Sales Management

JACK M. LOCKER

***** **** ***** ** • Batesville, IN 47006 • ********@*****.*** • 317-***-****

EXECUTIVE SALES MANAGEMENT

Strategic Sales Planning & Positioning / Market Expansion / Relationship Management

Top-performing executive management strategist with a 25+ year record of demonstrated success driving multimillion-dollar sales growth, while providing leadership in highly competitive markets. Proficient at driving growth of company revenues and improving sales-team performance. Persistent in building new business, securing customer loyalty, and forging strong relationships with external business partners. Successfully established new sales growth in Private Label and Branded sales in both domestic and International Market. Implemented new product development for domestic and global markets in including retail and alternative channels.

Core competencies include:

• Branded & Private Label • Sales Planning & Development • Budgeting & Forecasting

• Strategic Market Positioning • Multimillion-Dollar Negotiations • Key Client Retention

• Solution Selling Strategies • International Sales & Prod Dev • Organizational Leadership

• Team Building & Leadership • New Product Introduction • Consultative Solutions Selling

PROFESSIONAL EXPERIENCE

President/Owner 2009 – Present

Athena Rose Management Corporation

Global Recruiters Network of Oldenburg

Athena Rose Management Corp’s (ARMC Solution) is a consultant business focused on assisting our client partners in achieving their strategic initiatives and goals through solution advice, sales & marketing support, and intellectual capital. Our organization consists of three separate entities working side by side: Business Consulting (Including Web Design), Sales and Marketing Support, & Recruiting and in conjunction with each other to offer a full service business solution.

Vice President Sales, East Division, 2007 - 2009

Batesville/Hillenbrand, Inc., Batesville, Indiana

(Left due to Sr. Management change who brought in their own VP Sales)

(Division of Hillenbrand, Inc. - Manufacturer and international provider of burial and cremation products, display systems, e- business technologies, merchandising, and business consulting; 3400 employees and $750M in annual revenues )

Provided Sales Leadership for $365 million in annual sales in geography including Eastern U.S and Puerto Rico. Direct management oversight of eight (8) Regional Directors, 75 Sales Representatives, Administer all sales and business development functions, including new product rollouts, key account management, customer relationship development, contract negotiations, and order fulfillment.

Selected Achievements:

• Engrained a culture of Leadership, Communication, Accountability and Teamwork

• Developed standard use of rep strategic sales planning systems tied to company fiscal year sales initiatives

• Designed an on-line sales call management system used to record sales calls and analyze sales metrics and performance

• Implemented a highly effective sales force recruiting model that improved the fill rate on open territories from months to days

• Instituted a very effective interviewing and selection model for sales reps and managers based on proven skills/ competencies

• Implemented standard process management solutions around business reporting for sales performance within the division

• Initiated a sales force structure model tied to compensation that drives desired rep retention, profitability, and sales results

• Mentored other DVP and Regionals in the East sales division

Director, New Business Development, 2005 – 2007

Sturm Foods – Manawa, Wisconsin

(18 month Contract)

Sturm Foods is a leading consumer foods & private label distributor with $350 million in annual sales.

Managed business portfolio of accounts including Costco Corporate, All Costco Regions, Wild Oats, Federated, HEB, Supervalu, Albertson’s, AWG, and Office Depot with sales over $65 million. Assist in development of Sales Team and Internal Staff. Responsible for channel/end-user sales development, new market identification and penetration, financial channel management, and large-scale contract negotiations for domestic and international business opportunities.

Selected Achievements:

• Developed new business opportunities by creating an organic and non-organic branded Club Store product line and new packaging to fit the different retail segments including club, mass, convenience, & drug channels domestically and internationally.

• Achieved sales growth of $20 million dollars at Costco (branded) and Office Depot (private label) by developing a new line of products and packaging to meet the alternative format consumer

Category Business Manager/International Sales, 2004 – 2005 (15mo)

Daymon Worldwide – Stamford, Connecticut

(Brought on board to run Australia New business. Contract with retailer fell through)

Daymon Worldwide is key player in private label brand development with annual sales estimated to be near $40 billion dollars.

Managed category portfolio of $450 million in annual sales. Developed and executed corporate brand strategies for domestic and international retailers, leveraging information available within the DWW knowledge-based systems (internal and external). Achieved corporate brand penetration goals with DWW customers, principals, and account-based associates. Identified alternative sources of supply, including those of domestic and international origin.

