Desired Job Title
Customer Retail ManagerRetail SupervisorDistrict ManagerAccount ManagerWork Type
Full TimeLocation Preference
On-SiteRemoteHybridLocation: Dallas, TXNashville, TN
Open to relocation: Yes
Open To Work
Richard L Rucker
Mckinney,TX
Work Preference
Summary
Results-oriented territory sales manager with over $26 million in annual revenue generation in consumer-packaged goods and pharmaceuticals. Demonstrated success in achieving perfect store scorecards through strategic data analysis and relationship building. Skilled in leading and developing high-performing sales teams to meet and exceed distribution targets.
Overview
20
20
years of professional experience
Work History
Territory Sales Manager
MARS WRIGLEY
Dallas, TX
01.2024 - Current
- Achieved perfect store scorecard metrics, i.e., core distribution, in-stocks, ordering, coverage, new item innovation, seasonal and display goals in North Texas 7-Eleven & Independent Convenience Stores
- Secured enrollment of priority independent stores in Mars Rewards contract, enhancing partnership engagement
- Collaborated with key decision makers to share store-level sales and promotions, facilitating innovative selling solutions
- Ensured compliance on HQ promotions
- Served as primary contact for distributor and wholesaler communications, providing updates and solutions., providing timely updates and solutions to team issues
Customer Retail Manager
KRAFT HEINZ
Kansas City, MO
01.2021 - 12.2023
- Generated $26,307,930 in territory revenue in 2022
- Overdelivered the 2022 Must Carry distribution shipment with 97.6% vs a goal of 96.2%
- Achieved my 2022 “Road to 95” with a Must Carry void closure of 100%
- 2023 YTD Scorecard Results: Must Carry Distribution: 99.5%, Total Distribution: 100.8%, Merchandising: 123.7%, Perfect Store Score: 110.1%, Survey Sales: 96.2%, GTM: 98.6%, Total: 102.7%
- Won the ABCD Q3 2022 Award for selling in 478 cases of Raw Bacon generating $40,000; 187% of the 4Q goal
- Represented AWG across 31 grocery stores, enhancing brand presence in key markets.
- The Kansas City team won the True North award for Perfect Store Scorecard in 2022.
- Trained new hires and supported coverage at critical Price Chopper IRI stores in open KC territory.
- Ensured compliance with HQ programs (BMX/Kraft Coolers) and managed Power Window/Tentpole displays.
Territory Sales Manager
MARS WRIGLEY
Houston, TX
01.2014 - 12.2021
- Achieved core distribution, in-stocks, coverage, new item innovation, seasonal and display goals in 35 Grocery Stores (Kroger, HEB, Randall’s (Albertsons) & Fiesta)
- Sold $119,319 in 2019-2020 HEB Incremental Seasonal volume.
- Engaged Kuif’s Petroleum Headquarters to enroll 36-store convenience chain and negotiated Mars Rewards contract, including distribution and merchandising materials.
- Managed 3 headquarter convenience store accounts in Iowa, presenting new items for authorization, facilitating planogram revisions, and attending trade shows to promote displays and show deals.
- Collaborated with key decision makers to share store-level insights and promotions, delivering innovative selling solutions.
- Met with Kroger Drug Store Merchandising Coordinator to ensure store compliance on HQ programs.
- Developed expertise in various retail channels, including mass, convenience, and grocery.
Retail Supervisor
ADVANTAGE SOLUTIONS
Bentonville, AR
01.2011 - 12.2014
- Led 16 Retail Sales Merchandisers in Arkansas, Louisiana, Tennessee, Oklahoma, Kansas, Missouri
- Trained, hired, and coordinated territory routing for reps to enhance coverage, frequency, and KPI achievement
- Executed programs and drove incremental selling efforts to meet sales, profit, and market share objectives.
- Helped team deliver retail and sales execution on Wrigley team in Walmart and Convenience Stores
- Coordinated with Wrigley and Walmart teams to identify and act on compliance opportunities.
