Sales Manager

MARSHA THOMPSON

***** ****** ****

Southfield, MI 48034

313-***-**** (H)

313-***-**** (C)

***************@*****.***

Objective

Seeking an opportunity with an innovative industry leader where experience and demonstrated ability to produce in challenging markets can be most effectively applied.

Background Summary

A record of achievement in the food industry, consistently exceeding sales quotas with such companies as Frito-Lay, Mrs. Fields Famous Brands, and Vie de France Yamazaki.

Particularly effective in developing, training, and motivating sales personnel to provide creative product and marketing solutions that enhance sales and profits.

Broad-based knowledge of the Midwest market including both the food service and retail segments, working closely with brokers, distributors, and retail chain accounts.

Industry Experience

VIE DE FRANCE YAMAZAKI, INC., Vienna, VA 2007-2010

Premier Baker of French bakery products; subsidiary of Yamazaki Baking Co., Ltd., Tokyo.

Regional Sales Manager – Midwest Region

Maintain P&L responsibility for all business in a Michigan, Indiana, Ohio, Kansas, and Missouri territory for this $200 million company, selling through food distributors, restaurants, hotels and retail. Some distributors include SYSCO, USFS, and GFS. Also, retail accounts such as Heiman’s and The Fresh Market. Trained, coached, developed and supported brokers in the five-state region, developing particularly effective working relationships. Responsible for sales of new items, maintaining existing items and increasing product line, category reviews, sales volume, customer profitability and margin improvements. Demonstrated top achievements building teams while maximizing service, sales and profit. Also, responsible for promotional planning, budget adherence, increased sales while controlling costs, deduction management, and execution of sales, and marketing & retail initiatives. Effective management, personal, operational, & technology skills, management functions include the development of annual strategic bottom-up business plan & forecasts, and working with customers to develop and educate product line.

Built new business relationship with Spartan Stores. Obtained new bakery and deli business. Gained their croissant business and some of their dessert business.

Initiated aggressive refreshing of lines, removing under-selling lines and introducing new products, putting together deals that trumped the competition despite our higher price points.

Significantly increased profits while gaining market share in an overall decreasing market.

Enhanced relationship with brokers with intensive product training, alternative offerings to overcome competition, cross merchandising methods, and increased customer understanding.

BOYD COFFEE COMPANY, INC., Portland, OR 2005-2006

Long-established innovative coffee food service company.

Key Account Manager – Midwest Region

Responsible for managing $75 million in sales in a Midwest region consisting of Michigan, Indiana, Ohio, Illinois, Wisconsin, Minnesota, Iowa, and Colorado. Accounts included: buying groups such as

Royal Buying Group, Power Buying Group, and One-Stop; distributors such as SYSCO and Gordon

Foodservice; direct accounts such as Mobil, Amoco, and Shell. Restaurants such as Jack in the Box and Perkin’s. Trained and developed sales teams across the territory. Partner with corporate team to maximize district contribution. Provided sales training and support to chain customers. Functions included sales

EXPERIENCE Page 2

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presentations and business reviews to create branding, merchandising, plan-o-grams, setting ads, managing promotional allowances, and developing account specific programs.

Increased sales 3% in the first year, building a foundation for further long-term growth.

Expanded sales with the buying groups, focusing on a key growth market for Boyd.

FRITO-LAY, INC., Dallas, TX 2001-2003

The leader in the U.S. snack chip industry with $12 billion in sales; a unit of PepsiCo.

Zone Account Manager – Detroit & Sterling Heights (2001-2003)

Merchandised and created account-specific programming for large and small outlet stores. Set all ads and issued and monitored promotional allowances and payments. Planned activities to support regional and zone growth. Responsible for brand and company objectives, communicating objectives to retail sales force, conducting shelving analysis, developing tactical & strategic planning and category management. Financial analysis and profit and loss responsibility. Retail softlines, hardlines or general merchandise categories in specialty stores. Also, responsible for increasing floor space and implementing plan-o-grams. Key account manager for K-Mart, Target, Farmer Jack, Meijer, Shoppers Market and Wal-Mart.

Successfully implemented Plan-O-Gram at Shoppers Market which resulted in a share of shelf increase of 50%.

Built new relationships with accounts by meeting with them regularly, offering various specials, committing increased advertising dollars, etc.

Increased sales from previous 92% of quota to 105% totaling $25 million in sales.

District Sales Leader - Detroit & Sterling Heights (2001)

Managed a team of fifteen retail service representatives in this $18 million district with ten routes. Worked closely with account managers to facilitate communication among retail teams. Developed, implemented and managed the route sales plan. Conducted and ensured the completion of performance reviews. Developed strategy plans to address gap areas.

Drove the district from 50th to 14th rank in sales among 66 districts in less than one year.

MRS. FIELDS FAMOUS BRANDS, Salt Lake City, UT 1996-2001

Company sells through company and franchised stores and its affiliated companies.

Regional Sales Manager – Midwest Region

Responsible for $45 million in sales annually through 110 franchisees and 10 company stores, as well as through Star Theaters, a company key account. Accomplished district and store sales, held overall management responsibility which consist of hiring and training managers as well as financial analysis and

profit and loss responsibility. Supervision of multiple store managers that directly supervise their teams, setting goals for the work group and developing organizational capability. Guide and support franchisees in growing sales Identified and communicated key responsibilities and practices to ensure the immediate team of direct reports promotes a successful attitude. Responsible for leading direct &indirect reports and planning and executing strategies to increase sales while controlling operational costs within the assigned region. Responsible for merchandising, identifying trends, operations, forecasting store budgets and marketing and people development. Progressively responsible for retail execution and managing cross-functional partnerships.

Increased national ranking in sales from #13 to #2, among 18 regions nationally.

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EDUCATION

NORTHCENTRAL UNIVERSITY, Prescott, AZ

Doctorate of Training and Development in Leadership, Present

WAYNE STATE UNIVERSITY, Detroit, MI

Education Specialist Certificate in Leadership, 2005

CENTRAL MICHIGAN UNIVERSITY, Mount Pleasant, MI

M.S. Degree in Administration, Concentration in Leadership, 2002

Certificate of Human Resources Administration, 2002

B.S. Degree in Organizational Development, 2000

COMPUTER SKILLS

Ms Word, Excel, PowerPoint; IRI and Neilsen

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