Summary
Overview
Work History
Education
Skills
Timeline
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KENNETH G SPICER

DAVISON,MI

Summary

Well-rounded sales professional with diverse background in sales, sales management, and key account management. Strong background playing a vital role in the development, management, and growth of key accounts. Service-centric leader dedicated to fueling revenues, enhancing customers experience and achieving top brand loyalty. Highly adept in performing within high-pressure and deadline-driven environments, while driving sales and brand exposure. Results-driven with ability to handle multiple tasks while delivering high levels of customer service and satisfaction. Proactive leader with excellent interpersonal, communication, and time management skills complemented with strong work ethic. Fast learner, able to adapt to an ever-changing Adult Beverage industry.

Overview

17
17
years of professional experience

Work History

Market Development Rep

Sazerac Company
10.2022 - Current
  • Create and manage solutions to grow assigned accounts business, while driving results that deliver market share growth for Sazerac brands.
  • Build brands by utilizing consumer and category trends to educate customers, solve problems and maximize sales
  • Lead distributors in-store selling, merchandising, marketing, and execution for accounts
  • Achieve 15% volume increase on priority brands
  • Plan and implement programs to deliver distribution, merchandising, display, and retail promotional objectives to over 40 accounts weekly
  • Develop mutually valuable relationships with assigned customers, through understanding their key needs and requirements
  • Serve as the communication lead between key customers, wholesalers, and internal teams
  • Monitor agreed upon Key Performance Indicators (KPI's) with key customers
  • Support Market Development Manager with brand building, programming, and distribution activities with customers

Key Account Manager (Chain Manager)

Fabiano Brothers Inc
09.2016 - 10.2022


  • Responsible for 26 C-Store & Drug Channel chains with over 700 total accounts and over 7.8 million cases sold over 5 year span
  • Consult with executives, management personnel, and co-workers to accomplish work activities and ensure compliance with all chain account mandates
  • Schedule and attend local chain store meetings with buyers to develop monthly programming, feature pricing, reset opportunities, and other pertinent business opportunities
  • Review sales for each account to uncover potential opportunities to increase sales
  • Work with supplier KAM's and DM's on developing and executing chain programming
  • Account call frequency including specific store visits, market visits, survey completion, and sales rep/team leader ride along
  • Communicate chain information to sales team
  • Work closely with our SEC to track and measure chain account execution including point sheet building
  • Communicate with forecaster on chain commitments, programming, and new items for resets to monitor inventory levels
  • Work with pricing department to ensure all new items are communicated to chains, pricing discrepancies are handled appropriately, and other pricing issues are addressed
  • Review daily communication with suppliers and communicate with sales team in a timely manner
  • Assist merchandising manager with developing and executing chain reset schedule
  • Review and communicate store level data, IRI data, and state chain data to sales team and identify opportunities within Fabiano Brother's market
  • Work with Shelf Space Coordinator on chain reset process
  • Work with graphics department on point-of-sale ordering for chain programs and features
  • Follow up with market visits to check and track execution of marketing and other POP material
  • Key contact point on new chain store openings
  • In 2017 alone was key person in opening 150+ new chain accounts
  • This entailed working with
  • Sales Administrator to setup accounts and payments
  • Work with sales reps to order in product
  • Schedule set dates for each new store opening
  • Was responsible for overseeing 60+ chains (national and local) including both on and off premise chains
  • Manage portfolio of hundreds of brands of product and thousands of SKUs.

Sales Representative

Fabiano Brothers Inc
11.2014 - 09.2016
  • Maintained a regular call frequency
  • Conveyed new product information to the customer
  • Determined product need through inventory management
  • Aided customers in management of inventory, proper retails and profit margins
  • Represented whole brand portfolio and programs with enthusiasm and positive image
  • Maintained fresh and clean market by removing all OOC and broken packages
  • Merchandised product by stocking shelves & maintain proper and condensed back stock
  • Rotated and faced product according to code dates
  • Placed shelf/price tag in front of item for each SKUs
  • Maintained shelf set planograms and integrity of proper cooler sets
  • Sold in and executed resets when needed
  • Maintained and gain shelf space
  • Sold in displays & utilize proper, accurate and thematic POS
  • Built displays and place point-of-sale materials in proper area
  • Placed products in high traffic areas and execute out of department displays
  • Noted competitive activity in relationship to display activity, pricing, and packaging
  • Attended Sales Meetings and Training Courses: Learned information regarding sales trends, market goals and opportunities, focus brands and packages, product launches, new items, marketing ideas, best practices, display examples, etc
  • Attended scheduled training's and complete training requirements as necessary
  • Provided customer service: Developed relationships with account decision makers, store directors, receiving personnel, and other individuals impacting sales
  • Monitored store level merchandising obligations and execution
  • Communicated with the merchandising manager regarding key accounts being merchandised
  • Developed and maintained positive relationships within organization
  • Worked with supervisor to meet sales goals
  • Received constructive criticism with positive outlook
  • Provided feedback when asked
  • Worked cooperatively with sales, delivery, warehouse, merchandising and administrative teams towards a common goal.

