Darrell Tharpe Email & Phone Number

Miami/Fort Lauderdale Area

Miami/Fort Lauderdale Area

Promoted to manage day-to-day sales and operations for multiple markets generating $XXM in annual revenues with emphasis on driving revenue growth. Oversee sales and marketing to key accounts ensuring maximum market penetration, brand awareness, and sell-through. Hire, train and manage a staff of up to 90. Administer a budget of $XXM and hold full P&L accountability. Select Accomplishments ▬▬▬▬▬▬▬▬▬▬✓ Worked in multiple markets as an operational turnaround specialist including Capitol Zone ($XXM); Fort Myers ($XXM); Fort Lauderdale ($XXM, the largest in the Southeast); and currently in Miami ($XXM).✓ Rebuilt the entire Fort Lauderdale team and grew the zone to be #1 in labor control and #3 in GSV in the region, 2015. ✓ Consistently a top performer for all zones in metric areas including budget goals, unsellable rate, returns and refusal rates, safety metrics, and P&L performance. ✓ Created follow-up documentation for staff performance implemented and utilized company-wide.✓ District of the Year, Capitol Zone, 2011.✓ Territory Manager of the Year, 2010.✓ Worked with 6/10 reps through performance issues through effective coaching in the Fort Myers zone. District was #1 in the zone, 12th in the region and 25th in the nation; #1 in GSV; #2 in labor; #1 in unsellables; and #1 returns and refusals (lowest).✓ Appointed Safety Zone Manager in Miami and the region won an award for ranking the #1 safety region in the nation.✓ Coached 6/10 reps through performance issues in Virginia. Increased GSV to 110% to goal and became the #1 district in the zone for sales (previously in last place).✓ Achieve budgeted productivity gains minimum (cs/eg/wk) of 20 cases per hour.✓ Consistently meet and exceed authorized innovation launch objectives.***Continued below

Sales & Operations Management▬▬▬▬▬▬▬▬▬▬▬▬▬▬✓ Meet with Directors, Market Managers and Vice Presidents to sell in promotions and review account strategies. Deliver PowerPoint presentations and provide feedback via sales analytics.✓ Identify and recommend solutions through variable labor analysis to ensure optimal zone variable labor management.✓ Support the Zone by ensuring the labor aligns to the business plans and execution strategy around category priorities. ✓ Evaluate and recommend solutions that ensure optimal routing and itineraries for deliveries.✓ Achieve safety metrics through proactive actions that ensure safe work practices and accident prevention.✓ Deliver quarterly and annual Gross/Adjusted Gross Revenue Budget through strategic direction on variable labor management, staffing, and merchandiser development. Deliver District variable labor adjusted by period, quarter and year. ✓ Collaborate with Account Team on strategies by execution of promotional programs. ✓ Work with Distribution Center Manager to ensure efficient flow or merchandise.Staff Leadership & Talent Development ▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬✓ Improve visibility in field with greater in-store presence with customers through field coaching trips for retail sales managers, territory sales reps. ✓ Participate in Talent Management initiatives including staff training, development, mentoring and performance management. ✓ Lead monthly district sales meetings to communicate promotion activity, new product introductions, display execution objectives, and improved display selling techniques. ✓ Lead and develop retail sales managers, territory sales reps, and part time merchandisers.

Responsible for driving shareholder value through maximization of market share, sales and product volume in major accounts in the Capitol Zone. Effectively led trade execution, sales and distribution efforts overseeing a field sales force of five. Oversaw all aspects of sales and marketing of the brand ensuring maximum market penetration, brand awareness and standards, promotions, merchandising initiatives and sell-through strategies. Accountable for sales, profit, operational expenses and budgets.✓ Took over a distressed market and effectively rebuilt customer relationships. Increased sales from $2.5M to $4.3M during tenure increasing ranking from one of the bottom in the region to one of the top performing zones. ✓ Select key accounts included Walmart, Giant Foods, Food Lion, Wegmans and other mass merchant accounts.✓ Managed day-to-day operations of a team of Account Managers and Merchandisers including career planning, coaching, payroll and scheduling. Staffed, trained, evaluated and developed team members in sales and merchandising.✓ Developed, communicated and implemented strategic business plans to be executed at store level.✓ Worked closely with customers and members of the account team providing key consumer insights.✓ Met or exceeded budgeted sales, unsalable and variable labor goals.

Culpeper, Va

Managed grocery and retail accounts in the Northern Virginia territory. Accountable for all aspects of sales and marketing of the brand including ensuring maximum market penetration, brand awareness and standards, and sell-through strategies. ✓ Emphasis on client relationship management, program analysis, providing excellent sales, merchandising and service support.✓ Sold and ordered additional product and displays at the store level securing full line distribution. ✓ Educated store personnel about Schwan products and programs; positioned, arranged and maintained inventory; and built/maintained fixtures and displays. Contacted regular and prospective customers to solicit orders.✓ Worked closely with client base to expand brand portfolio and grow market share in a highly competitive market.✓ Sold promotions, instituted price features and implemented in-placements of new products as value-added services.

Tampa, Fl

Led and mentored a diverse 20-member sales team and oversaw sales, marketing, service, and distribution operations for Pasco and Pinellas County generating $1.22M in revenues.✓ Delivery Sales Manager of the Year, 2008.✓ Managed key relationships with our top high volume accounts. Conduct proactive monthly and annual business reviews, as well as strategic program development and account planning, significantly impacting sales and distribution growth.✓ Maximized staff performance through exceptional training, motivation, inspiration, and mentoring.✓ Trained sales staff, developing managerial talent by reviewing monthly productivity and identifying strategies for improvement.✓ Introduced and cross-sold new products to increase account penetration. ✓ Conducted reengineering of routes to be geographic and trade-channel specific, maximizing efficiencies and revenues.✓ Utilized a top-line management approach to rapidly achieve and exceed profitability goals. Achieved budget and sales plan five consecutive years.

Culpeper, Va

Managed large chain accounts in the Virginia territory covering 19 counties including Food Lion, Walmart and Giant Food stores. ✓ Met and exceeded sales goals and ensured market execution. Grew sales from $2.5M to $4.6M per year.✓ Rebuilt customer relations and salvaged lost accounts resulting in a 37% growth in business the first year.✓ Contacted regular and prospective customers to solicit orders. ✓ Recommended products to customers, based on customer’s specific needs and interests. ✓ Answered questions about products, prices, and durability and credit terms. ✓ Reviewed sales records and current market information to determine value and sales potential of product. Estimated delivery dates and arranged delivery schedules.✓ Investigated and resolved customer complaints. Assembled and stocked product displays in retail stores.

Tampa, Fl

Served as the primary store-level sales person that sold and delivered products to stores over an established route to regular customers, including convenience and gas stores, small supermarkets, drug stores, restaurants, etc. Responsible for generating sales by engaging in and overseeing all aspects of customer service, including ongoing rotation and stocking of products. ✓ Sales Representative of the Year, 2000.✓ Built displays and set up promotional materials such as pricing signs and banners. Stocked and merchandised shelves.✓ Placed future orders for each account, generated invoices, and handled daily settlement of cash and charges. ✓ Sold and executed all promotions, as well as new/additional product lines. ✓ Explained product features and benefits and made recommendations based on customer’s specific needs and interests. ✓ Consistently met and exceeded monthly and annual sales goals.