Lance Maylath Email & Phone Number

Greater Chicago Area

• GLANBIA NUTRITIONALS, Chicago, IL 2014 – presentKey Account ManagerReestablish consistent coverage with key multinational and national customers in infant nutrition, sports nutrition, food, beverage and dietary.
• Fostered relationships and network within dormant customer which lead to first major win in many years via new brand launch and estimated first year sales of $2,500,000.
• Successfully penetrated sports nutrition brand development team and collaborated on securing contract for first new product introduction in over five years with projected sales of $400,000.
• Chartered, organized and lead a cross functional team within Glanbia to significantly improve service and quality levels at largest domestic carbohydrate customer, including customer team on quarterly meetings..
• Leveraged previous industry contacts to successfully position new grain products in key suppliers to yogurt market resulting in new product launches in first six months with Glanbia.

• Identify, penetrate and develop key relationships within international, national and regional dairy marketing and processing companies. Interface with all facets of customer’s business team including Marketing, R&D.
• Developed relationships and network within R&D resulting in breakthrough sale and continuous flow of new product opportunities leading to current annual sales of $1,000,000 in 3 years.
• Overcame issues related to lack of coverage and dominant incumbent supplier to secure specification in multiple new yogurt introductions resulting in first ever sale to customer and incremental $300,000 sales.
• Increased territory volume annually to overcome single year loss of 13% prior joining Sensient.
• Responsible for maintaining robust product development pipeline, prioritizing projects, coordinating all pricing, regulatory, commercialization and product start ups.
• Successfully rescued and negotiated agreement on stalled contract with national dairy company after previously responsible senior managers left company.

• Responsible for leading and managing multiple account teams, increasing sales, maintaining and enhancing relationships, developing new products, forecasting, placing novelty/packaging equipment and cost effective.
• Successfully penetrated alternate channels within existing customer and co-developed eight new items. First year sales exceeded 21.5 million units and $1.1 million dollars.
• Assessed strategic threat to customer market position and proposed new packaging strategy. Increased unit and dollar sales by 30% and 54% respectively.
• Performed market opportunity gap analysis for leading sandwich brand in SE region and secured agreement with proposal. Results included 15% increase in sales and line extension.
• Negotiated agreement with top 10 customer to use NDS systems for startup ice cream cone operation securing $500,000 annual sales volume.
• Quickly solved critical lid supply issue at a Top 5 customer. Retained annual sales of $500,000, saved the customer $140,000 annually, and restored confidence in the relationship.

• Accountable for managing sales, service, new product development, forecasting, placement of equipment and profitable utilization of assets in a business-to-business environment. Supervised, trained and developed the.
• Increased sales by 7% to become the #1 ranked region in the nation through successful coaching and development of team.
• Responsible for nearly 50% of total annual ice cream sandwich production; 7 of the 10 largest customers.
• Reduced number of unprofitable customers through consolidation, increased return on capital investment and improved capacity utilization to 61% vs. national average of 43%.
• Built relationships with regional, national and multi-national companies and championed new item development with customers to meet specific market needs.
• Inducted into the Masters Club 1997 – Regional Manager of the Year.

• Managed $65 million dollar line, established profitability and pricing goals. Supervised and administered all aspects of new product development and market introduction. Led strategic planning process and developed.
• Introduced the purchase of Nielsen Scantrack data, interpreted information, developed presentations and trained Regional Business Managers to use in customer meetings. Changed perception of IDI from industrial.
• Conceived, planned and executed a national PR campaign for the 50th anniversary of ice cream sandwiches, including entry into the Guinness Book of World Records.
• Worked closely with customers and sales managers to develop a process for forecasting sales and root cause analysis for variation leading business segment to achieve MRP II certification.
• Strategic Planning Award and multiple winner of Teamwork Award at Interbake Foods.
• Selected by President and Sr. VP’s of Interbake Foods to participate on a variety of cross functional strategic teams to study and present recommendations for specific issues identified by division head.