Kathleen O'Brien Email & Phone Number

East Coast

• Developing and implementing short and long-term sales strategies to achieve revenue and profit objectives that meet or surpass corporate goals and are consistent with corporate sales philosophies. • Researching and analyzing new markets to identify new sales channels that will market Champion Food products.• Leading ideation and innovation strategy sessions to uncover and execute actionable sales opportunities.• Managing the sales broker, vendor, and co-pack relationships to insure conformance to contracts and meeting customer expectations.• Responsible for hands-on sales for major retailers, food service industries and other new significant product sales opportunities.• Directing the activities, performance, and development of the Sales staff.• Developing, recommending, and implementing practical solutions to critical project-related issues that may impede success.• Directing an extensive national food trade show program and manage customer relationships.• Evaluating and developing strategic alliances in accordance with business objectives.• Managing cross-functional team(s) to ensure campaigns are delivered as committed.

• Developed and implemented sales strategies to achieve sales and profit objectives. • Responsible for sales and customer acquisition in the East Coast and Mid-West, including development of new sales channels, cold calling, customer site visits, driving new product development processes and securing new customers.• Developed annual sales operational business plans which outline tactical programs, actions and expected results to ensure achievement of sales goals. • Managed appointed brokerage network within region, including identification of new brokers to supplement sales activities.• Managed large national accounts by promoting new products, executing promotional programs, • Provided account services to clients on an ongoing basis to include: customer relations management, problem resolution, coordination of product packaging and design, and sales orders. Interacted closely with other entities and Champion Foods operations to ensure timely, accurate delivery of products to existing and new customers.• Attended regional / national customer and industry related trade shows; managing an extensive national food show program and managing customer relationships.• Coordinated sales activity with the Marketing Manager, Director, National Sales and Marketing and financial operations to insure use of resources and to fulfill product requests from customers.• Developed and maintained reports on sales plan, marketing information, competitive analysis, sales or return of products.• Conducted pre and post-promotion analyses and evaluate sales strategy and program impact. Track tactical performance.

Northeast

Responsible for managing brokers and growing the Consumer Brands Business in the Northeast which included Weight Watchers, Cake Boss, and Retailer Brands throughout categories such as In Store Bakery, Grocery, Frozen, and Baking Needs. $10M gross revenue. Customers included Ahold, Wakefern, A&P, Wegmans, Acme, Weis, Demoulas, C&S, Bozzutos, Price Chopper, Tops, Giant Eagle.• First to market with Cake Boss in the Baking category at several accounts. • Increased Wakefern business share 28% in 2012 to 98% in 2014; grew sales +10% vs. quota and +12% vs. YAG – 2014.• Saved Dawn $200K annually in distributor fees for Wakefern business by researching and securing new distribution partner.• Saved Dawn $200K by successfully negotiating complex coupon deduction fees with multiple customers.• Led development and detailed execution of customer-level annual and quarterly business plans in line with corporate strategic and financial objectives.• Coordinated analytical and category management resources for identification of business opportunities and long term strategic planning with customers.• Leveraged syndicated data to conduct in-depth product, category, and customer analysis to identify gaps, make assortment decisions, and determine price thresholds for purpose of growing sales.• Collaborated with sales / marketing teams to develop trade marketing calendars. Worked with internal / external partners to execute and analyze trade promotion activities including merchandising, in-store promotions, retailer specific programs.• Worked diligently with brokers to ensure performance met company’s expectations for distribution (ACV), new item commitments, monthly quotas, and planograms. • Worked closely with distributors to ensure they were included in quarterly reviews, orders hit monthly quotas, and product was merchandised according to MAPS plans • Developed annual budget and provided monthly forecasting by account through SAP system.

