Mary Robbins Email and Phone Number

Distributor sales leadership in consumer package goods. Large and small format category management for regional and national chains.

Chain Manager HEB Grocery Austin/Dallas/ San Antonio

• Work with the sales team, brand owners, and key chains to design and develop effective product platforms.• Oversee inventory, sales, and compliance for 14 brand owners; manage purchase orders for 40 states.• Create and implement internal and external distributor programs.• Negotiate wholesale pricing to maximize retail price strategies.• Educate the sales force on products and customer service best practices.• Coordinate and communicate inventory opportunities and issues.• Conduct sales data management and reporting; oversee licensing for state brands.• Generated $600K YTD for the department.

• Oversaw 5 Regional Account Managers, 15 State Managers, and a 40-state distributer network; marketed and sold 140,000 cases or alcohol per year, generating $20M in annual revenue for a full-service distillery. • Collaborated with the Market Director to develop marketing strategy for point of sale (POS) distribution.• Assisted with distributor presentations and brand sheet development.• Worked with attorneys on state filings for wine and spirits permits and licensing.• Administered wine and spirits inventory samples for distributors and the sales force.• Setup and coordinated the purchase order system for a 40-state network.

• Market and sell Dr Pepper products to Directors of Purchasing, CFOs, Superintendents, and business owners in the Dallas/Fort Worth area. • Supervise 4-7 Business Development and Trade Development Managers. • Oversee 600 local and regional accounts generating $2 Million. • Travel to support regional contract sales in a territory that includes Oklahoma, New Mexico, and Colorado. • Plan and execute national sales department improvements to update the company's approach to marketing, cost analysis, presentations, and territory establishment. • Develop promotional programs to optimize revenue levels.• Implement all business- and relationship-building expectations with assigned accounts and customers. • Hire, train, and supervise employees, including assigning territories and establishing sales goals. • Perform the full sales lifecycle, including cold calling, scheduling meetings, performing quarterly business reviews, introducing new products, utilizing consultative selling, negotiating contracts, and closing sales. • Developed a tool to track and monitor personal sales opportunities, deals in progress, and finished contracts.Key Accomplishments• Led presentation, negotiations, and closing for 10 contract renewals in 2015, including two $2.4 Million, 10-year contracts with the City of Dallas and Frisco ISD; a $2 Million, 5-year contract with Parkland Hospital; and a 5-year, $1.2 Million contract with the Dallas Zoo. Led Business Development team to achieve all goals for a 3-5% growth in margin dollars.

• Marketed and sold Pepsi products to business owners and managers in a territory that included the Pacific Northwest, New York, New Jersey, Connecticut, and San Diego. • Oversaw day-to-day delivery operations for a 25-member team covering the entire U.S. and Canada. • Hired, on-boarded, and trained new hires on company customer service policies and service-level standards.• Performed the full sales lifecycle, including assessing client needs, selling benefits of products and services, overcoming objectives, and managing up to 150 accounts. • Fielded an average of 150 customer service calls per day.• Acted as customer liaison between sales management and personal accounts. • Informed customers about sales and promotions. Key Accomplishments• 5x Winner of the Sales Excellence Award. • 2x Winner of the Circle of Excellence Senior Management Award for leadership.