Antonio Castillo
H-E-B Customer Manager
San Antonio,TX
Summary
Performance-oriented Sales Leader offering exceptional record of achievement over 20-year career. Tenacious manager with strategic and analytical approach to solving problems, bringing in customers and accomplishing profit targets. Talented in identifying and capitalizing on emerging market trends and revenue opportunities.
Overview
28
28
years of professional experience
Work History
Customer Sales Manager H-E-B
Gatorade Beyond The Core
07.2022 - Current
- Spearheaded strategic sales planning for HEB, Grocer Supply and Brookshire Grocery Company warehouse Protein, Beverage Enhancer and Equipment business within Gatorade, successfully meeting both BU and customer objectives.
- Collaborated with Internal Strategy, Finance and Category Manager to identify and capitalize on potential customer opportunities.
- Crafted promotional calendars, JBP, leading broker execution to achieve Annual Operating Plan goals.
- Achieved annual volume, $40M net revenue, and share targets for Gatorade Protein, Equipment and Beverage Enhancers.
- Expanded market reach by identifying NOD opportunities and IOD and forging strategic partnerships with CAtegory Managers and store managers to influence in store execution.
National Senior Sales Strategy Manager
Gatorade Beyond The Core
02.2018 - 07.2022
- Oversaw comprehensive onboarding processes and nurtured robust employee training development within the bustling foodservice distributor team.
- Orchestrated the planning, marketing, supply chain management, demand planning, and integration for Foodservice and Occupational channels.
- Collaborated to develop POS systems, POGs, racks, catalogs, trade show kits, promotions.
- Fostered collaborations with Away From Home Foodservice for strategic brand execution.
- Successfully maximized Go-to-market strategy for the entire Gatorade Portfolio in foodservice.
- Optimized SKU efficiently and implemented strategies across multiple sectors.
- Designed innovative field sales solutions across all foodservice channels.
Region Sales Strategy Manager
PepsiCo North America Nutrition Gatorade, Quaker, Tropicana and Quaker
11.2015 - 02.2018
- Elevated sales productivity and performance using improved field training and motivational strategies for Quaker, Gatorade, Tropicana, Naked Juice
- Optimized sales management by assessing marketing potential of new and existing regional, multi-unit and national account locations based on product mix and target channels for all brands Sales growth 3.6% vs PY in 2017
- Cross-trained existing employees to maximize team agility and performance.
- Developed relationships with Region Directors, Area Sales Managers, Market Development Managers and Operator Territory Managers to drive sales and success of brands through customers in all channels.
- Facilitated successful cross-functional collaborations for the completion of key projects, fostering strong working relationships among team members.
Market Development Manager F&B
PepsiCo Foodservice PBNA
12.2003 - 02.2015
- Responsible for growing Pepsi Beverages through foodservice distributors
- Identified opportunities, strategies and tactics to grow and develop Frito Lay, Quaker, Tropicana, Pepsi and Gatorade products to foodservice distributors and to independent / local / street restaurant customers
- Grew largest distributor (Sysco Central TX) consecutive years
- Achieved top recognition as MDM/DBM in the country for most new Frito Lay and Pepsi customer win’s and as a result was nominated for Ring of Honor
- Secured largest distributor (Sysco Central Texas) to a Platinum contract and as a result Pepsi is now considered the beverage solution at all business reviews and has generated large multi-unit customers to convert from the competitor to Pepsi
- Effectively gained new Pepsi business in South Texas by executing strategic initiatives with multi-unit customers through our foodservice distributors
- Instrumental in launching a successful roll out with IB Territory in Corpus Christi, TX
- Led and planned LT leadership change from project to initiative in all channels for the Pepsi field execution team
- Secured the South Region Cash & Carry business through StarCo Impex $168M in 2013
- Transitioned Local Transformation corporate initiative from pilot to national launch
- Aligned field execution team with distributors to insure win win situations for Pepsi gallons and B&C’s
- Created quarterly joint business plans and business reviews with VP’s and category managers
- Hosted product training sessions for distributor sales and marketing associates
- Implemented and initiated marketing promotions to support new incremental business growth
- Managed budgets such as marketing accruals, equipment, samples, promotional trade, and deductions
- Developed strong lasting partnerships with distributors, operators, and customers
- Managed the Independent Bottler and distributor expectations, rules of engagement.
- Developed custom training materials for partner organizations to support product adoption and overall business growth.
- Conducted competitor analysis, enabling the company to stay ahead of emerging trends and maintain a competitive edge.
Education
Robstown High School
Criminology
The University of Texas At Brownsville And Texas Southmost College
Brownsville, TXBachelor of Science - Criminology
Arizona State University
Tempe, AZSkills
- Teamwork and Collaboration
- Customer Service
- Problem-Solving
- Problem-solving abilities
- Time Management
- Excellent Communication
- Organizational Skills
- Attention to Detail
- Adaptability and Flexibility
- Time management abilities
- Decision-Making
- Sales Presentations
Computer and technology skills
- Microsoft Office Suite
- Tibersoft
- IRI
- Tableau
Organizations
- Adelante
- MOSIAC
- WIN (PepsiCo)
Awards
- 1st for 2012 Pinnacle
- Q4 2012 Platinum Award
- Q4 2013 Platinum Award
- 2nd for Pinnacle
- 2004 Sovereign of the Streets Awards
- Nominated for Ring of Honor 2008
- 1st Team All District, 1st Team All-Metro, 1st Team South Texas, 1st Team All State and Texas South All Star Team for both Football and Baseball
- Received Athletic Scholarship to play Baseball & Football in College
- Played Professional baseball in Monterey, Mexico
Hobbies and Interests
Running, Volleyball, Baseball, Football, Golf, Peloton
Training
- Telling the Story with Actionable Insights
- The Power of Numbers (selling & service excellence) Communication Course
- School Channel
- Management Essentials Training Course 1 & 2
- Connecting with Customers Training Course
- Public/Media Relations Training Course
- Take back your Life Training Course
Languages
Spanish
Native or Bilingual
English
Native or Bilingual
Timeline
Customer Sales Manager H-E-B
Gatorade Beyond The Core
07.2022 - Current
National Senior Sales Strategy Manager
Gatorade Beyond The Core
02.2018 - 07.2022
Region Sales Strategy Manager
PepsiCo North America Nutrition Gatorade, Quaker, Tropicana and Quaker
11.2015 - 02.2018
Market Development Manager F&B
PepsiCo Foodservice PBNA
12.2003 - 02.2015
Robstown High School
Criminology
The University of Texas At Brownsville And Texas Southmost College
Bachelor of Science - Criminology
Arizona State University