Greg Mello
Bristol,USA
Summary
Key Account Manager specializing in sales strategy and relationship management within the food manufacturing sector. Combines deep industry knowledge with a strong ability to drive innovation and distribution goals, demonstrated by consistent top performance in sales growth and effective team leadership.
Overview
21
21
years of professional experience
Work History
Key Account Manager – East Region
Wellness Pet Company
Burlington, MA
07.2023 - Current
- Responsible for achieving Net Sales Goal & remain within Trade spend budget for the East Region.
- Manage 20 Independent Key Accounts across the East Coast.
- Additional coverage of Military (DeCA), Navy Exchange, and Coast Guard.
- Manage 3 Regional Distributors. MDV Spartan Nash, Coastal Pacific, and Vermont Pet.
- Oversee Broker Sales Agency – Platinum International Marketing & Sales.
- Conduct Annual JBP’s, tracking results to plan with each account quarterly.
- Consistent QBR’s with all accounts, tracking results towards targets and goals.
- Placement of New Innovation and increased points of distribution.
- Create and execute all Promotion Calendars/Activity for Key Accounts.
- Accountable for tracking ROI on Promotional Activity.
- Use internal CRM to create, track, monitor, and update Trade Programs & Sales Goal.
- In depth knowledge of the Independent Pet Specialty Channel, I.E trends and competitive landscape.
- Strong relationships with Independent Retailers – East Coast.
- Work closely with Pet Distribution TM’s & KAM’s to source new business.
- Distributor Trainings/Seminars focused on New Innovation & rooftops.
- Annual and Monthly forecasting, monitoring run rate averages vs goal.
- Manage weekly/monthly business calendar.
- Monthly Team Leadership Key Account Business Updates/Reviews.
- Participation in Regional Distributor Trade Shows.
- Retail Education/Training Seminars, in person, & virtually.
- Top Wellness Key Account Manager in 2024, Achieved 105% of Net Sales Goal.
Regional Sales Manager, East Region
Merrick Pet Care/ Nestle Purina
St. Louis, MI
01.2022 - 06.2023
- Drive/Achieve company sales and profitability goals for Pet Specialty Retail Sales, within the East Region.
- Accounts include 4 Distributors, 6 Top Key Independent Accounts, Petco, PetSmart, Pet Supplies Plus, and all Independent Pet Retail Stores.
- Managing a team of 9 direct District Sales Manager’s.
- Responsible for Annual Sales Targets/Goals aligned to company strategies.
- Total Annual region sales of $15M.
- Set forth weekly, monthly, quarterly objectives and KPI’s for direct reports.
- Monitor sales progress with direct reports through CRM Sales Force & Internal Nestle Purina Exceedra CRM.
- Create annual Personal Development Plans for all direct reports, focused on company initiatives along with specific individual plans.
- Oversee and track all region T&E, Trade Spend, Marketing, and Deductions to adhere to guidelines to stay within allocated budget.
- Conduct Monthly Operation Reviews with Team Leadership to review the business, forecast, and track sales to goal targets.
- Work on a rotational schedule with each direct report in their respective districts to coach/review activity and results.
- Leverage and source new opportunities for new product launches, increase market share, and gain of space on retail shelves.
- Submission of weekly, monthly, quarterly sales reviews/updates and trackers.
- Quarterly business reviews with Distribution and Top Key Accounts.
- Attend all Regional Trade Shows, Distributor Trainings/Meetings, and National Account Meetings/Reviews.
Key Account Manager & Territory Manager
Merrick Pet Care/ Nestle Purina
Amarillo, TX
09.2017 - 12.2022
- Consistently grow sales volume, space, and market share focusing on strategic objectives for independent and national retail pet specialty stores.
- Lead point of contact for all matters specific to key accounts and distribution within East Region.
- Accountable for timely and successful delivery of solutions in field according to customer’s needs and objectives.
- Communicate progress of monthly/quarterly initiatives at store level, region level, and internally with Team Leadership.
- Daily tracking and reporting of initiatives and sales objectives through CRM - Sales Force.
- Conduct Business reviews quarterly with Key Accounts within East Region.
- Follow and execute on Fact based and Solution based Sales Models. Focus on ROI and data to support.
- Execute New Innovation Product Placement/New distribution.
- Train store personnel on Merrick, Zuke’s, and Castor and Pollux products to create advocacy and increase sales.
- Execute planned group seminars/training with distribution and retail stores.
- Planned quarterly district meetings with National and Independent Accounts in East Region.
- Organize, plan, gain alignment on joint business plans with Key Accounts.
- Maintain monthly business calendar and expense budget.
- Highly involved in creating and executing Product Promotion Calendar for the East Region.