Selected Achievements:

• Attained an aggregate 8% increase in base penetration and a 29.75% increase in same sales within the DWW customer network during tenure.

• Developed tactical guidelines in concert with DWW U.S. and International customer-based teams to achieve sales and share level goals set forth during the category planning process. Fully versed in traditional and alternate channel marketing and merchandising strategies being employed in today’s marketplace.

Director of Sales, Corporate Brands, 2001 – 2004 (3 1/2yrs)

Red Gold Inc – Orestes, IN

(Left for opportunity to run new Daymon Australia business)

Red Gold is the largest Manufacture of PL Ketchup (90% of U.S.), Tomatoes (55%), & Tomato Juice (70%) in the U.S.)

Overall management responsibility for Corporate Brands Retail Sales Team and sales of $225 million (50% of company volume). Duties included management, development, and growth of sales organization including budgeting and forecasting retail pack production and remanufactured products, training, and development of strategic sales plans.

• Direct management oversight of seven (7) Sales Managers: three (3) National Sales Managers, four (4) Regional Managers, and three (3) assistants.

• Achieved in FY ’01 Sales and Profit growth of 7%, FY ’02 - 16%, FY ’03 –14%. Reorganized and restructured sales force, developed new internal flow streams and policies. Set a new company standard for incorporating two new acquired businesses into our Department.

National Sales Manager, Corporate Brands, 1999 – 2001

Heinz North America – Pittsburgh, PA

(Delmonte purchased Heinz Corporate Brands, position eliminated)

Overall management of $180 million in sales, development, and growth of sales organization including budgeting, forecasting, training, and development of strategic sales plans. Other responsibilities include interaction with other departments within Business Unit, Heinz branded, internal departments, and national broker management.

• Direct management oversight of seven (7) Sales Managers: four (4) Business Development Managers, four (4) Regional Managers, and an assistant.

• Duties include Member of Branded Sales Council, Business Unit Board of Directors, and Business Unit Team.

• Achieved FY ’00 Sales and Profit growth of 12%, reorganized sales force, developed new tiered brokerage rates, aligned sales and broker goals, and created on-going training program for sales managers and new hires.

Bremner, Inc., 1992 - 1999

(Division of Ralcorp/Ralston)

(Left for opportunity to run sales division)

(Largest Manufacturer of Private Label Crackers/Cookies in U.S.)

Eastern Zone Director (8/97-8/99)

• Overall management responsibility of $110 million territory; personal sales territory of $50 million.

• Direct management oversight for 3 Regional Sales Managers.

• #1 Region and #1 Zone for all classes of Trade in FY ’98. Member of Corporate Management Team and Corporate Acquisition and Merger Team.

Customer Development Director/National Account–East (10/96-8/97)

• Overall management of business at all Eastern National Account Headquarters and divisions including Ahold, A&P, and Kroger ($32 million).

• Management and development of 23 Regional/In-House brokers, development of merchandising strategies, category management, and strategic sales objectives to ensure increased annual profitable sales volume.

• #1 Sales Region for two consecutive years in sales and profit

Regional Sales Director (10/95 – 10/96)

• Direct sales responsibility for $55 million territory. Territory represents largest in company for volume and dollars

• Facilitated sales and services of private label for Portland, ME to Miami, FL.

• Duties included management and development of 17 Regional/In-House brokers

• Outperformed budget by 22% and secured 32 new item distributions.

Regional Sales Manager – Northwest/Midwest (9/94 – 10/95)

• Direct sales responsibility for $22 million Territory.

• Responsible for computer training of all regional managers.

• Secured 27 new item distributions and outperformed budget by 15%

• Member of Manufacturing Accelerated Cost Reduction Team (ACR) which brought in $7million dollars in savings to company annually.

Special Markets Manger -U.S. (10/92 – 9/94)

• Directly responsible for all Food Service ($12M) and Drug/Mass/Club ($10M).

• Duties included strategic marketing, sales, management of all classes of trade outside the grocery arena.

• Double-digit growth each year.

Nestle/Carnation – Glendale, CA, 1987 - 1982

(Left for opportunity)

National Account Sales Executive; District Sales manager- New York; National Marketing Manager-Special Markets; Assistant to Divisional Vice Presidents; Management Trainee

EDUCATIONAL EXPERIENCE

Bachelor of Science (Business Administration) – California State University-Northridge, USA

Masters (Food Marketing) – Saint Joseph University-Philadelphia, USA

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