Scott Postma Email & Phone Number

Sales, Marketing, Category Leadership consulting firm where I develop strategies for numerous small to large CPG companies in the areas of Sales, Collaborative Business Planning, Category Management, Shopper Insights, Shopper Marketing, Revenue Growth Management, Org Design and Research.

Jacksonville, Fl, Us

Promoted to lead Acosta's Category Management (BI) and Analytical Services National teams. Leading, coaching, and managing a team of BI professionals (Team of 95+) who deliver best-in-class category, customer, and shopper insights. Leader for all clients/customers in Grocery, Convenience, Drug, Club, Natural, Foodservice channels as collaborative partner for Sales.

Jacksonville, Fl, Us

Provide expertise, leadership and dedication in Business Intelligence and Category Management and will lead , coach and manage a team of professionals who will deliver best-in-class category, customer, and shopper insights focused on achieving objectives for Acosta Group's clients and customers. Serves as the key contact for Sales Hub leads and partners in customer-focused objectives. While working closely with the national analytics team and with clients, develop and execute analytical services/category management plans and programs, both short- and long-range, to ensure profitable growth and expansion for company, clients, and customers.

Elmsford, New York, Us

Critical new role to Amscan (wholesale division of Party City Holdings) to translate brand plans into sales and channel specific strategies and objectives that drive sustainable, profitable growth. Integral part of leadership team that built an entirely new CPG organization from the ground up (from catalog selling to a direct selling organization to a category leadership position) while orchestrating the launch of a new brand in less than one year. Modeled, developed, and tested completely new RGM model from the ground up to enable slotting/markdowns/trade & shopper marketing execution of new brand ($100MM in year 1) never available at Amscan or for the category. Lead the creation and development of high-performance channel & sales strategies and materials to enable selling excellence of all annual initiatives while serving as a critical member of the annual business planning process, owning the commercial planning function that is ultimately integrated into the annual plan. Responsible for building tools, processes and management routines to ensure best in class sales execution.

Cincinnati, Ohio, Us

Integral member of the team focused on the Customer Development Practice. I focused on helping large and mid-sized companies that want to develop their strategies and capabilities in this critical and supporting disciplines. I also looked to give the small/emerging organizations a bigger voice at retail through streamlined processes that are turnkey for quick and effective implementation.Lead Business Generation to bring in new clients inside/outside of core practice & commercializing innovative insights tools for broad application across the TPG practice.I help clients grow Revenue & Profit focusing on:* Category Leadership Planning* Shopper/Consumer Insights & Measurement Analytics* Digital Commerce (eCommerce) * Omnichannel education, strategy, and execution* Growth Strategies* Revenue Growth Management / Trade & Sales Systems Implementation* Shopper Marketing* Change Management / Org DesignThe Partnering Group (TPG) is an international strategy and general management consulting firm whose mission is to build sustainable value for leading consumer product companies worldwide. For more than two decades, TPG has helped business leaders address their greatest challenges, from developing and deploying strategy to reorganizing for improving productivity and maximizing revenue. We work with over 200 clients per year helping to address a wide range of business challenges.

Sales, Marketing, and Category Leadership consulting firm where I developed strategies for numerous small to large CPG companies in the areas of Collaborative Business Planning, Category Management, Shopper Marketing, Revenue Growth Management, Org Design and Research.Additional focus on designing a comprehensive collection of tailgating-related marketing solutions allowing an array of organizations to choose from a broad assortment of local, regional, and national marketing/product programs or build a customized solution utilizing some or all of these options. By leveraging the power of cooperation, the 2019 Tailgating/Homegating Marketing/Product Playbook provides businesses with access to industry best programming to take their business to places they never thought possible…at a cost any company can afford. Responsible for leading the team of industry experts to drive efficient operations by:• Establishing us as a strong and credible brand in the industry by executing with excellence on all launch activities in a manner consistent with our defined brand positioning & strategy• Effectively launch the Sirius/XM radio concept as the first tailgating/homegating media property• Engage a minimum of 2.5MM podcast listeners• Garner external media attention for brand around Super Bowl and other championship events and strategic national/international sports leagues (NASCAR, MLB, MLS, NCAA, etc.)• Generate sufficient sponsorship dollars to cover all launch costs

