Cathy MacMillan
Cleveland
Summary
Results-driven sales professional with 26 years in the consumer products and foodservice industries. Proven track record of building profitable key account relationships, advancing responsibilities, and consistently exceeding goals.
Overview
17
17
years of professional experience
Work History
Sales Associate Manager - PBNA
PepsiCo
05.2015 - Current
- Manage key customers in the healthcare and college segment including exclusive customer agreements generating over $10MM annual revenue.
- Oversee key account renewals and identify new business opportunities, including negotiation, marketing strategy, trade spend management, and promotional planning.
- Execute internal operating plans while meeting customer expectations.
- Focus on developing key strategic partnerships that deliver value, drive satisfaction and ensure long term retention.
- Activate local and national marketplace initiatives and promotions to build brand development, maximize brand performance, and increase distribution in all accounts.
Strategic Distribution Manager - FLNA
PepsiCo
03.2012 - 04.2015
- Responsible for the sales and profit performance for all lines of Frito Lay business focused on national account retention which generate annual sales over $8MM.
- Developed and executed PepsiCo programs across markets that secured year over year growth exceeding plan performance.
- Foster strong relationships with distributor's national team to identify new customer opportunities and executed action plans to ensure success for new business.
- Launch all new products as part of our national platform with focus on national accounts to ensure customer satisfaction and loyality.
Distribution Education Manager
PepsiCo
12.2008 - 02.2012
- Responsible for the Northern Ohio sales performance of the Central Region Education Team, consisting of over 550 accounts which contributed to generating annual revenue of over $4M.
- Manage two foodservice distributors that resulted in a 105.2% to plan performance over prior year and generated $450,000 in annual sales.
- Negotiate and execute all aspects of distributor marketing activities/budgets, trade-spend and selling expenses. Responsible for all levels of distributor branches including Sales, Marketing, Procurement and Operations.
- Responsible for executing and maintaining all school bid business in market.
- Chosen to lead the Education team as the Region Bid Specialist for Gordon Food Service expanding over 8 states. Developed a bid/order tracking tool that organizes and tracks all bid business for the Central Region. Collect bid information year-over-year to maintain 100% retention of bid business. Create brand awareness on all product lines to ensure future bid sales.
- Successfully executed and exceeded target of our Smart Spot brands and grew the business at 167% to prior year. Secured over $206,000 in Frito Lay on the tray volume selling 187 new menu placements.
Education
Communications
The Ohio State University
Skills
- Customer Centric Sales Strategies
- Strategic Problem Solving
- Customer Retention & Relationship Management
- Team Leadership & Coaching
Timeline
Sales Associate Manager - PBNA
PepsiCo
05.2015 - Current
Strategic Distribution Manager - FLNA
PepsiCo
03.2012 - 04.2015
Distribution Education Manager
PepsiCo
12.2008 - 02.2012
Communications
The Ohio State University
Awards
2012 Ring of Honor PepsiCo, 2023 Foodservice VP Award, 2012 US Food Vendor or the Year, Tri C Board of Directors Member