Summary
Overview
Work History
Education
Skills
Certification
Community Service
Timeline
Generic

ROBERT M. DITZHAZY

Trenton,MI

Summary

  • Tenacious sales leader with20+ years of CPG experience on both the broker side and the direct side of the business. Proven track record of building strong customer relationships, resulting in double-digit sales growth and increased market share. Successfully overcomes obstacles and negotiates the sale to maximize profitability. Known for building high performing sales teams and collaborating across all levels of the organization. Areas of expertise include: Channel Management
  • Convenience, Grocery, & Foodservice Channels
  • Team Leadership
  • Sales Goal Achievement
  • Product Placement & Execution
  • Market Expansion
  • Brand Development & Growth
  • Profitability & Margin Management
  • Negotiation
  • Relationship Building
  • Conflict Resolution & Problem Solving
  • Budgeting/P&L

Overview

38
38
years of professional experience
1
1
Certification

Work History

Vice President of Sales

Pathwater LLC
08.2024 - Current
  • Increased sales revenue by developing and implementing innovative sales strategies.
  • Achieved sales goals and service targets by cultivating and securing new customer relationships.
  • Secured key accounts with targeted presentations, strengthening brand reputation amongst industry leaders.
  • Developed short and long-term sales strategies to gain market share, uncover new sales opportunities and increase revenue.
  • Crafted overall account sales strategies and coordinated activities of sales executives to achieve revenue goals.
  • Navigated complex negotiations to secure favorable contracts for long-term success.
  • Improved profitability by optimizing pricing strategies and cost controls.
  • Expanded market share with aggressive prospecting and strategic partnerships.
  • Led a high-performing sales team, providing coaching, mentoring, and performance management.

Director of Sales

Pathwater LLC
01.2020 - 08.2024
  • Enhanced customer satisfaction levels by addressing concerns promptly and providing tailored solutions.
  • Achieved regional sales targets through effective territory management and relationship building with key clients.
  • Increased sales revenue by developing and implementing strategic plans and setting performance goals for the sales team.
  • Launched new products successfully into the market, coordinating marketing initiatives and comprehensive sales campaigns.
  • Established strong partnerships with industry influencers to expand brand recognition and drive business growth.
  • Managed team of sales representatives, providing guidance, coaching and support.
  • Developed high-performing sales teams through targeted recruitment, training, mentoring, and coaching activities.
  • Streamlined sales processes by identifying inefficiencies, implementing new tools, and providing training to the team.
  • Analyzed market trends to identify opportunities for product expansion, leading to increased revenue streams.
  • Managed complex negotiations with key accounts resulting in long-term contracts that bolstered annual revenue figures significantly.
  • Established ambitious sales targets, managed deployment strategies, and developed go-to-market plans to capitalize on every revenue opportunity.
  • Achieved sales goals and service targets by cultivating and securing new customer relationships.
  • Leveraged data-driven insights to adjust sales strategies in real-time, adapting to shifting market demands and competitive landscapes.
  • Coached and promoted high-achieving sales and account management employees to fill leadership positions with qualified staff and boost company growth.

National Accounts Manager

Nestlé Waters North America
01.2004 - Current
  • Company Overview: World’s largest water company with $5.1B in annual revenue and9K employees in the US and Canada
  • Branch of Nestlé S.A.: the #1 CPG manufacturer in the world with $100B+ in annual revenue and320K+ employees
  • Promoted to grow sales for national accounts in the Beverage Category
  • Manages $25M in annual gross sales in10 accounts
  • Oversees pricing and profit margins
  • Executes promotions, gains distribution of new items, and expands shelf space
  • Partners with top national customers on schematics for proper product placement
  • Builds internal and external relationships with retailers and corporate senior sales/marketing leaders
  • Key clients included: McLane Corporate (largest wholesaler in the US), Speedway, Cumberland Farms, Travel Centers of America, Casey’s, Holiday Stations, Kum & Go, Pilot, Kwik Trip, Thornton’s, and Circle K
  • Regained distribution with Casey’s, one of the largest C-Store accounts in the Midwest region, by overcoming objections, repairing the client relationship, and negotiating the contract (2012)
  • Secured new account with Speedway, the3rd largest C-Store chain in the US with4K C-Stores nationwide, by overcoming the customer’s concern that Nestlé would negatively impact Speedway’s private label sales
  • Consistently grew customer accounts year over year and met/exceeded all internal sales objectives
  • Midwest Regional Sales Manager2006-2009: Managed sales of6M cases
  • Hired, trained, and led11-member C-Store and Foodservice Sales Teams
  • Achieved sales goals through new business development and strategic relationship building with key customers
  • Collaborated cross-functionally to maximize profitability
  • Negotiated an innovative corporate sponsorship of the Summer Concert Series at Meijer Gardens
  • Increased Nielsen share points by10 in Midwest C-Store, more than doubling share within2 years, by leading team to grow new distribution
  • Network Manager – Midwest Region2004-2006: Called on C-Store and food service wholesalers to secure new distributions
  • Controlled P&L for25 customers
  • Managed promotions
  • Succeeded in gaining new distribution in wholesalers, contributing to growth of C-Store business
  • Promoted to Midwest Regional Sales Manager

C-Store State Director, Michigan Region

CROSSMARK
01.2001 - 01.2004
  • Company Overview: National CPG broker with $1B in annual revenue and40K employees
  • Oversaw $20M P&L for Convenience class of trade
  • Hired and supervised15-20 employees
  • Managed high profile client accounts with key manufacturers, including Absopure Water, Dean Foods (Hershey Milks), Ferrero USA, Topps Candy, Sara Lee, Foreign Candy, and Nonni’s Food Company
  • Catapulted C-Store business from $400K to $3M
  • Earned Broker of the Year, Ferrero USA, in2003
  • Gained distribution of Absopure Water in key distributors by leveraging strategic relationships
  • Produced double-digit sales growth each year for Topps Candy

Director Of Convenience

Marketing Specialists, formerly Paul Inman Associates
01.1987 - 01.2001
  • C-Store State Director, Grand Rapids
  • Grocery Account Executive, Detroit
  • C-Store Sales Manager, Detroit
  • HBA/General Merchandise Supervisor, Detroit
  • Retail Merchandiser, Detroit

Education

Some College (No Degree) - General Studies

Oakland Community College
Novi, MI

Skills

  • Hydro Database
  • Gateway360
  • Microsoft Office
  • Spins
  • Nielsen
  • IRi

Certification

  • Master the Art of Negotiation
  • The GAP Partnership
  • Numerous Internal Trainings on Management, Conflict Resolution, Sales Growth, and More
  • ILearn, Nestlé

Community Service

Nestlé, 2004, Present, Volunteer at Community Events through Nestlé,2004-Present

Timeline

Vice President of Sales

Pathwater LLC
08.2024 - Current

Director of Sales

Pathwater LLC
01.2020 - 08.2024

National Accounts Manager

Nestlé Waters North America
01.2004 - Current

C-Store State Director, Michigan Region

CROSSMARK
01.2001 - 01.2004

Director Of Convenience

Marketing Specialists, formerly Paul Inman Associates
01.1987 - 01.2001

Some College (No Degree) - General Studies

Oakland Community College

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