Mark Ford
Director of Sales
McKinney,TX
Summary
Results-driven Director of Sales with a proven track record in driving revenue growth and cultivating high-performing sales teams. Deep understanding of market dynamics and consumer behavior. Specializes in developing and implementing strategic sales plans to seize new business opportunities and expand market share. Leadership style emphasizes collaboration, fostering a culture of accountability and continuous improvement that consistently surpasses sales targets and delivers exceptional customer satisfaction. Skilled in relationship building, negotiations, and problem-solving. Committed to driving sustainable business growth and achieving organizational objectives. Over 15 years of experience leading and mentoring individuals, supporting their professional development. Well-equipped to excel in any sales leadership role.
Overview
15
15
years of professional experience
Work History
Director of Sales
Pepsi: 7-Eleven Team
12.2020 - Current
- Supervise national sales totaling $400 million for 'CSD, Coffee, and Tea categories' within the 7-Eleven Enterprise.
- Coordinate periodic business reviews involving Buyers, field leaders, and internal Pepsi leadership.
- Cultivate strong relationships with 7-Eleven field leaders, facilitating swift problem-solving and action.
- Foster a top-tier partnership across Pepsi, Frito-Lay, Shopper Marketing, E-commerce, and Cat Team, ensuring seamless collaboration and rapid decision-making
- Contribute to developing customer joint business plans (JBPs) while securing engagement from senior leadership
- Conduct quarterly QBP meetings with Division leadership to ensure alignment with JBP targets
- Initiate and lead bi-weekly discussions with 7-Eleven Key Account Managers (KAMs) and Retail Directors to assess performance
- Enhance field communication through Period Playbook calls and weekly tracking mechanisms.
- Oversee pricing, planning, merchandising, and forecasting management, ensuring timely communication with relevant stakeholders.
- Monitor weekly key performance indicator (KPI) performance and distribution reports
- Collaborate with field teams to identify growth opportunities and meet Annual Operating Plan (AOP) targets.
- Led a team of 4 Execution Managers and two analysts that drive local and regional programs.
- Provide mentorship to 15 dotted-line KAMs through regular feedback sessions and support their professional development.
- Streamline sales processes and workflows, optimizing efficiency and reducing operational costs.
- Present regular reports and insights to senior management, outlining sales performance, trends, and forecasts
Sr. Customer Account Manager
Pepsi: Kroger Team
07.2019 - 12.2020
- Managed $125 million across three Kroger Divisions operating in the Texas, Louisiana, and Oklahoma markets
- Surpassed retail sales volume by 13%, revenue by 17%, and profitability targets by 18%
- Elevated Kroger SW to a top 3 ranking in innovation distribution and #1 in speed to market for innovation launches
- Recognized for excellence in cultivating customer relationships through robust analytics, driving local initiatives
- Fostered strong collaboration with key stakeholders such as Finance, Demand Planner, and Service Teams, resulting in effective market execution
- Conducted monthly and quarterly check-ins with Central Division leaders and Kroger Division leadership to ensure alignment with Joint Business Plan (JBP) targets for annual sales growth
- Developed and incubated ground up 360 activation plans for innovation and first to market items
- Established a robust planning schedule with the Center Store Specialist, resulting in the implementation of new permanent merchandising equipment
- Spearheaded the management of key client accounts, ensuring high levels of customer satisfaction and retention
- Developed and implemented strategic account plans to achieve revenue targets and foster long-term client relationships
- Acted as a primary point of contact for escalated issues, effectively resolving customer concerns and maintaining trust
- Led cross-functional teams to deliver customized solutions and address client needs, resulting in increased account expansion and revenue growth
- Conducted regular business reviews with clients to identify opportunities for upselling and cross-selling of products and services
Customer Account Manager
Pepsi: Regional Team (OTS)
12.2017 - 07.2019
- Oversaw a diverse portfolio of regional Supermarket and C&G accounts, including ALON, the largest independent operator of 7-Eleven in Texas, New Mexico, and Oklahoma markets
- Cultivated and nurtured customer relationships across various levels to enhance performance and increase market share in cold vault and perimeter space
- Collaborated internally with independent bottlers and field teams to ensure alignment and monitor progress towards objectives
- Spearheaded local and national strategic initiatives aimed at enhancing brand equity and optimizing brand performance
- Formulated ongoing distribution targets in collaboration with customers and frontline representatives to drive the adoption of innovative products
- Managed trade budgets effectively to ensure the execution of monthly and annual profit and loss objectives
- Coordinated with operational stakeholders to maintain optimal inventory levels for promotional and non-promotional events
- Provided mentorship and guidance to new Key Account Managers, fostering their professional development and enhancing customer engagement skills
- Cultivated and maintained strong relationships with assigned clients, serving as the primary point of contact for all inquiries, issues, and strategic discussions
- Implemented tailored account strategies to drive customer satisfaction, retention, and revenue growth, resulting in a consistently high level of client engagement and loyalty
- Collaborated cross-functionally with internal teams such as sales, marketing, and product development to address client needs and deliver comprehensive solutions
- Proactively identified and resolved customer concerns or escalations, demonstrating a commitment to delivering exceptional service and maintaining customer satisfaction
Region Execution Manager/Marketing Manager
Frito-Lay
05.2016 - 12.2017
- Acted as the intermediary between headquarters and the field, overseeing all marketing and enhancement initiatives
- Collaborated with Directors, Senior Directors, and Regional Vice Presidents to address gaps and achieve period ticket sales targets
- Assisted regional Key Account Managers (KAMs) and Directors by presenting significant brand initiatives to customers during the Joint Business Planning (JBP) process
- Oversaw relationships with professional sports teams and external vendors, ensuring alignment with Annual Operating Plan (AOP) priorities
- Developed customer-specific programs to outmaneuver competitors and increase market share
- Identified areas for process enhancement and worked with relevant stakeholders to implement necessary changes.
