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Yyyyyy x. yyyyyy
Objective: President of Sales or Chief Customer Officer
Accomplished w Client Centered w Detail Driven w Leader w Mentor w Innovative w Highly Effective
Astute executive leader with extensive and progressively responsible experience in sales, operations, market share growth, and executive oversight of and relationship management for large national accounts
Excellent communicator with demonstrated ability to collaborate with staff, management, business partners and others at all organizational levels
Proven ability to assemble, lead and supervise large national teams, manage a wide range of duties simultaneously and coordinate multi-level directives
Direct multi-site cross-functional teams across all projects and organizational initiatives from concept to completion
Outstanding blend of organization, prioritization, leadership and interpersonal skills
Created new and innovative branding strategies sustaining growth in established markets and enhancing growth in non-traditional retail outlets
Direct cross-functional teams across all projects and organizational initiatives
Provide sound consultative advice to executive-level teams and board members
Mentor and lead teams by example and with integrity to deliver service excellence
Consistent success is rooted within the combined concepts of quality, continuous improvement and effective process enhancements
Revenue and Share Growth
Team Mentoring and Leadership
Thought Leadership and Execution
Client Relationship Management
Strategic Planning & Development
Recent Key Achievements
Recently achieved sales growth of 3% to $2.4 billion in the US market, significantly exceeding targets.
Consistently delivered overhead budgets producing more than $5.5M savings to the organization in 2015.
Wrigley Horizon Channel of the Year and Wrigley Globe and Spear Channel of the Year awards recipient.
WM. Wrigley Jr. Company, Chicago, IL, 2005 present
Vice President U.S. Sales & Operations (2016 present)
Build and continually develop highly responsive and customer-centric selling organization.
Proficiently develop and maintain a team of 18 direct reports who collectively oversee 366 associates throughout the US serving Retail, Category Management, Account Management, Customer Marketing, Sales Capabilities, Sales Operations, and Demand Planning. Direct reports consist of Vice Presidents of Grocery, Retail, C-Store, Special Markets, Walmart/Sam s, VP Customer Marketing and Operations, VP Strategic Customers and Sales Capabilities, Director of Demand Planning and Category Management.
Achieved sales growth of 3% to $2.4 billion in the US market, significantly exceeding targets.
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Professional Experience, continued
Delivered more than $5M incremental revenue in non-traditional retail outlets including global quick service restaurants (QSR), theme parks and movie theatres resulting from newly created New Transactions team.
Redesigned Customer Marketing organization, generating $54 million in sales over 18 months in focusing on more customer-centric approaches to growing Value and Club channel business.
Spearheaded a functional customer engagement action plan achieving significant results. The initiative elevated the company to first in the confections category and into the top third of all CPG companies.
Devised effective plans and policies that reduced Sales overheads by $4 million and improved net sales realization by 70 basis points.
Successfully directed integration of the Mars Chocolate and Wrigley Sales organizations, the largest such integration in company history.
Effectively mentored high potential individuals to advance their career plans and preserve talent retention.
Significantly enhanced direct report and total sales organization engagement as defined by Gallup survey.
Vice President Strategic Customers & Sales Development (2008 2016)
Provided astute leadership of 11 direct reports resulting in generating $600 million in sales across Mass, Drug, Club, Value, Military, Vending, Food Service, Ecommerce channels as well as U.S. Sales Training.
Spearheaded development of strategic channel growth plans generating 8-year growth CAGR of +4.29% outpacing total company sales and was the top growth channel each year 2012 2015.
Created, resourced, and provided strategic oversight for a cross-functional team charged with developing accelerated growth in the Value and Club Channels, achieving $54 million in sales. Team structure, focus, actions and success were adopted by Mars Chocolate North America.
Developed a test incubator for testing and determining viability of sales of impulse confectionery items in quick service restaurants. Successful concept was expanded across global Wrigley generating $27M in sales.
Designed and created an ecommerce sales team growing the brick & click and pure play businesses to over $15M. Currently holds leading confectionery share at company s largest pure play retail partner.
Led a customer-centric focus for the Strategic Customer Channel Team that led to being recognized by Target as Vendor of the Year in 2010; Advantage Trade Attitude Survey ranked Wrigley #1 of Confectionery Companies for Drug Channel in 2013 and remained in the top third through 2016. Recognized by Dollar General as Supply Vendor of the Year in 2014.
