Michael Marchesani Email & Phone Number

Achieve sales and profitability objectives through development and leadership of a team of seven Account Executives, representing all Kellogg’s categories, across four customers in the Northeast. Accountable for $119M of GSV. Develop customer strategy and engage customer management at the highest levels to facilitate the execution of strategy.

Accountable for $115 million Gross Sales Volume and $28 million Trade budget across three categories.Categories include Ready To Eat Cereal, Hot Cereal and Drinkable Breakfast.

•Accountable for $51 million Gross Sales Volume and $7 million Trade budget across three categories. •Achieve assigned sales budgets through effective strategic planning, accurate forecasting, execution and personal selling efforts. •Develop, communicate and execute innovative strategies utilizing shipment, financial, consumption and shopper card data. •Work closely with broker retail network to provide direction, thought leadership and motivation in order to achieve growth objectives. •Be a reliable partner to the customer by delivering win-win customer plans, bringing insights and ideas to drive category growth and being an advocate for creative and flexible solutions. •Build, grow and leverage internal and external relationships. Work cross functionally with business partners and peers such as Sales Strategy, Shopper Marketing, Sales Planning and Category Management. •Recognized as early adaptor and best in class user of Ahold’s shopper card data (EYC) to provide strategic insights.

•Accountable for $41 million Gross Sales Volume and $5 million Trade budget across four categories.•Achieve assigned sales budgets through effective strategic planning, accurate forecasting, execution and personal selling efforts.•Develop, communicate and execute innovative strategies utilizing shipment, financial, consumption and shopper card data.•Work closely with Acosta Business Manager, Retail Sales and Broker network to provide direction, thought leadership and motivation in order to achieve growth objectives.•Be a reliable partner to the customer by delivering win-win customer plans, bringing insights and ideas to drive category growth and being an advocate for creative and flexible solutions. •Build, grow and leverage internal and external relationships. Work cross functionally with business partners and peers such as Sales Strategy, Shopper Marketing, Sales Planning and Category Management.•Recognized as early adaptor and best in class user of Ahold’s shopper card data (EYC) to provide strategic insights.

•Accountable for $41 million Gross Sales Volume and $5 million Trade budget across four different categories.•Achieve assigned sales budgets through effective strategic planning, accurate forecasting, execution and personal selling efforts.•Develop, communicate and execute innovative strategies utilizing shipment, financial, consumption and shopper card data.•Work closely with Acosta Business Manager, Retail Sales and Broker network to provide direction, thought leadership and motivation in order to achieve growth objectives.•Be a reliable partner to the customer by delivering win-win customer plans, bringing insights and ideas to drive category growth and being an advocate for creative and flexible solutions. •Build, grow and leverage internal and external relationships. Work cross functionally with business partners and peers such as Sales Strategy, Shopper Marketing, Sales Planning and Category Management.•Recognized as early adaptor and best in class user of Ahold’s shopper card data (EYC) to provide strategic insights.

•Responsible for executing category strategies in alignment with customer’s priorities, as well as being accountable for initiating category management activities at the customer level.•Develop innovative retailer solutions based on consumer insights to drive company goals and objectives.•Display excellent verbal, written and interpersonal communication skills to convey complex information, including the ability to present with poise and confidence.

•Utilize shelving software, space management software, space management concepts, IRI Xlerate and Spectra panel data to increase Kellogg’s share of shelf consistent with dollar share of category/segment.•Assist Category Growth Managers by utilizing consumer insights to generate innovative customer solutions and align category strategies with the customer’s priorities.•Focused on developing shelving solutions (Plan-o-Grams) that meet Kellogg standards across categories.

•Meet and exceed growth targets by maximizing profitable placements of FLAVIA® drink stations and drinks to end consumers.•Demonstrate expertise in the business to business sales cycle as it pertains to selling the FLAVIA® system to end consumers. Possess an ability to negotiate with and influence decision makers. •Execute solid skills in probing the customer to uncover needs, marrying the customer's needs with the benefits of the FLAVIA® system, demonstrating the entire FLAVIA® portfolio and closing the sale.•Ensure that the transition of sold FLAVIA® customers from FBS to the service providing distributors acquiring those customers is completed successfully and meets or exceeds expectations of all parties involved.

•Responsible for a geographic territory of established retail accounts, as well as developing, planning, organizing, implementing and communicating effective programs for two indirect accounts that equate to over $1.5 million in sales.•Concentration on driving sales at retail through strong fact-based selling and communication skills.•Involves planning and organizing, personal leadership, initiative and teamwork.

Mba, Marketing

Master of Business Administration (MBA) specializing in Marketing. 3.6/4.0 GPA

Bachelor Of Science, Food Marketing

Activities and Societies: Track and Field, American Marketing Association, Food Marketing Association Bachelor of Science majoring in Food.

Education record