Bobby Miller
San Diego,CA
Summary
A position in a leading consumer products company where I can leverage over 30 years of sales experience and leadership within the food industry.
Overview
34
34
years of professional experience
Work History
Regional Director of Sales- West Coast
Blount Fine Foods
04.2023 - Current
- Responsible for managing Sales, P&L, and Strategic activity for all Channels, including Grocery, Club, and Mass Customers in the US.
- Implemented new item strategy at Walmart on bagels which added 3 incremental skus for a national launch in August across over 2000 stores. Creating over $7MM in annual revenue to the company.
- Currently managing over $10MM in sales within Costco for all regions in the US. Developed and executed new summer rotation on hamburger and hot dog buns adding over $1MM in sales.
- Created and executed National Brokerage search and hiring to represent all channels of the Business. Hired and reduced current commission costs on an annual basis that resulted in a positive P&L balance.
- Awarded the National distribution on Sola Granola in over 1900 stores at Albertsons/Safeway. Program begins in March 2023 with annual expected revenue exceeding $5MM.
- Gained new distribution into Meijer, Jewel-Osco, and Harris Teeter within the first 90 days of employment, adding over $2MM in annual revenue to the organization.
- Developed and created current national distribution channel through KeHe Distributing, managing 14 distribution centers throughout the US.
Director of Sales
Spring Sola LLC
01.2021 - 04.2023
- Responsible for managing Sales, P&L, and Strategic activity for all Channels, including Grocery, Club, and Mass Customers in the US.
- Implemented new item strategy at Walmart on bagels which added 3 incremental skus for a national launch in August across over 2000 stores. Creating over $7MM in annual revenue to the company.
- Currently managing over $10MM in sales within Costco for all regions in the US. Developed and executed new summer rotation on hamburger and hot dog buns adding over $1MM in sales.
- Created and executed National Brokerage search and hiring to represent all channels of the Business. Hired and reduced current commission costs on an annual basis that resulted in a positive P&L balance.
- Awarded the National distribution on Sola Granola in over 1900 stores at Albertsons/Safeway. Program begins in March 2023 with annual expected revenue exceeding $5MM.
- Gained new distribution into Meijer, Jewel-Osco, and Harris Teeter within the first 90 days of employment, adding over $2MM in annual revenue to the organization.
- Developed and created current national distribution channel through KeHe Distributing, managing 14 distribution centers throughout the US.
Vice President of Sales
Flavorful Brands LLC
12.2019 - 01.2021
- Responsible for managing all Sales, P&L, and Strategic activity for all Channels, including Grocery, Foodservice, C-Store and Club/Mass Customers in the US and Canada.
- Established National pricing and trade strategy within the first month which was presented and executed for all Flavorful Brands products.
- Gained Distribution on Tasti-Lee Tomatoes to all Eastern Divisions of Kroger. Completed top to top meeting with Kroger Executives in the Produce department to secure distribution. Business worth over $20MM in sales annually.
- Awarded the National Private Label Organic 2-pack Tomato business at Kroger. Working with the Private Label Team directly to manage packaging, pricing, distribution, and working directly with the supply team.
- Added Tasti-Lee Tomatoes to Albertsons/Safeway SoCal within the first two weeks as VP.
- Successfully added a new item test for Aldi to place Tasti-Lee Tomatoes in stores. Was able to make better than expected profit margin for the test.
- Gained new distribution into 3 Western Region customers within the first 2 months of employment.
Vice President of Sales, Grocery and Club Channels
Obrigado USA (Lost Funding- shut down US Operations)
04.2019 - 09.2019
- Responsible for managing all Sales, P&L, and Strategic activity for all Grocery Retail and Club Channels in the US for all Obrigado Products.
- Established National pricing and trade strategy within the first month which was presented and executed for all Obrigado branded products.
- Secured new item presentation with UNFI Corporate Beverage Buyer and was able to open 8 warehouses for distribution throughout the US.
- National Lead calling on KeHe Distribution and successfully opened 3 warehouses across the US which carry 4 Obrigado branded products.
- Responsible for adding 2 new Obrigado products to over 1000 Food Lion Stores throughout the Eastern US. Sales will exceed over $500K for the first year.
- Successfully executed 3 new products for distribution at Albertsons/Safeway Portland Division.
Vice President of Sales, Los Angeles, CA
Yucatan Foods LP
Los Angeles, CA
09.2015 - 04.2019
- Responsible for managing all Sales, P&L, and Strategic activity within the Western Region for Yucatan Foods. Also included in my responsibilities were National Sales Lead for the Costco Team, C-Store customers, and Produce Lead for Publix, Wal-Mart, and Kroger.
- Western Region sales increased volume to over $29MM from $3.5MM and have increased 78%, 52%, and 92% respectively since taking over the territory.
- Trade Spending has decreased by 4% and 2% respectively with AVC increasing from 8% to 23% Nationally.
