*****.*** • 786-***-****

LinkedIn • Fairview, TX

Accomplished sales leader with 15+ years of extensive experience in national and regional account management, sales leadership, retail, marketing, and strategic business development within food & beverage, FMCG, CPG, and food service industries.

Adept at driving sales growth, managing cross-functional teams, and cultivating strong relationships with key stakeholders, brokers, and distributors. Demonstrated expertise in business strategy, P&L management, market analysis, and customer-centric solutions. Proficient in leveraging technology, including Salesforce, Pipedrive, Power Play, Handshake, SAP Business One, Google Apps, and Microsoft Suite, to optimize operations and enhance productivity. Certified Texas Food Safety Manager with additional training in effective marketing and strategic habits. Bilingual in English and Spanish. Recognized for innovative problem-solving, critical thinking, and adapting to changing market dynamics to achieve exceptional business results.

Areas of Expertise

Strategic Sales Planning & Execution

National & Regional Account Management

Business Development & Growth Strategies

P&L Management & Financial Analysis

Market Analysis & Competitive Intelligence

Customer Relationship Management (CRM)

Strategic Management & Negotiations

Product Development & Launch Strategies

Technology Integration for Sales Optimization

Sales Forecasting & Budget Management

Cross-functional Team Leadership

Brand & Portfolio Optimization

Market Research & Trend Analysis

Trade Show & Event Representation

Supply Chain & Logistics Optimization

Professional Experience

Haider Beverage Corporation (DBA: Tweaker Energy), Dallas-Fort Worth, Texas March 2024 - Present

Account Manager

Led regional sales teams and coordinated with sales and marketing departments to optimize the distribution and promotion of new products nationwide.

Negotiated national distribution agreements with 7-Eleven markets nationwide, logistically supported by McLane for sales at the Broker level and Convenience Stores. Also, I brought onboard a deal with Advantage Solution for sales to nationwide wholesalers, Kroger, and Walmart. Those agreements exceeded the established quota by 18% in the first quarter.

Increased first-quarter sales by 22% in the DSD channel by analyzing sales data and industry trends to inform product strategies that drive revenue growth while managing the territory's P&L.

Introduced new products and obtained a sales efficiency of 75% in the Texas retail chain Hispanic market, setting a precedent for expansion into additional markets.

Advisory Cloud (Independent Contractor), Dallas-Fort Worth, Texas November 2018 – February 2024

Food Service & Beverage Business Consultant

Conducted market research to discern consumer preferences and competitor strategies, formulated strategic plans to optimize product offerings and pricing, and spearheaded collaborative efforts with sales teams to ensure cohesive strategies and peak effectiveness, utilizing sales reports and expense ratios to pinpoint areas for improvement, driving profitability, and creating a robust bottom line. Set up strategies that cut costs by 30% at a local Food Service Distribution by evaluating and recommending enhancements to operational processes within food and beverage establishments, focusing on inventory, supply chain, and customer service to elevate efficiency.

Reorganized customer service procedures at regional pizza franchise, increasing to 90% efficiency and customer satisfaction; obtaining five stars in the operation assessment evaluation 2022-2023.

Obtain 45% market penetration with a new private label from a food service manufacturer. Create innovative presentations for instant seasoned rice and imported food service tuna, enhancing product appeal and marketability.

Forged connections between food-service distributors and importer-brokers, facilitating successful mediations and partnerships.

ELCAFEUSA INC, New Yor, NY – Miami, FL February 2016 – October 2018

Director of Sales,

Developed and executed strategic business plans to exceed sales targets with Wholesalers, Brokers, Distributors, and Retailers. Mediated between clients and internal departments, fostering cross-functional teams and cultivating client rapport. Analyzed and presented the financial performance of sales and marketing operations. Negotiated private label contracts, ensuring quality service and overseeing invoicing, payments, and NDA agreements.

Achieved a 25% increase in sales profit margins by commercializing premium goods at competitive prices for newly developed gourmet products (@BonitaGourmet).

