James Northrop II
Lewis Center
Summary
Dynamic Area Sales Manager with a proven track record at Buckeye Beverage, achieving a 100% customer retention rate. Expert in sales presentations and client relationship management, I excel in team leadership and process improvement, driving significant growth and satisfaction across diverse accounts. Passionate about coaching and developing talent to exceed sales targets.
Overview
28
28
years of professional experience
Work History
OH
Buckeye Beverage
Columbus
02.2025 - Current
- Establishing, maintaining & expanding all Buckeye Beverage Business in the Columbus & surrounding area.
- Point of contact for over 500 accounts New & Existing Customers with a 100% retention rate.
- Creating sales plans, processes, proposals
- Secured pricing agreements with new customers & maintained list price integrity.
- Led coaching sessions, prepared performance management plans & disciplined as necessary.
- Led, motivated & trained a transportation team of 7 individuals.
- Ensured that work was performed consistently with Buckeye Beverage policies & procedures.
- Coached & developed delivery drivers & accompanied drivers on routes to complete evaluations.
- Maintained relationships with existing clients to ensure their satisfaction with products and services offered.
- Managed sales pipeline and forecasted monthly, quarterly, and annual sales targets.
- Conducted field rides with sales personnel to provide in-the-field coaching and training.
- Prepared and delivered sales presentations tailored to client needs, highlighting product benefits.
OH
Acosta Group
Columbus
05.2024 - 02.2025
- Manage 17 Sam’s Clubs Prepared & Fresh Departments in a Five State Territory.
- Build & maintain strong relations with Club Managers, Employees & Corporate Managers.
- Facilitate training & development programs to ensure performance & financial metrics are achieved.
- Collaborate w/Managers to identify areas of development opportunity for stores & associates.
- Train & teach employees to ensure the team is equipped w/knowledge to support Prepared Foods.
OH
Bright Innovation Labs (CA Plant)
New Albany
04.2023 - 08.2023
- Oversaw multiple client service tasks associates with the S&OP, forecast, pricing, production, shipment of PO’s & product development.
- Managed Project milestones, ensure timeliness, & quality delivery of finished goods according to customer expectations.
- Maintained database & system integrity to support internal & external reporting in Deacom & SAP.
- Track & understand KPIs both internally & externally.
- Responsible for cross functional collaboration with Supply Chain Operations, Engineering, Finance, Product Development & Marketing.
- Responsible for communication to all clients on project progress, project meetings & status reports.
- Managed new product launches w/customer’s portfolio.
- Managed pricing, formulation & item number set-up, managed material liabilities & controlled customer owned inventory.
<ul> <li>Acted as primary liaison for key accounts, including Kroger, Target, and Walmart.</li> <li>Managed distributor operations for school, dairy, and ice cream business in Ohio and Kentucky.</li> <li>Developed and implemented field service policies for 12 sales representatives.</li> <li>Organized, directed, supervised and evaluated the work of assigned personnel.</li> <li>Conducted test market analysis for Target's National Dairy Replenishment Program.</li> <li>Collaborated with logistics, sales, and supply chain teams to resolve customer issues efficiently.</li> </ul>
Dairy Farmers of America (DFA) Reiter Dairy (acquired Dean Foods), HQ
Springfield
02.2021 - 02.2023
- Acted as primary liaison for key accounts, including Kroger, Target, and Walmart.
- Managed distributor operations for school, dairy, and ice cream business in Ohio and Kentucky.
- Developed and implemented field service policies for 12 sales representatives.
- Organized, directed, supervised and evaluated the work of assigned personnel.
- Conducted test market analysis for Target's National Dairy Replenishment Program.
- Collaborated with logistics, sales, and supply chain teams to resolve customer issues efficiently.
OH
Dean Foods Reiter Dairy, HQ
Springfield
03.2017 - 02.2021
- Supported the introduction of Reiter Dairy milk to a new warehousing program and ensured its success.
- Facilitated the rollout of product line and label changes and ensured their success for retailers and customers.
- Managed, Coached & developed a team of 12 Sales Representatives that covered four states.
MI
Dean Foods
Grand Rapids
06.2014 - 03.2017
- Managed several key accounts and analyzed client needs and interests based on market competitor trends.
- Grew the extensive line of ice cream and novelties products in the Ohio and Kentucky region.
- Coordinated trade shows and several special events that played a pivotal role in expanding the ice cream line of products to the Spartan Nash Lima Warehouse Program.
MI
Dean Foods Liberty Dairy, HQ
Grand Rapids
05.1997 - 06.2014
- Drove expansion of Meijer Stores' private label milk and ice cream programs across Ohio, Michigan, Kentucky, Indiana, and Illinois.
- Served as liaison to validate retail pricing, execute sales, maintain product displays, and resolve issues.
- Promoted brand awareness by communicating product features and benefits effectively.
- Developed positive brand image that contributed to a successful sales strategy.
- Attended industry conferences and trade shows to monitor market trends.
- Managed inventory levels across assigned region to optimize availability.
- Provided training to customers on product usage and implementation strategies.
- Consistently met or exceeded quarterly and annual sales targets, increasing profitability through customer needs assessment.
Education
Bachelor of Business Administration - Marketing
Kent, OH
Kent, OH05-1994
Skills
- Sales presentations and proposals
- Customer service and support
- Cross-functional collaboration
- Client relationship management
- Employee training and coaching
- Team leadership
- Process improvement strategies
- Territory and account management
- Lead prospecting
- Relationship building and management
- Account monitoring
- Problem-solving skills
- Multitasking abilities
- Contract negotiation
Timeline
OH
Buckeye Beverage
02.2025 - Current
OH
Acosta Group
05.2024 - 02.2025
OH
Bright Innovation Labs (CA Plant)
04.2023 - 08.2023
<ul> <li>Acted as primary liaison for key accounts, including Kroger, Target, and Walmart.</li> <li>Managed distributor operations for school, dairy, and ice cream business in Ohio and Kentucky.</li> <li>Developed and implemented field service policies for 12 sales representatives.</li> <li>Organized, directed, supervised and evaluated the work of assigned personnel.</li> <li>Conducted test market analysis for Target's National Dairy Replenishment Program.</li> <li>Collaborated with logistics, sales, and supply chain teams to resolve customer issues efficiently.</li> </ul>
Dairy Farmers of America (DFA) Reiter Dairy (acquired Dean Foods), HQ
02.2021 - 02.2023
OH
Dean Foods Reiter Dairy, HQ
03.2017 - 02.2021
MI
Dean Foods
06.2014 - 03.2017
MI
Dean Foods Liberty Dairy, HQ
05.1997 - 06.2014
Bachelor of Business Administration - Marketing
Kent, OH
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