Don Stupica, Mba Email and Phone Number

Manage large DSD field sales team centered in Columbus and spanning across Northwest and Southeast Ohio. Territory is supported by 3 distribution centers and 10 satellite facilities. Accountable for the daily sales execution, leading, coaching and developing of complex Zone Sales Team consisting of 4 Zone Executive Team Leaders along with 22 additional direct reports and 400+ Route Sales Associates. 8th largest Zone in country and largest in region with P&L responsibility of $320… Show more Manage large DSD field sales team centered in Columbus and spanning across Northwest and Southeast Ohio. Territory is supported by 3 distribution centers and 10 satellite facilities. Accountable for the daily sales execution, leading, coaching and developing of complex Zone Sales Team consisting of 4 Zone Executive Team Leaders along with 22 additional direct reports and 400+ Route Sales Associates. 8th largest Zone in country and largest in region with P&L responsibility of $320 Million.• Increased sales 26% or $82 Million over last 3+ years • Beat sales plan by $20.1 Million over same 3+ year timeframe• Have also delivered BTP Selling Expense performance year over year• Delivered Dollar Share growth year over year last 3+ years with heavy focus on store development• Work in matrix type of environment interacting with field sales, operations, finance, marketing and HR• Responsible for leading and influencing the day-to-day sales execution of large sales team, which includes but is not limited to sales, inventory, scheduling, training, performance management and people development• Have helped lead numerous change initiatives with new building start-ups, including brand new 100,000 sq ft distribution center in Columbus, Ohio• Restructured our Columbus DC Small Format routes to a 7 day system to improve our customer service agenda• Advantaged 5 Bin locations converting them to Product Exchange Centers improving service in rural areas • Led and coached team on dynamics of compression sales calls for regional chains.• Columbus Zone recognized as Regions Zone of the Year in 2019 ranking #6 in the Country and recognized nationally at the Annual Winners Circle celebration for the Top 20 performing Zones Show less

Managed a $90MM portfolio led by the Michigan Division of Kroger along with 2 Mid-Michigan regional supermarket chains within the Mid America Region. Responsible for the overall growth, customer management, promotional management and net sales plan to insure growth and profitability for the retailer and Frito-Lay. Worked collaboratively and cross functionally with brand managers, finance, operations and field sales teams to develop customer specific activation programs. Developed… Show more Managed a $90MM portfolio led by the Michigan Division of Kroger along with 2 Mid-Michigan regional supermarket chains within the Mid America Region. Responsible for the overall growth, customer management, promotional management and net sales plan to insure growth and profitability for the retailer and Frito-Lay. Worked collaboratively and cross functionally with brand managers, finance, operations and field sales teams to develop customer specific activation programs. Developed relationships and partnerships over 13 years that provided insight to the changing needs of the customer.• Excellent wiring relationships up through and including Div. Pres. through 3 separate Kroger Division regimes• Successfully grew Dollar Share in Kroger year over year through local programming and store development• Developed and implemented customized marketing programs tied to Detroit Tigers/Lions assets• Partnered with Kroger and established a 52 week vestibule display program to drive Salty Snack Share• Sold into Kroger unique over the bread section gravity feed units to cross merchandise our Multipack packages to help drive basket size• Partnered with Kroger to place over 1300 dump bin rack solutions to drive perimeter salty snack sales and share capability• Sold into Kroger unique under counter deli rack solutions to cross merchandise our single serve products in effort to build lunch solutions• Designed the promotional strategy, pricing architecture, and maximized trade spend efficiency for regionals.• Sold in an average of 40 new product sku’s per year, authorizing all items to all accounts prior to launch date. Show less

Responsible for the leading, coaching, training, hiring and motivating a route sales team in the Toledo, Ohio market. Established strong working relationship with district managers, store managers and store personnel to assist in the growth of Frito-Lay brands and market share throughout the Toledo market.• Managed a 12 person route sales representative staff in the Northwest Ohio market.• Let team to better than plan sales volume performance each year over 4 year time… Show more Responsible for the leading, coaching, training, hiring and motivating a route sales team in the Toledo, Ohio market. Established strong working relationship with district managers, store managers and store personnel to assist in the growth of Frito-Lay brands and market share throughout the Toledo market.• Managed a 12 person route sales representative staff in the Northwest Ohio market.• Let team to better than plan sales volume performance each year over 4 year time frame.• Along with District responsibilities, also made headquarter calls on 6 independent C-Store and Grocery chains. Show less