Head Of Sales U.S. Grocery, Foodservice, & Alternate Channels
Responsible for the U.S. retail business including: Grocery, Foodservice, Club, Dollar, Mass, ecommerce, C-store, Drug, and Military. Lead a team of 9 sales professionals and a national broker network of 140 indirect reports to achieve business objectives. Report to SVP of Sales, Consumer Products Americas. As P&L owner, led both the short term (1 yr.) and the long-term planning (3-5 yrs.) process to ensure positive trajectory toward shareholder value creation. Shifted team's focus to a fact-based category selling approach and prioritized select strategic customers to drive share results and business gains. Positively impacted the business resulting in an optimized trade funding model and improved overall segment margin contributions, while also commercializing innovation and accelerating core business gains in market.• Led strategy development, entrepreneurial approach, and execution plan for severely under-developed (or “white space”) channels within both the retail and foodservice space delivering accelerated margin improvement and market share gains• Designed and implemented a go to market strategy to optimize the organizational design which shifted strategic customers’ HQ responsibility to Morton personnel from the broker which resulted in sustained improved business outcomes by way of enhanced customer connectivity, centricity, and focus• Initiated in-depth quarterly account assessments with sales and brand leadership to provide balanced, objective evaluations of strategic account and market potential• Improved trade investment return by maximizing bundling opportunities, seasonality, secondary displays, customer marketing, and ecommerce/digital overlays• Led successful negotiations (or renegotiated) for multi-million dollar contracts resulting in significant cost savings and increased resourcing focused on priority business objectives • Fostered a performance driven culture that recognized and rewarded team and individual successes
