John Whyte
Mason
Summary
Energetic Sales Leader with proven results on developing strong partnerships with National Customers and Distributors. Led Joint Business Planning through execution of Strategic Planning, Driving Distribution, Developing Brands, Creating Clear Communication on Execution and using Influential Leadership. Experience in complex Go To Market systems of DSD and Warehouse selling both Food, Beverage, and Adult Beverage. Management skills in Leading and empowering a team, Cost Budget Management, Forecasting, Delivering Efficiencies through process improvement and Operational Experience.
Overview
19
19
years of professional experience
Work History
Director of Sales - East, Kroger Team
REPUBLIC NATIONAL DISTRIBUTING COMPANY
06.2023 - Current
- Responsible for Kroger East Team seeing over 10 states and approximately $300MM in Retail Sales
- Lead team of 11: 3 Sr Managers and 7 Account Executives that are responsible for driving Region Programs
- Orchestrate and Lead Critical Kroger meetings (2) New Item Meetings and (2) Half Programming
- Partner with Suppliers to help consult and grow inside of Kroger to drive business for Kroger, RNDC, and Supplier
- Drive internal process improvement to deliver better output for our Customer, Supplier and State Stakeholders
Chain Development Director: FL, IN, and KY (SGWS)
Diageo
01.2020 - 05.2023
- Develop market tailored growth strategies to drive Revenue, Profit, and Share in Diageo's $375MM Off Premise Retail Chain Business
- Design and Implement Promotional Value Strategy
- Enlist key stakeholder support on driving market share growth targets
- Lead market planning between National Accounts and State Level Distributors
- Influence key constituents such as Net Revenue Management, Activation, Category, and Shopper in the effort of driving best in class programming
- Manage Annual Promotional Trade Budget and Tactical Budgets totaling $13MM
- Actively Involved with Customer Planning and Sales presentations for ABC Liquor
National Account Manager - Kroger Team
Diageo
06.2018 - 01.2020
- Create National Programming solutions for Kroger Divisions impacting 21 Divisions
- Selling Directly to Kroger Adult Beverage Team reflective of Wine and Spirits Coordinator, 7 Category Managers, Assortment Manager, and E-Commerce Manager
- Provide Influence Leadership with State Distributing Teams across 19 States
- Align Key Stakeholders through Annual and Quarterly Business Plan
- Develop Launch Plans for Permanent New Items targeting Shelf and Execution
- Activate Local programming in Key Divisions to unlock Growth Opportunities
- Delivered 11.5% Net Revenue Growth vs Target of 4%
- Mange Marketing and Trade Budget of $1.5 Million
Director of Sales - Kroger Team: CSD Lead
PepsiCo
06.2016 - 05.2018
- Carbonated Soft Drink Lead for Pepsi Kroger Team
- Directly responsible for Kroger Soft Drinks totaling $600MM in Retail Sales
- Direct Management of 3 person Team: (2 NAMs and 1 Analyst)
- Develop and implement Joint Business Plans supporting National (35 States)
- Create Internal & External Annual business plan with collaboration and alignment from Kroger and Corporate/Franchise Bottling System
- Responsible for Innovation Sales Plan and Distribution
- Design Clear Communication for Distributor system and Internal 13 PepsiCo-Kroger Field Account team to ensure consistent execution of strategies
- Navigate proficiently in Market 6 for analytics, accompanied by IRI and 84.51
Director of Sales - Dollar General Team: QTG Lead
PepsiCo
06.2014 - 05.2016
- Responsible for Quaker, Tropicana and Gatorade totaling $145MM in Retail Sales
- Led the Joint Business Plan Strategy planning process
- Collaborate with 6 buying desk inside of Dollar General for individual Categories
- Operate in Complex Go to Market models for both DSD and Warehouse (42 States)
- DSD Models included 65 Independent Distributors and DSD Dairy system for Chilled
- Create Annual Operation Plan for respective QTG Business Units
- Influential Leaderships skills used to drive internal alignment in multiple divisions
- Communicate to National field organization on upcoming promotions and initiatives
- Facilitation of 9,500 Breakfast Pure Plays, 1st of its kind, Quaker Pure Play with Starbucks
General Manager, Distribution Unit
PepsiCo
02.2012 - 05.2014
- Led a distribution center responsible for 3.4MM cases equaling $38MM in annual sales
- Responsible for a $11MM cost budget for the facility overhead
- Managed 8 direct reports that lead Sales, Delivery, and Warehouse in all segments
- Resided over an employee scope of 100
- Achieved Best in Market Organizational Health results
Sales and Operations Manager
PepsiCo
04.2011 - 01.2012
- Led 5MM case Large Format business which accumulated to $42MM in revenue
- Oversaw $20MM annual Sales and Delivery Budget
- Managed 5 direct reports and resided over Employee scope of 250
- Lead organizational health initiatives to earn Best Place to Work status
Territory Sales Manager
PepsiCo
07.2005 - 03.2011
- Managed Frontline Sales teams for Off Premise Channels (Independent's and Chains)
- Drove execution in Grocery and Mass Segment focusing on growing display penetration
Training Manager
PepsiCo
12.2008 - 12.2009
- Trainer for PepsiCo Sale's Manager curriculum
- Created Sales Manager Playbook, a guide to new in role Sales Managers.
Education
MBA - Management and Leadership
University of La Verne
La Verne, CA12.2009
Bachelor of Science - Communications
California State Polytechnic University, Pomona
Pomona, CA06.2005
Skills
- National Account Management
- Cross-Functional Team Management
- Strategic Planning
- Customer Relationship Management
- Entrepreneurial Mind Set
- Powerful Negotiator
- Leadership and Team Building
- Analytical Problem Solver
Accomplishments
- GAP Partnership Training: The Art of Negotiation
- Stand and Deliver Training
- WSET Spirits Certified: Levels 1 thru 3
- PepsiCo Kroger Barney Award, Quarter 2 2017 & Quarter 1 2018
- Dollar General: Vendor of the Year, 2015
- PepsiCo University: Accelerated Leadership Program (ALP,2014)
1 of 40 HiPo Leaders Selected for Annual PepsiCo Training Program - PepsiCo's Presidents Circle of Excellence/True Blue: Quarter 4, 2006, Quarter 2, 2007, Quarter 3, 2010, Quarter 2, 2011 Quarter 3, 2014, Quarter 2 & 3, 2015
Timeline
Director of Sales - East, Kroger Team
REPUBLIC NATIONAL DISTRIBUTING COMPANY
06.2023 - Current
Chain Development Director: FL, IN, and KY (SGWS)
Diageo
01.2020 - 05.2023
National Account Manager - Kroger Team
Diageo
06.2018 - 01.2020
Director of Sales - Kroger Team: CSD Lead
PepsiCo
06.2016 - 05.2018
Director of Sales - Dollar General Team: QTG Lead
PepsiCo
06.2014 - 05.2016
General Manager, Distribution Unit
PepsiCo
02.2012 - 05.2014
Sales and Operations Manager
PepsiCo
04.2011 - 01.2012
Training Manager
PepsiCo
12.2008 - 12.2009
Territory Sales Manager
PepsiCo
07.2005 - 03.2011
MBA - Management and Leadership
University of La Verne
Bachelor of Science - Communications
California State Polytechnic University, Pomona