Achieved and increased 20% back-to-back sales 2017-2018 national retail chain (mainly Walmart Private Label Coffee)

Negotiated and opened codes in Sedanos, a regional retail chains in Florida, for our line of Bonita Dark Chocolates.

Managed field activation funds of $160,000 to invest in marketing programs, incentives, and media in California, Florida, and New York Markets.

Increased 20% of Food Service Sales with our Dark Chocolate & Milk Chocolate mini drops and chip formats for bakery industries, including coffee for clubs and Institutional market through specialized distributors, and maintained optimal nationwide stock levels for dark chocolate, roasted ground coffee, gourmet-spreadable, hot sauces, and yellow corn flour.

Forecast market trends using Nielsen and IRI data, informing corporate strategies for future growth.

Attended meetings, tradeshows, and conferences to represent company interests and explore industry opportunities.

Nederagro (Farm-Agribusiness), Guayaquil, Ecuador August 2014 – February 2016

Director of Sales

Directed pricing strategies and managed business line expansions to capitalize on growth opportunities. Fostered strong relationships with industry stakeholders, ensuring alignment with company commercial objectives. Spearheaded field programs to test innovative corn and soy treatment formulas, enhancing product development and market reach. Synthesized market analysis to deliver data-driven business recommendations, supporting strategic decision-making.

Led go-to-market strategies that amplified sales by 18% nationwide, focusing on wholesalers and specialized crop distributors.

Pioneered field-testing initiatives for new crop treatments, resulting in the adoption of advanced agricultural products.

Formulated and executed commercial and marketing strategies that aligned with corporate goals, driving business growth.

Provided comprehensive market analysis, leading to informed and practical adjustments in business strategy.

Collaborated closely with R&D to introduce new products, ensuring a competitive edge in agribusiness.

Iberia Foods Corporation, New York, NY – Miami, FL March 2012 – May 2014

Latam-Purchase / Brand Manager

Developed and executed an annual supply business plan to ensure the achievement of volume, margin, and profit for a diverse range of products, from fresh and frozen produce to ethnic food items. Conducted thorough analysis and management of vendor accounts to fortify business relationships and surpass company objectives. Played a pivotal role in product selection and approval, ensuring alignment with Iberia's quality standards. Collaborated closely with internal teams to facilitate new business development and product packaging redesign in sync with marketing strategies.

Negotiated pricing and volume agreements with vendors, significantly enhancing profitability and partnership between Iberia Foods and its suppliers.

Increased net margin by 15% through strategic vendor negotiations and cost management.

Redesigned and updated the packaging image of Iberia family products in collaboration with the Marketing Director.

Enhanced business partnerships by establishing and maintaining a strong rapport with vendors.

Contributed to reducing costs for imported goods, positively impacting net margins.

Represented the company at business meetings and prominent food/trade shows, expanding industry presence.

PepsiCo, Guayaquil, Ecuador May 2007 – March 2012

Account Manager

Led development and execution of go-to-market strategies, aligning price structures with cost and margin considerations. Negotiated with global importers and distributors to define pricing structures and develop private brands. Managed international brand portfolios, ensuring compliance with legal requirements for trademark registration and sanitary permits, and oversaw distribution agreements. Coordinated with the Legal Department to secure trademarks and sanitary permits, streamlining brand establishment in new markets. Supervised distribution agreements, optimizing network efficiency and market penetration.

Directed commercialization of functional beverages, increasing sales of "Natural Sparkling Mineral Water" by 22% on the US East Coast through effective collaboration with distributors and brokers.

Expanded export sales department, establishing operations in the United States, Dominican Republic, Peru, and Colombia.

Led the launch of "220V Energy Drink" in targeted markets, effectively enhancing product visibility and consumer reach.

Forged strong relationships with stakeholders and key decision-makers, facilitating smoother market entry and product adoption.

Education

Masters in Arts, Marketing Universidad del Pacifico, School of Business, Guayaquil, Ecuador

Bachelors in Arts, Business Administration Universidad del Pacifico, School of Business, Guayaquil, Ecuador

Training & Certification

Texas Food Safety Manager Certification, Learn2Serve, Dallas, Texas August 2023

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