Ray Dombrowski Email & Phone Number

Greater St. Louis Area

Role:Managed process improvement teams to uncover opportunities for better resource utilization of field sales personnel while initiating changes to roles, responsibilities, and job activities. Accomplishments:Exceeded profit goals 30% annually working with senior management changing the culture, manpower deployment, and job responsibilities addressing changing market conditions across 8 regions with 200 field managers and 650 distributors. Enhanced sales planning and execution by incorporating sales performance reviews to address the flexibility of client needs across 500,000 retail outlets, set goals, monitor results, and adjust action plans monthly when necessary.

Role:Led the implementation of A-B’s preferred selling system to improve sales planning, market execution, and goal achievement. Accomplishments:Grew share 3 points to 52% within a 7 state Regional Business Unit (NC, SC, VA, WV, TN, MD, DC), implementing supplier's flexible selling system with 84 wholesalers, including structured sales process, time-to-sell, channel segmentation, key account goals, pay for performance, coaching, and training. Improved employee goal achievement 75% by applying a coaching process measuring activity effectiveness against selling accomplishments, identifying best practices while working directly with each person, and leading proactive conversations for overcoming obstacles.

Role:Led wholesaler network through organizational restructure adapting to changing market conditions. Accomplishments: Grew share 2 to 4 points, achieving a high of 58%, by understanding customer expectation, driving execution, adapting selling and delivery systems to meet changing market demands. Led organization engagement (owner and employees) during data analysis, organizational design, selection, training, implementation, coaching and refinement phases of new selling systems and processes.

Role:Led sales and marketing teams to achieve volume and profit goals. Accomplishments: Increased revenue $8 million, +8%, in Boston, MA market growing premium and above premium brands +14% with brand/package introductions, volume incentives, and increased consumer accessibility and visibility (e.g. distribution, displays, ad features, shelf space, promotional event coverage, and sampling). Improved margin 2 points in Tulsa, OK from 22% to 24% growing mix on premium and above premium products 4 points to 60%, reducing amount of product sold on discount by 8%, and executing annual price increases while growing total volume 2%.

Role: Managed region staff and support functions, including marketing and administrative budgets, human resource decisions, annual business plan, meetings, and responses to corporate requests. Accomplishments: Exceeded revenue and volume goals by 0.5% to 1.5% for an 8 state region (TX, MO, LA, KS, NE, IA, OK, AR) by serving as a trusted advisor to the Region Vice President.

Role: Managed annual price increase, new product introductions, price promotion requests, and training.Accomplishments: Generated $225 to $260 million revenue with annual price increases and saved an average of $300,000 modifying price promotions based on sales trends, margin, breakeven requirement, competitive situation, depth of execution, and brand/package alternatives.

Role:Managed local marketing budgets, evaluated wholesaler performance and built client relationships. Accomplishments: Grew leadership share 0.4% to 0.8% annually in territories averaging $48 million net sales/5.4 million cases, maintaining strong relationships with 18 distributors selling the value of corporate sales and marketing programs, product introductions, incentives, and pricing recommendations specific to their goals and markets.