Sales Manager
Resume:
Michael G. Sullivan
Cave Creek, Arizona 85331 Email: **********@***.***
Phone: 480-***-****
SUMMARY
Dedicated sales professional with a diverse background in the food industry. Customer-focused with strong communication skills. Proven ability to grow market share, sales volumes and margin through the development and alignment of solid business relationships. Areas of expertise:
Negotiations
Account Management
Marketing
Training
Consultative Selling
Relationship Building
PROFESSIONAL EXPERIENCE
DOT Foods 2010 to Present
Position: Protein Sales Specialist
Responsible for all fresh boxed beef, pork, lamb, veal and frozen commodity seafood sales in the Midwest and West.
Manage Sysco, US Foodservice and independent food service distributors
Train and develop 10 territory DSMs
Negotiate Pricing Programs
increased sales 47% over 2010 (from 8.1M to 11.8M lbs)
relationship with every protein buyer in the Midwest and West
McNairn Packaging 2008 – 2010
Position: Western Regional Manager
Responsible for all food service and grocery retail paper sales in the 12 Western states.
Increased sales 12.3% (from $3.971M to $4.461M) in 2009
Pioneered new region for McNairn Packaging which resulted in increase in sales of $500,000 in 2009
Opened 15 new distribution companies in 2009
Managed Sysco and independent paper food service distributors.
Managed 4 brokers and evaluated their performance
Developed key accounts and regional chains.
Developed and facilitated a comprehensive sales training program for all brokers as well as Distributor Sales Representatives
Cargill Meat Solutions 2006 – 2008
Position: Southwestern Regional Manager (2007-2008)
Responsible for all fresh premium beef and pork sales and frozen value added meat sales in Arizona, New Mexico, Utah and Las Vegas.
Managed Sysco, US Foodservice and independent food service distributors.
Managed 4 brokers and evaluated their performance
Managed national and regional accounts that were located in my territory
Position: Western United States US Foodservice Account Manager (2006-2007)
Responsible for all fresh premium Beef and Pork sales at each of the 25 US Foodservice distribution centers west of the Mississippi.
Increased sales 117% in 2006 and 130% in 2007.
Introduced and rolled out Stockyard Angus Beef program to US Foods houses
Negotiated local marketing programs.
Managed exclusive private label programs.
Responsible for food show and sales training.
Key large customers.
Campbell Soup Company 2002 – 2006
Position: Regional Account Executive-Arizona (2005-2006)
Promoted January 2005- Responsible for managing Broker and Distributor (Sysco, US Foods and Shamrock) relationships in the Arizona market with total sales of over $7M.
Exceeded sales plan by over 15% for 2005.
Position: Regional Account Manager-Arizona and Las Vegas (2002-2005)
Manufacturer’s Representative in the food service market. Brands included: Campbell’s Soup, Pace Picante, Prego, V8 and Pepperidge Farm bakery products.
Sold portfolio of food products to the 100 largest food service accounts/regional chains in Arizona and Las Vegas with sales of over $7M.
Developed, qualified and built a database of key customers in the Arizona territory for Campbell’s.
Developed and negotiated successful sales and marketing programs for key customers bringing in additional revenue of over $700,000.
Salesperson of the Quarter in the third Quarter of Fiscal Year 2004 and in the first Quarter of Fiscal Year 2005.
Salt River Project 1999 – 2002
Position: Key Account Manager
Managed, retained and sold sixty-four of Salt River Project’s 500 largest electrical customers. Established a consultative relationship and sold a complete line of energy related products and services.
Negotiated long-term energy contracts to retain Key Customers for a defined period of time in the newly deregulated electrical market. Achieved a success rate of over 90% for targeted customers.
Exceeded key account customer satisfaction survey every year by over 10%.
Sold largest single sale of non-energy products of over $130,000.
Sysco Foods of Arizona 1990 – 1999
Position: Master Marketing Associate
Sold complete line of food service distribution food and non-food items to restaurants, hotels, B&I, schools and hospitals. Built a consultative relationship with current customers and aggressively prospected for new customers.
Started with $10,000 a week worth of sales in 1990 and grew it to over $70,000 a week by 1999.
Promoted to Master Marketing Associate November, 1998.
Top ten percent of sales people based on total sales 1992 through 1999.
Chairman's Club award in 1998 for sales exceeding $3M with a 15% increase over the previous year.
President’s Sales award in 1993 and 1996 for sales increase over the previous year of over 12%.
Elite Sales award: 1995 through 1998 for sales increase over the previous year of over 10%.
Comeback of the Year in 1996 for increasing sales by over 20% after territory realignment.
Trained new sales people and developed a mentor program.
EDUCATION
Arizona State University
Masters in Business Administration (MBA)
Arizona State University
Bachelor of Science Degree with a Major in Marketing
ADDITIONAL TRAINING
NAMP center of the plate training 2010
Miller Heiman Sales training March 2009
Beef 101 at Texas A&M (May 2008)
Certified Culinary Sales Professional (CCSP)-Culinary Institute of America-Hyde Park, NY (March 2007)
A Cut Above Sales training (2006)
Richardson’s Relationship Model Sales Training (2004)
Advanced Sales Training Sysco Corporation: University of Houston’s Conrad Hilton School of Hotel and Restaurant Management (1993)
COMPUTER SKILLS
ACT and Goldmine Sales Software
Microsoft Office (Word, Excel, PowerPoint)
Contact this candidate