KATHLEEN KAWASH
McKinney
Summary
Dynamic Key Account Manager with a proven track record at Durham Ellis Pecans, driving over $22 million in retail sales. Expert in data analytics and sales forecasting, I excel in innovative problem-solving and strategic execution, consistently identifying growth opportunities and enhancing partnerships to achieve remarkable results.
Overview
12
12
years of professional experience
Work History
Key Account Manager
Durham Ellis Pecans
Fort Worth
11.2023 - Current
- Managed and expanded accounts, achieving over $22 million in retail sales with 13% growth.
- Identified and pursued new sales opportunities through proactive follow-up on inbound leads.
- Conducted regular account reviews to assess performance and pinpoint growth opportunities.
- Addressed retailer issues promptly to strengthen partnerships and foster trust.
- Negotiated price adjustments, leading to significant revenue increases from commodity spikes and tariffs.
- Maintained database accuracy with timely updates of current information.
- Delivered crucial information monthly to executives for boardroom presentations.
- Provided leadership in forecasting, budgeting, and resource allocation decisions.
REGIONAL SALES ACCOUNT MANAGER
SAFE CATCH
06.2021 - 10.2023
- Managed and grew accounts in the Midwest Region of the United States, totaling $8.5M in retail sales +13% since taking the position.
- Maximized sales by implementing advanced business planning, forecasting, analytical, and category management.
- Developed strategic partnerships with individual retailers in the Midwest using inputs from multiple data sources such as Spins, Destini, Circana IRI, and customer POS.
- Assisted in launching and relaunching Pure Cravings and Dang which fell under the corporate umbrella of Safe Catch.
- Worked as primary contact and decision maker for distributors such as KeHE, UNFI, AWG, and INFRA.
- Communicated directly with customers to present business review, negotiate slotting and terms of trade activity, address retail pricing issues, and manage routine cuts/supply issues.
- Informed customers of any changes in Safe Catch, discontinued items, pricing actions, and recalls/product quality issues.
- Collaborated with and created KPIs for brokers to drive sales with customers and create account-specific marketing plans.
ANALYTICS MANAGER
SAFE CATCH
02.2021 - 10.2023
- Served as analytics manager supporting entire company. $50.4M in retail sales in 2022.
- Leveraged advanced data analytics and visualization programs to establish sales recommendations.
- Developed sales productivity tools such as pos and internal sales dashboards, retail price and ACV% trackers and account specific business plans for the entire company to leverage.
- Utilized Multiple inputs from data sources such as Spins, Circana IRi, 84.51, Retail link, Fishbowl.
- QuickBooks, Promomash & Crisp.
- Led sales team in developing annual business plans for individual accounts.
- Collaborated with internal sales, cross functional, and marketing teams to achieve sales KPIs.
- Assisted in developing biannual investor presentations.
SALES ANALYST III
KEURIG DR PEPPER
ROGERS
01.2019 - 09.2020
- Delivered fact-based, data driven sales strategy development and business planning for Keurig Dr Pepper's Small Appliances & Warehouse Direct segments at Walmart and Walmart.com leading to $200M and $350M in retail sales in 2019.
- Leveraged advanced data analytics and visualization programs to develop sales recommendations, score carding, and support strategic partnership with Walmart using inputs from multiple data sources such as NPD, IRI and customer POS.
- Produced actionable insights leading to success of the launch of new items at Walmart, an incremental $40M in topline during 2019.
- Utilized syndicated data and category tools to identify trends and develop expertise in share, distribution, and competitive pricing.
- Worked with revenue growth management team and account managers to forecast and plan their businesses by providing fact-based forecasting assumptions.
- Cross-functional collaboration with category leadership, commercial, and supply chain teams.
- Managed relationship with retail broker team to execute priorities at store level.
SALES ANALYST
CONAGRA BRANDS
ROGERS
09.2016 - 12.2018
- Lead analyst supporting Sales Director and 5+ Category Business Managers in driving sales growth strategy within Conagra's $1 Billion Grocery segment at Walmart and Walmart.com.
- Developed buyer-specific reports, sales performance scorecard, and category trends reporting, as well as SSO optimization and inventory recommendations for Walmart.
- Lead in the development of presentations and communication pertaining to category line reviews, sales proposals, customer strategy, and brand strategy.
- Guided account managers on best practices and use of the Trade Promotion Management (TPM) financial tool.
- Provided leadership for the development and training of the entire sales analyst team across other Conagra Walmart segments.
- Supported Sales Director in the monthly field execution priorities process to ensure alignment between account managers and our broker rep partners executing the strategy at store level.
RETAIL SALES REPRESENTATIVE
NESTLE USA
OVERLAND PARK
01.2016 - 09.2016
INTERN SALES ANALYST - WALMART TEAM
CONAGRA BRANDS
BENTONVILLE
05.2015 - 07.2015
INTERN RETAIL SALES REPRESENTATIVE
THE KRAFT HEINZ COMPANY
LENEXA
05.2014 - 08.2014
Education
Bachelor of Science - Animal Science
University of Missouri
Columbia, MO12-2015
Skills
- Sales forecasting
- Market research
- Data analytics expertise
- Data analysis
- Tableau proficiency
- Retail link, Circana, Nielsen, Atlas, and Spins
- Strategy execution
- Innovative problem solving
- Computer literacy and software navigation
- Verbal and written communication
Timeline
Key Account Manager
Durham Ellis Pecans
11.2023 - Current
REGIONAL SALES ACCOUNT MANAGER
SAFE CATCH
06.2021 - 10.2023
ANALYTICS MANAGER
SAFE CATCH
02.2021 - 10.2023
SALES ANALYST III
KEURIG DR PEPPER
01.2019 - 09.2020
SALES ANALYST
CONAGRA BRANDS
09.2016 - 12.2018
RETAIL SALES REPRESENTATIVE
NESTLE USA
01.2016 - 09.2016
INTERN SALES ANALYST - WALMART TEAM
CONAGRA BRANDS
05.2015 - 07.2015
INTERN RETAIL SALES REPRESENTATIVE
THE KRAFT HEINZ COMPANY
05.2014 - 08.2014
Bachelor of Science - Animal Science
University of Missouri