Heather McKean
Austin,TX
Summary
Skilled Business Development leader offering 20 years of experience in leading operations and enhancing revenue. Bringing expertise in client acquisition and contract negotiation, along with excellent interpersonal communication, relationship-building and team leadership abilities. Results-driven and proactive with demonstrated record of accomplishment in meeting and exceeding sales and revenue objectives.
Overview
31
31
years of professional experience
Work History
Senior Business Development Manager for Drug/Mass
JM Smucker Company
2007.01 - Current
- 165M JMS Coffee, Pet and Consumer categories grew 3% to LY
- Managed Sunmaid, Pacfic Foods, CJ Foods, Lotus Bakery, Marchuan
- Manage JM Smucker promotional budget of $29M through CAS
- JMS Broker of Year (FY16) for Drug/Mass Channel
- Strategize Marketing and Promotional Plans that deliver growth with profitability for client and retailer through joint business planning while managing client trade funding budget
- Build sales presentations for retailer category reviews using IRI/Nielsen reporting, POS data and marketing supplements to grow client's distribution at key customers and grow company revenue.
- Collaborate with Customer Development Managers to maintain current business and grow company revenue
- Communicate and manage relationships across divisions internally and externally.
- Leadership role with direct responsibility of training, teaching and developing Associate BDM
- Exceeded sales quotas and increased profitability through effective sales strategy and business planning.
- Achieved established KPI for company, regional team and individual performance through teamwork and focus on customers.
- Managed accounts to retain existing relationships and grow share of business.
- Developed strong relationships with key clients, leading to long-term partnerships and increased loyalty.
Business Development Specialist (Category Analyst) for Drug/ Dollar/Mass
Advantage Sales and Marketing
2005.11 - 2007.01
- Assist BDM/ABM in managing and implementing JMS standard's business strategy on coffee and core lines
- Forecast and manage JMS financial information in Siebel resulting in highest audit standards
- Effectively assist in training BAA's to using various client system for accurate entry in client system
- Create, design and distribute customer specific contracts with accurate data
- Analyzed published JMS guidelines to create strategy within budget and to meet quota
- Assist in forecasting by developing specific tools to obtain information in efficient and effective manner
- Effective communicator with outside client and sales teams
- Implemented sales program and tracker.
Business Administrative Assistant for Drug/ Dollar/Mass
Advantage Sales and Marketing
2003.07 - 2005.11
- Administrator for major clients JM Smuckers, Sunmaid, Maruchan, Solo, Golden Beach, PikNik Foods, Bruce Foods
- Assisted Business Manager in planning for customers within region
- Implemented all system promotions internally and within client's system
- Resolved un-saleable billings and deductions based on client's guidelines
- Managed all client item information within system regarding pricing and item changes
- Managed communications between manufacture and customer regarding any purchase order issues.
Inventory Replenishment Buyer
Bonus Stores Inc.
2002.02 - 2003.05
- Analyzed and allocated 4 product departments for 339 stores
- Managed and purchased weekly inventory valued at 1 million dollars
- Assisted in contract/price negotiations with manufacturers
- Coordinated payables to insure swift deliveries
- Realized 20% increase in product fulfillment to stores.
Account Customer Service Representative
Farris Brothers Inc.
2000.03 - 2002.01
- Acted as a liaison between retail accounts and manufacturers
- Addressed and solved customer problems
- Generated and billed purchase orders
- Assisted buyers with catalog and show productions.
Registered Radiation Therapist
Shiver's Cancer Center
1993.10 - 1995.07
- Treated and scheduled patients daily
- Implemented and completed doctor's orders
- Operated and maintained technical equipment.
Education
Bachelors of Science in Business Administration - Marketing
University of Southern Mississippi
Hattiesburg, MS12.1999
Skills
- Proficient in MS Excel, MS Word, MS PowerPoint, and MS Publisher. Skilled in IRI, CAS, STIBO, and Genweb. Experienced with various customer systems including Walgreens, Rite-Aid, and CVS.
- Proficient in P & L statements, sales forecasts, and marketing plans
- Strong skills in cross-functional team environment
- Strong interpersonal, relationship building skills, and coaching
- Client Relations
- Strategic Planning
- Business Analytics
- Budgeting and Expenditures
- Project Management
- Marketing Strategy Development
- Business Intelligence and Analysis
- Interpersonal Communication
- Sales Leadership
- Training and Development
Timeline
Senior Business Development Manager for Drug/Mass
JM Smucker Company
2007.01 - Current
Business Development Specialist (Category Analyst) for Drug/ Dollar/Mass
Advantage Sales and Marketing
2005.11 - 2007.01
Business Administrative Assistant for Drug/ Dollar/Mass
Advantage Sales and Marketing
2003.07 - 2005.11
Inventory Replenishment Buyer
Bonus Stores Inc.
2002.02 - 2003.05
Account Customer Service Representative
Farris Brothers Inc.
2000.03 - 2002.01
Registered Radiation Therapist
Shiver's Cancer Center
1993.10 - 1995.07
Bachelors of Science in Business Administration - Marketing
University of Southern Mississippi
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