•Accountable for profitable volume and product market share growth of assigned accounts.•Managing a mix of leading national brands that provides a strong value proposition while offering appropriate profit contributions for the customer.•Utilizing analyzing technologies to maximize SKU and assortment mix, space allocation, sales, profits and advertising effectiveness.•Generate accurate and timely sales and profit forecasts and effectively communicate this information to appropriate levels of management throughout the business unit.•Develop and maintain strong relationships with key national, business unit and system personnel as well as independent bottlers to take action to achieve goals and ensuring execution of agreed upon customer programs.•Design and implementation of regional marketing/sales campaigns and value added solutions along with coordinating resources to attain results.

•Division department head reporting to the Division President with responsibility for achieving sales volume, budget development, expense control, and designing long term business strategies, based on company policies, strategies and procedures of a $1.4 billion division based on Nicholasville, KY.•Accountable for the profitable growth of the existing customer base while developing new and profitable customers in MI, OH, KY, TN, PA, WV, VA and IN.•Directly responsible for top to top customer contract negotiations as well as managing current contracts to enhance the competitive position of McLane.•Directing the hiring, development, motivation and cross training of 3 Area Sales Manager, 2 District Leaders and 26 Field Merchandisers for growth as well as maximizing sales volume attainment.

•Sales development within the National Account business segment defining new account prospecting at all levels within the account (culinary, R & D, purchasing, marketing, distribution), product development, price negotiation, service, promotion and sales forecasting as well as developing Sysco’s Corporate National Account Business.•Accountable for annual sales budget preparation, expense maintenance and business plan execution.•Leading growth within the current account base as well as establishing account strategies to identify opportunities and risks for long term growth.

•Meeting/exceeding sales volume, distribution, marketing, and profit objectives at 8 Sysco Operating Companies and 5 Food Service of America Branches in the Western United States, as well as overseeing all activity with Sysco Operating Companies and FSA Branches outside the West which were managed by the Central and Eastern Region Managers.•Leading growth within current base business as well as establishing sales plans for long-term growth within Sysco Corporate and FSA Corporate.•Recruiting, training, challenging, directing, and motivating 8 direct sales people to accomplish professional and personal goals and objectives: Developed the “Poultry Pacesetter Award” program for outstanding achievements, or “setting the pace” for the division.•Oversee management of 6 brokers to achieve/exceed objectives consistent with company strategies, procedures, and policies.•Developing and maintaining sales as well as P & L expense and marketing budgets.

•Defining and developing regional promotions and major event merchandising events that are consistent with objectives, strategies and company policies that produced positive results with Distributive and Operator customers: Contributed to Fiscal ‘97 growth of $68MM versus $60MM in Fiscal ‘96 representing a 13% increase in dollar sales.•Creating unique business building programs by understanding and acting on customer needs. •Developing Distributor and Operator database resulting in programs which generated operator demand for our products and developed and maintained pro-active customer relations. This enabled the Western Division to gain profitable, incremental business growth on target items as well as demonstrate our commitment as a value-added supplier.•Created program detailing procedures and policies for Customer Payments, Deductions, and Rapid Draft payments. By implementing consistent policies and procedures for the sales team year one results included reducing field sales team administration time and costs, increasing selling time, and continuing to grow the business 13% while being financially responsible.•Received F’97 Division Marketing Manager Merit Award. This award is given to one of the Division Marketing Managers in the country for demonstrating consistent leadership skills, sound interpersonal communication skills, continuing self-improvement, and accomplishments benefiting the organization.

•Defining and developing new regional chain and other operator business opportunities by building relationships and delivering innovative product and service offerings.•Growing existing operator and distributor business by meeting/exceeding revenue and case objective within the Pacific Region.•Providing direction, motivation, and training of brokers to ensure maximum results by market (S. CA, AZ).•Developing and maintaining pro-active customer relations with operators and distributors to ensure market conditions are identified and communicated with appropriate recommendations/actions taken.

•Achieving sales volume, distribution, and merchandising objectives within the Los Angeles Region.•Managing, evaluating, and recommending on-going trade promotions and merchandising events with brokers and customers, consistent with objectives, strategies, and company policies.•Providing 4 broker organizations direction, motivation, and training.•Managing the performance of brokers, ensuring all Clorox sales policies, strategies and procedures are followed.