Heather Piper Melvin
Fishers,IN
Summary
Accomplished, results driven sales leader with extensive experience in the Consumer Packaged Goods and Automated Retail industries. Energetic and solution oriented, with a passion for building cohesive teams and client relationships that last. Offer a rare combination of strategic thinking and analytical capabilities across all channels, a number product categories, as well as entertainment and technology.
Overview
32
32
years of professional experience
Work History
Director of Strategic Accounts
ecoATM / Gazelle (Apollo Global)
San Diego, California
04.2020 - Current
- Company Overview: ecoATM is a renowned leader in reducing electronic waste and finding value in gently used electronics, offering a simple and safe way to sell devices, all while taking the initiative to create a greener planet
- Lead, Support and motivate a dynamic sales team achieving over $100MM in revenue annually
- Attract, hire and train high performing account managers across the U.S
- Provide guidance to team members including performance reviews, career pathing and coaching
- Analyze data utilizing Tableau, Placer and other sources to identify positive or negative trends in order to prepare performance reviews, forecasting and strategic plans
- Conduct contract negotiations to secure profitable terms for future growth
- Collaborate with marketing lead to optimize strategic account initiatives
- Cultivate strong relationships with many clients within the Grocery and Mall Channels to support future business growth objectives
- Key accounts: Kroger, Albertsons/Safeway, H-E-B, Southeastern Grocers, UnFi, as well as a number of Malls (Simon, Macerich, CBL, Westfield)
Director of Sales, US
Redbox (Apollo Global)
Oak Brook, Illinois
10.2016 - 03.2020
- Company Overview: Redbox Automated Retail LLC is an American video rental company specializing in DVD, Blu-ray, 4K UHD rentals, and formerly video games via automated retail kiosks
- Accountable for managing high profile retail clients, achieving optimal level of sales and profitability
- Responsible for setting and executing specific direction and strategies within the account team to deliver targeted results
- Led, recruited, trained, and motivated a team of high-performing sales managers located across the US, generating over $444MM in annual revenue in 2019
- 2019 - Negotiated and closed 10 multi-year contracts representing $268MM (2018) with savings worth ~$777K across the life of the contracts
- Top contracts closed included Walmart, Dollar Tree/Family Dollar, Publix and SEG
- 2018 - Negotiated and closed 8 multi-year contracts representing $132MM (2017) with savings worth ~$952K across the life of the contracts
- Top contracts closed included: 7-Eleven, SuperValu, Stater Brothers and Military
- 2017 - Negotiated and closed 5 multi-year contracts representing $388MM (2016) with saving worth ~750K across the life of the contract
- Key accounts: Walmart, Kroger, Dollar General, Dollar Tree, Publix, HEB, Raley's, SaveMart, 7-Eleven, SEG, Military, and others.
Director of Sales, Central Grocery
Outerwall Inc. (Bought by Apollo Global Fall 2016)
Bellevue, Washington
07.2016 - 10.2016
- Company Overview: Outerwall delivers retail products and services for consumers via self-service interactive kiosks
- Outerwall, formerly Coinstar, was a leading provider of automated retail solutions offering convenient services that drove incremental traffic and revenue for retailers
- Led a team of Senior Account Managers located in the Midwest, generating over $253MM in annual revenue in 2016
- Key accounts: Kroger, Meijer, Harris Teeter, Roundy's, SuperValu, HyVee
- Outerwall delivers retail products and services for consumers via self-service interactive kiosks
National Channel Director
InLife Business Development Group
Indianapolis, Indiana
10.2015 - 07.2016
- Company Overview: InLife Business Development Group was a full-service Sales & Marketing company whose principals had decades of Consumer-Packaged Goods success within the Food, Drug, Mass and Club classes of trade
- Lead account teams and clients on current and new business initiatives at Kroger, CVS, Walmart, SAMS and Walgreens
- Won $3MM in new Gummy business with Santa Cruz Nutritionals, inLife's first business deal with a national grocer - Kroger
- Managed and directed all client projects by working cross functionally with owners, marketing, sales and broker teams
- Services included: operations, logistics, marketing program development, packaging development, pricing guidance, forecasting, trouble shooting, sales presentations, sales calls and appointments.
