J. Derek Stutsman
Henryville,IN
Summary
Results driven Sales Director bringing many years of high performance, leading, developing, and implementation of superior sales strategy. Proven track record of identifying profitable business opportunities, and cultivating strong partnerships. Demonstrated expertise in team leadership, development and retention. Committed to building networks geared towards business success.
Overview
16
16
years of professional experience
Work History
Sales Manager
Colonial Life
Louisville, KY
04.2024 - Current
- Participates in negotiations with customers regarding product purchases or contracts.
- Maintain accurate records of all transactions between customers and company representatives.
- Create and present monthly reports to management on sales performance.
- Provide technical support for customers when needed, answering questions about product features and capabilities.
Sales Director
Frito-Lay North America
Louisville, KY
07.2017 - 01.2024
- Manage, motivate, and develop a team of frontline employees in order to increase daily productivity and improve business performance
- Work proactively with customers to understand business needs, develop strong relationships and confirm contract compliance
- Maintain process improvements to further enhance productivity of PepsiCo's selling and delivery model
- Collaborate with cross-functional team members to ensure business effectiveness
- Activate local and national marketplace initiatives to build brand development and maximize brand performance
- Set productivity and service targets to ensure proper resource allocation between accounts
- Manage a team of 10 District Sales Managers, 225 accounts, with 8.5MM in annual sales
- Evaluated past team performance and set attainable goals
- Responsible for hiring and training new recruits, including mentoring District Sales Managers
- Drove sales growth by 22% and increased profit margins by 36% over prior year
- Initiate and manage complex sales cycles
- Oversees contract negotiations and lead closure
- Develop long-term business sales strategies and tactics
- Track customer activity and key metrics via Salesforce/CRM Software to evaluate sales, strategies, and opportunities
- Grow customer base through client prospecting, account development
- Streamline sales process within the team to increase work efficiency.
Sales Training/Capability Manager
Frito-Lay North America
Louisville, KY
05.2014 - 07.2017
- Developed and implemented new hire protocols
- Revamped the District Sales Manager mentorship platform across multiple regions
- Designed and implemented training and development agendas with district and regional sales directors
- Strategized and collaborated with multiple platforms to develop a training program during CoVid protocols
- Conduct talent review sessions and trained new employees to ensure team success
- Increased employee retention by 63%
- DOT Smith System certified trainer
- Facilitate Sell and Lead processes across multiple platforms
- Support new project launches
- Lead assessments to identify existing gaps and development opportunities.
Route Sales Representative
Frito-Lay North America
Louisville, KY
10.2008 - 05.2014
- Selling and merchandising Frito-Lay's complete portfolio of quality products to existing and new accounts while driving a Frito-Lay route truck.
Education
High School Diploma -
Scottsburg Senior High School
Scottsburg, IN05-1999
Some College (No Degree) - Business Administration and Management
Ivy Tech Community College
Sellersburg, INSkills
- Account Management
- Project Management
- Collaboration
- Negotiation
- Communication
- Training and Development
- Change Management
- Managing Cross-Functional Teams
- Client Relation
- Critical Thinking
- Digital Literacy
- Innovation
- Time Management
- Sales leadership
Timeline
Sales Manager
Colonial Life
04.2024 - Current
Sales Director
Frito-Lay North America
07.2017 - 01.2024
Sales Training/Capability Manager
Frito-Lay North America
05.2014 - 07.2017
Route Sales Representative
Frito-Lay North America
10.2008 - 05.2014
High School Diploma -
Scottsburg Senior High School
Some College (No Degree) - Business Administration and Management
Ivy Tech Community College
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