Columbia, South Carolina, United States
PROFESSIONAL SUMMARY Uniquely qualified as a driver of business strategy through the use of high level analytics with the ability to exceed sales objectives by building sustainable infrastructure that drives business results. History of continually applying analytical methods to develop business strategies that meet business needs and improve business results. Ability to connect with and influence people at all organizational levels; both internally and externally. Specialized Skills in: Data and Business Analytics, Key Account Management, Team Development, Sales Management, Wholesale and Supply Chain Management, New Product Launches, Strategy Development, Game Planning
Develop the analytics strategy for the Customer Product Quality Analytics Team. Manage a team of Customer Product Quality Analysts. Continuously improve the analytic reporting of the team to ensure actionable insights. Introduce Tableau to the Analytics Team and ensure training on the software. Convert standard and Ad Hoc reporting to the Tableau interface. Report quality results to senior leadership on a weekly and monthly basis.
Organize incoming customer complaints into the Customer Product Quality department for daily reviews. Maintain and update customer complaint databases in an accurate and timely manner (Siebel, Tavant, ETQ, etc.). Gather, and compile data from various data systems into a format that allow ease of analysis by various support groups. Create and distribute regular cadence reports (daily, weekly, and monthly) Utilize Siebel Analytics to analyze warranty data for trend analysis and dealer audit support. Insure timely reporting of warranty costs and trends associated with warranty claims including trends associated with product failures in the field to affected parts of the organization. Analyze data to aid in driving continuous improvement activities. Help to Conduct / Manage daily and weekly customer complaint reviews. Update and maintain daily MDI board. Create data queries within various databases to extract needed data. Create data summary reports to post on OBI. Create ad-hoc data queries upon request. Preparing and making presentations, monitoring and maintaining the quality nature of database systems
• Manage a $18.5 million business through developing strategies for growing revenue in a sales territory consisting of 700+ accounts and 3 business units o Business units consist of Philip Morris USA, US Tobacco and John Middleton • Manage 6 sales managers and 4 part-time merchandisers and develop their sales capabilities through exposure to the application of business analyses, sales strategies and tactics, and the connection between sales, marketing and trade marketing execution goals and the overarching mission of the company • Develop and communicate the direction for the section’s third party part-time merchandisers. Manage 30+ merchandisers and 4 merchandising managers • Manage 3 Retail Key Accounts and 2 Wholesale Accounts Significant National Account Management Responsibility (Walgreens, H.T. Hackney) Key Accomplishments • Developed an analytical process that measured a previously unrecognized key business metric o Used this metric to more accurately calculate share. o As a result, a section-wide initiative was undertaken to obtain a more competitive price on our flagship brand, resulting in a 3.4% market share increase. • Developed analytical process to address issues with out of stocks on our most valuable brand packings resulting in an increase in market share of 1.2%. • Successfully influenced a top chain account under my span of control to sign our top PMUSA merchandising agreement. This resulted in an increase of 4.7% market share and 8.5% increase in volume for PMUSA in this account. • Continuously improved my team’s selling and influencing skills resulting in an increase of independent store cigarette volume contracted by 6% and controllable chain account volume contracted by 75%.
•Used STARS and IRI databases to uncover business insights and developed strategic plans and presented insights and recommendations to the Region Sales Vice President, the Region Sales Leadership Team, and National Account contacts via sales calls • National Account Responsibility Included: o Food Lion o Publix o Circle K o Exxon Mobil o The Pantry o RaceTrac o H.T. Hackney (Wholesale) Key Accomplishments •Led the team that built the infrastructure for the National Key Account Analyst Role (position was new to the company). •Formed relationships with region sales leadership team and company clients. •Developed and implemented standardized analytics used to drive region and client strategies. •Developed an analysis training program used to train the region sales force. •As a result of my analysis PMUSA share and volume increased in 5 of the 6 National Key Accounts.
•Trained SDA candidates on Philip Morris Sales Strategy and Overarching Objectives •Ensured personal training opportunities are developed and completed •Member of Region team charged with disseminating effective training information via seminars and manuals •Assisted with the training of Territory Sales Managers •Assisted managers with various initiatives, assignments, etc.
•Implemented trade programs in a territory consisting of 130 retail and 2 chain accounts •Ensured PMUSA maximized return on platform and promotion investment Key Accomplishments •Developed a process for analyzing store’s and chain’s purchase data in an effort to develop strategies for inventory management and sales maximization. •Influenced previously unsigned chain account to sign at PMUSA’s highest contract level and influenced a second chain account to move from PMUSA’s lowest level, to the highest level. These signings resulted in increases in both volume and share. •Earned several monthly performance awards •Earned a Superior Performance (SP) rating for 2003 (the highest possible rating) •Winner’s Cup award Recipient – for most outstanding territory sales manager