KAREN MARTIN
Lakeland,Florida
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
21
21
years of professional experience
Work History
Senior Director of Sales
Blue Dog Bakery
2019.01 - Current
- Responsible for portfolio growth and development in US Food, Mass and club channels nationally to include strategy, pricing & sales initiatives
- Leads broker team in objective development, new item implementation/launch, category management, and financial planning
- Leads annual joint business planning with retailers resulting in richer relationships and quarterly updates outside of category reviews
- Develops & launches cat & dog treats in US Mass, Food & Club delivering portfolio growth +$5.1M (L52)
- Led 2021 & 2022 price increase initiatives and execution to include realignment of pricing strategy, as well as communication and execution with retailers
- Established & led 2022 package weight optimization to include strategy, communication, and execution with retailers
- Direct Retailer Responsibility: Walmart, Target, Kroger, Albertsons Safeway, BJ’s, Ahold, HEB & Publix
National Account Manager / Broker Manager
ConAgra Foods Inc
2016.01 - 2019.01
- Led portfolio growth & development in US Food, Drug & Whitespace channels
- Led national broker team in objective development, new item implementation/launch, and financial planning
- Collaborated with Trade Marketing, Marketing, and Finance teams to maximize opportunities and deliver organizational financial objectives
- Boosted sales by 22%, territory by 14% and market share by 8% using cross-selling techniques, SKU optimization, & product mix studies leading to improved net profit contribution
- Brands Managed: Frontera, Duke’s, Angie’s, Blake’s, Alexia, Gardein, Evol, Earth Balance, Glutino, Udi’s, Birds Eye, Hungry Man, Duncan Hines, Vlasic, Armour & Aunt Jemima (and 80+ more)
Trade Marketing & Customer Development Manager
Church & Dwight
2014.01 - 2016.01
- Led & developed strategic business planning in US drug and grocery channels.
- Created trade marketing strategies for 30-member team.
- Partnered cross-functionally with Marketing, Demand Planning & Finance in monthly and annual S&OP planning to support, collaborate and deliver profitable solutions
- Collaborated with merchandising team to create differentiated in-store experiences through unique merchandising and collateral opportunities.
- Brands Managed: Arm & Hammer, Orajel, Vitafusion, Spinbrush, Clean Shower, Scrub Free, Kaboom, First Response, Xtra & Trojan
Director of Sales, CVS
Prestige Consumer Healthcare
2012.01 - 2014.01
- Led & developed PCH brand portfolio at CVS nationally; $32M (Annual)
- Grew market share 14% in key brands while decreasing cost expenditures to surpass PCH’s financial goals
- Managed key supplier relationships leading to incremental brand and category growth on key brand initiatives
- Developed and launched private label SKUs for First Aid & Foot Care category
- Collaborated with CVS personnel to reduce annual SAF while incrementally growing share within portfolio
- Brands Managed: Clear Eyes, Debrox, Compound W, Fiber Choice, Ecotrin, BC, Goody’s, Pediacare & Luden’s
Customer Development Manager, CVS
Johnson & Johnson
2003.01 - 2012.01
- Led & developed J&J portfolio in Drug & Convenience channels; $85M (Annual)
- Built and maintained strong client relationships to drive business growth.
- Facilitated strategic meetings with key stakeholders to understand customer needs and develop action plans to include merchandising, distribution & promotional activities.
- Led broker management team to deliver sales and financial goals large and medium-sized accounts in food, drug & specialty channels.
- Brands Managed: Tylenol, Listerine, Band-Aid, Bengay, Visine, Neosporin & Sudafed
Education
Doctor of Management - Organizational Leadership
University of Phoenix
Tempe05.2023
MBA - Marketing
University of Phoenix
Tempe, AZ2009
Skills
- Results oriented & strong analytical skills
- Collaborative leader and team member at all levels throughout organizations and customers
- Effective negotiator with oral & written communication skills
- Extensive background in management, operations, & financial planning
- Highly computer efficient; NetSuite, Google, Microsoft, IRI/Nielsen
Accomplishments
- 'Vendor of the Year' (J&J)
- Launched 'HBC Advisory Committee' (J&J)
- Developed Hispanic Marketing Strategy for Inner City & Major Markets (J&J)
- Won 'Achievement Value Process' Award (J&J)
- Won 'Top Performance Team' 2018 (ConAgra)
Timeline
Senior Director of Sales
Blue Dog Bakery
2019.01 - Current
National Account Manager / Broker Manager
ConAgra Foods Inc
2016.01 - 2019.01
Trade Marketing & Customer Development Manager
Church & Dwight
2014.01 - 2016.01
Director of Sales, CVS
Prestige Consumer Healthcare
2012.01 - 2014.01
Customer Development Manager, CVS
Johnson & Johnson
2003.01 - 2012.01
Doctor of Management - Organizational Leadership
University of Phoenix
MBA - Marketing
University of Phoenix
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