Jonathan M. Gutierrez
Batavia,IL
Summary
Results-driven CPG professional with over 15 years of expertise in sales growth, brand development, and forging strategic partnerships across the textile, pet, grocery, and CPG sectors. Consistently delivers exceptional results through innovative marketing strategies and strong customer relationship management. Proficient in leveraging data-driven insights to enhance decision-making, demonstrating a track record of increasing customer satisfaction and loyalty. Recognized for driving significant client base expansion and revenue growth by identifying new opportunities and optimizing sales processes.
Overview
22
22
years of professional experience
Work History
National Account Representative-Jeans & Workwear Pants
YKK USA
04.2022 - Current
- Oversaw sales operations worth $25 million across the Western Hemisphere.
- Increased sales by 15% through targeted account management and business development.
- Established beneficial pricing conditions for strategic accounts.
- Worked cross-departmentally with the Global Marketing Team to increase targeted brand awareness.
- Executed thorough market research, highlighting key industry trends and competitive movements.
- Generated precise sales forecasts, facilitating optimal manufacturing scheduling.
- Built strong relationships with key accounts across Mexico, Central America, and the USA.
- Reviewed market shifts and designed strategic sales methods tailored to new customer preferences.
- Led cross-functional teams to align with business goals.
- Collaborated with leadership and manufacturing to mitigate quality issues proactively, preventing customer dissatisfaction.
- Engaged in industry associations AAPN and NAUMP to stay informed about emerging trends.
- Optimized sales processes through adept use of Microsoft 365, Salesforce, and AS400.
- Performed cost-benefit analyses of existing and prospective customers.
- Managed client expectations throughout the duration of each project.
- Resolved customer complaints regarding sales and service.
- Established sales goals for national accounts and monitored performance against targets.
- Coached, developed and motivated team to achieve revenue goals.
Senior Sales Representative (IL/WI/IA/MN)
YKK USA
08.2022 - 04.2023
- Managed $9 million in territory sales through effective customer relationship management, and strategic sales planning.
- Formulated specific sales strategies for diverse customer requirements.
- Performed consistent market evaluations to spot growth prospects and tackle competitive challenges.
- Notified customers ahead of quarterly brass surcharges and price hikes, maintaining clarity.
- Conducted regular customer visits to showcase new products.
- Delivered prompt reports on client product utilization trends.
- Developed comprehensive presentations detailing key aspects of products for potential clients.
- Elevated profit margins through the identification of customer preferences and proposing targeted offerings.
- Managed and retained existing client accounts.
- Made outbound sales calls to contact prospective leads, using effective communication skills.
Sales Channel Account Manager
CPG.IO
10.2021 - 08.2022
- Managed and optimized Wal-Mart Marketplace sales and promotions, achieving a 10% year-over-year sales increase.
- Coordinated efforts with Wal-Mart's SAM to meet and enhance sales objectives.
- Enhanced Wal-Mart WFS Program by eliminating underperforming inventory, resulting in a 5% boost in sales efficiency.
- Collaborated with supply chain and operations teams to ensure optimal inventory levels.
- Collaborated with content optimization team to meet key performance indicators for all product listings, boosting conversion rates.
- Utilized Helium 10 for discovering new sales prospects and enhancing product reach.
- Performed ongoing analysis of sales data to pinpoint profitable SKUs and sales channels.
- Enhanced customer base through successful launch of additional sales channels.
- Reduced time to market by leveraging Mirakl Connect for new sales channel integration.
- Engaged in industry trade shows to network with key stakeholders.
- Established relationships with key decision makers in target accounts.
- Monitored competitor activity in order to maintain a competitive edge in the marketplace.
Inside Sales Manager
Animal Supply Company
06.2019 - 10.2021
- Consistently exceeded weekly sales goals of $18.5 million through effective leadership.
- Expanded customer base through proactive lead generation.
- Implemented initiatives aimed at improving customer engagement and driving revenue growth.
- Facilitated smooth cross-functional collaboration for enhanced support to independent brick-and-mortar retailers across the U.S.
- Enhanced operational workflows, achieving higher efficiency.
- Collaborated with supply chain and warehouse operations for timely order fulfillment.
- Delivered consistent individual coaching sessions to enhance team performance.
- Expertly handled multiple sales and operations platforms such as OROCommerce, ASCENT Dashboard, MITS Business Intelligence, Vablet, and FreshDesk.
- Consistently surpassing monthly sales targets.
- Monitored number of calls per day along with live and average call rates.
- Monitored weekly blitz/spiff reports to confirm compliance with promotional sales objectives.
- Facilitated weekly sales meetings to discuss results.
- Held regular meetings to align on objectives and progress tracking.
- Directed sales planning, development and account management to expand current accounts.
Business Development Consultant
Versant Supply Chain
Cordova, TN
05.2018 - 01.2019
- Created significant business opportunities within the Chicago region.
