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Strategic Planning Business Development Major Account Management
Key Customer Relations Process Improvements Start-Up Project Design
- Significant background in all facets of new business development including regional/national/global account leadership, sales training, and driving significant organizational change.
- Adept at developing, empowering, and leading teams in implementing solutions which advance business growth and competitive positioning on a global scale.
- Able to fine-tune and customize global business development approach by conducting comprehensive market research and analysis.
- Highly skilled at connecting with, inspiring, and managing people from diverse cultures and backgrounds.
- Excel at defining, developing, and collaboratively guiding business strategy and company direction.
Adept at key customer leadership; highly regarded as a dynamic leader who consistency exceeds goals and inspires transformational results.
Consistently recognized for expertise in contriving strategic plans which fuel market share, sales revenues, brand exposure, and profitability.
The Coca-Cola Company, multiple locations, 1995 to Present
Director, US and International Sales 2015 to Present
Steadily advanced through a series of promotions to most recently lead cross-functional team in managing largest US account base of complex, multi-concept franchisees across 29 states with 1,200 locations producing $30M+ in annual revenues.
Accomplished highest team sales performance results for past three years including sales growth of more than 6% in 2017 and securing 122% of goal for US market.
Govern customer relationship management across 31 countries in Latin America, Europe, and Asia-Pacific to be on trend to achieve $1B in sales by 2020.
Aligned and mobilized global team of regional account directors and bottling partner associates resulting in successful negotiation and renewal of eight country agreements and one new country agreement (with zero losses in country agreements worldwide.)
Pioneered international customer business management model playbook including strategic vision and implementation of tools to ensure global consistency within extended leadership teams.
Championed new market entry model for growth acceleration within Coca-Cola that became gold standard for market development.
Delivered digital toolkit featuring high-impact strategies for franchise partners to optimize business growth.
Fueled business outside North America by 3% in 2016 YoY and 7% in 2017.
Senior National Account Executive 2000 to 2015
Successfully managed large-scale account base generating $20M annually, spanning 80 key franchisees across 14 states, and representing over 2M+ gallons in production.
Directed unified and service-driven Western US regional team comprising Marketing, Operations, Finance, Customer Service, and Sales professionals.
Actively networked with bottler and distribution partners to achieve assigned goals within customer base.
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Professional Experience (Coca-Cola) continued
Substantially expanded market share from 82% to 99% in Kansas City within four-year period by negotiating new contracts with 10 competitive franchise groups totaling 199 outlets.
Handpicked to assume Costa Rica market and successfully negotiated exclusive five-year agreement with franchisee for 15 outlets translating to approximately 200,000 gallons.
Winner of 2012 Wendy s Legacy Award and achieved highest % vs. plan outlets in 2012, 2013, and 2014.
Nominated by executive leadership team as Engagement Leader for Wendy s account team and foodservice; ranked #2 division-wide and #1 in 14 of 19 categories from 2008 to 2010.
Corporate Integration Manager 2000
Masterminded profitable strategy to merge Minute Maid business system into Coca-Cola fountain operating model, including financial elements, sales and account transition tools, and communication models.
Created and demonstrated customized sales training tools, and provided in-depth training to Coca-Cola fountain associates on Minute Maid sales system.
Proactively restructured account management to reflect enhanced coverage levels, and shaped distribution system to facilitate successful integration.
Group Account Manager, Great Lakes and Southeast 1999 to 2000
Hired, trained, evaluated, motivated, and managed eight direct sales representatives in multiple channels across nine-state territory; assigned sales targets to team members, and provided mentoring and coaching to optimize results.
Defined, controlled, and monitored budgets and held P&L accountability for Southern US and Great Lakes.
Administered 50+ key regional accounts, bottling partners, and distribution partners while maintaining direct national responsibility for Arby s (RTM), Promus, K-Mart, and Bass Hotels.
Region Sales Manager, Great Lakes 1998 to 1999
Spearheaded sales functions encompassing three broker organizations, two direct sales representatives, 35 distributors, and all bottling partners in four-state region.
Met or exceeded operating revenue and profit goals; successfully produced 106% of target vs. prior year volume consistently for two years while expanding dispenser base.
Built and led highest performing region in United States in terms of volume growth vs prior year to result in winning President s Award.
Manager, Anchor Distribution 1997 to 1998
Chosen to steer national deployment of anchor distribution model while providing high-impact analytical framework for ongoing distribution strategies.
Shepherded cross-functional business team in meeting goals for profit, volume, and market share.
Manager, Business Planning 1997
Helmed development and implementation of innovative business strategies for three regions comprised of 75 associates in 35 states.
Guided high-performing cross-functional business teams in creating annual business plans, determining economic profit goals, and authoring general policy guidelines.
Manager, Sales and Business Development, 1996 to 1997
Territory Sales Representative, (awarded as 1995 Sales Rep of the Year), 1995 to 1996
Bachelor of Science in Business Administration
Bowling Green State University, Bowling Green, OH
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