- Managed and created Private Label offerings to Whole Foods Market on multiple guacamole items to be sold in all regions across the US. Worked with WF Corporate Grocery Deli Private Label Team as well as the Corporate National Buyer for Grocery Deli. Also, was the day-to-day lead for Whole Foods branded Yucatan products nationally and worked closely with the National Category Manager.
- Responsible for the first placement of Cabo Fresh items to Sprouts Markets in company history. Brand had never been in Sprouts previous to my employment. 5 Cabo Fresh items are currently in all Sprouts Markets totaling over $1MM in annual sales.
- Successfully executed new product national distribution in Publix, Kroger, WinCo, and Sprouts.
Vice President of Sales, Sonoma, CA
Sonoma Creamery LLC, USA
Sonoma, CA
01.2013 - 09.2015
- Responsible for managing all Sales, P&L, and Strategic activity within Sonoma Creamery.
- Annual planned sales have exceeded budget more than 100% since January 2013 to the present. Managed and trained staff of three, in which all have been promoted into new roles.
- New Business Development in the C-Store Channel resulting in distribution to Circle K, 7-11, airport kiosks (Hudson News & OTG), along with 3 of the largest C-store distributors (McLane, Core Mark, and Harold Levinson Associates.
- Successfully executed the introduction of 25+ new items into the current retail grocery channel and sales market. Sales of these items have exceeded annual sales by over $3MM in annual sales.
- Club sales have increased by 35% and 40% in consecutive years respectively. Increases have exceeded over $5MM in sales while increasing profits 10% from historical data.
- Developed direct sales calls, no brokers, with Costco buyers in the snack category to introduce new snack item to the markets gaining items into 5 distinct regions.
- Responsible for managing all Broker and distributor alignments nationally throughout all channels including Club, Retail, Foodservice, and C-Store in the US and abroad (Pacific Rim, including Japan, Korea, Australia, Taiwan, China and Canada.
- Responsible for reporting to the Board of Directors at Sonoma Creamery for sales on budget, sales goals and objectives, as well as results and strategic planning on a 1-, 3-, and 5-year goal.
Director of Business Development Costco Team, Fullerton, CA
Pulmuone USA Inc./Monterey Gourmet Foods USA
Fullerton, CA
10.2011 - 01.2013
- Responsible for managing all Sales, P&L, and Strategic activity within Costco Wholesale on all brands including Private Label.
- Developing and implementing new item strategies to present to all regions for the 2012 calendar year. Working the top two Demo companies to work specifically on developing a “Demo per month” program and IRC couponing programs.
- Work directly with Corporate Chef to develop new items and concepts to promote brand and category growth to all Costco Divisions.
National Business Manager, Fullerton, CA
Pulmuone USA Inc./Monterey Gourmet Foods USA
Fullerton, CA
06.2010 - 10.2011
- Responsible for building broker and distributor network for all brands throughout the US Grocery Division.
- Developed and presented 2011 plans to grow current business 24% vs. prior year and reduce the trade expense by $27,000(-18%)
- Created and presented 2011 annual business review for Publix Grocers. Results of the call included four new items in over 1000 stores which will incrementally grow sales by $1.5MM
- Developed and implemented new item strategy for Winn Dixie which resulted in new distribution to all stores totaling over $800K in annual sales.
- Led Task Force to create and implement marketing budgets and trade expenses for the introduction of new products to retail grocers for 2010 and 2011.
- Created and presented 2010 business reviews across the US at the Vice President level for all major customers including Safeway, Kroger, Publix, Winn Dixie, and Supervalu West.
- Managed over 75 brokers and distributors across the US. Working with National brokers including Advantage Sales and Acosta Sale & Marketing.
Account Executive Southwest, SCBNA, Bloomington, MN
Schwan’s Consumer Brands, The Schwan Food Company
Bloomington, MN
01.2008 - 03.2008
- Responsible for managing trade expenses, travel expenses, and led regional operations communication for eight customers, in eight different states, and over 600 stores.
- Implemented and executing all plans, promotions, and trade spending for seven customers in 2009, including Albertsons So Cal. Plans to grow sales by 2.3% and reduce trade by 0.5% vs. prior year. Responsible for validating and implementing Planogram updates for all customers.
- Created and presented business reviews for Directors and VP of operations for Albertsons LLC, Stater Bros., and Bashas’.
- Completed Top-to-Top Schwan’s performance meeting with VP of Marketing at Albertsons LLC and the Group VP of Stater Bros.
- Reduced trade spending and saved SCBNA $750K vs. prior year, while achieving sales plan number.
- Successfully gained 3.6 Market share points at Albertsons LLC for 2009 calendar year
- Created and implemented financial plans to reduce trade spend of over $120K at Albertsons Southern California in the fourth quarter of 2008.
