CPG National Accounts Business Development Manager

Charles R. Becker

**** ******* **** *******, ** *7090 ▫ (C) 281-***-**** ▫ **************@*******.***

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SALES LEADER

National Accounts ~ Revenue Growth ~ Business Development

Inspirational, results-driven national sales executive offering 20+ years of leadership experience across all major trade classes—supermarkets, natural & organic stores, c-stores, drug, mass, clubs, big box, military commissaries and post exchanges, dollar, distributors (3 tier & food service), hardware, home centers, food service, educational, health care, special markets, and more. Building profitable relationships with major accounts, with brokers and distributors, and customers based on honesty, integrity, and fulfilled promises. Experience introducing and re-launching product lines, expanding market presence, negotiating and securing agreements with major national accounts, creating and presenting profitable sales proposals, and growing branded, co-branded and private labels. Delivered consistent double-digit sales growth while building product lines and companies from startup to multimillion-dollar annual sales revenues.

Areas of Expertise

National Sales Accounts ~ Relationship Building ~ Business Development ~ Sales Strategies & Plans ~ Goal Setting

Branded / Co-Branded / Private Label Products ~ Product Distribution ~ Broker Management ~ Product Launch~ P&L

Packaging ~ Sales Promotions ~ Account Growth ~ Revenue Growth ~ Market Share Maintenance & Growth ~ Sales

Team Building ~ Category Management ~ Market Analysis & Assessment ~ Presentations ~ Negotiation

PROFESSIONAL SUMMARY

Consultant to New & Start Up CPG Companies 5/2008 - Currently

Start Up Natural & Organic Candy Company:

 Analyzed costs and developed pricing structures for retailers and for distributors and accruals.

 Developed Go to Market Plans for retailer and distributor; promotional rates, TPRs, bill backs, etc.

 Developed targeted customers by market by region for direct and distributor supplied accounts.

 Drafted account specific presentations, annual marketing plans and offer letters.

One Year Old Manufacturer of Drink Mixes:

 Developed Liquor distributor and customer plans and programs to firm up distribution in Western US.

 Kick off meeting in each division with distributor’s account managers and field sales staffs.

 Developed account specific presentations, promotional plans, targeted displays and planograms.

 Target Super Centers: Set up annual promotions, TPRs, demos, and inventory management programs.

Organic Baby Food Products:

 Market Expansion Programs: developed account specific programs to enter traditional supermarkets as well as natural and organic retailers in SW, SE, MW and Central US markets.

 Created account specific programs utilizing gourmet distributors and/or warehouse operations.

 Focuses on demographics and those stores that will initially support product types and developed programs to build brand and product awareness to tier two stores.

Water Journey, Ltd. 75 Shrewsbury, Livingston, NJ 07039 1/2006–4/2008

Title: VP of Sale Function: National Accounts, Broker & Distributor Manager

Products: Alcohol Free Hand Sanitizer Personal Care Products. Build distribution and sales into all classes of trades! Oversee national sales accounts with high-profile retail outlets for patented branded and licensing patented private label natural hand sanitizers. Develop national sales strategies and plans, define sales goals and revenue targets, build strategic relationships and new accounts, create and implement sales promotions based on customer feedback and surveys, assist with special packaging design and messaging, negotiate and secure national distribution agreements, and manage branded channels with drug, mass, grocery, natural, educational, healthcare, and food service customers.

 Spearheaded Babies-R-Us Cold & Flu Season promotion for 2007 that was 4X more successful than any other promotion in company history. Developed Packs for Club stores and counter trays for c-stores.

 Negotiated distribution for new product line into 4500 Kroger stores; placement was 6X larger than the second-largest distribution agreement for this new product line (nearly 13X larger than any prior)

 Increased New Distribution to over 6,000 stores: Major Accounts: Kroger, Safeway, Albertson, Raley’s, HEB, Hannaford, Whole Foods, Babies R Us, Toys R Us, Bed Bath & Beyond, CVS, Walgreen’s, etc.

 Increased sales from $150,000.00 to over $1.6M in first 20 months!

 Developed merchandise units and SKUS placement in planograms.

 Wal-Mart: Establishing Woman Owned Business Certifications, Pack, packaging shipping cartons and ink changes in process to comply with their current focuses.

Consultant 4/2005-9/2005

 Introduced Natural & Organic Vitamin Line targeted to Hispanics

 Conducted studies to identify go to market programs in CA, AZ, TX, GA, FL, NC, MO, and IL.

 Developed go to market plans, programs and merchandising units.

 Account Presentations and product distribution and subsequent sales tracking.