- Oversaw the planning and execution of regional events, trade shows, and sponsorships, driving brand visibility and customer engagement
- Monitored and reported on KPIs and performance metrics, providing actionable insights to drive continuous improvement and achieve business objectives
- Championed diversity and inclusion initiatives within the region, fostering a collaborative and inclusive work environment
- Provided mentorship and guidance to 15 junior team members, facilitating their professional development and growth within the organization
National Account Manager
Frito-Lay
10.2015 - 05.2016
- Developed and executed strategic account plans to drive revenue growth, consistently exceeding annual sales targets
- Established and nurtured relationships with key stakeholders at national retail chains, resulting in increased market share and brand visibility
- Led cross-functional teams to successfully launch new products into the national account channels, achieving an increase in product penetration within the first year
- Negotiated and finalized contracts with national accounts, ensuring favorable terms and conditions while maximizing profitability
- Analyzed market trends and competitor activities to identify growth opportunities and develop proactive strategies to maintain a competitive edge
- Collaborated with internal departments such as marketing, supply chain, and finance to ensure seamless execution of account initiatives and promotions
- Provided regular performance reports and insights to senior management, highlighting achievements, challenges, and recommendations for improvement
- Conducted regular business reviews with national account partners to foster open communication, address issues, and align on future objectives
- Mentored and coached a team of 10 sales representatives to enhance their account management skills and achieve individual and team targets
Walmart Market Sales Manager
Frito-Lay
07.2014 - 10.2015
- Spearheaded merchandise planning and inventory management strategies, optimizing product availability and ensuring timely replenishment to meet customer demand
- Led a team of sales associates, providing mentorship and training to enhance product knowledge and sales techniques, resulting in an increase in sales revenue within the first year
- Implemented effective merchandising layouts and displays to enhance product visibility and drive sales, resulting in a 10% improvement in product turnover
- Analyzed sales data and market trends to identify opportunities for product expansion and inventory optimization, resulting in a reduction in excess inventory and improved stock turnover
- Collaborated with cross-functional teams including marketing, operations, and finance to develop and execute promotional campaigns and pricing strategies, driving customer traffic and increasing basket size
- Maintained compliance with company policies and procedures, ensuring a safe and welcoming shopping environment for customers and employees
- Conducted regular performance evaluations and provided constructive feedback to team members, fostering a culture of continuous improvement and accountability
- Utilized advanced retail analytics tools to track key performance metrics and identify areas for improvement, leading to a 10% increase in profit margins
District Sales Leader
Frito-Lay
08.2009 - 07.2014
- Led a high-performing sales team, overseeing recruitment, training, and performance management processes to achieve and exceed quarterly and annual sales targets
- Developed and executed strategic sales plans to penetrate new markets, resulting in an increase in revenue within the district
- Implemented effective sales strategies and tactics to drive business growth, consistently surpassing KPIs in customer acquisition, retention, and profitability
- Fostered strong relationships with key accounts and business partners, negotiating contracts and agreements to secure long-term partnerships and maximize revenue opportunities
- Analyzed market trends, competitor activities, and customer feedback to identify opportunities for product and service enhancements, leading to improved customer satisfaction and loyalty
- Provided ongoing coaching, mentorship, and professional development opportunities for sales team members to enhance their skills, motivation, and overall performance
- Utilized data-driven insights and CRM tools to track sales performance, identify areas for improvement, and make informed business decisions to drive sales effectiveness and efficiency
- Collaborated cross-functionally with marketing, operations, and product teams to align sales strategies with overall business objectives and ensure seamless execution of go-to-market plans
- Led a team of 19 reps to meet and exceed weekly sales plan
Education
Master of Management -
Indiana Wesleyan University
Marion, IN07.2017
B.Sc. - Psychology
Indiana University
Bloomington, IN08.2006
Skills
- Time Management
- Sales Reporting and Tracking
- Communication skills
- Customer Engagement
- Managing Sales Teams
- Organizational Skill
- Detail-oriented
- Profit & Margin Management
- Merchandising Strategies
- People Management
- Sales Coaching
- Problem-Solving
- Team Engagement
- Account Development
- KPI Analysis
- Revenue growth
Awardsaccomplishments
- Ring of Honor PepsiCo, 2022
- The Barney Kroger Award, 2020
- KAM of the Year Award, 2020
- KAM of the Year, 2018
- Herman Lay Team Award, 2017
- PepsiCo Share Accelerator Award, 2015, 2016
- Walmart Big Hitter Award, 2015
- District of the Year, 2010, 2012
References
AVAILABLE UPON REQUEST.
Timeline
Director of Sales
Pepsi: 7-Eleven Team
12.2020 - Current
Sr. Customer Account Manager
Pepsi: Kroger Team
07.2019 - 12.2020
Customer Account Manager
Pepsi: Regional Team (OTS)
12.2017 - 07.2019
Region Execution Manager/Marketing Manager
Frito-Lay
05.2016 - 12.2017
National Account Manager
Frito-Lay
10.2015 - 05.2016
Walmart Market Sales Manager
Frito-Lay
07.2014 - 10.2015
District Sales Leader
Frito-Lay
08.2009 - 07.2014
B.Sc. - Psychology
Indiana University
Master of Management -
Indiana Wesleyan University
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