Sales Manager

LARRY P. GILGUN

* **** ****** - *****, **. ****0 - *******@*****.***

Home Phone 978-***-****) - Cell Phone 978-***-****)

ACCOUNT DEVELOPMENT SALES / BROKER MANAGER

• Sales responsibilities include Customer Headquarter Management and Selling as well as developing and executing advertising and promotion programs to increase P&L with Customer, as well as with Sara Lee.

• Skill set includes Sales, Broker Management, Multi Line Portfolio Management, Negotiation and Closing Skills, New Item Introductions, and Volume and Trade Funding Planning and Execution.

SUMMARY OF QUALIFICATIONS

• Winner of 3 “Sales Champion” awards during my first 7 years, the highest award an Account Sales Manager could achieve. Three winners were chosen nationally each year with 250 Sales people under consideration. This recognition was due to exceeding prior year volume and dollar percentage by a minimum of 7%.

• Effective at delivering presentations in one-on-one group situations to deliver a specific message and obtain a pre-planned result. Utilization of Power Point.

• Experienced in selling a portfolio of multiple brands and SKU’s.

• Experienced in Grocery store Perishables specifically Frozen, Refrigerated, and Deli.

• Proficiency with Microsoft Word, Excel, Power Point, and Outlook.

• Computer skills also include knowledge and usage of IRI fact based selling utilizing Nielsen data.

PROFESSIONAL EXPERIENCE

SARA LEE FOOD AND BEVERAGE, Downers Grove, IL 1995 – 2011

Account Development Manager 2008 – 2011

• Handled Headquarter sales calls at C&S Wholesale Hatfield and Keene. Independent responsibilities included Big M, Grand Union, Foodmaster, Key Foods, King Kullen, and D’Agostino. Independents generated 2.4 million pounds of Processed Meats which equates to $3.8M in annual sales

• Simultaneously handled 19 C&S warehouses nationally. Sara Lee Perishables business including the 19 warehouses was in excess of 57 million pounds and $65M dollars.

• Broker Manager for Sara Lee Deli and Sara Lee Sweet Goods (Pies and Desserts) utilizing Acosta Fresh Foods with C&S and their Independent Chains (Independents mentioned above).

• Managed the following lines for Sara Lee: Hillshire Farm, Ball Park, Kahns, Jimmy Dean, Sara Lee, and State Fair. Also responsible for Refrigerated Package Meats, Deli and Frozen.

• Increased volume and dollar sales + 3% each of the past 2 Fiscal Years due to new item authorizations and successful programs. Consistently exceeded Sara Lee Company annual goals and expectations.

Category Development Manager 2006 – 2008

• Focused on covering Headquarter Sales calls and analytical responsibilities for Stop n Shop, Giant MD & PA, and Tops (Ahold Team).

Larry Gilgun Page 2

• Generated over $22 million in sales for Jimmy Dean Frozen Breakfast, Sara Lee Deli Meats, State Fair Corn Dogs, and Sara Lee Frozen Bakery products.

• Introduced new items and promotions, negotiated margins and fees, ensured proper assortment and shelf space resulting in 4% volume and dollar sales growth over year prior.

• Managed Acosta Sales Representatives for Sara Lee Frozen Bakery for all 4 Ahold banners.

Senior Business Manager (Hillshire Farm & Kahn’s) 1995 – 2006

• Grew pound and dollar sales on a yearly basis by 4-10% over prior year. Achieved budget goals every year.

• Served as team manager during planning periods; facilitated and implemented quarterly plans for New England region; also managed time line, trade spending and maximization of promotional plans.

• Headquarter sales calls consisted of Shaw’s Supermarkets, Hannaford Brothers, Kash n Karry, Demoulas MarketBasket, and Star Market.

• Oversaw Distributors including Bozzutos, Agar, Super Valu, Poultry Products. AG New England, AG Maine.

• Oversaw larger independents including Big Y, King Kullen, Roche Brothers and Foodmaster.

• Broker Manager for AJ Letizio (Food Broker) for Sara Lee Deli products.

GENOA SAUSAGE COMPANY, Woburn, MA 1994 - 1995

Regional Sales Manager

Direct Headquarter account sales responsibilities included Stop n Shop and Shaw’s Supermarkets, as well as Broker Manager for Letizio Food Brokers. Oversaw all Genoa Sausage Private Label as well as branded sales.

• Seven new authorizations at Stop and Shop and Shaws during my 14 month tenure.

• Overall Genoa Sausage business increased 11% vs. year prior due to new authorizations and effective Customer programs.

EDUCATION

Salem State College

Bachelor of Science – Education

Major Social Studies – Minor English

OTHER

• JV Head Coach/Varsity Assistant Hockey Coach at Woburn High School.

• Member of Division II Salem State Varsity Hockey team

• Played Semi-Professional Hockey – minor league for Colorado Rockies NHL franchise.

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