ERIK M. MCKEE
Doylestown,PA
Summary
Executive sales leader who is passionate about building brands and teams. Over my 15+ years in CPG, specifically C-store development, I have learned that culture leads to the success of brands. I am a trusted, solution-driven leader and executive-level advisor, combining cross-functional CPG industry experience, talent management, and sales team creation to outperform targets. Develop, communicate, coordinate strategy and guide departments and teams to executional excellence, delivering maximum impact in Fortune 500 and start-up environments.
Overview
15
15
years of professional experience
Work History
Senior Director of Sales and Distribution
EHP LABS - OxyShred Energy
04.2023 - Current
- Establish and lead all US strategies for energy products in Convenience, Grocery, Mass Merch and Distribution network
- Directly manage largest accounts, Murphy USA and QT divisions
- Developed organizational structure, building a team of four direct reports and growing our US presence and distribution
- Within the first year, added over 3,500 new points of distribution in Murphy USA, QT Divisions, ABSCO, Giant Eagle, and local/regional c-store and grocery retailors
- Identified gaps and solutions across the legacy US strategy, implementing a new distribution model, go-to-market strategy, development of new products, and pricing while establishing a cross-functional communication process to proactively progress the business
- Own and develop US forecast, P&L, promotional, merchandising, and marketing strategies while creating company selling materials focused on customer and industry data
Director of Northeast – Convenience
VPX Sports / Bang Energy
10.2020 - 04.2023
- Oversee P&L, revenue growth, hiring, creation of organizational structure, regional budget, promotional activities, and forecasting over 17 states, a team of 6, and 65 accounts
- Develop and direct the implementation of a 2.6 million dollar budget across 6 million cases of product
- Lead the country with 49% volume growth YE 2021
- Currently number 1 performing division in total National Retail Sales
- Proactively identify opportunities and risks through collaboration with internal and external leadership including Pepsi, Independent Bottlers, and alcohol distributors
- Recruited and hired a team of 6 generating a forecasted revenue of $56+ million and retail sales of $130+ million
- Manage workflow, brand strategies and selling teams for alcohol and non-alcohol portfolio across large and small format accounts
- Use IRI, customer sales, and distributor depletions to define priorities and focus teams at both the national & regional levels
- Translate and synthesize consumer and shopper insights into regional strategic category growth drivers and initiatives
- Develop and implement organizational strategy – national pricing structure, revenue growth management, CMA planning standards and go-to-market strategy through internal and external alignment across all departments
Senior Key Account Manager – Boston Region
Reynolds American, Inc.
10.2019 - 10.2020
- Management and Business Development responsibility for 5 major Northeast accounts with $830M+ in RAI annual sales revenue while fostering talent development of Key Accounts team
- Driving the talent development of 5 direct report Account Managers and aligning oversight of responsibilities with Northeast C-Store operators
- Achieved #2 ranking in North Sales Area (based on our primary metric, SOM growth) within first 6 months through account collaboration and development of key growth brands in accounts, along with providing support for my Direct Reports accounts
- Successfully negotiated and signed contracts with customer incentive packages worth over $7.0M while addressing customer needs through collaboration and partnership
- Advised C-Level, VPs, Directors, and other tactical teams about top line performance, capitalized on emerging trends through an analytical approach (involving MSAI Data), product launches, and strategy development for addressing business development channels
- Collaborative work with Finance, Marketing Operations, and Strategy & Planning to ensure all current objectives are being achieved, while planning and developing programs to capitalize on marketplace opportunities
- Created and executed multi-level talent development strategies enhancing our succession pipeline across all personal in the Northeast
- Two Direct Reports ranked in the top 3 in the sales area and 2 were promoted
Senior Division Manager- Manhattan NY Region
Reynolds American, Inc.
02.2018 - 09.2019
- Managed 9 Field Sales Direct Reports responsible for business development in a competitive division that generated $165M+ in annual RJR sales revenue through 1,250 convenience store locations
- Lead the division to be ranked #5 in the Eastern sales area out of 48 and 10th in the country out of 235 Senior Managers
- Achieved through analysis of business opportunities, creating strategic solutions, driving implementation through employees and tracking performance throughout
- Maintained a targeted focus on the business growth and talent development
- Developed my team by demonstrating consistent leadership, utilizing their strengths, and identifying areas of opportunity to be coached against
- Relied on frequent open and honest two-way communication
- The team achieved above average performance rankings and three of my direct reports have now been promoted
Lead Manager Coaching and Development – Manhattan Region
Reynolds American, Inc.
08.2017 - 01.2018
- Developed and implemented cross functional training of region personnel
- Training consisted of high, average and below average performing personnel
- Developed Account Management 101 to support future account managers skillsets
- Worked directly with regional DM’s to support next level thought process, performance management and overall leadership skillsets
Account Manager – Boston Region
Reynolds American, Inc.
02.2016 - 07.2017
- Successfully managed business development for 11 retail accounts over 7 states and 2 wholesale suppliers while enhancing our internal talent development through coaching
- Oversaw strategy, planning, program execution, and retail merchandising for all 11 accounts
Territory Manager – West Chester, PA
Reynolds American, Inc.
11.2009 - 01.2016
- Managed a geographic area selling and executing national marketing programs and initiatives
- Drove product distribution, presence, promotion, pricing, and personal selling
- Organized a monthly route plan to work with the customers and ensure the effective execution of the company’s work plan in each outlet
Education
BA - Business Administration
West Chester University
01.2009
Skills
- Budget planning
- Account Management
- Strategy & Planning
- Business Development
- Talent Development
- Forecast / P&L Management
- Brand Management
- Distributor Management
- Key performance indicators
- Team building and motivation
- Organizational development
- Data analytics
Websites
Timeline
Senior Director of Sales and Distribution
EHP LABS - OxyShred Energy
04.2023 - Current
Director of Northeast – Convenience
VPX Sports / Bang Energy
10.2020 - 04.2023
Senior Key Account Manager – Boston Region
Reynolds American, Inc.
10.2019 - 10.2020
Senior Division Manager- Manhattan NY Region
Reynolds American, Inc.
02.2018 - 09.2019
Lead Manager Coaching and Development – Manhattan Region
Reynolds American, Inc.
08.2017 - 01.2018
Account Manager – Boston Region
Reynolds American, Inc.
02.2016 - 07.2017
Territory Manager – West Chester, PA
Reynolds American, Inc.
11.2009 - 01.2016
BA - Business Administration
West Chester University
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