• Total account responsibility over $9MM• Maintain at least 90% customer satisfaction by providing exceptional account management services.• Using CRM – Zoho to manage and filter customer communications.• Implement yearly Guardian Price Adjustment for all customer accounts - providing proactive communication, seamless system transition and concern resolution.• Review and execute contract negotiations yearly to increase profitability.• Achieve target sales goals by quarter for existing Guardian business.• Manage and develop existing and new business including national accounts.• Train and enable new business accounts in the art of mat trade.• Establish key relationships with existing customers by sharing growth trends with their business and identifying gaps in performance. • Provide timely communication with customers to ensure information can be shared quickly and decisions do not have time to grow doubt. Impact & Results:2022 highlights included the following:• Grew 4 of my top 5 customers 102%, 114%, 116%, & 118%• Grew the #1 sku in our portfolio 119% ($2,772,288 vs $2,331,296)• Achieved 98% customer satisfaction by delivering on time and excellent account and customer service.• Communicated and implemented the 2nd price adjustment to all customers in as many years.

• Leverage fact based selling tools and technology to sell the company’s strategic focus areas and priorities to Key Decision Makers (KDM). These include assortment priorities (core and innovation), shelving objectives and planograms, and incremental displays both permanent and temporary. • Customize and implement advanced selling tools and fact-based selling strategies to achieve orders and sustainable results resulting in increased share and gross sales for the company and the customer.• Sell in contracts which will support delivery of the distribution, shelving and merchandising objectives. Enforce compliance throughout the year by providing business updates to the store decision makers. Execute trade and/or product payment commitment.• Measure and evaluate specific territory business (KPI’s, trends, gaps/opportunities, what’s working/not working). Provide solutions where gaps exist and execute these solutions accordingly. Own and lead this territory story with management team.• Partner with 3rd party providers to execute merchandising required after the sales initiatives are sold in (i.e. displays, seasonal, shelving initiatives, distribution/on shelf availability).• Prepare materials for all in-store and HQ sales presentations. Utilize advanced sales tools to develop fact-based presentations (i.e. syndicated data, retail link) that will result in KPI achievement and sustainable share and sales growth.Impact & Results2020 highlights included the following: • Grew territory of 210 stores 11% vs LY (Sales total $581,000). Achieved all 8 KPIs for 2020 @ 95% or better.• Sold 183% to plan for 2021 contracts ($18,054 Goal vs $33,022 Actual).• Sold 168% plan for Seasonal contracts (19 goal vs 32 actual).

• Achieved 5% increase in revenue of a $25MM operation in initial introduction to business.• Led a team of 12 Route Sales Representatives through coaching, collaborative sales, and recognition that grew sales +12% in the Los Angeles market for 2011 -2012.• Directly led the largest revenue producing district in the country, averaging $5.7MM annually.• Influenced the safety culture through weekly safety meetings that have resulted in zero injuries for the year.• Improved inventory accuracy through weekly tracking, inventory averages $1.8MM annually.• Cut cost by reducing waste by over 1% for the current year.

• Responsible for delivering annual growth plan targets, trade spend and achieving division key performance indexes.• Identified new business development opportunities within their territory.• Provided on-going analysis and review of business trends to identify gaps to plan and execution.• Led Annual Operating Plan & Forecast process, collaborating with Finance, Area Sales Manager and Region Director.• Made regular buyer calls, identified customer needs/priorities and created fact-based selling presentations.• Negotiated contracts and programming within our distributors. • Identified, understood and analyzed our customer’s opportunities and needs. • Proactively built high quality relationships at all levels (senior leadership, sales, marketing, procurement, finance and operations) within the distributor/customer. Impact & Results• Delivered market growth of +7% in first 6 months. Grew biggest business unit, Single Serve, +20%.• Strategically placed +400 units of equipment in over 100 stores to achieve maximum market growth.

• Managed, motivated and developed a team of 21 frontline employees in order to increase daily productivity and improve business performance.• Conducted ‘work- withs/ route rides’ with frontline employees to develop their selling and customer service skills.• Worked proactively with customers to understand business needs and develop strong relationships.• Maintained process improvement to further enhance the productivity of PepsiCo’s selling and delivery model.• Collaborated with cross-functional team members to ensure orders are submitted, delivered and merchandised.Impact & Results• Sales and expense accountability of $4 - 10 million in annual revenue.• Directly responsible for over 1.5 million dollars in yearly sales.• Directly responsible for over 1.5 million dollars in yearly sales.