- Manage and budget trade spend for East Region, adhering to set Trade ROI.
- Received recognition and award for Top Territory Sales Manager in 2018.
- Grew Net Sales over 20% in 2018 and 5% in 2021.
- Promoted from Territory Manager to Key Account Manager January 2019.
Territory Sales Manager
RJ Reynolds Tobacco Co
Winston/Salem, NC
12.2013 - 08.2017
- Responsible for management of 750 convenience stores (Independent, Regional Chains, and National Chains.
- Annual Sales of $8 million.
- Achieved 20% Growth in 2015 & 2016.
- Increased Market Share from 1% to 3.5%.
- Responsible for setting planogram share of space, presenting and gaining contract commitment and compliance, and adherence to specific pricing and product mix.
- Comprised and analyzed data to present to Key Accounts, National Accounts, and Retail Distributors.
- Conducted regional sales calls/marketing meetings with Walmart, Walgreens, Rite Aid, Stop & Shop Supermarkets, 7-11, Speedway, Cumberland Farms, and other Regional Chains.
- Set strategic plan to drive execution focused on growing distribution, sales volume, share of market, presence, compliance, and pricing.
- Tracking of local market conditions and call activity through daily activity reports, weekly summaries, and quarterly reports using CRM Sales Force.
- Represented industry leading brands including Newport, Camel, Winston, Pall Mall, and Natural American Spirit at merchandising events, trade shows, and consumer events.
- Solution and Fact-Based selling with goal of gaining contract commitment, space, merchandising, and compliance to grow existing and new sales.
- A Tobacco Industry expert advising retail stores, key accounts, and national accounts on features and benefits of Reynolds products along with industry trends and data to support.
- Daily interactions with wholesalers and distributors through sales meetings and training.
Sales Agent
Banker's Life and Casualty
Warwick, RI
01.2013 - 12.2013
- Fully licensed in Rhode Island, Massachusetts, and Connecticut to sell Life Insurance, Supplemental Medicare Health Insurance, Long-Term Health Care, Fixed Annuities, and other retirement plans.
- Meet with 6-7 Clients daily to discuss retirement planning, expenses, insurances.
- Responsible for prospecting new clients as well as servicing existing clients.
- Daily cold calling as well as follow up on client referrals and company generated leads.
- Contracted agent for Banker's responsible for time management, sales quota/target, follow up, and setting up appointment schedule on a weekly basis.
School Division Region Manager – Northeast
ConAgra Foods
Omaha, NE
11.2005 - 12.2012
- Managed Distributor Accounts, Brokers, and all K-12 school districts in the Northeast and Mid-Atlantic, covering 14 states.
- Represented leading premium foodservice brands including Armour/Ekrich/Swift, Butterball, Hunt-Wesson, Pam, and Healthy Choice.
- Annual sales of approximately $27 million.
- Facilitated monthly/quarterly distributor sales meetings, food shows, product training/cuttings with Key Distributors and Accounts.
- Conducted business reviews with distributors, brokers, key operators, and school foodservice directors.
- Managed 5 brokers within the Northeast and Mid-Atlantic.
- Set annual KPI’s, Strategies, and Key Objectives for Broker Sales Team.
- Tracked sales, targets, and new business working closely with broker sales team and Key Stakeholders.
- Worked closely with ConAgra Key Account Managers to assist in mentoring and fostering talent development.
- Responsible for management and tracking of federal commodity cheese program for K-12 school districts related to ConAgra Food's products.
- Negotiated Trade Marketing Programs, Promotions, Advertising, and Trade Spending.
- Achieved business plan each year, with a 9% growth in net sales in 2011.
Education
Bachelor of Science Degree - Business Administration, Marketing Major
University of Massachusetts
Amherst, MA05-2000
Skills
- Salesforce CRM
- Microsoft Word
- Excel proficiency
- Power Point
- Microsoft Office suite
- Microsoft Teams
- Nielsen reporting
- Power BI analytics
References
Personal and Professional references available upon request.
Timeline
Key Account Manager – East Region
Wellness Pet Company
07.2023 - Current
Regional Sales Manager, East Region
Merrick Pet Care/ Nestle Purina
01.2022 - 06.2023
Key Account Manager & Territory Manager
Merrick Pet Care/ Nestle Purina
09.2017 - 12.2022
Territory Sales Manager
RJ Reynolds Tobacco Co
12.2013 - 08.2017
Sales Agent
Banker's Life and Casualty
01.2013 - 12.2013
School Division Region Manager – Northeast
ConAgra Foods
11.2005 - 12.2012
Bachelor of Science Degree - Business Administration, Marketing Major
University of Massachusetts