Universal Resume

MICHAEL A. GALIETTA

* ***** *******  East Longmeadow, MA 01028  413-***-****  *******.********@*****.***

SENIOR SALES EXECUTIVE

Carbonated Soft Drinks / Premium Beverages / Finished Goods

EXECUTIVE PROFILE

Blue Chip sales career includes 14 years with Fortune 500 leaders Cadbury Schweppes and Pepsi Cola. Advanced through three sales promotions in eight years with Cadbury Schweppes, becoming Director of Sales and Marketing for all Pepsi Bottlers in Canada. Recognized for ability to build and manage top-caliber sales teams, penetrate new markets, and produce multi-million dollar sales results. Adept at driving major initiatives by formulating strategic plans, structuring operations, and executing win-win scenarios. Managed P&L of $43M, budgets to $26M, 7 direct reports, 17 sales reps and 147 indirect reports.

BBA from St. Bonaventure University: Concentration in German and International Business; Studied in Germany.

AREAS OF EXPERTISE

Consultative B2B Sales New Product Launches Product Bundling Strategies

Competitive Market Positioning Budgeting/Cost Controls Category Management

Sales & Product Forecasting International Expansion Strategic Partnerships

Brand Portfolio Development Account Sales Strategies Contract Negotiations

KEY ACHIEVEMENTS

 Created partnership between Pepsi and 7-Eleven convenience stores, establishing three-year exclusive fountain deal for 2008-2011, resulting in $10.8M revenues, $6.2M profits and an incremental 4.8M cases.

 Established first Red Juice Distribution Agreement in North America, securing 2008 profits of $2.4M.

 Developed Price Chopper’s premium beverages into #3 national player for Snapple sales, increasing 2006 sales 20.3%, volume 120K, revenue $1.8M and profit $932K.

 Turned around Pepsi New Jersey Bottler, posting double-digit Cadbury volume growth for six straight months, resulting in one of the largest successes nationally in 2003.

PROFESSIONAL EXPERIENCE

CADBURY SCHWEPPES AMERICAS BEVERAGES  1999-12/2007

Director of Sales and Marketing, 2006-12/2007

Served as Canadian Division Sales and Marketing Manager for Finished Goods, Carbonated and Non-Carbonated Soft Drink sales with Pepsi Bottlers, managing sales of 22M cases and $26M budget. Trained, motivated, and managed high performance sales teams. Managed major account relationships, directed all advertising, sales promotions, and PR functions.

 Exceeded sales goals by 156% in 2007 and 208% in 2006, as a direct result of leading sales strategy development and implementation efforts.

 Identified opportunity to sell Red Juice leveraging Pepsi’s “DSD” System (Direct Store Delivery), growing 2008 profits $2.4M, establishing first Red Juice Distribution Agreement in North America.

 Increased year-over-year profits 7%, completely restructuring sales strategy, including territory assignments, training programs, and job descriptions, leading to clearly defined objectives and expectations.

 Positioned Canada to be “test market” for Cadbury Mott’s Red Juice distribution for potential launch with Pepsi Bottlers in the United States and Mexico.

 Increased profits $1.1M, orchestrating “new” six-year deal with #1 pizza chain in Canada, resulting in an incremental 600K cases and $1.3M revenue.

National Account Executive (Grocery), 2003-2006

Rapidly promoted to work on second largest national supermarket chain account (Albertsons). Accountable for increasing profits, while decreasing cost, developing field sales leadership, devising key trade strategies, and category management for all CSD’s (carbonated soft drinks), premium beverages and finished goods.

 Total three-year NAE incremental beverage results: 976K cases, $4.8M revenue and $3.4M profit.

 Signed multi-million dollar contracts at Acme, Shaw’s & Price Chopper Supermarkets with 504 stores.

 Increased CSD sales 595K units and profits 73K, while growing double-digit verses a declining CSD category.

 Grew Shaw’s premium beverage business 406% in three years, increasing 2006 sales to 439K units and generating $4M in revenue and $3.4 in profit.

 Spearheaded Cadbury Portfolio Strategy, utilizing Snapple’s strong market share to drive incremental sales and trial, obtaining 84% market share at Acme, 73% at Price Chopper and 56% at Shaw’s.

 Partnered with Shaw’s management team, leading and developing alternative beverage category, as part of Shaw’s “Choice Vendor” Program and Category Captain from 2004-2006.

 Established Dr Pepper Priority Brand Strategy at Shaw’s, increasing volume 12.3% & $551K incremental profit.

Regional Sales Manager, 1999-2003

Managed Cadbury Schweppes brands across five states and eight Pepsi Bottlers. Produced sales of 6.9M units and $15.5M revenue and $8.9M profit. Recognized for ability to meet and exceed customer expectations, leading to long-term relationships and increased profitability. Managed $1.6M trade budget.

 Region’s four year incremental results: 950K volume, $2.1M revenue and $1.2M profits.

 Increased 2000 CSD sales 10%, in a category that only grew 1%, region finished in the top 10% nationally.

 Turned around worst sales region in country, to one of the top five nationally.

 Improved communications with Pepsi Bottlers, starting quarterly trade group meetings to plan future activities and calibrate results.

 Completed historic 2003 turn around, Pepsi New Jersey was down 12% and finished plus 4.9%.

 Launched 18 new SKU’s, delivering 175K cases and exceeding target by 65% in 2003.

 Grew volume, profitability and market share with eight Pepsi bottlers.

PEPSI BOTTLING GROUP, PARENT COMPANY PEPSI-COLA  1993-1999

Pepsi Unit Sales and Operations Manager, 1996-1999

Managed largest Pepsi-Cola sales and distribution facility in the Northeast including sales and delivery, warehouse, marketing equipment, administrative and fleet. Oversaw $15M budget, 6M units, 15 managers and 147 employees.

 Increased sales volume 6%, revenues 10% and market share 3%, developing comprehensive business plan to drive sales, volume, profitability and placement of beverage products for major accounts.

 Managed $43M P&L, achieving targets, volume, marginal contribution, controllable costs, bottling NOPBT and market share.

 Developed and implemented integrated marketing plans, leading cross-functional teams and seizing market opportunities to drive growth in market share, revenues and bottom-line profitability for all brands.

Pepsi Territory Sales Manager, 1993-1996

Tasked with maximizing volume and revenue performance in North Eastern business region.

 Managed 1.4M units and $9.8M of sales revenue and a separate facility with P&L responsibility.

 Ranked number one territory sales manager for three consecutive years.

 Led team of 17 sales representatives, driving for superior marketplace execution, customer service, market share and profit.

MILITARY EXPERIENCE

United States Army, Army Officer – Captain 1984-1993

Gulf War Veteran, Airborne Ranger

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