David Hathaway
Little Elm,TX
Summary
Self-driven servant-leader with strong sales, operations, business development expertise.
Dynamic leadership and team culture-building through continuing education, change- and performance management processes/ routines and professional development.
16+ years sales and business development leadership, consulting and strategic partnership development in multi-state and -market environments.
Thorough ability to teach and coach follow-up strategies, problem-solving skills and closing abilities.
Proven history of Detailed Needs Analysis based negotiations delivering Win-Win results built on effective pipeline management and a 3-part focus on New- Lost- Penetration strategies.
Deep experience preparing and monitoring budgets, profit plan, sales scorecards, sales presentations, contract and partnership proposals, QBR's, marketing campaigns and strategies and KPI reporting.
Sales team recruitment, leadership, coaching, performance management, transformation and training experience, leading teams of 125+ associates.
Excellent collaboration skills utilizing SME's and cross-functional teams to leverage team-selling.
Extensive CRM and data tool experience including Salesforce, Tableau, NPD, Datassential, AS400, SAP Suite, Microsoft Office suite, including Excel, PowerPoint, Teams, OneDrive and Google Docs.
Overview
22
22
years of professional experience
Work History
DSR
Ben E Keith Foods
06.2023 - Current
- Work with cross-functional teams and sales leaders in development, presentation and implementation of tactics/ strategies to secure business from competitors.
- Consult with customers and prospects to generate new business to achieve company growth goals, Sales $ and Gross Profit $.
- Leverage proven sales methods to increase revenue and surpass sales objectives.
- Use consultative sales approach to understand and meet customer needs, detailed needs analysis and win-win processes.
DSM- Director/ Local Sales Designate
Sysco Gulf Coast
09.2022 - 06.2023
- 8-Time National Award Winner- Pacesetter, Platinum Club, as measured by Sales $ and Gross Profit $ growth
- Sales training, project initiation and management, DSM doctrine, reporting, analysis and solution specialist
- Coach and lead sales associates in best practices, effective and impactful behaviors and selling techniques, significantly increasing internal and external customer satisfaction and sales growth
- Lead team of 8 sales consultants with yearly sales exceeding $25,000,000
- Phase In to Director/ Local Sales 7/1/23
Director, New Business Development
Sysco NTX Region
09.2020 - 10.2022
- Led team of 8 New Business Developers covering 3 Operating Sites
- Performance management routines to help ensure each Business Development Manager exceeds $6,750,000 in yearly Sales $
- Develop partnership solutions, business plans and programs/ contracts for high-volume prospects, deploy resources and services as appropriate
- Collaborate with cross-functional team from ELT, Finance, Merch and Ops on detailed financial and operational analysis to assure profitability and viability
Regional Director of Sales
Sysco NTX
02.2020 - 09.2020
- Led team of 6 DSM’s as equal member of Senior Sales Leadership Team
- Responsible for strategy and execution of growing sales and profitability via New-Lost Penetration
- Forecasted annual, quarterly and monthly sales goals as part of preparing and reviewing budget for Plan, Sales $ exceeding $150,000,000
- Recruited, hired, developed and promoted replacement multiple times
- Develop, implement and manage performance management routines to assist District Managers exceed goals for yearly Sales $, Gross Profit $ and Case growth
District Sales Manager
Sysco NTX
07.2012 - 02.2020
- 8-Time National Award Winner- Pacesetter, Platinum Club, as measured by Sales $ and Gross Profit $ growth
- Sales training, project initiation and management, DSM doctrine, reporting, analysis and solution specialist
- Coach and lead sales associates in best practices, effective and impactful behaviors and selling techniques, significantly increasing internal and external customer satisfaction and sales growth
- Lead team of 10-12 sales consultants with yearly sales exceeding $25,000,000
Marketing Associate
Sysco Detroit & Sysco NTX
01.2008 - 01.2012
- 2-Time National Award winner, FY 2011 & FY 2012.......as measured by Sales $ and Gross Profit growth
- Trained and mentored new sales representatives
- Used customer insights to develop innovative sales strategies to increase sales
- Developed and maintained comprehensive understanding of products, services and competitors to enhance sales presentations
- Collaborated with cross-functional teams to identify and address customer needs
Executive Chef
The Wyndgate Country Club
03.2005 - 10.2008
- Multi-unit Executive Chef of private country club and restaurants, 5 kitchens and culinary staff of 30+
- Lead sales position for all off-premise events with complete logistics responsibilities
- Produced annual budget for multiple divisions with P/L responsibilities and bonus contingent upon monthly and yearly budget/ Plan results
Corporate Executive Chef
Cranks Catering & Food Service Management
01.2003 - 03.2005
- Complete responsibility for all foodservice activities in extremely high-volume, multi-unit capacity, including staff of up to fifty employees, with annual sales exceeding $15,000,000.00.
Education
Macomb College
Clinton Twp, MISkills
- Expertise in sustainable market/ team expansion and scaling through product line expansion, sales team territory growth and vertical focus
- Exceptional verbal and written communications
- Sales and program goal-setting, strategy development, deployment & integration
- KPI analysis, benchmarking, performance management & reporting
- Multi-department profit plan/ budget development
- Sales, ops & business development leadership
- Collaborative business plan development/ execution via operational leaders & executive leadership
- Marketing segment/ campaign strategy development & deployment
- Leader/ member of strategic transformation teams and focus-groups, developed, stress-tested and implemented new programs and work-flows
- Program/ contract development & management
- Cross-functional collaboration champion via ELT team, SME collaboration, channel strategy
Work Availability
monday
tuesday
wednesday
thursday
friday
saturday
sunday
morning
afternoon
evening
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Quote
You learn to speak by speaking, to study by studying, to run by running, to work by working; in just the same way, you learn to love by loving.
Saint Francis de Sales
Timeline
DSR
Ben E Keith Foods
06.2023 - Current
DSM- Director/ Local Sales Designate
Sysco Gulf Coast
09.2022 - 06.2023
Director, New Business Development
Sysco NTX Region
09.2020 - 10.2022
Regional Director of Sales
Sysco NTX
02.2020 - 09.2020
District Sales Manager
Sysco NTX
07.2012 - 02.2020
Marketing Associate
Sysco Detroit & Sysco NTX
01.2008 - 01.2012
Executive Chef
The Wyndgate Country Club
03.2005 - 10.2008
Corporate Executive Chef
Cranks Catering & Food Service Management
01.2003 - 03.2005
Macomb College