Directed a shopper and consumer insights team focused category management team leading to Wrigley category captaincy at CVS, Walgreens, Target, and Family Dollar.
Consistently delivered overhead budgets delivering more than $5.5M savings to the organization in 2015.
Provided strategic oversight for the development of internal, online, and external training curricula consistently averaging 4.5 out of 5 as rated by sales associates. Training curricula included Insights Discovery, sales presentations, strategic selling, GAP negotiations, and career development.
Guided development of automated Career Map providing a view of all sales roles, sales competencies, and proficiency level required for higher level opportunities in Account Management, Retail Sales, Category Management, Operations, and Customer Marketing.
Received internal Horizon Channel of the Year and Globe and Spear Channel of the Year awards.
Vice President Customer Marketing & Support (2006 2008)
Astutely devised customer strategy and support initiatives through National Customer Marketing, Category Management, Sales Operations, Demand Planning, Customer Service, Logistics, and for all Wrigley U.S. Distribution Centers. Five direct reports.
Provided strategic oversight for developing a sales guide supporting the annual account planning process, addressing innovation; distribution, shelving, placement, and pricing; national promotion events; and trade dollar budgets.
Led launch of Wrigley s historic pack and price evolution initiative to reflect customer preference. Dramatically improved shelf presence and profitability and led best in class retail execution with a market strategy that achieved 80% ACV in 8 weeks while gaining distribution and growing share of shelf.
Created the Cash is King mandate for our account receivables team that led to a $30 million cash improvement by significantly reducing days sales outstanding. Recognized by CEO and global leadership team for best-in-class focus and execution.
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Professional Experience, continued
Led the transformation of Demand Planning from a historic shipment-based forecasting process to consumption-based forecasting allowing the team to react with speed on changes in consumption. Greatly improved forecast accuracy and reduced annual finished goods inventory.
Vice President Sales & Operations, West (2005 2006)
Grew and developed for $77 million in account sales, category management, and 100 full-time retail sales associates West of the Mississippi including Hawaii and Alaska. Accounts were in grocery, mass, grocery wholesaler, and convenience classes. Altered performance measures and pay from merit to performance.
Colgate-Palmolive Company, various locations, 1987 2005
Team Leader, Albertsons Phoenix, AZ (2001 2005)
Led a team of 13 to increase sales, share, profitability and business relationships with the $60 million Albertsons business.
Associate Director U.S. Sales Operations New York, NY (2000 2001)
Managed the $80 million SG&E budget for U.S. Sales, encompassing sales technology, sales communications, sales meetings, fleet operations, and global relocation.
Business Development Manager, Hard Surface Care New York, NY (1998 2000)
Responsible for $100 million trade budget used to develop and implement the brand strategy for the Hard Surface brands. Successful in growing the HSC business 15% over a two-year period.
Received the company s national You Can Make a Difference award.
District Sales Manager Cincinnati, OH (1996 1998)
Led a sales team of 18 associates and 3 broker offices to increase sales, share, and profitability of a $35 million business including Kroger, Revco, Giant Eagle, and Drug Emporium. Successfully grew the business 3% over the 2 years. Received the company s Hall of Fame award.
Market Business Manager Plano, TX (1994 1995)
Trade Promotions Manager Marietta, GA (1992 1994)
Area Manager Flower Mound, TX (1991 1992)
Demand Planning & Customer Service Manager Atlanta, Georgia (1989 1991)
Unit Business Manager Monroe, LA / Columbus, MS (1987 1989)
Bachelor of Science in Management Information Systems, University of Southern Mississippi, Hattiesburg, MS
Kellogg School of Management, Kellogg Management Institute
Cornell University Food Executive Program
Gap Partnership Sales Negotiation Training - Strategic Negotiations
Mars Leadership at the Peak Center for Creative Leadership
Wrigley Leadership Academy
Colgate-Palmolive Executive Leadership Training Center for Creative Leadership
Colgate-Palmolive Executive Level Category Management Training
Colgate-Palmolive Sales Executive Council
Colgate Financial Training
Professional Affiliations and Activities
Board Member, Hudson Hero s Executive
Board President, Post-Secondary Education Readiness Program
Guest Speaker, Keeping Kids in School sponsored by Coca-Cola
Guest Speaker, University of Southern Mississippi School of Business Administration
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