Kroger Team Lead
Pfizer Consumer Healthcare
07.2012 - 10.2015
- Managed $88 Million in sales with the largest grocery chain in the US - Kroger (ADVIL CENTRUM, EMERGEN-C)
- Provided strategic collaboration between Pfizer and Kroger for our Integrated Joint Business Plans, to drive long term category growth
- Collaborated with Kroger Category Management Team, to provide actionable category recommendations to help drive top line sales, profit, and share
- Consistently drove Pfizer share of shelf with category and market recommendations
- Participated in the development of new item presentations, providing an objective, category view to support new item launches
- Worked cross-functionally with Kroger Team Members, Sales Strategy, Shopper Marketing, 84,51 and Marketing to achieve sales and customer goals
- 2015 - Kroger Team - Top Team Sales Award
- 2014 - 100% of Budget - +12% vs Prior year
- 2013 - 102% of Budget - +2% vs Prior year
- 2012 - 103% of Budget - +14% vs Prior year
Director Sales, National Accounts
First Quality
01.2008 - 01.2012
- Company Overview: First Quality, is an American multi-national manufacturing company, headquartered in Great Neck, New York
- First Quality produces home care paper products, adult incontinence products, feminine care products, baby care, and flexible packaging and bottled water
- Sold and managed over $100 Million in Store Brand Absorbent Hygiene Product Sales: CVS, Rite Aid and Dollar General
- Led customer teams (Internal & External) to drive day-to-day business within each respective account, as well as managed new business opportunities to increase sales
- Hired, trained and managed account teams for CVS and Rite Aid
- Collaborated on business strategies with ownership and management teams
- Led brainstorming sessions with marketing to develop best in class product presentations by account
- Developed channel strategies to simplify workflow and operations
- Accountable for all levels of sales management including product and financial management
- Negotiated and revised new and current contracts with accounts
- Defined the financial terms of the deal, justified the components/deal assumptions and ensured that the deal was appropriate
- First Quality, is an American multi-national manufacturing company, headquartered in Great Neck, New York
- First Quality produces home care paper products, adult incontinence products, feminine care products, baby care, and flexible packaging and bottled water
- 2012 - January, Dollar General awarded $56 Million in Infant Care business to First Quality (launch May 2012)
- 2011 - September, Dollar General awarded $8 Million in Bath Tissue business to First Quality (launch February 2012)
- 2010 - March, Successful re-launch of Rite Aid brand diapers under new Tugaboos brand name
National Account Manager
Leiner Health Products
11.2005 - 01.2008
- Company Overview: Leiner Health Products was one of America's largest manufacturers of vitamins, minerals, herbal nutritional supplements, and generic medications, as well as contract manufacturer for Bayer
- Sold $39 Million worth of Store Brand Vitamin and OTC to CVS, Kroger, GNC, CDC, and QVC
- Accountable for all levels of sales management including product and financial management
- Negotiated and revised new and current contracts with accounts
- Defined the financial terms of the deal, justified the components/deal assumptions and ensured that the deal was appropriate
- Managed broker relationships
- Utilized Market Performance Group at CVS and Feldkamp Marketing at Kroger
- Leiner Health Products was one of America's largest manufacturers of vitamins, minerals, herbal nutritional supplements, and generic medications, as well as contract manufacturer for Bayer
- 2008 - November, Weekend at St
- Joe's" Executive Training Program - PLMA
- 2006-2007 - Increased Total Sales by 68% by new Store Brand business awards at CVS, Kroger and GNC
