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MARK J. MCHALE
Regional Sales Manager
Scranton,PA
Summary
Food industry sales executive with 25+ years of experience driving sales growth across grocery, perishable, produce, deli, frozen, center-store, and healthy snack categories. Experience spans national and regional sales leadership, retail broker management, key-account development, P&L oversight, product launches, and retail execution. Builds broker networks and retailer relationships while translating scan data and category insights into distribution, merchandising, and promotional opportunities that support year-over-year sales gains.
Overview
30
30
years of professional experience
Work History
Regional Territory Manager
PULMUONE Foods USA
Ayer, MA
12.2022 - 10.2026
- Partnered with key account manager in two-tier sales team model to support retailer headquarters on new product introductions, category performance expansion opportunities, and promotional programs that drove impulse purchases, secondary display placement, and segment profitability. Supported key account manager with order tracking, shipping logistics, production forecasting, and promotional contract coordination. Managed new product rollouts at retail, coordinated secondary display allocations with district and market managers, aligned retailer marketing programs with store-level execution, and measured promotional ROI, sales lift, and frequency.
- sales-team actions approach resulted in:
- accelerating double-digit dollar growth year over year to surpass $65M sales in 2025.
- Launched deli initiative supporting Asian portfolio performance, generating over $4M in incremental sales and placing products in 1000+ stores.
- Streamlined retail priorities into launch plans covering promotional programs, pricing compliance, and competitive monitoring at store level, managed execution with 10 broker teams across eastern seaboard, and led over 15 training seminars focused on category management for plant based products targeting best in class goals for healthy alternative segment.
- Utilized category analysis to identify and prioritize new products placement opportunities, while coordinating promotional execution to drive 2% trade spend reduction.
- Established cross-functional relationships and addressed execution challenges to improve alignment and drive sales growth.
Managing Partner
M&M RETAIL SOLUTIONS
Scranton, PA
01.2020 - 12.2022
- Analyzed scan data for strategic and ad hoc business projects, translating findings into actionable sales recommendations.
- Partnered with business units to develop regional, category, and brand strategies focused on growth and shareholder value.
- Conducted shelf-level retail studies to identify pricing, merchandising, and distribution opportunities.
- Developed retailer solutions for core business and innovation using consumer insights and business analysis; identified prospective accounts for niche products.
- Independent contract sales and marketing agency
National Sales Director
CRISPY GREEN, INC.
Fairfield, NJ
08.2013 - 01.2020
- Delivered consistent double-digit annual U.S. sales growth and achieved record company sales each year.
- Sales grew from $3.5M to over $13M under my direction and trade spending decreased 5%.
- Expanded ACV distribution by 350% over six years.
- Led the sales team, three direct reports, and 21 retail food broker partners nationwide; managed key direct accounts.
- Secured product launches with major retailers and wholesalers, including Ahold, Safeway, Wakefern, Harris Teeter, Whole Foods, Kroger, and others.
- Oversaw sales P&L development and execution, sales collateral, presentations, and trade show events.
- Premium supplier of all-natural freeze-dried fruit snacks
Regional Sales Manager
MANN PACKING COMPANY
Salinas, CA
08.2009 - 08.2013
- Increased sales by 9%, exceeding budget by 10% in 2012.
- Managed 14 regional sales broker teams across a territory extending from Maine to Tampa, Florida.
- Oversaw warehouse inventory and logistics involving more than 100,000 cases per month.
- Recognized as a Merchandiser of the Year in 2010 and 2012 at the companys national sales meeting.
- Fresh, value-added cut vegetables and fresh snacks
Regional Business Manager
MARIANI PACKING COMPANY
Vacaville, CA
06.1996 - 08.2009
- Grew regional sales to more than $12.4 million, up 7.5% year over year, through customer development, distribution growth, category expansion, and disciplined spending.
- Led consolidation of the southern region, doubling sales volume and broker-management responsibilities.
- Secured 27 new direct-buying retail accounts, expanding distribution by approximately 1,900 points.
- Grower and supplier of premium dried fruit across multiple trade channels
Education
Marywood University
Scranton, PASkills
- Sales Growth Strategy
- P&L Management
- National & Regional Account Growth
- Retail Broker Management
- New Product Introductions
- Distribution Growth
- Category & Portfolio Management
- Promotion Execution & ROI
- Pricing & Merchandising
- Inventory & Logistics
- Scan Data & Market Analysis
- Customer Relationship Management
- Microsoft Excel, PowerPoint, and Word; QuickBooks (QB); Bison software; spreadsheet reporting; Retail Link; IRI and Nielsen grocery sales data; Perishable Group category sales analysis SPINS Data
Personal Information
Centrally located within 90 miles of NYC & Philadelphia,Pa. and a ten minute drive to local airport for ease in travel.
AWARDS & AFFILIATIONS
Regional Sales Manager of the Year, Mariani Packing Company - Presidents Award, Mann Packing Company, Member, Southeast & Eastern Produce Council.
DIRECT RETAIL ACCOUNT RELATIONSHIPS
Built relationships to grow my sales portfolio with Publix, Food Lion, Whole Foods, Ahold USA (all divisions), Albertsons, Wegmans, The Fresh Market, Giant Eagle, C&S Wholesale, Hannaford Brothers, DECA, Big Lots, Costco Wholesale, Wakefern, Harris Teeter Supermarkets, AWG, King Kullen, and Redners as well as other across the mid-west and south-east.
Timeline
Regional Territory Manager
PULMUONE Foods USA
12.2022 - 10.2026
Managing Partner
M&M RETAIL SOLUTIONS
01.2020 - 12.2022
National Sales Director
CRISPY GREEN, INC.
08.2013 - 01.2020
Regional Sales Manager
MANN PACKING COMPANY
08.2009 - 08.2013
Regional Business Manager
MARIANI PACKING COMPANY
06.1996 - 08.2009
Marywood University