Hyde and Hyde, Inc., 300 El Sombrante Rd. Corona, CA. 92879 5/2000–12/2004

Regional Sales Manager National Accounts, Brokers & Distributor Manager

Branded & Private Label Candy, Nuts & Snacks: Managed national accounts and retail brokerage agreements. Maker customers; Walgreen’s, Target, AAFES, Ace Hardware, Super Value, Racetrac, Village Pantry, McLane, Core-Mark, GSC, and others. Provided broker and account management, revenue forecasting, financial modeling, and branded and private label presentations; created, executed, and managed seasonal sales promotions; negotiated and re-signed contracts with national and regional chains, identified, pursued, and captured new business opportunities with large-volume accounts ($250K+) in all classes of trade; analyzed business processes identifying gaps and implementing improvements; and led distributor sales and account meetings, created 12-month promotional programs, and facilitated communications with major buyers.

 Grew national C-store revenues 5-fold—from $2.6M to $13M+

 Increased seasonal candy sales with Walgreen’s and Target from zero to $5.8M

 Controlled the SKU mix, planogram placements, and additional merchandising opportunities.

 Won bid for private label and seasonal candy with Walgreens $5M+

 Sam’s Club private label snack sales increased from zero to $8M.

 Ace Hardware sales increased from $55,000 to $450,000 and placed items in Auto Zone.

 Developed products/programs to increase sales at AAFES. Increase of $1.3M

 Any retailer selling candy was either a customer or a potential customer!

Sprint Enhanced Prepaid Card Services, Kansas City, MO. 3/1995–12/1999

National Account & Broker Manager

Managed national sales efforts and broker network for Sprint’s prepaid branded and co-branded phone cards.

Supervised Major accounts in all trade classes throughout the Southwestern, Western, and Northwest Regions. Developed account-specific presentations and programs for each product line; negotiated contracts with Category Managers, Executives, and Owners.

 Built Sprint Prepaid Calling Card revenues in year one from $650K to $12M+. Targeting major accounts.

 Exceeded forecast, regional quota, and profit targets every year with Sprint.

 Implemented a national promotion and advertising schedule for licensed NFL and NASCAR events.

 Increased customer count by over 4,500 stores in first two years; account by account, contract by contract.

 Major Accounts: Kroger, Fry’s, Fred Meyer, QFC, Lucky, Sam’s, Costco, Safeway, Circle-K, Exxon, QuikTrip, Allsups, Loaf N Jug, am-pm, Plad Pantry, 7-Eleven, Orchard Supply, and a host of accounts from Texas to the West & North West coasts!

 Proactive with product selections, in store placements, point of sale, and on going merchandising

Master Broker (My Company) Concept Sales & Marketing, Houston, TX. 1/1994~ 3/1995

Spearheaded sales by introducing re-introducing, and growing consumer products sales in the Western US.

 Designed and developed account specific promotions, account sales, POP materials, and display units.

 Gained distribution in the top 45% of Western-US supermarkets for Planters Microwave Popcorn.

 Introduced gourmet coffee line capturing 80% of area supermarkets, c-stores, gourmet, deli, specialty, and department stores; achieved additional success selling consumer snack products to retail classes.

 Major Customers; Kroger KMAs, Randall’s, Tom Thumb, Smith’s, Ralphs, United Supermarkets, Wal-Mart, Sam’s, and others in western US..

Sargento Cheese Company, 1 Persnickety Place, Plymouth, WI. 53073 4/1983–12/1993

South West Regional Sales & Broker Manager

 Sargento had tried for 8 years to open up South West Markets and failed. I open up the markets for them!

 At the beginning Kraft & Private Labels owned 98.7% of the ACV, In four+ years Sargento was #1 in

the region with each account having 15+ SKUS merchandised in all stores in the prime position!

 Grew the Sargento brand to #1 in all markets

 Increased profits by maximizing shelf space, product selection and planogram placements.

 Introduced Sargento into Military Commissaries generating more than $15M in annual sales revenues.

 Drove Sargento supermarket and commissaries sales from $0 to $32M in the Southwest within five years.

 Convinced best qualified brokers to accept, pioneer, and promote a new company into each market. Sargento became the most profitable line in each broker’s refrigerated and frozen sales departments.

 Built Sargento core product line first then expanded sales and distribution with a second product line thus increasing profits and available promotional funds for all accounts for all suppliers!~ Net Profits Increases!

 Sargento became and earned “Preferred Vendor Status” with each account!

 Sam’s – Account Specific: Developed four special packages of natural cheeses products along with merchandising boxes, First order 3 truck loads, second order 6 truck loads, etc.

I grew up in a family owned Tom’s Distributorship selling nuts, candy, crackers, chips and snacks.

EDUCATION

Bachelor of Business Administration—Marketing, Lamar University, Beaumont, TX

Associates of Arts—Business, Blinn Junior College, Brenh

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