Makenzie Sheehy
Havertown,PA
Summary
Results-driven Customer Development Manager with expert knowledge of CPG sales, customer engagement, and growth strategies. Reliable in achieving remarkable business results across channels and teams. Focused on continuous growth and sustained profitability.
Overview
10
10
years of professional experience
Work History
Customer Development Manager
Tom's Of Maine (Colgate-Palmolive)
Havertown, PA
10.2023 - Current
- Lead sales efforts for Tom’s of Maine and hello brands in the Natural Channel, worth $19.3M in revenue and 276k in case volume annually, by driving functional cross-channel relationships across brokers, distributors, retailers and brands
- Identify and execute opportunities to accelerate Tom's of Maine & hello sales by creating effective Go To Market strategies and executing promotional activities within key retailers by uncovering gaps in business, distribution, and win/win activities that generate
positive ROIs - Effectively influence and manage key stakeholders in the Natural Channel across 100+ retailers (including Whole Foods & Sprouts), brokers, distributors (UNFI & KeHe), and internal cross-functional teams
- Leverage internal and external resources to develop, implement and execute customer-specific promotional plans to drive wins across all levels of Natural Channel
- Build and manage accurate forecasting for financials and sales volumes accounting for consumer consumption, distributor, and retailer trends as well as annual joint planning activity
- Create and deliver impactful presentations for retailers through innovative and fact-based recommendations leveraging in depth knowledge of the Natural Channel, products, syndicated data and consumer insights
- Drive execution and performance of broker partners who serve as first point of contact and sales for major retailer partners
Customer Development Specialist
Colgate- Palmolive
Philadelphia, PA
10.2021 - 07.2023
- Led all sales efforts for Jetro Cash & Carry and Restaurant Depot business covering entire product portfolio totaling $24.8M in annual sales
- Owned management of P&L for each customer working to grow margins, increase net sales and decrease Gross to Net through effective forecasting & planning, management of pricing and discounts, and driving execution of sales strategies
- Collaborated with buyers to develop win/win sales strategies that accomplish mutual goals of driving sales and margin through development of optimal product mix and offering effective promotions
- Grew Jetro C&C and Restaurant Depot 18% while in the role taking the business from $21M to $24.8M and decreasing Gross to Net by 3%
Territory Manager
Hill's Pet Nutrition (Colgate-Palmolive)
Philadelphia, PA
11.2018 - 10.2021
- Managed customer base of 131 veterinary clinics and specialty pet retail stores building net sales, volume and market share while improving product mix
- Leveraged thorough customer analyses to develop creative and aggressive customer-specific strategies to drive sales volume and improve key sales metrics for customers and Hill’s
- Educated customers in personal and group in-clinic seminars on the superior economic and nutritional value of Hill’s pet diets and products
Craft & Import Sales Representative
Molson Coors
Philadelphia
07.2016 - 11.2018
- Managed Tenth & Blake craft and import portfolio and budgets for Muller Beverage, Origlio Beverage, Shangy's Distributor and Standard Distributing in Eastern PA and Delaware market
- Exceeded sales goal by 23.02% and 19,790 case equivalents in the Eastern PA and Delaware market for 2017
- Established relationships with key accounts and distributor reps to close distribution gaps and drive velocity
Foodservice Sales Representative
PepsiCo
Annapolis
03.2014 - 07.2016
- Maximized PepsiCo portfolio to over 600 customers in Baltimore/Washington DC market
- Pitched customized selling solutions to overcome customer objections and gain new business
- Directed the 2015 Maryland blitz to increase market penetration with new business acquisition
Education
Master of Professional Studies - Psychology of Leadership
Penn State University
State College, PA05-2020
Bachelor of Science - Rehabilitation And Human Services
Penn State University
State College, PA05-2012
Skills
- Account Management
- Financial Planning
- Demand Forecasting
- Strategic Planning
- Performance Tracking
- Sales Reporting
- Customer Trend Analysis
- Solution Selling
- Relationship Building
- Data Analytics
- Data-driven Decision-making
- Sales Presentations
- Relationship Management
- Promotional Planning
Timeline
Customer Development Manager
Tom's Of Maine (Colgate-Palmolive)
10.2023 - Current
Customer Development Specialist
Colgate- Palmolive
10.2021 - 07.2023
Territory Manager
Hill's Pet Nutrition (Colgate-Palmolive)
11.2018 - 10.2021
Craft & Import Sales Representative
Molson Coors
07.2016 - 11.2018
Foodservice Sales Representative
PepsiCo
03.2014 - 07.2016
Master of Professional Studies - Psychology of Leadership
Penn State University
Bachelor of Science - Rehabilitation And Human Services
Penn State University