KIMBERLY TOTTEN
Minneapolis,MN
Summary
An award-winning Director of Sales. Strength in growing sustained sales with annual revenue exceeding $60MM. Leader of sales function and operations. Expertise in category analysis, marketing, trade-spend management, customer service, merchandising, broker management, persuasive negotiation and program management abilities.
Overview
14
14
years of professional experience
Work History
Director of Sales
DecoPac
09.2018 - Current
- Leads sales strategy on products, marketing, industry insights and SaaS to corporate buying offices of national supermarkets, mass merchandisers, retail bakeries, convenience, and QSR's.
- Manages team of sales representatives, providing guidance, coaching and support.
- Leads broker and sales teams to boost sales with product presentations, managing expectations, and providing guidelines on the execution of products and promotions.
- Recognized for creativity and resourcefulness in meeting and exceeding sales, revenue, and profit goals.
- Utilizes insights, trends, data to create unique selling stories for key initiatives.
- Maintains positive relationships with key clients, including negotiating and closing on major contracts.
- Promoted From Senior Sales Manager to Sales Director within 5 months.
National Key Account Manger II
The Coca-Cola Company
08.2013 - 09.2018
- Customers: Kwik Trip & Holiday Stationstores
- Led system resources by partnering with cross-functional groups to implement beverage product assortment, merchandising, and cross-promotional shopper marketing campaigns to align with customer needs.
- Created sales and marketing campaigns that delivered volume, profit, and share growth through collaborative business planning resulting in a 44% sales increase.
- Monitored customer buying trends, market conditions, and competitor actions to adjust strategies and achieve sales goals using Nielsen data analytics.
- Led 25 external bottler/broker network teams to increase beverage sales and profits, by providing letters of direction and product standard sheets.
- Personal portfolio yielded $60 Million in revenue per year through contract negotiations.
- Created internal sales tracking tool to highlight sales goal opportunities that generated an extra $63,000 in revenue per month resulting in value share growth over the competition.
- Conducted high-level "Top to Top" presentations for high-level executives.
- Won "Best of the Best" award for National Retail Sales, convenience industry in 2018. Woodruff Cup 2016.
- Nominated for "Top Women in Convenience Retail" in Convenience. Store News Magazine, Rising Star Category 2016
- Additional Roles at Coca-Cola include NACS project lead, Engagement Champion, Category Management, and Mentor.
District Sales Manager
The Coca-Cola Company
09.2009 - 08.2013
- Directed work of an efficient 11 person sales team maintaining accurate, inventory levels to align with marketing campaigns in retail locations.
- Grew YOY sales by double digits by creating new price/package strategy leading to an increase in unit sales per transaction.
- Worked diligently to promote customer loyalty and enhance operations.
- Successfully earned product share points at retailers.
- Negotiated and adjusted POS merchandising investments to maintain profitability.
Education
Bachelor of Science - Mass Communications & Business
Northwest Missouri State University
Maryville, MOSkills
- Key Account Management: Albertsons, Hy-Vee, Meijer, Target, H-E-B, Fresh Thyme, SaveMart, Dairy Queen, UNFI, Circle K, Holiday, Kwik Trip, and Costco
- CPG, Food Service, Beverage, SaaS, and Marketing
- Proficient in: Microsoft Office, PowerPoint, Margin Minder, Mitel, SAP, Power BI, Salesforce, Tableau, and Nielsen reporting
- Profit Target Achievement
- Channel Development
- KPI Analysis
Timeline
Director of Sales
DecoPac
09.2018 - Current
National Key Account Manger II
The Coca-Cola Company
08.2013 - 09.2018
District Sales Manager
The Coca-Cola Company
09.2009 - 08.2013
Bachelor of Science - Mass Communications & Business
Northwest Missouri State University
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