Executive Team Leader

Target
03.2012 - 04.2013
  • On duty (LOD) by ensuring entire store team is being productive and the store was meeting company standards
  • Walked sales floor to set daily goals and expectations
  • Coached and follow up with team members to ensure goals and expectations were met
  • Identified and implemented solutions to in-stock, presentation, pricing, and signing issues
  • Managed day-to-day operations of Logistics, including truck unloads, replenishment, receiving, and reverse logistics
  • Conducted weekly status with Backroom and Flow team leaders to review logistics processes and results
  • Analyzed schedules on a daily basis to ensure proper staffing levels that meet business needs and had the correct impact on payroll and to meet and/or beat payroll goals
  • Leveraged understanding of operational processes to support shortage control for total store
  • Drove in stocks daily to ensure store is fully stocked to capitalize on total store profit
  • Conducted monthly and yearly reviews with team leaders and team members to address productivity, store culture, and process issues.

Assistant Store Manager

Sears
10.2009 - 06.2012
  • Tracked expenses for entire store from payroll expense to supplies
  • Reduced expenses while also increasing sales and revenue
  • Coached and lead a team of cashiers do provide quality customer service, increase credit revenue, and increase customer signup to the company's loyalty program
  • Coached and lead our receiving team to handle new product receipts, replenishment tasks, high customer service at package pickup, and maintenance tasks around our store
  • Conducted monthly reviews of associates to highlight top performance areas and address bottom performance areas
  • Created action plans to help associates drive performance in low areas up
  • Acted as District SPOC for customer service
  • Reviewed previous week's results for 11 stores and suggest ideas for bottom performing stores to implement to increase their customer service scores
  • Worked directly with other Assistant Store Managers, HR Manager, and Store Manager to interview, hire, train, and retain high quality associates who add value to the company
  • Worked directly with our District Facilities Manager on major renovations for our store on both internal and external projects.

National Management Trainee

Sears
03.2009 - 09.2009
  • Learned key management roles through multiple training rotations
  • Within each rotation learned and then implemented key company marketing programs to better serve customers while leading to increased sales and revenue
  • Multiple special assignments including ASM of Home Improvement, Brand Central, and
  • Operations
  • Implemented company merchandising and sales practices, lead teams of sales associates and merchandisers to meet or exceed monthly sales plans
  • Instituted monthly marketing plans with specific deadlines
  • Achieved this by coordinating merchandising associates to complete resets, price changes, ad sets, replenishment tasks, and maintaining quality customer service
  • Performed weekly business analysis's to identify top and bottom performing product lines by sales and margin
  • Would then create specific action plans to improve those bottom performing product lines
  • Achieved this by changing product placement, pricing strategies for older merchandise, and coaching associates to capture add-on sales and accessories to increase margin.

Operations Student Manager

Michigan State University
09.2007 - 08.2008
  • Responsible for quality control and the ordering of merchandise and supplies for 19 coffee and retail stores
  • Managed projects involving the strategic development of store sets, cooler diagrams, and new marketing programs across all store locations
  • In charge of verifying and checking-in orders for all sites as well as creating and updating order books while tracking cost variances.
  • Trained staff in department procedures and requirements to build cohesive and successful team.

Education

Bachelor of Arts - Marketing

Michigan State University
East Lansing, MI
05.2008

Skills

  • Expert with Microsoft Excel, Word, PowerPoint
  • Expert with VIP (iDig)
  • Proficient with IRI and/or Nielson data
  • Excellent oral and written communication
  • Experience with Space Planning Plus (JDA)
  • Comfortable to work without direct supervision
  • Ability to work under pressure
  • Time-management
  • Ability to multi-task and prioritize
  • Excellent customer service skills
  • Relationship building and management
  • National accounts & Regional Accounts in MI
  • Strategic planning
  • Data-driven decision making

Timeline

Market Development Rep

Sazerac Company
10.2022 - Current

Key Account Manager (Chain Manager)

Fabiano Brothers Inc
09.2016 - 10.2022

Sales Representative

Fabiano Brothers Inc
11.2014 - 09.2016

Executive Team Leader

Target
03.2012 - 04.2013

Assistant Store Manager

Sears
10.2009 - 06.2012

National Management Trainee

Sears
03.2009 - 09.2009

Operations Student Manager

Michigan State University
09.2007 - 08.2008

Bachelor of Arts - Marketing

Michigan State University

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