- Streamlined lead management through effective use of ZOHO CRM.
- Preserved excellent client relations, guaranteeing smooth shipping processes.
- Facilitated new business acquisition with effective shipping rate negotiations.
- Delivered specialized advice on streamlining shipping processes.
- Delivered bespoke solutions to tackle unique challenges faced by clients.
- Identified logistics requirements and delivered personalized shipping options.
Business Development Manager
C.A. FORTUNE
Elk Grove Village, IL
04.2014 - 04.2017
- Demonstrated strong sales management by overseeing national and regional accounts totaling $68 million.
- Acted as a key liaison between manufacturers and distributors/retailers, ensuring accurate pricing strategies.
- Leveraged insights from Nielsen analytics to uncover and present fresh sales opportunities at category reviews, boosting sales significantly.
- Executed effective sales strategies resulting in successful product placements in major retailers including Jewel, Whole Foods, Meijer, and Mariano’s.
- Conducted market research and analysis to identify new business opportunities.
- Coordinated with marketing teams to develop promotional materials and campaigns for target markets.
- Fostered long-term partnerships with key industry players to enhance market presence.
- Represented the company at industry conferences, networking events, and trade shows to build brand awareness.
Fresh Brands Manager
THE FLANGEL GROUP
Chicago, IL
01.2013 - 04.2014
- Developed strong partnerships between principals and distributors.
- Collaborated with Category Managers to ensure accuracy and alignment with business objectives.
- Executed promotional strategies for various fresh food programs including cheese, charcuterie, and gelato.
- Evaluated sales data to prevent inventory shortages and surpluses.
- Negotiated contracts and agreements with vendors and suppliers to reduce costs.
- Created monthly reports for senior management summarizing operational performance metrics.
- Managed vendor relationships by negotiating contracts and ensuring timely delivery of goods and services.
Distributor Account Executive
PRESENCE MARKETING
South Barrington, IL
02.2012 - 01.2013
- Managed distributor headquarters for HBC, VMS, and Personal Care categories, facilitating seamless communication.
- Formulated promotional strategies aimed at boosting sales volume.
- Utilized SPINS data for in-depth business assessments with clients, tracking performance.
- Facilitated sales opportunities with distributors and retailers at trade events.
- Informed regular customers of new products or services and price changes.
- Analyzed sales data to adjust distribution strategies for market demand.
- Conducted regular inventory audits to prevent stock discrepancies.
- Issued sales promotion materials to customers to boost sales.
Fresh Category Business Analyst
KEHE DISTRIBUTORS
Romeoville, IL
07.2003 - 02.2012
- Delivered administrative and analytical assistance to Category Managers.
- Evaluated vendor sales, product assortment, and spoilage rates to uncover potential improvements.
- Oversaw procedures ensuring effective collaboration with vendors.
- Collaborated with account managers to develop item suggestions for planograms and low-performing replacements.
- Led production of Deli Holiday/Summer catalogs, enhancing product awareness.
- Organized regular training programs to educate account managers about different cheese suppliers and offerings.
- Gained valuable knowledge on industry practices and product range by visiting multiple cheese producers including Emmi Roth and Belgioioso.
- Mastered cheese and deli meat cutting and wrapping techniques, guaranteeing quality.
- Leveraged JDE and NTS systems to create reports, ensure accurate pricing and margins, as well as detect operational efficiencies.
- Mitigated operational interruptions by resolving broker and vendor disputes.
- Conducted research on deductions.
- Collaborated in trade show setup and merchandising to effectively showcase vendor items.
Education
Associates of Science -
TRITON COLLEGE
River Grove, IL05.2014
Skills
- Financial Literacy
- Market Coverage Management
- Strong negotiation skills
- Technology Adaptability
- Proficient in CRM Systems
- Effective negotiation
- Effective Time Management
- Sales software proficiency
- Sales Demand Analysis
- Strategic Account Management
Languages
Spanish
Native/ Bilingual
References
References available upon request.
Timeline
Senior Sales Representative (IL/WI/IA/MN)
YKK USA
08.2022 - 04.2023
National Account Representative-Jeans & Workwear Pants
YKK USA
04.2022 - Current
Sales Channel Account Manager
CPG.IO
10.2021 - 08.2022
Inside Sales Manager
Animal Supply Company
06.2019 - 10.2021
Business Development Consultant
Versant Supply Chain
05.2018 - 01.2019
Business Development Manager
C.A. FORTUNE
04.2014 - 04.2017
Fresh Brands Manager
THE FLANGEL GROUP
01.2013 - 04.2014
Distributor Account Executive
PRESENCE MARKETING
02.2012 - 01.2013
Fresh Category Business Analyst
KEHE DISTRIBUTORS
07.2003 - 02.2012
Associates of Science -
TRITON COLLEGE
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