Mathew D. Smith
Cape Coral,FL
Summary
Dynamic and results-driven sales professional with extensive experience in retail development, team leadership, and market analysis. Proven ability to design and execute strategic business plans to drive revenue growth, optimize market share, and enhance executional excellence across diverse retail environments. Skilled in cultivating strong relationships with key decision-makers, analyzing competitive landscapes, and identifying opportunities to align organizational objectives with retailer strategies. Adept at leading cross-functional teams, implementing innovative solutions, and fostering collaboration to exceed sales targets and business objectives.
Overview
15
15
years of professional experience
Work History
District Sales Leader
PepsiCo
07.2023 - Current
- Coached sales associates in product specifications, sales incentives, and selling techniques, significantly increasing customer satisfaction ratings.
- Targeted prospects in other territories through careful research of competitor products, services, and trends.
- Develop and execute 60-, 90-, and 180-day business strategies across retailers and regions to ensure share growth and operational excellence.
- Build and maintain strong relationships with key retail leaders to drive collaboration and execution.
- Design route infrastructure strategies in collaboration with internal sales operations teams.
- Collaborate with Business Development Managers to support route infrastructure growth and set strategic priorities.
- Enhance route viability by driving growth-focused reengineering and minimizing turnover.
- Monitor market competition and implement gap-closure strategies to enhance performance.
- Host team meetings to share best practices, conduct training, and communicate strategic plans and initiatives.
- Implement performance management plans to build team culture and develop Sales Rep's capabilities.
Sales Merchandiser Supervisor
Coca Cola Beverages Of Florida
12.2018 - 06.2023
- Organized workflows of field sales persons to meet any monthly and annual goals across multiple territories to maximize selling opportunities
- Managed assignments and schedules according to targeted program initiatives based on processes and customer service demands
- Enhanced training programs to strengthen employee knowledge, motivate, develop, and evaluate new managers internally
- Created and led sales promotions and advertising strategies according to established budget to boost profits and establish new accounts/contracts
- Grew district dead net gross profit by 28% during global pandemic although original goal was 6% by identifying key decision makers for accounts to coordinate use of marketing programs, point of sale materials, and sales programs.
Market Development Manager
Coca-Cola Beverages Of Florida
04.2018 - 12.2018
- Increased sales of instant consumables in slow-moving inventory and increased revenue through strategic sales initiatives
- Developed new profit opportunities by effectively managing to sell in all categories to align with sales objectives
- Collaborated with superiors to implement continuous improvement strategies to exceed revenue goals and ensure compliance with contractual agreements
- Increased Dead Net Revenue by 10.16%, Dead Net Gross Profit 20.63%, and volume by 2.87% within 9 months
Large Store Account Manager
Coca-Cola Refreshments/Coca Cola Beverages Florida
12.2015 - 04.2018
- Negotiated prices, terms of sale and service agreements, as well as scheduled 35 weekly appointments
- Led sales call with team members to discuss sales and customer retention goals
- Generated monthly and annual sales reports to monitor business metrics and forecast sales
- Created and directed sales team training and development programs
- Increased revenue by 12.5% within first year on route
- Monitored market conditions, product innovations, competitor activity, and adjusted account sales approach to address latest market developments and determine focus of sales efforts
- Led merchandise selection, pricing (mark-up and mark-down rates), planning and marketing
Route Sales Representative
Frito-Lay
01.2015 - 12.2015
- Ran a combination format route covering Tri-County area and ordered products according to planogram and modular
- Generated over $55,000 in gross profit within 1st six months of employment and opened 15 new accounts
- Fielded average of 5 customer service calls daily and coordinated with billing department to resolve customers’ issues
- Successfully communicated with customers regarding sales and promotions to gain incremental space in accounts and reduce competitors’ market share
Account Manager/Sales Rep
Dr. Pepper Snapple Group
01.2014 - 01.2015
- Ran and managed largest combination routes in area (Combination Route 413, Large and Small store). Averaged 25 daily account visits
- Managed and coordinated the schedules of five merchandisers
- Gathered sales data on competitors and provided data and trackers on progress of sales
- Acquired incremental space, coolers, sections and product displays to promote products to gain multiple point of sales over the competition
- Acquired new accounts, placed them on multiple tier pricing programs, and obtained special/bulk deals
- Monitored and analyzed sales records and consumer purchasing trends
Merchandiser
Pepsi Refreshment Services
08.2009 - 03.2012
- Built displays and set up point of sale (P.O.S) with coupons
- Maintained pricing and store inventory by stocking shelves with Pepsi products in large mass stores
- Led merchandise selection, pricing, planning, and marketing
- Conferred with store managers regarding customer needs and preferences.
- Analyzed sales records and consumer purchasing trends to anticipate consumer buying patterns to create purchase and inventory plan for stores.
- Increased sales by 15%
Education
Associate of Science - Criminal Justice
Florida A&M University
Tallahassee, FLSkills
- Strategic Business Planning
- Retail Development and Market Expansion
- Sales Forecasting and Analytics
- Relationship Building with Key Stakeholders
- Competitive Market Analysis
- Team Leadership and Performance Management
- Go-to-Market Strategy Development
- Promotional and Merchandising Strategy Execution
- Data-Driven Decision Making
- Cross-Functional Collaboration
- Process Optimization and Operational Efficiency
- Negotiation and Conflict Resolution
Timeline
District Sales Leader
PepsiCo
07.2023 - Current
Sales Merchandiser Supervisor
Coca Cola Beverages Of Florida
12.2018 - 06.2023
Market Development Manager
Coca-Cola Beverages Of Florida
04.2018 - 12.2018
Large Store Account Manager
Coca-Cola Refreshments/Coca Cola Beverages Florida
12.2015 - 04.2018
Route Sales Representative
Frito-Lay
01.2015 - 12.2015
Account Manager/Sales Rep
Dr. Pepper Snapple Group
01.2014 - 01.2015
Merchandiser
Pepsi Refreshment Services
08.2009 - 03.2012
Associate of Science - Criminal Justice
Florida A&M University
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