- Successfully executed plans to add rolling freezers at all stores for Superior Warehouse, growing sales by 16%
- Account and Broker Summary: Albertsons So CA/IMW, Stater Bros, Unified Grocers Northern and Southern CA, Superior Foods, Advantage Sales and Marketing, Livermore, CA, Advantage Sales and Marketing, Anaheim, CA, Albertsons, LLC Rocky Mountain and SW, Bashas’, Acosta.
Customer Category Account Manager, Nabisco/Kraft Foods, Irvine, CA
Kraft Foods/Nabisco Biscuit Co.
Irvine, CA
01.2000 - 01.2008
- Kraft Pizza Company
- Responsible for 19% category growth in the fourth quarter, with a market share growth of 3.5 points in both Northern and Southern California. Managed customer service and all account responsibilities for 425 stores in Northern and Southern California.
- Created and implemented all quarter four and 2007 promotional plans to West Area Headquarters. Presented top line growth results to West Area Corporate Vice Presidents for Supervalu Inc.
- Responsible for managing checkbook, deductions, and cost below the corporate mandated guidelines.
- Executed plans to eliminate a trade overspend of $95K inherited when the account was acquired.
- Albertsons/Sav-On Drug Stores
- Manage Customer Service for 490 Southern California Albertsons/Sav-On Drug Stores.
- Successfully created promotions to solidify permanent displays racks at all Albertsons and Sav-On stores, growing their business 23% and growing market share 3 points.
- Manage Reset Coordinator, schematic updates, and train new category managers.
Super Saver Foods
01.1992 - 01.2000
- Grew category sales over 14% and market share 4.5 points for $6.5MM customer.
- Led initiatives to grow category by implementing base pricing and permanent display locations for Nabisco and competition (i.e. Kellogg’s, Pepperidge Farms, Mother’s, and Private Label).
- Processed, reviewed, and authorized all promotional activity for the cookie and cracker category. All information was processed by me and sent directly to the Super Saver category buyer and to competitive category buyers.
- Gelsons Supermarkets
- Responsible for growing category business 9% for $2MM Gelsons customer.
Territory Field Sales Manager, Nabisco Biscuit Co., San Diego, CA
Nabisco Biscuit Co.
San Diego, CA
01.1992 - 01.2000
- Managed and scheduled merchandising support for 10 districts. Responsible for managing merchandising hours and budget to specific company guidelines.
- Named Customer Service Representative of the Year in San Diego 2 years in a row.
- Assisted in training all new sales representatives and merchandisers.
- Grew sales over 12% for 52 retail/grocery accounts in a $3.5 million district – the #1 sales district in all of Nabisco.
Education
Bachelor of Science - Education, Minor in Sports Management
New Mexico State University
Las Cruces, New MexicoSkills
- Client relationships
- Meetings and presentations
- Business development
- Sales planning
- Competitor analysis
- Performance reporting
- Budget development
- Strategic planning
- Revenue growth
QUALIFICATIONS
- Over 30 years of experience growing sales and leadership in retail sales, category management and corporate sales.
- Worked within multibillion dollar CPG organizations as well as smaller companies developing sales teams which doubled and even tripled past company performance.
- Lead multiple sales organizations, accounts, brokers, and retail teams
- Organizing and developing strategic annual sales plans for CEO’s, regional and corporate executives along with outside sales plans for customers
- Advanced in Microsoft Word, Excel, PowerPoint, Outlook, Nielsen, SPINS, and IRI Data.
Timeline
Regional Director of Sales- West Coast
Blount Fine Foods
04.2023 - Current
Director of Sales
Spring Sola LLC
01.2021 - 04.2023
Vice President of Sales
Flavorful Brands LLC
12.2019 - 01.2021
Vice President of Sales, Grocery and Club Channels
Obrigado USA (Lost Funding- shut down US Operations)
04.2019 - 09.2019
Vice President of Sales, Los Angeles, CA
Yucatan Foods LP
09.2015 - 04.2019
Vice President of Sales, Sonoma, CA
Sonoma Creamery LLC, USA
01.2013 - 09.2015
Director of Business Development Costco Team, Fullerton, CA
Pulmuone USA Inc./Monterey Gourmet Foods USA
10.2011 - 01.2013
National Business Manager, Fullerton, CA
Pulmuone USA Inc./Monterey Gourmet Foods USA
06.2010 - 10.2011
Account Executive Southwest, SCBNA, Bloomington, MN
Schwan’s Consumer Brands, The Schwan Food Company
01.2008 - 03.2008
Customer Category Account Manager, Nabisco/Kraft Foods, Irvine, CA
Kraft Foods/Nabisco Biscuit Co.
01.2000 - 01.2008
Super Saver Foods
01.1992 - 01.2000
Territory Field Sales Manager, Nabisco Biscuit Co., San Diego, CA
Nabisco Biscuit Co.
01.1992 - 01.2000
Bachelor of Science - Education, Minor in Sports Management
New Mexico State University