Marc Howarth Email & Phone Number

Lakeland, Florida

Lakeland, Florida Area

Lakeland, Florida Area

Lakeland, Florida Area

Lakeland, Florida Area

Team: Four direct reports – Key Account Manager., Customer Insight Manager, Category Development ManagerP&L responsibility over 17,000+ Drug, Dollar, Large Format , and C-stores generating over 5M servings unit cases and over $150M annual revenue. Responsible for volume and trade spend forecasting while driving profits with fact based selling to major drug, dollar and convenience store Retailers and DSD distributors. Responsible for trade fund spending of over $10M to drive volume and share while maximizing Variable Contribution Margin. Supervise DSD distributer retail sales force to ensure successful plan-o-gram conversions, promotional activity and any other customer initiatives are implemented at retail. Created a vertical integration between Customer and DSD distributors by using a tactical operational strategy.Renegotiated CMA with largest South East Grocer Publix, CMA savings of $500K and increasing cold availability by 10% by recognizing a ROI business gap.In Winn-Dixie, grew serving units by more than 16K by achieving In Ad feature & product display while growing +3 share pointsGained 67% additional Energy shelf space capturing 96 FSI and “Strike Zone” position at Walgreen’s while gaining 5.4 share points.Implemented Hybrid scan program with major Grocery, C-Store, and Drug Channels realizing spend savings of 20% Launched Distribution in Value Channel that generated incremental $20M in annual volume and 500K in Cases.Launched new products that created $20 million in annual business opportunities in a highly competitive environment.

Lakeland, Florida Area

Team: Six direct reports – Account Development Managers, Finance Manager, Customer Insight Manager, Category Development ManagerChallenged to regain customer trust, act as an ambassador to an extensive customer base, and reverse declining sales, profit, and market share for this distinguished consumer product goods company. Took aggressive actions which included meeting with customers’ operational leaders, creating short and long-term business goals, increasing customer accounts in all business segments, and deploying a new category leadership program.Direct a $70 million sales organization and team that sells products to five major chain accounts boasting 1,600 + retail stores in the South Eastern Region. Significant activities include B2B sales management, P&L accountability, branded retail and non-branded retail volume management, new business development, customer marketing and business plan development, multi-million dollar store brand contract negotiations, category leadership program management, customer development and management, team performance, and bottom-line revenue contributions. Captured $33 million in annual sales by fostering relationships with leaders of 600 retail stores.Played a major role in securing a $20 million annual store-branded contract with Winn-Dixie executives.Grew sales by more than $6 million per year by achieving product display increases in 578 store chains.Added $6 million per year by increasing space gains and growing market share by two points.

Team: 11 Professionals in Finance, Human Resources, Logistics, Marketing, and SalesAccepted a newly created management position, and embraced opportunity to establish a corporate presence in several selected markets in Florida, Louisiana, and Pennsylvania. Developed mission-critical strategies to drive sales and distribution of products in multiple states for a $100 million business development organization. Core activities involved Profit & Loss management, customer acquisition and relationships, new product launches, new market development, marketing campaign strategies, strategic plan execution, and operations, logistics, and field team leadership.Secured DSD distribution in 7,000 new accounts representing $75 million in annual revenue and a 9 share point gain.Won $20 million in revenue with the cruise ship industry by securing product distribution in R&I accounts.Produced $10.2 million in annual sales by establishing an independent distributor network in Pittsburg boasting 1200 new customer accounts.Captured $4.5 million in annual revenue by introducing a two-person model distribution system in Boise, Idaho which allowed team to secure sales with 375 stores.Saved $3.2 million by recognizing a business gap and developing new purchasing practices and systems.

Mobile, Alabama Area

Promoted to resolve declining sales problems following a corporate acquisition; profit was dropping at a 12% annual rate and chaos existed between two sales departments which triggered unacceptable AOP targets. In summary, spearheaded a 125+ cross-functional sales team accountable for four states and management of 675 accounts such as big box accounts, school districts, and large format chain accounts. Focused heavily on sales team management, new business development, C-level contract negotiations, customer relationships, account management, and employee career path development.Produced $25 million in annual sales by expanding the New Orleans market and creating a Wal-Mart Customer Service Program.Key player who won private label contracts representing $10 million in sales by forming a dedicated Wal-Mart Team.Saved $7 million and generated $2 million in annual sales by championing an alternative distribution system.Negotiated a $5 million annual contract with executives at Compass Food Services.Generated a $5 million annual operational savings by introducing an alternative employee work schedule.Received a “Zone of the Year” Award by producing stellar results in sales, profit, and share – exceeded AOP target $9 million.