Mark Medrano Email & Phone Number

United States

Gained distribution and sold Modified Risk Tobacco Product (MRTP) VLN cigarettes utilizing my previous customer network as well as cold calling potential new customers. I was able to gain distribution in Independent & Chain convenience stores across 12 Western States.Helped launch pilot programs to include working with Category Manager's on assortment, merchandising, pricing, buy downs, point of sale and promotion. Built relationship with Category Manager's through meeting and discussing goals for the brand. Developed education, awareness and trial programs including tear pads, managers incentive contests, radio gift card give aways, and other influencer programs.Responsible for developing plan of work for National Chain rollout, including specific instructions for third-party distribution and maintenance of the brand. Developed a gift card program to reward stores and drivers for going above and beyond expectations on spot checks. Worked multiple sales meetings and training sessions to provide education of the brand and help with introduction to their 2000 store Network of Independent Convenience and Liquor stores.Managed the operational duties and training of two Market Managers in Colorado and California. Responsible for the development of the VLN introductory presentation for our team, upkeep of Microsoft Teams folder that stores images, process, rules and regulations and other necessary informative documents that are helpful to the team for easy access. Researched, solicitated and registered for local and regional trade shows including TPE 2023, 7 Eleven Franchise Trade Shows, Core Mark Las Vegas and Core Mark So Cal Trade Shows. Built Pre book forms and discounts to offer customers and gain additional distribution of VLN products.

United States

Contract consultant role that required building all policies and processes from the ground up. This team rebranded the legacy line to include new imagery, website, merchandising and point of sale materials. Worked closely with Contract Manufacturer in the research and development of new pouching process for Schmitty’s Herbal Snuff and Bio Active Products. Defined sales team roles and was responsible for hiring and training of sales team.Built order process for all customer orders including order entry and invoicing. Worked closely with the accounting department to develop QBO process and invoice creation, while monitoring inventory and production forecasts. Provided pro forma forecasts to CEO for capital raising purposes based on deal pipelines. Developed pricing structure and promotions to assist with sell-through, including Distributor Sales Programs, Sales Spiffs, Manager Incentive Contests while maintaining profitability.Utilized experience to implement sales strategy for direct selling retail team, including implementation of CRM tool for sales and sales lead tracking. Developed sales resources and presentations to assist in cold calling to over 600 independent retail locations, resulting in 120 new independent retail accounts in the first 4 months of product availability in the Arizona market. Maintained and led biweekly meetings to update team on progress and coordinate the sales process with other team members to ensure workflow and order fulfillment. Promoted team participation and presentations to develop business acumen amongst the team. Educated Team Members on category insights and performance of competitive brands. Worked with Team Members to develop specific promotions or programs to help close sales leads.

Goodyear, Arizona, United States

Responsible for developing, managing and growing multi-category product strategic marketing plans for key national accounts for the third largest tobacco company in the World with sales exceeding $45 Million annually.Utilize a specific selling approach that includes sales and consumer data, product attributes, and competitive knowledge to educate Customers about available programs, products and solutions that benefit customer and company mutually.Seek out and build professional business opportunities by cold calling opportunity leads, introducing new product lines and brand extensions to current and new potential customers. I set up business meetings to educate potential new customers on the products, programs and solutions offered. I create and implement market-specific pricing and promotional programs and rebates; create goals and incentives to promote product volume. Analyze sales figures, profit, performance metrics and trends to build strategic sales and marketing plans. Build business relationships by offering value-added programs and promotions, follow through, integrity and service to meet the goals of the retailers. Maintain established accounts and optimize account sales growth through new product introductions and market share expansion. Work directly with retail category managers and business development managers to create and implement successful marketing plans for multi category product assortments in national chain accounts, including 7 Eleven Corp., Multiple Circle K Business Units, ampm, Kroger Convenience, Maverik, Jacksons Food Stores, Smoker Friendly, Walgreens, and Family Dollar. I have implemented quarterly meetings to update trade planning and conduct business reviews. Assist in strategic planning and forecasting meetings quarterly by gathering data and building presentations that produce corporate plans and promotions.

Pueblo, Colorado Area

Responsible for developing, managing and growing multi-tier strategic marketing plans for key national accounts, by utilizing sales data, MSA data, and competitive knowledge. I educate Customers about Company programs, products and solutions that benefit customer and company needs.Seek out and build professional business opportunities by cold calling opportunity leads. Set up business meetings to educate potential new customers on products, programs and solutions offered. Create and implement market-specific pricing and promotional programs and rebates; create goals and incentives to promote product volume. Analyze sales figures, profit, performance metrics and trends to strategize future sales and marketing plans. Build business relationships by offering value-added programs and promotions, follow through, integrity and service to meet the goals of the retailers. Maintained established accounts and optimize account sales growth through new product and market share expansion. Work directly with retail category managers to develop and implement successful marketing plans for 3 tiered product assortments in national chain accounts, including 7 Eleven Corp., Marathon Petroleum, Kroger Convenience, Circle K Divisions, Maverik, Jackson's Food Stores, Smoker Friendly, Walgreens, and Family Dollar. I have implemented quarterly meetings to update trade planning and conduct business reviews. Assist in strategic planning and forecasting meetings quarterly by gathering data and building presentations that produce corporate plans and promotions.

