Fraser Lockhart Email & Phone Number

Michigan, United States

• Work with leaders to understand current state, determine future state and develop a clear path to arrive at future state achieving milestones during the journey. Collaborate with business and sales leaders to enhance team performance through coaching and leadership development.• Implement strategies to build confidence in leaders, inspiring them to lead with conviction and achieve their goals.

Michigan, United States

Working hand in hand with clients to optimize sales team's performance, drive results, fostering a culture of continuous improvement, ultimately leading to the overall success of the sales team and the organization as a whole.

Jackson, Michigan Area

As a member of the North American Leadership Team, I focused on the following areas to drive sales performance.- Revenue Growth - Focus sales team on winning faster by creating structure for all sellers and managers to evaluate performance on the same metrics; # of opportunities, deal size, win rate and sales cycle.- Continually optimizing sales operations; KPIs, tracking/reporting, CRM (salesforce), compensation, territory management, on-boarding, tools, technology (including eCommerce).- Collaborate Cross-functionally with marketing, finance and operations to design and more importantly execute programs that align sales strategies with overall company objectives.- A conduit, injecting current and forward-thinking industry trends, market dynamics, competitive intelligence that drove a competitive advantage.- Lead the design, implementation and tracking of Dawn's Sales Management System, Key elements were, Leadership, Coaching, Time Management and Change Management for leaders. Programs for front line sellers focused on using technology to drive customer satisfaction.

Houston, Texas Area

Created partnerships with NA Grocery Retailers and Manufacturers providing panel data that created a deeper understanding of their category shopper motivations and perceptions across key 'moments of truth' factors like price, section layout, innovation, out of stocks and ethical sourcing to drive profitable growth.

Houston, Texas Area

- Lead the journey of transforming the sales culture from order taker to consultative business partner.- Conducted skill assessments for Marketing Associate and District Sales Managers.- Created skill development plan starting with sales management roles.- Launched sale leadership academy with focus on selling, coaching, change management and time management

Greater Chicago Area

Leading the development and execution of the sales force effectiveness strategic plan for 750 retail outlets in the US. We drove sales by focusing on transforming our selling and coaching culture. At the heart of our coaching culture is how our front-line Associates engage customers as well as how our front-line managers engage associates. Areas of focus are selling process, selling systems, recognition, on-boarding, talent management and compensation.

Greater New York City Area

Led national CVS team responsible for a $255MM annual beverage portfolio including soft drinks, sports drinks, juices, teas, energy drinks, enhanced and still water. Managed brand building initiatives for Pepsi, Mountain Dew, Gatorade, Lipton and Starbucks. The National team was responsible for forecasting, communication, reporting, billing, supply chain, and customer service while effectively managing a $32MM trade budget.• Exceeded 2011 sales target by 25%. Key focus was linking shopper barriers with actionable insights to develop and execute mutually beneficial solutions.• Owned programming alignment and tactical execution of 50+ corporate and franchise bottlers to bring national plans to life in a DSD structure.• Leveraged loyalty card (ExtraCare) data across PepsiCo divisions to create shopper centric initiatives to drive profitable sales.

Greater New York City Area

Instrumental in executing the Revenue Management Pricing Strategies with the US selling teams.• Used the analysis of current consumer value offers to guide the development of future plans to drive volume and profit across the North American business.• Developed the revenue and pricing platform to convert Gatorade to DSD in the C&G, Drug and Dollar channels across the US

Greater New York City Area

Based on consistent success as a Sales Leader I was selected from Canada to join the global headquarter team and evolve the sales capability agenda. Worked cross functionally with executives in an matrix organization.• Managed all training and development activities for Sales Leaders (600), General Managers (800) and Frontline sales representatives (10,000), which included redesign of the on-boarding program for all new-in-role Sales Leaders (~150 per year).

Led the Annual Operating Plan process for the Mass Merchandise, Drug and Club channel sales teams across Canada. • Motivated 3 Key Account Managers and a Category Manager to generate results (+11% in 2006) in the fastest growing retail channels in Canada.• Customer Portfolio – WalMart, Zeller’s (now Target), Sam’s Club, Costco, Shoppers Drug Mart, Pharma Plus,

Toronto, Canada Area

Collaborated with senior executives to assess their sales team’s needs and recommended a solution to address strategic, tactical and self-management skill gaps. • Designed and facilitated customized sales training to foster behavioral change to exceed corporate objectives within a broad range of clients and industries.