Mike Wallat
Seattle,WA
Summary
Top producing sales executive with a dynamic career building market presence, driving revenue growth and increasing profits in the food service industry. Solid record of improving performance across multiple business segments by having the ability to communicate ideas across organizational boundaries, turn strategies into actions, and drive results and sales. Resourceful leader and problem solver; skilled in creating value for our customers, shareholders, and employees.
Overview
30
30
years of professional experience
Work History
Affinity Sales Key Account Manager
07.2021 - Current
- Position myself as the “go to” market leader for our Manufacturer partners bringing their products, ideas and solutions and differentiating ourselves from the competition
- This enables us to bring the highest value of ideations and solutions to assist in driving operators’ business and sales
- Establish and maintain MURC, LLO, and processor market relationships, and executing a business development strategy against clients
- Drive brand awareness and increase market demand for our Affinity clients.
Owner – President
LBD-Media, LLC.
03.2020 - 06.2021
- LBD Media is an indoor digital billboard company that specializes in digital marketing services for our business partners
- Keeping your business top of mind with digital signage, menu boards, website design and management, reputation management, social media management, email campaigns, client database management, and third-party app integration for food ordering
- Your local go to media company for your branding and advertising solutions
- Sold business in June of 2021.
National Ingredient Sales Manager
SaltWorks, Inc.
01.2019 - 03.2020
- Recruited as National Ingredient Sales Manager to identify, penetrate and develop new sea salt opportunities
- Partner with major manufacturers, and distributors on business development and customer engagement, new projects, and account penetration
- Develop national broker program and national food service sales strategy that includes processes by bringing together cross-functional teams.
Regional Sales Manager- Northwest
J&J Snack Foods
10.2013 - 01.2019
- Hired to deliver volume and profit goals by selling the entire J&J / Country Home Bakeries frozen food brands to key high volume and multi-unit operators, convenience stores, club store, and distributors including food service and grocery distributors in (WA, OR, AK and Western Canada) in both commercial and non-commercial accounts
- Responsible for distributor, broker and customer training, meetings, business reviews, shows, category management, and product launches
- Lead, train, and develop Broker Partners to execute JJSF initiatives
- Took over 7.7M dollar territory in 2013 and grew territory to 15.9M Gross Dollars in 5 years
- Increased FY15 case sales by 10% or 41,805 cases over PY by sales planning, business strategies, new item launches and initiating quarterly and bi-annual reviews with stakeholders
- Increased JJSF net revenue in FY16 by nearly 1.7 million dollars over previous year of 10.5M
- Increased FY17 by 26,771 cases and $322,000
- In FY18, 15.9M gross sales or 13.9 net
- An increase of 49K cases and 1.7M in dollars in FY18
- FY19 up 24, 877 cases and up $1,236, 225 in GP dollars.
Business Development Manager
Campbell's Foodservice
01.2013 - 09.2013
- Drove sales to large leveraged operators in the core segments of food service (Regional Chains, Healthcare, Education and Grocery)
- Identified, qualified and closed opportunities among existing and prospective customer base within the Northwest to drive operator demand, growth, and net contribution margin through foodservice and distribution channels in alignment with the operating plan.
Northwest Regional Sales Manager
The Sterno Group
09.2007 - 11.2012
- Recruited to lead the CPG Northwest Division and drive sales and broker performance
- Overhauled eleven Western States and four Western Canadian Provinces
- Sales and marketing direction to fourteen Sysco Opco's, FSA Corporate and their branches, Regional Chains, and operators within the territory.
Multi-Units Manager
Bunge Foods of North America (St. Louis, MO)
08.2006 - 06.2007
- Direct training and product testing with potential and current customers that included food service, bakery, grocery, club, and wholesale
- Identify key customers and sales opportunities of branded and private label products, maximize contracts, pricing and keep customers aware of market conditions to grow Premium and commodity volumes
- Promoted from TSM to Multi-Unit Manager in 8/2006 to sell the entire Bunge portfolio of products to Regional and National Chains within the Western territory
- Dotted line management with the Western Area Managers and corresponding broker networks.
Territory Sales Manager
Bunge Foods
07.2003 - 08.2006
- Direct training and product testing with potential and current customers that included food service, bakery, grocery, club, and wholesale
- Identify key customers and sales opportunities of branded and private label products, maximize contracts, pricing and keep customers aware of market conditions to grow Premium and commodity volumes.
Sales Representative
Food Services of America
02.1994 - 06.2003
- Directed and strengthened overall sales of food service products to restaurants, delis, bakery, grocery, and c-stores
- Maintain account base, solicited, and generated new clients
- Prepared presentations planned account strategies and promoted profit building win/win partnerships with customers.
Education
Bachelor of Science in Business Administration -
University of Phoenix
01.2009
Skills
- Sales
- Proposals
- Contract Negotiations
- Continuous Improvement
- Key / National Account Management
- Cross-functional Team Leadership
- Broker Management
- Training
- Coaching & Mentoring
- Consultative Selling and Strategic Direction
- New Business Development
- Demand Planning
- Inventory Forecasting
- Budget Analysis
Accomplishments
- Sterno Group Presidents Award for Sales and Budget Achievement.
- Sterno Group Canada Market Development Award Recipient.
- Sterno Group Canadian Achievement Award winner.
- Continually Top 10 in Sales and Profit for Affinity, JJSF, Sterno and FSA. Multiple promotion and award winner with all companies.
- Vice President West Seattle Lacrosse Club
Timeline
Affinity Sales Key Account Manager
07.2021 - Current
Owner – President
LBD-Media, LLC.
03.2020 - 06.2021
National Ingredient Sales Manager
SaltWorks, Inc.
01.2019 - 03.2020
Regional Sales Manager- Northwest
J&J Snack Foods
10.2013 - 01.2019
Business Development Manager
Campbell's Foodservice
01.2013 - 09.2013
Northwest Regional Sales Manager
The Sterno Group
09.2007 - 11.2012
Multi-Units Manager
Bunge Foods of North America (St. Louis, MO)
08.2006 - 06.2007
Territory Sales Manager
Bunge Foods
07.2003 - 08.2006
Sales Representative
Food Services of America
02.1994 - 06.2003
Bachelor of Science in Business Administration -
University of Phoenix