Darin Johnston Email & Phone Number

Carlsbad, Ca

Managed the sales operations and marketing functions for $84.2M B2B and B2C e-commerce business. Directed a team of 35 with five direct reports. • Increased annual sales by $16.6M or 25%.• Increased productivity by transforming the organization from an entrepreneurial start-up to a process driven professional operation.• Recruited and developed a Key Account Team resulting in quarterly growth from $3.5M to over $6.2M per quarter in the key account customer segment.

Corona, California

Directed a 15-person Account Team with responsibility for national and regional chain customers such as Wal*Mart, 7-Eleven, Circle K, QuikTrip, Sheetz and grocery broker groups. Held full sales responsibility for $44M business. • Assessed and restructured assignments and go to market strategy by instituting a defined book of business for each account manager.• Developed a rebate structured incentive program to entice new product placement, which is still being employed to date. • Negotiated and executed the first ever company exclusive product launch with 7-Eleven.

Corona, Ca

Managed a staff of 11 direct reports. Held full sales and marketing responsibility for $28M business in eight western states.• Recruited, trained and developed Sales Representatives to conduct all sales activities. • Recognized for creating effective business plans and managing performance against plans.• Increased productivity by training and developing the sales and service teams focusing on behaviors and skills against a defined performance management process, resulting in the region leading in sales revenue growth for each year of my tenure.

Developed and executed a marketing and sales plan targeting a base of 1M people. Utilized alternative dispute resolution and mediation techniques to help families successfully transition through divorce.

Managed a staff of 130 with eight direct reports. Held full sales and marketing responsibility for $174M business in eight western states. • Increased annual unit sales by an average of $3.8M or 2.2% from 2006 to 2009.• Increased productivity by coaching and developing field sales personnel to focus on key activities. These efforts resulted in an average annual increase of 10% in retail stores visited.• Received President’s Award for my leadership role in helping to defeat California’s Proposition 86.

Developed and managed a comprehensive Regional Business Plans that addressed regional requirements while remaining consistent with corporate brand and trade development objectives. Developed and managed the company’s largest consumer promotional offer from test market to national launch. • Almost tripled a consumer promotional program from 380,000 units a year to over 100M units annually by developing new packaging and a program management process. • Received President’s Award for managing the Trade Plan and developing a successful consumer promotional offer.

Yorba Linda, Ca

Established and maintained business relationships with large national chains. Developed and implemented business plans to facilitate growth using marketing tools and programs. Conducted category management training seminars.• Designated as the National Category Management Leader by both Chevron and Circle K. • Increased by 20% product SKU facings and in-store point of sale placements.• Increased sales by more than $1M or 12%.

Prepared analytical reports for Senior Management and aided in the development of initiatives for key marketing presentations.• Developed an Excel based analytical tool utilizing the 2000 Census data. • Opened and balanced communication between the Marketing Department and Field Sales.

Selected, trained and developed Sales Representatives to conduct all required sales activities. Enhanced team concept and reinforced the importance of a positive attitude. Managed and evaluated business utilizing a sales activity reporting system as well as retail account data. Trained personnel to review sales activity and identify business opportunities.• Team selected as pilot for a new computerized sales activity reporting system.

Prepared written monthly regional business performance correspondence to Senior Management. Prepared and communicated weekly, monthly and quarterly the analyses and recommendations to Regional Management on opportunities to improve sales. Prepared and analyzed the data and presentations, for utilization by the Key Account Manager and Department Chain Managers. Supervised training and development of the regional sales force in interpreting information and utilizing applications to be implemented in the sales process.

Enhanced sales by implementing sales programs, utilizing sales tools, managing resources and establishing positive retailer, chain and distributor relationships.