The Director of Retail Sales is tasked with running and overseeing the entire retail portfolio, customer base and current accounts. This role is responsible for building out current and future product development, as well as the go-to-market strategy, pipeline and profitability of each product line.

Developed and executed tactical plans to drive growth and expand portfolio and key national customers. Established strategic vision and leveraged partnerships to achieve and maintain and competitive market position with company’s including Walmart, Costco, Kroger, Target, Whole Foods, BJ’s Wholesale, Amazon and Distributor network. Identified and formed effective relations with executives, key decision makers, and major accounts. Business increased +10% during my tenure driven by increased focus, improved merchandising and securing new distribution. Produced double digit growth in Costco by developing an effective merchandising plan and adding new distribution. Collaborated with Costco buyer to develop a new product line. Secured 4400 new Points of Distribution in Walmart by expanding the geography on current items and gained 1 incremental new item into the category. Successfully gained new distribution in BJ’s Wholesale by adding two items, after a seven-year absence in BJ’s Wholesale.  Created a strong merchandising plan with Kroger Category Manager that was led to +14% growth and the gain of 1.5 share points.

Sourced, structured, and grew revenue by establishing effective relations with key national and regional accounts. Drove sales success by leading teams to cultivate and grow relationships through effective client relations and maintaining steady interaction to uncover, capture, and secure sales opportunities. Developed strategies that grew market share and within identified platforms. Directed prospecting, forecasting, and resource allocation. Drove the company annually to historic sales levels with two significant distribution expansions. Secured national distribution in Walmart with 12 new items, as well as national distribution in Kroger, ultimately doubling Points of Distribution.  Produced 38% growth in Whole Foods by establishing a collaborative relationship with Whole Foods’ Global office; increased Points of Distribution by nearly 100% and developed an effective merchandising plan to secure highest levels of advertising and display support. Secured the first Whole Foods Prime promotion for a center store grocery item resulting in 100% display execution and consumption lift of 218%.  Increased business 71% in the Southeast Market, adding new business at Ingles, Bilo Supermarkets, and Earth Fresh, as well as new incremental items, and improved merchandising across key accounts including HEB, Publix, Harris Teeter, The Fresh Market, Winn Dixie and Lowes Foods.

Established and operated private equity firm investing in and operating companies focused on the consumer-packaged goods industry, acquiring Dixie Fry Breading Mix and Island Grove Dressings. Developed strategic plans that drove overall business strategies to produce significant bottom line results. Created financial models to determine ROI; directed business performance based on analyses of financial and operational metrics. Successfully completed transactions of Dixie Fry Breading Mix and Island Grove Salad Dressing businesses. After acquisition proceeded to expand distribution and create profitable revenue growth.

Developed and managed start-up private equity firm focused on consumer-packaged goods. Created strategic plans, brand and pricing strategies to attain key business metrics and ensure operational decision making aligned with identified objectives and achieved long-term fiscal viability.Role also encompassed creating developing direct sales organization, broker network and distributor network to sell to retailers throughout United States. Successfully completed nine acquisitions over five-years through partnership and alignment in the consumer product sector; produced average return on exit of 3.25 times invested capital.  Acquired Big Sky Bread Company, C&M Foods and Fenwick Oil; served as CEO post-acquisition, leading each operating company to an increase in distribution, profitable revenue growth and value for the stakeholders.  Served on the Board of Directors of Shearer’s Foods and Spartan Foods of America.

Managed $30.7 million operating budget and $250 million P&L; led and developed 485 employees within DSD sales teams, customer teams, category management, finance, human resources, and logistics.  Spearheaded YOY sales growth for three consecutive years for Nabisco products as Regional Vice President, leading the company and outpacing the entire United States. Instituted region-wide Execution Excellence program focused on Key Performance Indicators scorecard resulting in highest share growth each year and three consecutive years of national leading growth. Produced double digit growth in Walmart for three consecutive years by developing and implementing a Go-to-Market strategy that increased focus and presence with Walmart Store Operation management. Implemented a region-wide shelf space program that empowered every employee to seize space opportunities — worth nearly $1M for the initial fill, ultimately leading the company in Share of Shelf. Piloted a Diversity Summer Sales Representative program to recruit, develop and retain candidates with the intention of promoting diverse college students into management levels.