ADAM EKSTAM
Davenport,Iowa
Summary
Regional sales and account management professional who combines territory planning, sales forecasting, and budget oversight with hands-on team leadership. Brings a history of developing customer relationships, training field teams, and executing trade and promotional programs that increased distribution, improved visibility, and supported consistent revenue growth.
Overview
24
24
years of professional experience
Work History
District Sales Supervisor
Keurig Dr. Pepper
Davenport, Iowa
01.2021 - Current
- Supervised a team of 10 direct reports handling 600+ accounts. Mass, Grocery, Dollar, Convenience, Drug and Military Channels.
- 1.3 million cases / 20 million in revenue
- Trained, managed, and motivated sales and merchandising team, achieving targeted volume rate and margin.
- Develop action plans to ensure achievement of annual objectives.
- Monitor business activities to ensure compliance with contractual agreements.
- Developed and maintained customer account contacts, enhancing product availability within assigned market.
- Identify key decision makers for account management and contacts to coordinate the use of marketing programs, point of sale materials and sales promotion programs.
- Created customer programs to boost consumers' visibility of branded products.
- Adjusted coverage responsibilities to support targeted program initiatives.
Regional Account Executive
Keurig Dr. Pepper
Northlake, Illinois
01.2018 - 01.2021
- Manages and delivers on marketing, promotions, sales growth and profit plans for both key regional Convenience and Grocery chain accounts for Keurig Dr. Pepper (KDP).
- Developed and executed monthly, quarterly, and yearly business plans, delivering volume, profit, and revenue for KDP while meeting overall customer goals.
- Continually grew Volume, Rate and Margin year after year. Received MIP in 2018 for exceeding goals and performance.
- Aligned with internal departments to implement marketing and operational programs per company plans, schedules, and budgets, achieving targeted volume, revenue, and margin goals.
- Negotiated ad schedules and pricing strategies, enhancing awareness for new and existing products, authorizations, and promotions.
- Develops and implements Annual Operating Plans that support the business objectives and priorities for Keurig Dr. Pepper.
- Increases distribution and obtaining 100% ACV with new items, brands and programs into existing accounts.
- Solves operational and executional issues with the bottlers and the distributor to meet the needs and expectations of the customer and adhere to the Keurig Dr. Pepper standards.
Brand Ambassador
Keurig Dr. Pepper
01.2017 - 01.2018
- Developed and implemented local and regional programming with Sales, Market Development, and Local Brand Teams to achieve targeted monthly volume and revenue.
- Collaborated with Regional Account team to implement price/package strategy and activate key programming, driving volume and distribution.
- Identified and developed long-term sustainable volume and distribution opportunities, enhancing profitability for Bai, Snapple, and other non CSD products at Keurig Dr. Pepper.
- Trained and developed Account Managers and District Managers in under-developed geographies through shoulder to shoulder trade time.
Territory Development Manager
Bai Brands
Chicago, Illinois
01.2016 - 01.2017
- Achieved company revenue and profit targets while executing sales, marketing, and POS strategies, reducing distributor chargebacks through effective oversight.
- Managed sales and support for Bai Brand business at Keurig Dr. Pepper in Chicagoland DSD branches, focusing on enhancing brand visibility and distributor relationships.
- Aligned distributor efforts and key account programs with business plans by developing strong relationships with branch management and key retailers to maintain Bai's prominence.
- Implemented approved programming with key accounts, distributors, and the area sales team.
District Sales Manager
Coca-Cola Refreshments
Chicago, Illinois
01.2014 - 01.2016
- Executed sales priorities and initiatives for 1,100 local, regional, and national accounts, aligning efforts with overall business objectives.
- Managed budgets and monitored P&L for District, ensuring financial accountability and alignment with strategic goals.
- Coached and developed team of 9 direct reports, fostering a culture of learning and development within the selling organization.
- Executed and fulfilled all channel, package and pricing plans provided by the Commercial Leadership.
Account Manager
Coca-Cola Refreshments
Chicago, Illinois
01.2010 - 01.2014
- Surpassed annual volume goals by 112% in 2011 and 132% in 2012, contributing to overall revenue growth.
- Exceeded personal performance goals while identifying opportunities to enhance overall productivity.
- Sold incremental displays, equipment placements, and promotional programs to enhance product visibility.
- Maintained inventory levels and ensured account met merchandising standards, assessed product needs, and placed orders through Pocket OE.
Account Executive/Sales Team Lead
First Communications
Chicago, Illinois
01.2008 - 01.2010
- Cultivated relationships with new and existing clients, driving revenue growth for leading integrated telecommunications carrier in Midwest.
- Provided exceptional service and conveyed benefits of products and service packages to customers.
- Functioned as the liaison between customers, Sales Engineers and Implementation Managers to ensure timely and accurate installations.
- Managed inquiries, resolved concerns, and addressed discrepancies to enhance overall customer satisfaction.
Account Executive
Southern Wine and Spirits
Rockford, Illinois
01.2007 - 01.2008
- Promoted and demonstrated fine wine and spirits knowledge within a set geographic region and increased sales among high profile restaurants and retail accounts.
- Partnered with sales divisions to increase wine and spirits sales while acting as liaison with customers on selections and placements.
- Demonstrated consultative sales through presentations of products and promotion of new and existing portfolio items.
- Educated account staff through on-site training preparation and performance for restaurant and retail.
Account Manager
Stern Beverage, Inc.
Milan, Illinois
01.2003 - 01.2007
- Sold products, packages, promotions, and programs across all channels to targeted on and off-premise accounts, enhancing brand presence for Anheuser Busch distributor.
- Managed execution of retail sales standards and goals for assigned accounts, ensuring alignment with overall sales strategy.
- Improved sales performance of assigned accounts with emphasis on targeted products.
- Scheduled and executed promotional and experiential events with assigned accounts to drive customer engagement and brand visibility.
Education
Bachelor of Science -
Western Illinois University
Macomb, Illinois01-2001
Skills
- Account management
- Sales forecasting
- Sales analytics
- Territory planning
- Trade promotions
- Budget management
- CRM systems
Timeline
District Sales Supervisor
Keurig Dr. Pepper
01.2021 - Current
Regional Account Executive
Keurig Dr. Pepper
01.2018 - 01.2021
Brand Ambassador
Keurig Dr. Pepper
01.2017 - 01.2018
Territory Development Manager
Bai Brands
01.2016 - 01.2017
District Sales Manager
Coca-Cola Refreshments
01.2014 - 01.2016
Account Manager
Coca-Cola Refreshments
01.2010 - 01.2014
Account Executive/Sales Team Lead
First Communications
01.2008 - 01.2010
Account Executive
Southern Wine and Spirits
01.2007 - 01.2008
Account Manager
Stern Beverage, Inc.
01.2003 - 01.2007
Bachelor of Science -
Western Illinois University