Proven Sales Leader

Diana D. Brokaw

**** ****** ****** ~ Sykesville, Maryland 21784 ~*******@*****.*** ~ 410-***-****

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Executive Profile

A senior executive with multi-faceted sales and marketing experience within distribution, healthcare and national accounts industry, with more than 20 years of leadership experience on the regional and national levels. A driven executive with an entrepreneurial approach to operational strategies and problem solving, improving bottom-line results and market share while developing a team culture with a core focus on increased value to customers, employees, vendors and shareholders.

Professional Experience

US Foodservice Inc. /Alliant Foodservice Inc. /Kraft Foodservice Inc. 11/93-6/09

Sr. Regional Director, Northeast~ Rosemont, IL October 2004 – June 2009

Entrusted with the strategic development of measurable sales practices throughout the North Region composed of 28 distribution centers across the continental United States. Direct oversight of annual gross sales of $1.4 billion, 30 foodservice distribution centers and 5 Corporate Healthcare Managers.

• Grew sales annually over 10%, year over year

• Exceeded all pre-defined region goals: gross sales, EBIT, contracted sku’s and accounts payable

• Responsible for creating and communicating contract utilization results to company, customers and manufacturers

• Developed and implemented a comprehensive relational data-base, which illustrated performance metrics for all aspects of profitable sales growth; gross sales, budget, category sales and customer cost reduction across each division’s team. The cost reduction initiatives and tactics supported the Corporate Healthcare Managers (CHM’s) to exceed their predefined performance goals

• Created, facilitated and organized “Jumpstart”, a three day national healthcare/education associate training/workshop for executive management and sales. Training goals included healthcare sales protocol, disciplines and expectations. Program achieved a 95% satisfaction rating from 300+ graduates

• Responsible for the development of strategic and tactical relationships within the Group Purchasing Organizations(GPO), Integrated Delivery Networks (IDN) and key customers including independent and “owner-systems”. Responsibilities included sales, conflict resolution, customer satisfaction, cost reduction practices and training

• Worked with National Procurement to create sales rationale for allowances with manufacturers

Director of Healthcare ~ Manassas, Virginia March 2002- October 2004

Direct oversight of a $67M P&L and 10 member Business Acquisition and Development team covering healthcare food and facilities management for Maryland, Delaware, Virginia and DC.

• Grew gross healthcare segment sales of more than 9% over prior year

• Exceeded all division and personal goals including sales, profit, returns and accounts receivable

• Created new Divisional profit center with the implementation of a vendor funded educational event program for staff and customers

• Developed a monthly Healthcare newsletter improving communication and customer satisfaction while highlighting customer best practices

• Worked with the Broker community to increase communication and sales of their product lines

Diana D. Brokaw

Director, National Sales ~ Baltimore, Maryland July 2000-March 2002

Led a sales team accountable for foodservice and supply sales for National Accounts, Chain Business, Redistribution Retail and Healthcare. Accountable for the professional growth and performance of 25 associates in the sales organization which included Account Managers, Inside Sales and support functions.

• Drove over $100 million in sales through 10 Account Managers, with a sales increase over 6.9% in 2000 and 9.3% in 2001

• Created a cross functional product team to eliminate slow moving sku's, standardize items and move to more profitable items securing an increase in gross profit of over 2%

• Developed, trained, and restructured staff for the transition of the distribution center to a system distributor

• Led two successful transitions of $56 M of Healthcare business into two separate buildings with differing operating platforms.

District Sales Manager ~Baltimore, MD and Manassas, VA March 1997- July 2000

Direct responsibility for sales development and leadership among highly competitive and spirited sales team of ten to restaurants, hotels and healthcare facilities.

• Increased sales by 25% during the tenure of the position

• Drove the development and rollout of a web based national training tool

• Supported the re-branding of a national training model and spearheaded testing for rollout

Territory Sales Manager ~ US Foodservice November 1993 –March 1997

• Responsible for direct sales to restaurants, hotels and healthcare facilities

• Developed a $4 Million territory

Recognitions and Awards

• Recipient of Region of the Year for 2005 and 2007.

• Recipient of the Ironman Award in 2005 for perseverance and commitment

• Keynote speaker 2008 for the US Foodservice National Sales Meeting

• Elected to the Industry Advisory Board for the Dietary Managers Association (DMA); requested to assume the position of Vice Chair, then Chairmen through 2011

• Recipient of Highest Sales Percentage Increase 2002 and Honorable Mention Director of the Year 2003

• Recipient National Leadership Award in February 2001

• Recipient of Sales Excellence Award in 1998 and District Sales Manager of the Year in 1999

• Recipient Sales Excellence Award in 1995 and 1996

Additional Experience-details upon request

Area Manager ~ Nutri/System November 1989-November 1993

Education and Associations

• Towson University, Sales and Marketing 1983-1986

• Member of Dietary Managers Association (DMA), Healthcare Foodservice Management (HFM), American Society of Healthcare Foodservice Administrators (ASHFSA)

• Board of Directors Casey Cares Foundation

• National Society Children of the American Revolution (Adult Leader)

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