Greater Chicago Area
Over 25 years of Sales and Marketing leadership experience in both B2B and B2C markets. Proven track record of leading sales and business development teams, introducing new products, developing strategic plans, pioneering markets, and successfully managing the growth of strategic business segments. Ability to build long-term customer relationships and effectively communicate customer requirements to create customer-focused business solutions. Experienced with managing complex business development cycles and working across multiple levels and functional areas in customer organizations. Experienced leading new product and business expansion initiatives requiring capital investments and long-term customer commitments. Strong overall business acumen and understanding of Finance and Operations. Responsible for the annual planning and budgeting process, and utilize pipeline planning tools to support ongoing business development across the sales org and customer networks.
Overall P&L responsibility for business with strategic customers, with average annual growth in excess of 10% and over 20% in 2017. Manage large sales rep organization focused on strategic business segments including QSR’s, C-Stores, Coffee Roasters, and Retail Accounts. Responsible for training and managing business development pipeline with sales organization. Responsible for annual planning and budgeting process, as well as product and customer strategies to support growth objectives. Ongoing business development, pricing negotiations, and contract management with key National Account customers.
Developed over $12MM of new business with convenience stores and retail business accounts. Recruited and trained a new sales organization to build new business in these channels. Introduced new private label programs with national Drug Store chains, Walgreens and CVS. Developed business with National retailers - Costco, Wal-Mart, Sam’s Club, Supervalu, Albertson's, and HEB. Developed strategy for online business with distribution through Amazon, Sam’s Club, Costco, and others. Launched new program in Office Products channel with Office Depot, Staples, and OfficeMax.
Responsible for leading the company-wide initiative to enter a new product category. Worked closely with customers, sales, manufacturing, and engineering from product concept to commercialization of an innovative new product platform. Product line was successfully launched into QSR, C-Store, Hospitality, and Retail channels, resulting in over $12MM of new annual revenue.
Overall Sales and Marketing responsibility for $175MM Retail Business. Responsible for managing sales and marketing team and national broker organization to launch new products and drive sales growth. Introduced new national program with Costco resulting in over $60MM annually, working closely with Operations to develop blend of domestic and foreign manufacturing capabilities. Successfully grew business with Target by over $20MM, introducing several new product lines. Worked with Marketing organization on business planning based on IRI and Nielsen data, including new products, pricing, and promotional plans.
Responsible for managing the Starbucks account globally. Led dedicated account team of forecasting, sales analysis, and customer service to service customer's business requirements. Oversaw business expansion in Asia Pacific and Europe to support customer growth, and secured new long term business commitment. Led focused team from Engineering and Product Development to develop new products to meet the customer’s changing business requirements.
Responsible for product development and marketing planning for product lines representing over $250MM annually. Oversaw marketing research activities including focus groups, custom research, and observational research. Led several cross-functional project teams working with Engineering, Finance, and Operations to develop new products and improve profitability on existing products. Managed 5 person Marketing team.