Larry Turnage
Redondo Beach,CA
Summary
EXPERIENCED SALES LEADER & ACCOUNT MANAGER Driving significant results through business insight, strategic planning, and team leadership Accomplished and results-driven sales leader with expertise leading strategic planning, territory management, key account management, and revenue growth, with focused experience in the Natural / Specialty. Conventional Grocery and Mass industries. Expertise in building effective strategies that substantially increase revenue while improving market share and sales effectiveness; with Bee’s Wrap, supervised eight independent sales groups and two direct reports while managing relationships with leading grocery chains that included Whole Foods, Natural Grocers, Fresh Market, Walmart, Costco, and Kroger. A demonstrated record of success marked by a history of stellar revenue growth and operational excellence with roles with Bee’s Wrap, Distant Lands Coffee, Simple Mills, Ito En North America, Seapoint Farms, and other companies. An effective strategist who leverages an unwavering commitment to excellence to build and execute innovative sales tactics, consistently delivering positive results in challenging and highly competitive industries. Driven Business Development Executive with career history in multi-state distributed businesses and proven skill in hiring, developing and retaining high-performance teams. Motivating leader with strengths in building strategic relationships to support key business initiatives. Highly skilled in change management, management transition, and merger integration. Offering excellent interpersonal and communication skills and experience managing matrixed organizations.
Overview
11
11
years of professional experience
Work History
Director of Business Development
On Shelf Consulting
01.2023 - 01.2024
- Helped to lead the vision, strategy, and execution for all facets of sales, building business with a wide variety of clients
- Taking them from startup to developing a path to market to landing on shelf and making sure that the brand stays there
- Broker and Distributor selection and management I am currently working with several brands The Spice House, Melitta, Grain Zero and Mr
- Pink Corporation
- Outstanding results, securing penetration into leading grocery chains that included The Fresh Market, Mariano’s, Sendik’s Heinen’s, Jewel, and Gelson’s
- Established relationships with distributors, including UNFI, DPI, Carmela’s and KeHe, guiding them to the right programs to ensure profitability
- Expanded distribution to include alternate channels, building partnerships with Barnes and Noble, Ross and TJX.
Director of Sales
BEE’S WRAP
01.2021 - 01.2022
- Led vision, strategy, and execution for all facets of sales, building business with a nationwide roster of accounts
- Effectively managed a team of eight independent sales rep groups negotiating and closing agreements with independent retailers, gift shops, and cooking stores
- Initiated the transfer of some of the company focus to natural & specialty grocery
- Hired and onboarded an East Coast Sales Manager
- Outstanding results, securing penetration into leading grocery chains that included Whole Foods, Natural Grocers, Fresh Market, Walmart, Costco, and Kroger
- Spearheaded penetration into international markets in Europe, Asia, Canada, and South America, representing $5MM in revenue
- Established relationships with distributors, including UNFI and KeHe, capturing significant reductions in shipping costs and positive gains in profitability
- Expanded distribution to include alternate channels, building partnerships with Zulily and Barnes and Noble.
Senior Sales Manager – Grocery
DISTANT LANDS COFFEE
01.2020 - 01.2021
- Rejoined the parent company Ito En to lead sales among Grocery accounts for its Distant Lands Coffee division, with a focus on penetrating the Walmart and Kroger accounts while establishing distribution in Canada for a Ready to Drink product
- Secured a broker and distributor for Canadian markets while expanding distribution to include alternate channels spanning Ross Stores, TJ Maxx / Marshalls, and Zulily
- Built and executed a Go to Market strategy for Canada
- Designed and led a Go to Market strategy, selected a broker, and launched the process of booking meetings and presentations with key stakeholders within Walmart.
Director of Sales, West
SIMPLE MILLS
01.2018 - 01.2020
- Hired by a startup company undergoing rapid growth, entrusted with the oversight of grocery accounts in a territory encompassing all areas West of the Rocky Mountains
- Maintained $40MM in annual revenue, coordinating sales into accounts that included Albertsons, Safeway, Stater Bros., Lucky/Savemart, Gelsons, HEB, Central Market, Sprouts, Walmart, and Costco
- Delivered solid results, growing the Costco account from $13MM to $30MM in annual revenue while achieving 200% growth in the Sprouts account
- Successfully penetrated all Albertsons divisions in the West and Southwest, Raleys, Gelson’s, Smart & Final, Harmon’s, and Bristol Farms.
Senior Manager of National Accounts (Midwest & Canada)
ITO EN (NORTH AMERICA) INC.
01.2014 - 01.2018
- Promoted from an initial role as Senior Regional Manager of Midwest and Canada to Senior Manager of National Accounts, managing and strengthening relationships with Kroger, Meijer, Target, Walmart, and Publix
- Supervised and mentored a team of direct report sales associates
- Innovated and executed pricing strategies and promotions throughout North America
- Built new business with Central Market, Albertsons, and Jewel, as well as independent grocers throughout the Midwest
- Surpassed sales target by 130%
- Won the Kroger account by accompanying a broker on a last-minute presentation, leading to the placement of eight SKUs in Kroger stores nationwide
- Delivered $2MM in new business with Kroger and Meijer.
Senior Manager – Midwest Region
SEAPOINT FARMS
01.2013 - 01.2014
- Joined the company in a newly-created role, developing and supervising broker teams to grow business in a Central Midwest territory
- Overcame regional unfamiliarity with edamame to secure penetration into Hy-Vee, Central Market, Fresh Thyme, and HEB, as well as convenience stores that included 7-Eleven, Circle K, and Mapco
- Grew annual revenue to nearly $4MM.
Education
Bachelor of Science - Business Administration
California State University - Long Beach
Long Beach, CASkills
- Skilled in Business Development & Sales
- Driving Revenue and Profit Growth
- Defining Account Management Strategy
- Developing Robust Business Relationships
- Expertise in the Natural Foods Industry
- Managing Broad Geographic Territories
- UNFI and KeHE Distributor Relationships
- Well Versed in Market Penetration
- Builds and Leads Strong Teams
- Surpassing Performance Targets
Timeline
Director of Business Development
On Shelf Consulting
01.2023 - 01.2024
Director of Sales
BEE’S WRAP
01.2021 - 01.2022
Senior Sales Manager – Grocery
DISTANT LANDS COFFEE
01.2020 - 01.2021
Director of Sales, West
SIMPLE MILLS
01.2018 - 01.2020
Senior Manager of National Accounts (Midwest & Canada)
ITO EN (NORTH AMERICA) INC.
01.2014 - 01.2018
Senior Manager – Midwest Region
SEAPOINT FARMS
01.2013 - 01.2014
Bachelor of Science - Business Administration
California State University - Long Beach
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