GRETCHEN H. LANE
Sales
Buda,TX
Summary
Sales Manager with over 17 years of experience in driving growth across produce, fresh cut, retail, and food service sectors. Expertise in scaling multi-state territories, leading broker networks, and securing national and regional accounts. Consistently exceeds revenue targets through strong customer relationships and effective negotiation of pricing and supply agreements. Proven track record in product development and implementing advanced marketing strategies to achieve promotional objectives.
Overview
16
16
years of professional experience
Work History
Regional Sales Manager
NATURESEAL INC.
01.2018 - 01.2026
- Lead sales across a 23-state U.S. territory plus Eastern Canada, serving retail, processor, and foodservice customers.
- Manage 60+ major accounts and 100+ foodservice customers, generating $3M+ in annual revenue.
- Ranked Top Sales Performer in first year among a nine-person senior sales team.
- Exceeded new-business targets by onboarding 6 major accounts in 3 months (annual goal: 4).
- Secured key retail wins including 2000 Kroger locations, Meijer, Hy-Vee, Lunds & Byerly's, and T&T Supermarkets.
- Lead strategic product initiatives, including a 7-Eleven vegetarian sandwich program.
- Partner with Marketing to develop sales training tools and customer-facing materials.
- Direct execution of large U.S. and Canadian trade shows, from strategy through lead conversion.
Regional Sales Manager - Southeast
NESTLÉ PROFESSIONAL
01.2016 - 01.2018
- Managed regional sales following the merger of Beverage and Culinary divisions across lodging, restaurant chains, B&I, colleges, and universities.
- Led and trained broker networks, supporting new product launches, ride-withs, and distributor execution.
- Sold 50+ SKUs across 40+ accounts, driving regional penetration and growth.
- Achieved 85% of quota despite hurricane-related market disruptions.
National Account Sales Manager - North America
NESTLÉ PROFESSIONAL BEVERAGES
01.2015 - 01.2016
- Managed the Burger King / RSI account, generating $10M in revenue from proprietary frozen beverage programs.
- Negotiated bi-annual commodity pricing across sugar, dairy, fuel, and fruit inputs to stabilize costs.
- Ensured compliance with Nestlé standards while pursuing new national account opportunities.
Sales Manager - Foodservice, North America
DEL MONTE FRESH PRODUCE
01.2013 - 01.2014
- Supported the launch and expansion of Del Monte's Foodservice Division, securing national and regional accounts.
- Co-managed sales teams across five field offices.
- Delivered early wins including Whataburger, Brinker (Chili's/Maggiano's), Starwood Hotels (180 properties), Disney Resorts, NPC (Burger King), Darden, and others.
- Managed contracted business with Sysco, U.S. Foods, Reinhart, PFG, and Gordon Food Service.
- Awarded U.S. Foods Produce Vendor of the Year (2013).
National Account Sales Manager
FRESHERIZED FOODS (Megamex / Hormel)
01.2010 - 01.2012
- Led the Subway North America account, growing it into the company's top revenue-producing customer.
- Increased avocado and guacamole sales by 312% YoY.
- Awarded Gold Standard Supply Chain Vendor of the Year by Subway IPC.
- Partnered with IPC on forecasting, production, and distribution across the U.S. and Canada.
Education
Behavioral Psychology
University of the Pacific
Stockton, CASkills
- Sales leadership and strategy
- Fresh-cut sales management
- Broker and distributor relations
- Key account oversight
- Contract negotiation
- Supply chain collaboration
- Retail and foodservice expansion
- Sales forecasting and quota management
- Trade show coordination
- Customer acquisition strategies
- Market analysis
- Pipeline management
- Deal closing techniques
- Sales presentations
Awards
- Produce Vendor of the Year, U.S. Foods, 2013
- Gold Standard Supply Chain Vendor of the Year, Subway IPC, 2011
Core Expertise
- National & Regional Sales Leadership
- Produce & Fresh-Cut Sales
- Broker & Distributor Management
- Key & National Accounts
- Contract & Pricing Negotiation
- Supply Chain Collaboration
- Retail & Foodservice Growth
- Forecasting & Quota Management
- Trade Shows & Sales Training
Timeline
Regional Sales Manager
NATURESEAL INC.
01.2018 - 01.2026
Regional Sales Manager - Southeast
NESTLÉ PROFESSIONAL
01.2016 - 01.2018
National Account Sales Manager - North America
NESTLÉ PROFESSIONAL BEVERAGES
01.2015 - 01.2016
Sales Manager - Foodservice, North America
DEL MONTE FRESH PRODUCE
01.2013 - 01.2014
National Account Sales Manager
FRESHERIZED FOODS (Megamex / Hormel)
01.2010 - 01.2012
Behavioral Psychology
University of the Pacific