Scottsdale, Arizona, United States
Proactive and results-driven professional with extensive experience executing best-in-class solutions that drive business results in the consumer packaged goods (CPG) industry. Record of success maximizing product growth drawing on advanced understanding of supply chain cycle, including sales, customer service, and supply / demand planning. Skilled at leading high-performing sales teams to meet aggressive goals and drive sustainable, profitable brand growth. Strategic thinker who solves client problems and improves consumer experiences, leveraging data insights and devising effective resolutions. Recognized for sound judgment, strong attention to detail, and positive attitude.
Responsible for growing, developing and cultivating retail sales in the grocery channel for the western United States. Establish and build relationships with HQ buyers, category managers and sales managers with major grocery retailers. Customers include Albertsons Safeway, Raleys, Save Mart, Bashas, Sprouts.
Lead and consult clients within the SW and SoCal divisions (500+ store locations) in relation to sales, distribution, shelving, merchandising and pricing. Plan and manage trade promotions and events, including off shelf display, price reductions, weekly and monthly advertising space. Post promotion analysis, determining cost effectives/ROI on planned events. Includes in depth analysis of SPINS and Nielsen data. Build and cultivate relationships with key stakeholders in both divisions, including buyers, sales managers, wholesaler account managers. • Take lead with client/customer relationships, created business planner and promotional calendar for assigned clients, which were shared and utilized with rest of ABS team • Gained new item distribution, shipper display execution, and holiday/seasonal display activity with two clients within seven months • Grew client portfolio dollar volume 17% over LY, gained over 1500 total distribution points (TDPs) in 2022
Lead and consulted Natural/Specialty clients in the SW division in relation to new item distribution, pricing, assortment optimization, and trade spend. Collaborated regularly with KeHE Account Manager, Albertson’s buyers and ASMs for new item sell ins during category reviews. • Established and cultivated key relationships with KeHE Distributors, ABS buyers, Acosta clients • Gained new item distribution with 3 clients within Southwest Division (193 stores) within first 6 months in role • Grew over 900 total distribution points across client portfolio in Natural/Specialty segment
Direct 9 sales associates – in California, Arizona, and Nevada – focused on growing sales in 1,900+ convenience store channel through physical availability of Mars Wrigley products (assortment, display, merchandising). Oversee $10M+ annual gross sales volume – second highest GSV region nationwide – representing full line of Mars Wrigley brands (Snickers, M&Ms, Twix, Skittles, Extra, etc.). Support team members in delivering goals by promoting high level of engagement and offering constructive feedback. • Conduct presentations to distributor sales teams on innovation, sales rewards programs, etc. • Produced sales of $12M+, the 2nd highest volume Region (out of 56 Regions) in the country for 2020. • Led team to receive exceptional Gallup Engagement scores – 4.86 out of 5 – amidst an organization restructure and COVID-19 pandemic. • Exceeded 20+ scorecard KPIs consistently for 6+ years, including ranking 5th out of 28 Regions in 2020 at 99.3% to goal (with only 6 months in the field) and 108.2% to goal in 2019. • Delivered highest GSV sales in the West area with Mars Wrigley performance contracts, accomplishing $500K+ within 2-month selling window (2020).
Led direct team of 5 and indirect team (third-party broker) of 8 associates in Texas, Arizona, New Mexico, and California. Oversaw region comprised of 1,100+ stores in convenience channel and 60+ Walmart Supercenters. Represented WM Wrigley brands – prior to Mars Chocolate North America merger in 2017 – that included Skittles, Starburst, Lifesavers, Extra, 5 Gum, Orbit, Juicy Fruit, Doublemint, etc. • Managed KPIs / metrics, including item assortment, display placement, and innovation penetration. • Headed the ‘Field Action Committee’ to cultivate and communicate best practices in Retail. • Achieved or exceeded all scorecard metrics and KPI goals during tenure. • Led team through rapidly changing Retail organization and structure of Mars-Wrigley merger; hired 3 additional team members and drove engagement via collaboration, accountability, and clarity of goals.
Oversaw territory of 180+ convenience store outlets and 18+ Walmart locations in Northern Arizona and surrounding cities. Managed 3 regional c-store chains, focused on increasing distribution of innovation items based on display placement and assortment maximization. • Received ‘Exceeds Expectations’ performance rating as well as ‘Make a Difference’ nomination in first year of role. • Ranked Top 5 TSM in the country and 1 of 4 associates to attain ‘Exceeds Rating’ in West area with 60+ associates.
-Instrumental in delivering three consecutive years of growth for 2nd largest ISO bottler in the country, Kalil Bottling -Key contact with Kalil Bottling sales force (managers, supervisors, route reps) -Key field contact for DPSG, Phoenix market -Consistently delivered high performance level on KPIs -Key Account Management -Teamed with bottler KAMs for regional accounts -Teamed with bottler KAM for Walmart -Nielson Data/Share Review -Presented to bottler KAMs, VPs, managers and RSMs during monthly KAM meeting -Developed skills to analyze Nielson data, generate salient talking points, utilize change charts in Excel to communicate -Participated in Market Blitz with Paradise Beverage (Hawaii), February 2012 -Exposure to different market/bottler in ISO team -Helped reinforce commitment/partnership with bottler -Helped deliver substantial lift in UDS channel (188 incremental facings, 4 coolers, 5 displays, 3 racks)
Drive product sales / market share, working with Kalil Bottling to increase distribution; focus primarily on convenience stores and chain groceries in a large, competitive territory (500 - 600 accounts). • Plan and prospect for new business, canvassing geographical area, analyzing demographics and delivering presentations. - Earned 1st place within Western Division in converting non-buying accounts, first 3 quarters 2010. - Recognized as “Best Presenter” at Fall 2010 district team meeting based on ideas, communication and goals. • Exceeded 2010 goals up to 112% with a 5% close rate increase from 2009 and placed 1st in Western Division for cooler / cold equipment placements.