Casey Nelson
Buffalo
Summary
Results-driven sales leader with 14+ years of progressive experience across field sales, account management, and sales leadership within UNFI and the grocery distribution industry. Proven history of delivering revenue growth, increasing profitability, developing high-performing teams, and leading strategic business initiatives. Experienced in sales forecasting, business planning, customer retention, market development, and cross-functional collaboration. Recognized for building strong customer relationships, driving operational excellence, and consistently exceeding performance expectations.
Overview
1
1
Certification
14
14
years of professional experience
Work History
Sales Manager, Inside Sales
UNFI
02.2025 - Current
- Directed sales strategy development to achieve revenue growth and market penetration.
- Mentored and trained sales team, fostering professional development and enhancing performance.
- Analyzed market trends and customer needs to identify new business opportunities.
- Collaborated with cross-functional teams to align product offerings with customer demand.
- Lead and develop Inside Sales professionals responsible for customer growth, retention, profitability, and execution across assigned accounts.
- Drive sales strategy, forecasting, business planning, and performance management to support revenue and profit objectives aligned with organizational goals.
- Coach and mentor associates through onboarding, talent development, and performance management initiatives.
- Partner with Merchandising, Operations, Customer Experience, Supply Chain, and IT leadership to execute strategic initiatives and improve business outcomes.
- Analyze sales performance, customer trends, and growth opportunities to develop action plans that increase revenue, profitability, and customer retention.
- Support execution of UNFI's Building Out the Store strategy through customer engagement, account planning, and cross-functional collaboration.
- Champion process improvement, technology adoption, and organizational change initiatives that enhance productivity and customer experience.
Account Manager/ Senior Account Manager - Inside Sales
UNFI
11.2019 - Current
- Consistently deliver above Sales Metrics: $35M+ net sales, 120%+ to budget, $6M sales increase, 200+ closed/won opportunities in pipeline, increase gross profit 30%, lower credits by 17%, $1.2M.
- Build and maintain pipeline delta per quarter of 15%+
- Consistently in Top 10 on Region Quarterly Review Leaderboard: MCB, Wellness, Brands+, NOS.
- Foster positive relationships with clients through proactive communication tactics: Manage over 500+ accounts and have onboarded 25+ new customers representing $30M+ in new business.
- Successfully complete complex projects on time while maintaining high-quality standards, showcasing strong project management abilities: SFE Transition, Payment Improvement Campaign, Delivery Optimization, Volume Discount Compliance.
- Collaborate with senior management on special projects involving cross-functional teams: Hudson Valley, Dayville, Chesterfield, Manchester DC optimization and repack projects.
- Coordinate a diverse group of Sales Professionals to identify and articulate Sales needs to IT Leaders: Alfred Focus Group.
- Complete 165 BetterU Activities & Certifications: Fresh Perspectives, Policy Overviews, Sales Skills Boosters.
- AM Power Station Lead: myBiz, myUNFI, IT.
- MyUNFI Training Lead for East Region: used by over 6,300 customers, generating over $9B in order volume. Optimize claims response times by over 50%.
Corporate Field Sales Representative
UNFI
07.2016 - 11.2019
- Direct day to day point of contact between UNFI and its retail customers.
- Provide high quality service including writing orders, routine display/shelf presentation and timely returns of damaged product for credit.
- Controlling shrink and minimizing out of stocks.
- Perform product resets and display installations.
Merchandiser/Corporate Sales Representative
Haddon House Food Products Inc.
08.2012 - 07.2016
- Created visual marketing and creative end caps.
- Completed stock orders and managed inventory levels.
Education
Bachelor of Science -
SUNY College of Environmental Science & Forestry
Syracuse, NY01-2011
Skills
- Proficient in Microsoft Office Suite
- Contract Negotiation
- Business development
- UNFI IT Systems
- Skillful in Salesforce
- Problem Solving
- Strong Written and Verbal Communication
- Self-Motivated
- Project Management
- UNFI Mentor Marketplace
- BIG VIP
- New Associate Onboarding
- Sales Leadership & Coaching
- Strategic Account Management
- Joint Business Planning
- Revenue Growth & Profit Optimization
- P&L Management
- Sales Forecasting & Analytics
- Business Development
- Customer Retention
- Cross-Functional Leadership
- Change Management
- Market Development
- Contract Negotiation
- Salesforce CRM
- Microsoft 365
- Project Management
- Team Development & Mentorship
- Executive Communication
- Operational Excellence
Accomplishments
- Circle of Excellence
- Atlantic GRIT Award
Certification
- Miller Heiman SSwP
- Building out a Team
- Pipeline Development
Timeline
Sales Manager, Inside Sales
UNFI
02.2025 - Current
Account Manager/ Senior Account Manager - Inside Sales
UNFI
11.2019 - Current
Corporate Field Sales Representative
UNFI
07.2016 - 11.2019
Merchandiser/Corporate Sales Representative
Haddon House Food Products Inc.
08.2012 - 07.2016
Bachelor of Science -
SUNY College of Environmental Science & Forestry
Awards
Circle of Excellence, Atlantic GRIT Award