Summary
Performance-oriented Sales Leader offering exceptional record of achievement over 20+ year career. Tenacious manager with strategic and analytical approach to solving problems, bringing in customers and accomplishing profit targets. Talented in identifying and capitalizing on emerging market trends and revenue opportunities.
Overview
19
19
years of professional experience
Work History
Director National Accounts
L.A Libations
Remote
03.2023 - 01.2024
- Oversee portfolio of emerging supplier/brands to establish business in key retailers, including Target, Whole Foods, Central Market, HEB, Walgreens, and Casey's
- Secured placement of 7 brands in three retailers over 7 month timeframe
- Work with suppliers to grow their business at the retailer through collaboration, while managing the relationship between retailer merchandising teams and supplier teams
- Identify new opportunities of business in key retailers and markets to drive business growth and to expand brands reach
- Establish and strengthen relationships with key retail partners to understand their needs and objectives
- Monitor market trends, competitive activities, and consumer insights to adapt strategies and maintain a competitive edge
- Analyze reports and data to provide actionable insights to team and suppliers
- Attend industry events, including trade shows and client events, to nurture relationships, identify trends, and establish new business opportunities.
National Accounts Director
Monster Energy Company
Remote
03.2018 - 02.2023
- Manage the $52.2 million MEC portfolio, with full P&L responsibility, translating brand strategies into maximum sales results through development of joint business plans and relationship management at Target, in addition to managing $15.8 million business at Menards
- Through optimized assortment and price package planning year over year at Target, this led to sustained growth in both cases and dollars—becoming latest customer to become 1MM annual cases! 2022: +14.6% CS & + 20.4$'s 2021: +21.8% CS & + 28.7% $'s 2020: +33.8% CS & +32.8% $'s 2019: +15.1% CS & 13.3% $'s 2018: +10.3% CS & +12% $'s
- Considered most valuable NA beverage supplier with Target buyer through development and strength of relationship
- Successfully sold in rights to become exclusive energy brand at Menards, including launching coolers in all stores
- 2020 LSEC 'Beast of the year' award winner
- Managed broker for Target business from 2018- April 2022 when all work successfully transitioned internally to MEC.
- A 2021 Beastmode graduate, that values the importance of strategic long-term relationships, with a strong network, to maximize business results
Director of National Sales
Venturing & Emerging Brands (VEB), Coca-Cola
Remote
05.2014 - 03.2018
- Responsible for profitably growing VEB brands through collaboration with NRS Team, serving as the subject matter expert of emerging brands and categories for National Customers in Central Region (Target) and Drug (CVS and Walgreens)
- Develop and present with NRS team, creative and fact based customer presentations to assigned NRS accounts, to profitably grow VEB brands
- Provide SME for NRS teams through support, data and analytics, and business/category trends, for business totaling ~$30 million in retail sales
- Build Annual Business Plans for priority DSD and Warehouse RTM customers, totaling ~$14 million in net revenue
- Develop strategic plans for Honest Kids, Honest Tea, ZICO, and Hubert's Lemonade brands that deliver against commercial initiatives and are turnkey to NRS Account Executives
- Manage annual trade and DME budget of $1MM to prepare and execute shopper marketing and product programs with NRS customer teams, facilitating with brand partners and shopper marketing groups
- Indirectly lead a field team of over 75+ individuals, providing direction on National Customer priorities, plans, and promotions
- Work closely with marketing, brand, and commercial partners to effectively communicate brand position to NRS teams and customers, as well as provide insight and direction back from customer and NRS Teams to successfully build out VEB Brand plans and initiatives
- Analyze and evaluate status of VEB brands as well as the competitive environment on an ongoing basis.
Business Analyst, Sales Operations Planner
Coca-Cola
Minneapolis, MN
07.2008 - 05.2014
- Provide sales team and customer support for warehouse juice, serving as the single point of contact for customer relationships and internal system activities
- Facilitate cohesion between external customer and internal partners, including the sales team, related functional groups, and customer service organization to achieve sustainable results
- Oversee analysis and forecasts for monthly Rolling Estimate (RE), in addition to building Annual Business Plans
- Manage key relationships with customer, including joint forecasting, preparing and executing key programs, as well as maintaining sustainable business relationships
- Manage and oversee Acosta broker agency to execute projects, deliver on key initiatives, and supervise financial management to ensure all internal and customer processes are met
- Lead development and implementation of promotional calendar at Target with National Account Executive, managing annual trade budget of ~$10.5 million
- Evaluate weekly, monthly, and promotional sales results, track and monitor volume and profit performance, identify opportunities and risks to business plan, and support sales initiatives to advance business results
- Build customer relationships to achieve joint business plans, identify opportunities, and collaborate on solutions when necessary (e.g.-Promotional activity, new item launches, and product allocations.)
- Orchestrate and lead key off-site customer events, including OJ 101 in Florida, and Warehouse Summit in Houston.
Consultant
Capgemini
03.2007 - 07.2008
Demand Planning Analyst
Best Buy Co, Inc
02.2005 - 03.2007
Team Lead
Target
10.2004 - 02.2005
Education
Bachelor of Arts - Business Administration
Minor: Advertising
Associate of Arts Professional Designation - Merchandising and Product Development
Skills
- Business Planning
- Budget Control
- Key Account Management
- Sales Development
- Promotional Planning
- Strategic Planning
- Negotiation Expertise
- Sales Forecasting
- Channel Partnerships
- Sales Expertise
- Customer Relationship Management
Work Availability
monday
tuesday
wednesday
thursday
friday
saturday
sunday
morning
afternoon
evening
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Timeline
Director National Accounts - L.A Libations
03.2023 - 01.2024
National Accounts Director - Monster Energy Company
03.2018 - 02.2023
Director of National Sales - Venturing & Emerging Brands (VEB), Coca-Cola
05.2014 - 03.2018
Business Analyst, Sales Operations Planner - Coca-Cola
07.2008 - 05.2014
Consultant - Capgemini
03.2007 - 07.2008
Demand Planning Analyst - Best Buy Co, Inc
02.2005 - 03.2007
Team Lead - Target
10.2004 - 02.2005
Flagler College - Bachelor of Arts, Business Administration
The Fashion Institute of Design & Merchandising (FIDM) - Associate of Arts Professional Designation, Merchandising and Product Development