Northeast

Responsible for managing, maintaining, and growing Weight Watchers Sweet Baked Goods and Retailer Brands in the Northeast by building strong customer relationships and finding new opportunities to deliver budgeted revenue. Accounts include Ahold, Bi-Lo Shaw’s, Wakefern, A&P, Pathmark, Wegman’s, Big Y, Giant Eagle, Tops, Price Chopper, Acme, Weis, Market Basket.• Developed and delivered sales presentations to customers highlighting current category trends, promotional offerings, marketing plans, and opportunities for growth.• Leveraged internal data and AC Nielsen syndicated data to conduct in-depth product, category, and customer analysis to identify gaps, make assortment decisions, determined price thresholds for the purpose of growing Consumer Brands sales.• Collaborated closely with sales and marketing teams to develop trade marketing calendars. Work with internal and external partners to execute and analyze trade promotion activities including but not limited to merchandising, in-store promotions, and retailer specific programs. • Developed annual budget and provided monthly forecasting by account through the SAP system for ~$10M gross revenue.• Worked closely with distributor’s to ensure no out of stocks and new items on shelf along with ensuring both parties are aligned on the annual budget goal vs. YAG.• Sold in the first retailer brands program as the solution provider to Ahold supporting their Wedge Line with 3 filled muffins.• Identified new growth opportunity outside of Northeast therefore taking on Bi-Lo Supermarket account and sold in 5 top SKU’s with front end-cap displays after Weight Watchers was eliminated from all stores 1st quarter 2011 prior to becoming my account.• Grew retail sales CY 2011 at several accounts from losing market share and being in a decline in 2009 and 2010 to 100 Calorie competitors. Some examples include: Pathmark -42% in 2010 vs +25%, Wegmans -14% in 2010 vs. +2%, A&P -32% in 2010 vs +3%, Shaw’s -42% vs. +4%

Northeast

Developed Frozen Ice Cream Ice Milk Desserts Category with key customers in the Northeast such as Stop & Shop/Giant Landover, Shaw's, Price Chopper, Hannaford, Big Y, Wegmans, and Market Basket and initiated partnerships to build Celebration Foods as category experts called upon to lead initiatives. Responsible for 2nd largest territory and Carvel's largest customer Ahold Corp (Stop & Shop/Giant Landover); $24M annual retail sales. Grew sales 7% 2005 - 2007. Initiated, developed, and presented fact based customer business reviews to Bakery and Frozen Category Managers/Buyers.Successfully maintained several customers as the sole "Frozen Ice Cream Ice Milk Desserts" Category by providing continuous competitive analysis of fact based IRI data. Sold first Private Label program chain wide growing business $250K in incremental retail sales for first year introduction. Implemented promotional programs to customers by negotiating advertising support and secondary displays increasing sales 3x normal movement.Performed pre and post promotion analysis reports and revised programs as necessary to ensure future promotions had positive sales results.Analyzed and presented fact based data utilizing syndicated data (IRI) to offer ideas, solutions, promotional opportunities, and ways to drive incremental sales.Planned and proposed revenue and expense budget to support company business goals.Managed trade spending efficiency and marketing budget for each individual account totaling $300K.Identified opportunities, developed ideas, and delivered sales presentations to maximize merchandising opportunities with field operations teams to drive excitement resulting in improved plan-o-grams, secondary displays, point-of-sale, and incremental sales.Provided ongoing sales forecasting for new items, holiday product, and everyday business to guarantee product availability. Managed broker and 3rd party distributors to ensure business was being represented appropriately.

Oversaw all aspects of the recruitment and selection process including identifying sourcing strategies and managing overall recruitment costs. Worked closely with mangers on employee relations and best practices.Implemented and managed "Common Review Date" Performance Appraisal Program and supported managers in developing and executing meaningful performance standards and measurements.Managed Carvel's 401K program.Trained managers on Sexual Harassment, Behavioral Interviewing, and Corrective Action.Monitored employee turnover, working with management to establish employee retention strategies.Responsible for HR Administration: EEO tracking, Affirmative Action. Ensured legal compliance of all policies and practices. Established and maintained salary ranges and participated in salary surveys to ensure best decisions were made on pay and performance as well as attracting, motivating, rewarding and retaining top performers.; Oversaw recruitment process and responded to inquiries on matters such as benefits, policies and procedures, compensation and employee relationsSupported managers in developing and implementing meaningful performance standards and measurements.Tracked and analyzed employee turnover and developed employee retention strategies to sustain low turnover.Developed and administered Carvel's employee rewards and recognition program.

Bachelor Of Science (B.S.), Corporate Communications

Bachelor'S Degree, Bachelor Of Science