Foodservice & Vending Professional

STEVE KELLAM

**** ******* **** ***** • Frisco, TX 75034 • ************@*****.*** • 214-***-****

SALES AND MARKETING PROFESSIONAL

Accomplished, customer-driven professional focused on implementing strategy, developing a strong client base and delivering results. Sound business acumen and proven abilities in strategic and tactical planning. Solid leadership abilities include building, mentoring and empowering top-performing teams by employing facilitator style of management and leading by example. Fifteen year sales management career providing products and services to Fortune 500 companies in the foodservice and retail segments. Strong record of integrity, dedication and conviction.

CORE COMPETENCIES

• Leadership

• Market Development • Strategic Planning

• Financial Management

• Value Creation • Staff Development

• Tactical Implementation

PROFESSIONAL EXPERIENCE

FRENCH’S FOODSERVICE, a Unit of Reckitt Benckiser, Dallas, TX

Corporate Account Manager January 06 – Present

• Managed headquarter relationships for Foodservice Division (Frank’s Red-Hot Sauce, Cattlemen’s BBQ Sauce & French’s Mustard). Key accounts include SYSCO, US Foodservice, UniPro and Dot. Goals include delivering key financial results, gaining trade spend productivity, and developing a three-tiered distributor strategy.

• Achieved key financial results: 2007: Delivered 5.1% growth on 4% target; 2008: Delivered 3.1% growth on 4.8% target; 2009: Delivered 8% growth on 3.1% target. Trade spend productivity results: 2007: Delivered $32K in savings; 2008: Delivered $200K in savings; 2009: Delivered $100K in savings.

• Delivered effective 2009 distributor strategy including structure, investment, materials & resources to deliver above plan performance within all tiers (Tier 1: 4% growth; Tier 2: 8% growth; Tier 3: 9.4% growth)

• Successfully implemented database and logistics systems (FSE, I-trade and RDC) at Sysco and US Foodservice.

FOODSERVICE & VENDING SALES, a Division of PepsiCo, Dallas, TX

National Foodservice Distributor Manager May 03 – January 06

• Promoted to build headquarter relationships with SYSCO, US Foodservice and other large national distributors. Negotiated long-term contracts, minimized the expansion of private label distributor brands, developed distributor marketing initiatives and managed the field linkage process.

• Executed four-year contract with SYSCO and two-year contract with US Foodservice. Developed numerous cross-functional corporate distributor relationships including sales, marketing, IT, packaging, supply chain and accounting.

• Developed unique foodservice industry packaging solution with SYSCO. Package solution has SYSCO and Frito-Lay on corrugated case and Frito-Lay standard products inside case. Unique case delivered $2M in annual incremental sales.

• Completed industry leading electronic operator purchase data exchange with SYSCO and US Foodservice. As a result, PepsiCo receives weekly distributor data feeds of operator case purchases.

• Developed a distributor strategic field sales kit with input from distributors and operators, which included all necessary tools for a successful selling process.

• Co-captained the 2004 Foodservice & Vending Sales United Way campaign. Achieved 95% participation and raised $26,000 or an average of $260 per person.

North Texas Zone Foodservice On-Premise Sales Manager July 02 – April 03

• Managed over $50M in sales volume and developed 8 frontline sales managers in North Texas, Oklahoma, Arkansas & New Mexico. Customer base included 50+ distributors and 1600 targeted operators in the K-12 school, non-commercial, commercial, college & university, & quick-serve restaurant segments. Hired/trained 1 frontline sales manager.

• Completed 2002 at 113% PY achieving $56M in sales.

• Created and implemented an enhanced performance management plan to help frontline sales professionals increase productivity.

Chicago Zone Foodservice On-Premise Sales Manager September 01 – June 02

• Oversaw large-scale change management initiative as four different sales forces (Frito-Lay, Gatorade, Tropicana, Quaker) merged as a result of PepsiCo’s purchase of Quaker Oats in 08/01.

• Elected to the ARMS task force designed to successfully implement a customer management database to track the results of the frontline field sales organization.

• Achieved sales volume through June 2002 at 108.5% PY.

FRITO-LAY DIRECT SALES DIVISION, Dallas, TX and Chicago, IL

Midwest Zone Foodservice Sales Manager January 01 – August 01

• Led the largest sales volume national foodservice zone reporting directly to the Vice-President of Sales. Managed 10 frontline sales managers and 7 indirect managers in Illinois, Indiana, Ohio, Wisconsin and Michigan.

• Achieved 2001 zone sales plan of $61M at a pace of 113% PY. Zone controllable expenses were $100K better than target.

• Conducted zone training session to review customer database management program and reinforce the importance of properly tracking volume driving activities.

Chicago Zone Foodservice & Vending Sales Manager November 99 – December 00

• Promoted to people management position, which comprised 11 frontline sales managers calling on both the foodservice and vending channels in Illinois and Indiana. Hired and trained 3 frontline sales managers.

• Achieved 2000 zone sales plan of $50M at 113% PY. Zone controllable expenses were $182K better than target.

• Gained productivity with distributors and regional customers by reducing programming from 2% to 1.5% of sales.

Central Division Vending Channel Manager January 99 – October 99

• Managed largest Central Division vending account. Executed national vending initiatives across the Central Division. Functioned as category management resource to the frontline field sales organization by serving as a liaison between headquarter marketing team and frontline field sales.

• Created and implemented a three-pronged Central Division frontline field sales incentive, designed to align with the current vending initiatives.

• Developed and analyzed Rold Gold pretzel off-invoice promotion, resulting in a 13% increase in sales.

North Texas Foodservice & Vending Territory Sales Manager March 96 – December 98

• Managed relationships with foodservice distributors & operators, and vending distributors and operators.

• Key foodservice accounts included Alliant Foodservice, Ben E. Keith Foods, Conco Foodservice, and US Foodservice, which grew 40% over three years.

• Key vending accounts included Automated & Custom, Canteen, Mid-States Services and Pickett Industries, which grew 23% over three years.

PFIZER CONSUMER HEALTHCARE DIVISION, Dallas, TX

Area Health Manager January 95 – February 96

• Sold over-the-counter products RID and Plax to healthcare professionals in Texas, Oklahoma, Kansas, New Mexico, Louisiana & Arizona by attending dental, public health, and school nurse conventions and making targeted sales calls.

• Gained 20 new school bids for RID.

Territory Manager November 91 – December 94

• Sold over-the-counter products such as Plax, Desitin, Unison, Barbasol and Ben-Gay to the grocery, discount drug, and wholesale drug trade. Achieved sales quota all three years and named to the Elite Corps in 1994.

• Managed headquarters of Minyard’s, Brookshires, and Drug Emporium. Coordinated all plan-o-gram and merchandising activities with PIA for Brookshires and Minyard’s and managed two part-time merchandisers.

• Designed and implemented an effective system for analyzing the value of new collections claims.

EDUCATION

Texas Christian University, Fort Worth, TX, – B.B.A. in Marketing, August 1990

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