- Audited stores to ensure speed-to-shelf, optimal store conditions, and compliance with modular/planogram standards
- Conducted work-with’s to coach and assist Merchandisers with store opportunities
- Analyzed Walmart Departments: 82 and 1 and Seasonal sku reports to maximize sell-thru
Retail Sales Merchandiser
ADVANTAGE SOLUTIONS
Fayetteville, AR
01.2011 - 12.2012
- Ranked #1 in region and achieved 99.51% sell-thru for Wrigley and 100.93% for Mars Valentine’s Seasonal
- Delivered retail execution on Mars/Wrigley team in Walmart, Sam’s Club, Harps and Marvin’s Grocery
- Assisted in ordering, increased new distributions, managed modular/planograms, and maintained accurate on-hand counts to optimize inventory management
- Provided actionable field insights to Mars/Wrigley Business Development Teams and ASM Client Account Teams, enhancing strategic decision-making
Lead Sales Merchandiser
SCOTTS MIRACLE-GRO
Dallas, TX
01.2010 - 12.2011
- Instrumental in increasing Dallas area Jan-July 2011 total top line sales by 85% at Home Depot and 142% at Lowe’s vs Year-To-Date
- Trained merchandising sales team of 7 members to enhance product knowledge and sales effectiveness
- Achieved 100% store distribution by cutting in new items and adding authorized items
Marketing Representative
ANGMAR HOLDINGS, INC.
Rockwall, TX
01.2009 - 12.2009
- Developed marketing materials to support product launches and promotions.
- Conducted market research to identify customer preferences and trends.
- Collaborated with sales team to align marketing strategies with business goals.
- Facilitated health fair exhibits to increase service awareness among community members
- Educated Senior Retirement Facilities, Hospitals, and Physician clinics on disease management programs through in-service presentations
Senior Technical Sales Consultant
Bayer ANIMAL health
Rockwall, TX
01.2006 - 12.2008
- Exceeded $1.9 million sales goal; collaborated with Veterinarians and Office staff through detailed product presentations and training to drive monthly sales objectives within individual practices.
- Educated sales brokers on product line and informed them of promotions and specials to enhance their sales capabilities.
- Measured brokers against business objectives and conducted performance reviews to align efforts with sales targets.
Senior Healthcare Representative
PFIZER/WARNER LAMBERT CONSUMER healthcare
Tyler, TX
01.2000 - 12.2006
- Honored with multiple Sprintz awards for achieving sales and call goal initiatives for Pfizer Consumer Healthcare, excelling in the promotion of Nicotrol Rx, Zantac, Sudafed and Listerine; ranked #10 out of 179 reps for Nicotrol prescription sales volume in 2005.
- Increased prescription sales volume through effective account management, advising healthcare professionals on product efficacy, claims, and patient profiles.
- Exceeded Nicotrol Inhaler/Spray sales volume by 160% in 2004 and 146% to plan in Q4 2005.
- Utilized competitive insights as Market Factor Specialist to enhance District performance by coordinating Extra Listerine Lecture Program.
Retail Representative
PFIZER/WARNER LAMBERT CONSUMER healthcare
Tyler, TX
01.1997 - 12.2000
- Secured product placement by selling-in displays and merchandising Warner-Lambert consumer healthcare products like Zantac, Benadryl, and Sudafed to grocery, drug, Wal-Mart, and Target retailers.
- Achieved 100% distribution by cutting in new items and adding authorized products to store shelves, ensuring optimal product visibility.
- Increased sales volume by gaining store commitments for promotions and driving customer awareness through secondary product placements.
Education
BBA - Marketing
The University of Texas At Tyler
Tyler, TXSkills
- Territory and account management
- Sales closing
- Revenue generation
- Territory growth
- Sales presentations
- Data-driven decision making
- Promotional compliance
- Customer relationship management
- Team leadership
- Market analysis
- Customer management
- Data analysis
- PowerPoint
- Team building
- Problem solving
- Goals and performance
- Sales forecasting
- Sales strategy
- Staff hiring and evaluations
Technology Skills
- Microsoft Office 365 (PowerPoint, Excel)
- Nielsen
- IRI
- Power BI
- Retail Reporting Software (Touch 2.0)
Timeline
Territory Sales Manager
MARS WRIGLEY
01.2024 - Current
Customer Retail Manager
KRAFT HEINZ
01.2021 - 12.2023
Territory Sales Manager
MARS WRIGLEY
01.2014 - 12.2021
Retail Supervisor
ADVANTAGE SOLUTIONS
01.2011 - 12.2014
Retail Sales Merchandiser
ADVANTAGE SOLUTIONS
01.2011 - 12.2012
Lead Sales Merchandiser
SCOTTS MIRACLE-GRO
01.2010 - 12.2011
Marketing Representative
ANGMAR HOLDINGS, INC.
01.2009 - 12.2009
Senior Technical Sales Consultant
Bayer ANIMAL health
01.2006 - 12.2008
Senior Healthcare Representative
PFIZER/WARNER LAMBERT CONSUMER healthcare
01.2000 - 12.2006
Retail Representative
PFIZER/WARNER LAMBERT CONSUMER healthcare
01.1997 - 12.2000
BBA - Marketing
The University of Texas At Tyler