Nick Capuano Email and Phone Number

The Gap Partnership is a global negotiation consultancy working with over 500 blue chip organizations, in 13 different languages from offices around the world. Founded in 1997, we specialize exclusively in negotiation. Through our unique development programs and consulting proposition, we create the world’s best negotiators.

-Lead national new business initiatives in specialty retail, amusement, lodging, fitness and gaming-Prospect potential national customers in these segments, and develop relationships with C-Suite and buyer's desk-Understand the customer organization, it's key stakeholders, and how to manage relationships to reach win-win solutions-Develop national contracts across all lines of business (PEP, FL, QTG) to activate full PepsiCo portfolio and achieve AOP in both foods and beverages

-Build and develop relationships with National Multi-Franchise Operators across multiple restaurant concepts to convert customer rapport into sales performance across a variety of KPIs-Align, synthesize and harness a variety of insights and resources to influence strategic customer priorities-Set the growth agenda for strategic customer with key internal stakeholders across a variety of settings-Implement strategic account selling with national customers to drive the business-Leverage category management tools / analytics to deliver insights to customers and actionable solutions to grow their business-Understand the organization and its key stakeholders and how to manage relationships (up, down, and across) to bring others along, and reach win-win solution-Establish credibility with a new non-core function by developing key relationships and functional competence-Use personal influence, credibility and knowledge of the business to get things done through others-Use technology and personal relationships to manage dispersed and virtual teams-Execute and deliver results after learning from those who have more functional expertise-Broaden network and collaborate with others who have different ‘functional wiring’

-Build and develop relationships with 10 different customers, totaling 156 grocery outlets, to convert customer rapport into sales performance across a variety of KPIs (share, volume, distribution, PO1)-Use professional sales tools and techniques (P.E.P.S.I.) to negotiate/sell in key initiatives to achieve the AOP (inventory, displays, ads, new items, features, PO1 Tie-ins)-Leverage category management tools/analytics to deliver insights to customers about the category and actionable solutions to grow their business-Monitor and articulate customer business KPI's (performance, trends, market dynamics, competitive influences, qualitative feedback, pricing/volume levers)-Execute deliverables from customer meetings (implement tactics to grow the account, follow-through on commitments)-Influence through building presentations for customers, leveraging both content and style

-Coach, develop and manage performance of 13 Sales Reps-Full ownership of all large format customers in Philadelphia-Build and develop relationships with 71 customers, in both mass and supermarket segments, to convert customer rapport into sales performance across a variety of KPIs (share, volume, inventory on display, distribution, marginal contribution)-Simplify, cascade and share business goals and initiatives which maximize front-line execution-Drive engagement, motivation, retention and morale through a variety of methods including incentives, recognition, and communication programs-Handle customer complaints, issues, and requests (merchandising, delivery, product outages)

-Coach, develop and manage performance of >65 front-line union merchandisers-Drive engagement, motivation, retention and morale through incentives, recognition, and communication programs-Interview, hire, on-board, and train new merchandisers-Develop new training tools to help on-board new merchandisers-Spearhead everyday application of new iPad technology in the trade-Leverage labor costs to maximize P&L performance (full/part-time mix, temp, overtime)-Lead team in accordance with PepsiCo's principles, site level procedures, union contract, and the spirit and letter of national, country, and local employment laws

-Coach, develop, and manage performance of 82 union delivery drivers-Cross functional leadership of bulk, d-bay, and full service drivers-Drive engagement, motivation, retention and morale through recognition, communication programs, and route rides-Interview, hire, on-board, and train new drivers-On-site safety lead responsible for cascading safety initiatives on a period basis-Lead process owner for delinquent customers; responsible for the collection of outstanding debts prior to resuming normal deliveries-Lead team in accordance with PepsiCo's principles, site level procedures, union contract, and the spirit and letter of national, country, and local employment and DOT laws

-Communicate with and manage hand-offs with other departments to execute sales promotions / initiatives.-Execute merchandising standards consistent with category management, customer agreements and best practices within the trade.-Handle customer complaints, issues, and requests (merchandising, delivery, product outages)-Manage product rotation strategies in the trade to minimize waste (broken/out of date product)-Lead sales initiative with the customer: improve performance of a new product, create incremental programs, build customer communication plans-Monitor outlet level results to identify incremental selling opportunities using the full PepsiCo 'Power of One' portfolio as well as make mid-course corrections to achieve sales targets