Atlanta, Georgia, Us

OTHRSource brings soup-to-nuts challenger brand support in merchandising, ecommerce, digital, content, data, and more. Real Merchandising Muscle: A national team of 4,000 Brand Helpers fixes your problems and fights for your brand in every store. Web Sales, Plus Promotion: We find new buyers for your product and drive them to our highly curated marketplace for purchase.Primary Role: Senior level/Leadership role designed to oversee company sales, partnerships, strategic alliances and business development efforts across all business units to close/increase sales (OTHRSource, OTHRDigital, OTHRStore, OTHRFoodNetwork).• Increased sales from $45,000 to $4MM in four months through business development efforts and organic lead generation.• Strategically aligned with over 25 core industry partners for mutual growth. RESULT: grew mutual sales by +75% in 2 months. • Produced Sales Strategies, full org structure, Partnership Plan, Pricing structure, Board of Directors Plan.• Sold merchandising support for Grocery/DIY clients (Kroger, AHOLD, Publix, Home Depot, Hobby Lobby) RESULT: +$3.5MM

Atlanta, Ga, Us

Caprē Group specializes in building Strategy, Sales & Marketing Capabilities and helping companies integrate and align for success. We help companies establish priorities and build a system of interdependent capabilities to drive shopper conversion and profitable growth. Our highly experienced practitioners work with clients to develop strategy, design & develop capability, and implement initiatives to accelerate profitable growth. Advance client insights activation, collaborative planning, Path to Purchase engagement, GTM strategies, build Loyalty programs, Shopper/Customer Marketing, full Training protocol, Negotiation and eCommerce strategy and execution. To deliver sustainable impact for our clients, we leverage proven methodologies and industry expertise in: - Joint Business Planning - Insights Activation - Path to Purchase Engagement - Go-To-Market Strategy - Shopper Marketing

Atlanta, Ga, Us

Entrepreneurial role to own the business performance by enhancing the consumer & shopper experience through programmatic planning in collaborative, strategic planning with key retail and commercial customers.Defined/executed an integrated, holistic channel sales/marketing strategy grounded in insights & value-based solutions to drive awareness, purchase intent and sales for GP.• Overhauled the enterprise go-to-market sales strategy with Category Selling Platforms. Achieved growth while delivering on critical P&L benchmarks, translated the strategies/capabilities with a customer-back mindset.• Led the sales team to develop and implement a comprehensive turnaround plan to reverse an ongoing 5% volume loss to +5% YOY. Channels encompassed all CPG Retail and B2B distributors and customers.• Launched a re-branding strategy with measurable success through deep understanding of customers in all channels beyond a simple decision tree and aligned to shopper behavior.• Division lead for Joint Business Planning and Pricing/Revenue Growth development and execution (KPIs) with every strategic customer including Walmart, Costco, Sam’s Club, Kroger, Meijer, Amazon, multiple Commercial customers. • Created all multi-year channel portfolio growth strategies to include pricing, assortment, shelving and merchandising components; built overall shopper marketing and merchandising strategy, directly connected insights to Brand architecture and objectives.• Provided an annual fully integrated A&P calendar focused on key events and lifting the lull periods to realize growth.• Led the introduction into the eCommerce channel. Current trajectory of 26% growth YOY. Implemented an eCommerce packaging change based on consumer research to improve delivered product experience by nearly 80%.

Atlanta, Ga, Us

Led efforts to drive operational efficiency and gross margin improvement in support of sales and marketing strategies. • Developed and administered trade spending budget of over $200MM for Target, Costco, regional grocery (Delhaize, Meijer, Albertsons, Publix, HEB, Ahold) maximizing return for both GP and customers. Primary executions drove 1.8-3x ROI, YOY sales growth and under budget spending while leading a team of 8 field managers.• Developed account planning and volume forecasts while contributing to the in-house development of the planning/forecasting tool to improve management reporting, increase flexibility and eliminate redundant systems.• Evaluated all pricing and incremental trade requests, developed recommended action, gained internal alignment with VPs and executed with sales based on agreed upon parameters.• Led all analytical projects through quantitative/qualitative research to provide key strategic new business opportunities while providing actionable competitive intelligence for field sales activation.

Atlanta, Ga, Us

Led enterprise-wide efforts in consumer insights, joint business planning, consumer research, category management and shopper marketing for a team of 32 direct and indirect reports. • Singular focal point for development of the JBP process and timeline, and complete management of the execution internally and externally with top 20 retail customers. Developed Emerging Retail Headlines lead in to enhance broad sweeping knowledge sharing with retail partners through regimented consumer/shopper research.• Developed, communicated and activated a shopper insights & marketing strategy that drove improved customer perception, and improved ROI. Built selling insights platform and enhanced category management capabilities to move our sales focus from transactional to strategic and enabled deeper, more actionable, scalable activation tactics.• Established a consistent delivery method and process to deliver insights and leadership within the organization through principles of Distribution, Shelving, Merchandising and Pricing (DSMP).• Developed a breakthrough process of brand/insight delivery for the sales team, termed “One Box”, with coordination of two launch periods consolidated from 14 unlinked launch periods. All tools available for sell-in to customers.