Senior Account Manager and other various roles throughout tenure
Pfizer
05.1993 - 11.2005
- Oversaw multiple accounts and worked diligently to meet and exceed performance goals, across multiple leading brands: ADVIL, ROBITUSSIN, CENTRIM, DIMETAPP, PREPARATION H, CHAPSTICK, et al
- Developed and implemented advertising strategies to drive substantial growth
- Key Accounts: Cardinal Health, McKesson, Bindley Western Drug and General Merchandise Services
- 2005 - Member of Cardinal Health's Centre Circle Advisory Board
- 2004 - Cardinal Health Supplier Quality Award
- 2004 - Awarded Cardinal Health's Most Valuable Partner Award at Retail Business Conference
- 2004 - Member of Cardinal Health's Centre Circle Advisory Board and Pharmacy Initiative Team
- 2003 - Member of Cardinal Health's Centre Circle Advisory Board
- 2002 - Nominated for Cardinal Health's Vendor of the Year Award - recognized for outstanding performance
- 2002 - Awarded Cardinal Health's Most Valuable Partner Award at Retail Business Conference
- 2001 - Whitehall-Robins Healthcare President's Gold Cup Club Award Winner
- 2001 - Awarded Cardinal's Most Valuable Partner Award at Retail Business Conference
- 1995 - Recognized by the Kroger Team for outstanding results in new distributions
- 1994 - Honored by the Schick Team for Most Displays sold and most creative displays at retail
- 1994 - Given certificate of achievement for maintaining a program of self-development
- 1993 - Awarded by Region Director for creative sales techniques within first six months on the job
Education
B.A. - Business Communications
University of Michigan
Ann Arbor, MI05.1993
Skills
Leadership:
- National Account Management
- Broker Management
- Team Building - Inspire & Motivate
- Strong Client Relationships
- Train and Coach
Analytical Thinking:
- Sales Forecasting
- Strategic Sales Planning
- Data Analysis & Problem Solving
- Contract Negotiations
Communication:
- Active Listening
- Strong Verbal and Written Skills
- Empathy
Channels
- Discount: Walmart
- Grocery: Kroger, Albertsons, Publix, H-E-B, Southeastern Grocers, other
- Drug: CVS, Walgreens, Rite Aid, Independent
- Dollar
- Drug & Food Wholesale
- Convenience
- Military
Industries
- Consumer Products: Health & Wellness, Vitamin & Supplement, Personal Care, Baby, Household, and Water
- Technology and Consumer Services: Entertainment - Movies & Games, Money Services, e-Waste Recycling
Memberships & Volunteering
- Second Presbyterian Church Volunteer
- Habitat for Humanity Build Volunteer
- Women in Aviation International (AOI) Member
- Michigan Letter Winners 'M' Club Member
- United States Diving Event Volunteer
- United States Diving Regional Training Center Volunteer
- The University of Michigan Women's Athletic Association Member
Timeline
Director of Strategic Accounts
ecoATM / Gazelle (Apollo Global)
04.2020 - Current
Director of Sales, US
Redbox (Apollo Global)
10.2016 - 03.2020
Director of Sales, Central Grocery
Outerwall Inc. (Bought by Apollo Global Fall 2016)
07.2016 - 10.2016
National Channel Director
InLife Business Development Group
10.2015 - 07.2016
Kroger Team Lead
Pfizer Consumer Healthcare
07.2012 - 10.2015
Director Sales, National Accounts
First Quality
01.2008 - 01.2012
National Account Manager
Leiner Health Products
11.2005 - 01.2008
Senior Account Manager and other various roles throughout tenure
Pfizer
05.1993 - 11.2005
B.A. - Business Communications
University of Michigan
Similar Profiles
Luis GonzalezLuis Gonzalez
Technical Support at EcoATM GazelleTechnical Support at EcoATM Gazelle
Alivette RamirezAlivette Ramirez
QA and Operations Supervisor at Ecoatm GazelleQA and Operations Supervisor at Ecoatm Gazelle
Vera RuvinskayaVera Ruvinskaya
FREELANCE SURVEY RESEARCH CODER at Gazelle Global, Decision Analyst, Empower TranslateFREELANCE SURVEY RESEARCH CODER at Gazelle Global, Decision Analyst, Empower Translate