Rocky Mountains

Manage a sales division with annual forecast sales of more than $4.8 million. Under my leadership, the division showed year over year growth while maintaining the highest measured profitability in the company. Work with 28 divisional chain accounts and 41 divisional direct buying distributors and wholesale clubs to educate their personnel on all brands and find solutions to meet company and customer needs while ensuring competitive pricing for all brands in marketplace. Developed and implemented consumer driven promotions to grow customer sales. Achieved and maintained optimum product distribution for new/existing products while enhancing in-store presence and visibility of all products selling with Point of Sale materials.Coach and lead a team of 3 full-time Account Managers covering four States and over 1800 independent accounts to achieve specified divisional sales objectives and execute Corporate and Regional sales programs at independent retail locations. Two of my direct reports were promoted within the Company, with one of the Managers assuming the AM Trainer role. Manage and maintain Car Stock and Point of Sale materials for the division by conducting monthly audits and spot checks. I developed a reporting process for the Account Managers that allowed me to better assist them with their needs and helped with competition within the division to increase productivity. This allowed my team to consistently rank in the top 5 close percentages, call production & dollar sales for the company.

Pueblo, Colorado Area

Serve as the primary business contact, on site, for Loaf N Jug Convenience Stores, a division of Kroger. Responsible for all communications, conflict resolution, coordination, and tracking of over 6,000 items for 174 stores, across 8 states and three Core Mark Warehouses.Work closely with the Loaf N Jug Marketing Team maintaining a continuous knowledge of product status in order to identify potential issues and opportunities, related to incoming products. Coordinate exit strategies of discontinued items with the purchasing team, manufacture representatives and category managers.Initiate and implement business development strategies and programs with speed to market of promotions. Average 30 to 40 promotions a month. Track promotions and distribution of product to ensure on time delivery, fill rates, and successful promotion.Work closely with the Loaf N Jug Operational Team ensuring that all customer service issues including credit policy enforcement, route changes, store credits, late delivery / driver issues, holiday routing and additional delivery negotiations are handled in a timely manner. Weekly communication to all stores regarding load balancing, and distributions via New Flash. Educate stores on proper ordering procedures.Coordinate the administration of product orders; assist in setting up new vendors and items, guaranteeing delivery of Core Mark's contractual commitment. Assist National Accounts with set up of Bill Backs and Rebate Management for customer driven programs and pricing. Manage customer specific order guides every eight weeks, working directly with printer on sequence files and delivery coordination to the stores.Monitor warehouse inventory on In & Out items ensuring product is being delivered. Responsible for depleting aged inventory items by working with category managers on proprietary items or items purchased on their behalf.

Las Vegas, Nevada Area

Manage a sales division with annual retail sales of more than $22 million. Under my leadership, the division has shown an increase in sales of 8.5% over the last three years.Coach and lead a team of 5 full-time and 10 part-time sales representatives in 3 states to achieve specified divisional sales objectives and meet the company’s vision and core values.Responsible for hiring, firing, and developing divisional sales employees, as well as creating annual People Power reviews and providing a Quarterly Focus to the division. These activities, coupled with progressively more challenging performance objectives, have encouraged the team to stay motivated, successful, and increasingly productive.Seek out and build professional business opportunities by cold calling opportunity leads. Set up business meetings to educate potential new customers on services offered. Build the business relationship by offering value-added programs and promotions and following through to meet the goals of the retailer. Maintain the business relationship by entertaining in a variety of different ways. Manage a divisional operating budget of more than $570,000 annually.Effectively manage a tactical division trade plan budget consisting of discounted product and buy-down dollars worth more than $741,000. I have coordinated increased promotional reach throughout the division, totaling 610 accounts, resulting in higher residual sales for the division.Work directly with retail category managers to develop and implement successful marketing plans for 3 tiered product assortments in 29 divisional chain accounts. I have implemented quarterly meetings to update trade planning and conduct business reviews. Work with, develop, and implement successful marketing programs for 31 divisional direct buying distributors and wholesale clubs. Coordinate bimonthly distributor inventories to reduce out-of-stock items and ensure promotional deliveries to customer accounts.

Implement Company vision and core values daily.Management of a sales territory of over eight million dollars in retail sales annually.Educate Retailers on inventory management and product freshness.Promote Category growth through a variety of marketing initiatves.Implement fact based programs with key accounts.Develop, train, and manage Field Sales force.Division trainer for new concepts and programs.

Produced one on one marketing events at major events such as, Mile High Nationals Colorado State Fair, Pikes Peak or Bust Rodeo, as well as build and maintain new event relationships.Managed a team of 5-10 Field Coordinators at onsite venues on a weekly basis.Coordinated Monthly Bar Promotions throughout Colorado.Assisted Area Sales Representatives with Retail Tasks