Atlanta, Ga, Us

Led the origination of Global Selling Initiatives for all GP categories. Provided category guidance and insight to GM and Leadership Team. Identified new customer, category, and shopper insights and approaches that differentiate GP as thought leaders with the customer. • Saved strategic brand distribution at a large, national retailer reversing a $4.8MM annual revenue loss.• Developed and executed a competitive defense plan resulting in over 60 new distribution placements and 90 competitive distribution losses through a sound category planning approach reducing duplicative skus.

Atlanta, Ga, Us

Led the development of Global Selling Initiatives for the bath tissue business. • Gained new distribution for Angel Soft bath tissue at a large national retailer (new channel / customer for GP)• Conducted the analysis and created the sell story that became the basis for regaining distribution at four key retailers (~$6MM retail revenue). Optimized portfolios to meet consumer needs, align packs by key price points and allow for differentiation by channel with sustainable Distribution, Shelving, Merchandising and Pricing strategies

Chicago, Il, Us

Responsible for setting the strategic direction and tactical course of next generation capabilities for consumer / shopper insights and category management-driven tools through development of business action plans that blends the strategies of Brand, MRD and Field Sales. Developed and directed the Joint Business Planning process throughout HJ Heinz with top strategic customers in all channels. Influencer of senior management to enable solid top and bottom line growth. • Optimized over $350MM trade investment, accountable for 31 brands and a resource for over 30 points of contact for Heinz field sales. Managed an annual research and tools budget of $20MM. • Set strategic direction for the Frozen Meals and Snacks team to drive tool usage on regular and promoted price resulting in over $6MM in incremental sales at the top 15 retailers. • Branded a new process for presentation and account call development utilizing a “5C” funnel approach starting with the Consumer and ending with Capabilities. All presentations to the field and customers follow this format.• Developed Project CORE to incorporate all facets of new item development to driving core item void closure under one accepted process/practice across all departments including R&D, Brand, Category Development and Field Sales.

Chicago, Il, Us

Responsible for the growth of Heinz Ketchup, Mustard and Picnic Pack volume and profit through leadership of a national sales strategy across all channels of trade. • Developed Merchandising, Assortment, Pricing and Shelving strategies to support overall Ketchup brand strategies with an annual trade budget of $70MM. Led a radical strategy change to reduce the trade budget by $22MM while maintaining only a moderate volume decline. Moved from BOGO strategy to an upsized, less promo depth strategy. Delivered a 6% profit increase on an expected delivery of a 12% profit decline.

Chicago, Il, Us

Responsible for the attainment of the “Big 6” sales objectives for the Florida Region which is comprised of about $40MM in sales volume with a trade budget of nearly $6MM. The geography included Florida, Alabama and Georgia. • Drove a dramatic volume increase (3rd of 8) in a declining region (7th of 8) within spending guidelines in one fiscal year.

Led Frito-Lay’s Category Management department by developing the strategies and tool processes within the Salty Snacks, Macro Snacks and overall food & beverage categories for all channels, including emerging channels.• Developed industry accepted, automated tools to easily identify and remedy opportunity areas within any category. Tools included Right Fit (space management), Shopper Insights (consumer-based insights), Right Price (pricing analysis).• Developed the Frito-Lay Customer Annual Planning process using the automated tools to build template-based presentations allowing for greater insight development and new product development with the Marketing team.• Uncovered and led Project Blueprint which profiled every store for section size, location, space allocation, display type, number and locations. This allowed for concise planning for route sales to accurately build daily plans through handheld PC technology linking back to corporate initiatives to ensure in-store execution saving critical ordering time.

National Category Manager for the Kroger national team.• Implemented and executed numerous consumer tests in several divisions for multiple initiatives including a two brand strategy, out-of-stock auditing, and customer shadow traffic pattern analysis.

Paris, Fr

Responsible for sales at all retail account headquarters and stores in the geography of Alabama, Georgia, North and South Carolina.• Annual Volume budget of 30MM pounds of refrigerated yogurt with an annual Trade budget of $3.6MM.• Developed business through Broker network utilizing training, directing, motivating with aggressive objectives. • Top Region on new item introductions for key account acceptance and speed to shelf.• Region business analysis, trade budget planning and implementation, superior retail conditions that drove share of shelf and pricing execution, customer development to ensure achievement of profit goals • Performed at top level of execution on all initiatives and developed Project CORE that set the standard for Dannon US strategic direction for core distribution. Achieved highest level attainment versus largest goal.• Only Region to achieve higher than assigned volume budget with a drastically reduced trade budget. Never exceeded trade or expense budget.