Summary
Overview
Work History
Education
Skills
Personal Accomplishments
Timeline
Generic

Karen Marchione

Boca Raton,FL

Summary

Results-oriented team leader bringing expertise in business development, strategic planning expertise, and successful in building trusting customer relationships. Adept at setting organizational KPI's, motivating and developing cross-functional teams. Passionate data expert skilled in leveraging Store and Shopper insights to build winning sales and trade plans delivering quantifiable sales growth. Certified Professional Strategic Advisor.

Overview

16
16
years of professional experience

Work History

Director, Client Insights

CIRCANA (Formerly Information Resources, Inc.)
01.2020 - Current
  • Drive strategic insights focused on solution selling for Top to Top presentations and analytical Sell Stories with quantifiable key findings and recommendations, leveraging Panel, FSP and ShopperSights to provide consumer behavior point of view
  • Incorporate actionable, compelling consumer insights in creation of impactful selling materials and sell sheets for key programming periods
  • Identify and provide analytic and fact-based solutions utilizing POS, panel, and shopper insights tools to solve client business needs and provide growth opportunities driving revenue growth for both client and Circana
  • Notable Achievements:
  • Drove 42% revenue growth in new and renewal contracts over three years through demonstrating client value leveraging shopper insights to implement winning strategy
  • Delivered dynamic, quantifiable insights to successfully gain incremental promotions and front page ad placement
  • Developed and presented Annual Industry Category Reviews.

Director, Client Pursuits

CIRCANA (Formerly Information Resources, Inc.)
04.2016 - Current
  • Work collaboratively across the organization to drive Business Development opportunities cross-functionally to win RFP's in the BWS vertical by penetrating and engaging non-contracted clients through consultative selling and relationship building
  • Develop and execute business plan to drive sales and ensure volumes are achieved
  • Sell-in incremental services which address unexpressed client needs and create value to the client
  • Notable Achievements:
  • Converted 5 RFP contracts in 2 years, generating incremental $11.3MM in multi-year RFP contracts
  • Successfully managed and maintained $10.2MM in contract renewals
  • Exceeded Revenue goals 3 consecutive years by more than 40%, with 104% growth in 2018.

Leader, Category Development

SOUTHERN GLAZER'S WINE AND SPIRITS
01.2015 - 04.2016
  • Drive Category Management strategies to build collaborative relationships with retailers, suppliers, and SWS
  • Demonstrate category leadership and expertise through delivering insights based analyses and recommendations including post-promotion and category reviews driving Buyer Conversion and promotion efficiency
  • Partner in collaboration with suppliers to provide best in class shopper and consumer insights to build and implement winning sales plans and strategies at retail.

Senior Manager, Shopper Insights

COCA-COLA
05.2014 - 01.2015
  • Leverage emerging shopper, consumer, and market data and trends to drive insight development and sales growth opportunities in Publix resulting in quarterly sales growth
  • Integrate proprietary Coca-Cola shopper insights to drive customized endcap solutions meeting Publix shopper needs
  • Deliver shopper insights to the Shopper Marketing team in support of customer specific programming
  • Collaborate with Sales, Marketing, and Insights teams to provide customized studies and support corporate initiatives
  • Utilize Nielsen Household Panel data to assess shopper habits over time to define trade spend opportunities.

Director, Category Development

BACARDI, USA
04.2010 - 03.2014
  • Execute retailer call plans across Grocery, Drug, Mass, Club, and Liquor channels to drive brand strategies through delivery of shopper insights and providing recommendations for mutually beneficial programs to drive sales and share
  • Collaborate with Shopper Marketing to apply cross-functional research to uncover, define and implement shopper insights into retailer strategies, and drive merchandising standards to optimize the customer shopping experience
  • Created and executed Insights versus Facts on-going training curriculum focused on delivering quantifiable solutions resulting in skillset advancement for Category Management and Sales teams
  • Develop and train the Category Development teams through demonstration of thought leadership, tool and resource development, structuring new initiatives, and developing best practices across channels
  • Develop customer Joint Business Plans and Annual Sales Plans resulting in executable and quantifiable goal planning
  • Manage six direct reports to deliver key strategic Category Development initiatives and expectations, play a key role in customer engagement to penetrate areas of opportunity, and manage team budget
  • Notable Achievements:
  • Presented to and Awarded Category Captain for Sam's Club, Target
  • Appointed Category Partner for Kroger, Walgreens, CVS
  • Developed a quantifiable Category Management Scorecard system
  • Developed Promotional Assessment Tool
  • 2-time Category Management Association presenter.

Senior Manager, Category Development

BACARDI, USA
06.2008 - Current
  • Initiated a process and developed the framework to review business objectives on a monthly basis, uncovering ways to evolve the process and deliver strategic insight to capitalize on opportunities
  • Developed analytical toolbox including promotional assessment tool to drive programming insights and efficiencies, opportunity gap assessment to gauge undeveloped brands, and sku rationalization process to drive strategies to capitalize on underperforming competitive skus and identify risks to portfolio
  • Designed and presented Category Captain presentations and case studies to Bacardi USA and Retailer Executive teams.

Education

B.A. Liberal Arts and Sciences, Communications Major -

University of Illinois

Skills

  • Customer Relationship Management
  • Stakeholder Engagement
  • Business Planning and Development
  • Analytical Thought Leadership
  • Project Management
  • Contract Negotiation and Vendor Management
  • Performance Management
  • Team Building
  • Shopper and Consumer Insight Expertise
  • Innovative Problem Solver and Strategic Thinker
  • Circana Tool Suite
  • Nielsen NITRO

Personal Accomplishments

  • 7 time Half Ironman Competitor
  • Triathlete
  • Marathoner
  • Social Media Director, The EBC Foundation
  • Zoot Ambassador

Timeline

Director, Client Insights

CIRCANA (Formerly Information Resources, Inc.)
01.2020 - Current

Director, Client Pursuits

CIRCANA (Formerly Information Resources, Inc.)
04.2016 - Current

Leader, Category Development

SOUTHERN GLAZER'S WINE AND SPIRITS
01.2015 - 04.2016

Senior Manager, Shopper Insights

COCA-COLA
05.2014 - 01.2015

Director, Category Development

BACARDI, USA
04.2010 - 03.2014

Senior Manager, Category Development

BACARDI, USA
06.2008 - Current

B.A. Liberal Arts and Sciences, Communications Major -

University of Illinois

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Karen Marchione