Andrew Shonkwiler
Bentonville,AR
Summary
Consumer packaged goods leader specializing in national account sales and team management. Demonstrated success in crafting customer strategies that align with business goals and foster growth. Results-driven professional with a strong record of surpassing performance metrics and utilizing data-driven processes for impactful change.
Overview
11
11
years of professional experience
Work History
Associate Director of Sales
The Kraft Heinz Company
Bentonville, Arkansas
03.2025 - Current
- Lead the Kraft Heinz Mac and Cheese and Dry Meals business at Walmart, contributing over $700 million in annual sales.
- Develop a team of two analysts and customer sales managers to achieve sales objectives and performance targets.
- Grew the Mac & Cheese category by $20 million in topline sales and by 4% in units in the second half of 2025 through a pricing and feature investment plan with Walmart.
- Negotiated a 2026 joint business plan, resulting in an expected increase of 1.5% in top-line sales and 1% market share growth.
- Deliver an average monthly forecast accuracy of 99% while managing a $230 million yearly trade budget.
- Collaborate with marketing and product management teams to devise long-term strategies, and innovate Mac & Cheese category offerings.
Customer Sales Lead
THE KRAFT HEINZ COMPANY
Nashville, Tennessee
06.2023 - 02.2025
- Led Kraft Heinz's Refrigerated Meat and Cheese, Mac & Cheese, and Frozen businesses, generating over $350 million in annual sales across four buyers at Dollar General.
- Negotiated and executed a three-year joint business plan with Dollar General, resulting in a two-brand strategy, and over $190 million in top-line sales.
- Increased Kraft Heinz's total business from $420 million to $650 million in three years by identifying whitespace opportunities and developing strategic partnerships.
- Managed a $125 million trade budget and a $23 million combined M&R and damage allowance budget for the Dollar General team.
- Coached and mentored two customer sales managers and analysts, enabling the achievement of sales objectives and performance targets.
- Received the Dollar General Vendor of the Year Award in 2025 for outstanding performance.
Senior Customer Sales Manager
The Kraft Heinz Company
Nashville, Tennessee
03.2022 - 05.2023
- Owned and managed the Kraft Heinz Beverage, Baking, and Frozen businesses at Dollar General, generating over $150 million in annual sales.
- Cultivated relationships with buyers, executing category business reviews that secured new distribution opportunities, and drove 16% sales growth in 2022 and 2023.
- Trained and onboarded five new employees, collaborating with the VP to enhance team processes and engagement, resulting in a 20% reduction in turnover.
Customer Category Manager
THE KRAFT HEINZ COMPANY
Nashville, Tennessee
03.2020 - 02.2022
- Oversaw the Kraft Heinz dry grocery business across Dollar Tree, Family Dollar, and Save-A-Lot, generating over $120 million in annual sales through effective category management.
- Cultivated customer relationships, driving joint growth through targeted promotions and optimal shelving strategies that enhanced product visibility.
- Surpassed all annual sales targets, growing the grocery business by 11% in top-line sales and 9% in profit.
- Led commercialization projects for dollar-specific condiment SKUs, achieving over $10 million in incremental sales.
- Collaborated with internal finance team to manage $40 million trade budget, ensuring alignment with strategic growth objectives.
Manager, Retail Execution
The Kraft Heinz Company
Chicago, Illinois
09.2018 - 02.2020
- Spearheaded strategy and processes for the retail execution team covering over 3,700 stores by developing field team rituals, retail execution processes, training new hires, and managing priority deployment from customer business teams.
- Managed and coached four direct reports, supporting the retail execution team on reporting and gap solving, enhancing the team's operational effectiveness.
- Onboarded and trained over 200 sales reps and 30 sales managers during backfill and expansion phases, ensuring readiness to meet sales objectives.
Sales Analyst, Retail Execution
The Kraft Heinz Company
Chicago, Illinois
10.2017 - 08.2018
- Delivered key analysis and insights for major Kraft Heinz customers, Walmart, and Publix.
- Developed strategic recommendations that improved execution performance across initiatives.
- Delivered weekly execution reports and insights that prioritized field actions.
- Collaborated with retail execution management to resolve operational gaps.
In Store Partner, Retail Execution
THE KRAFT HEINZ COMPANY
Chicago, Illinois
01.2017 - 09.2017
- Managed 20 retail accounts in Chicago, generating $15 million in annual revenue.
- Utilized fact-based selling techniques to secure new product distribution, and drive seasonal promotions.
- Collaborated with store management to reduce out-of-stocks, and enhance product displays.
- Presented cross-merchandising ideas that identified opportunities for increased sales growth.
On-Premise Sales Representative
MillerCoors
Chicago, Illinois
06.2015 - 12.2016
- Managed 65 retail accounts in Chicago, generating $5 million annually.
- Built and nurtured relationships with distributor partners and retail owners to enhance collaboration.
- Surpassed volume target by $50,000 driving 30% growth in product distribution.
Education
BBA - Business Marketing, Business Management
University of Kentucky
Lexington, KY01-2015
Skills
- Business development
- Sales planning
- Deal closing
- Revenue forecasting
- Revenue prediction
- Customer relationship management
- Market analysis
- Strategic partnerships
- Joint negotiation
- Strategic planning
- Budget management
- Cross-functional collaboration
- Data decision-making
- Analytical thinking
- Team leadership
- Team development
- Mentorship
- Time management
Timeline
Associate Director of Sales
The Kraft Heinz Company
03.2025 - Current
Customer Sales Lead
THE KRAFT HEINZ COMPANY
06.2023 - 02.2025
Senior Customer Sales Manager
The Kraft Heinz Company
03.2022 - 05.2023
Customer Category Manager
THE KRAFT HEINZ COMPANY
03.2020 - 02.2022
Manager, Retail Execution
The Kraft Heinz Company
09.2018 - 02.2020
Sales Analyst, Retail Execution
The Kraft Heinz Company
10.2017 - 08.2018
In Store Partner, Retail Execution
THE KRAFT HEINZ COMPANY
01.2017 - 09.2017
On-Premise Sales Representative
MillerCoors
06.2015 - 12.2016
BBA - Business Marketing, Business Management
University of Kentucky