Scott F. Obici
Annapolis,MD
Summary
Highly experienced food-service professional with a diverse background spanning distributor street sales to managing high-level national accounts. Expertise in negotiation and executing large contracts with management companies such as Sodexo, Aramark, and Compass/Foodbuy. Consistently achieve maximum compliance by effectively mining non-commercial supplied data. Skilled in group account platform intricacies, successfully negotiating multiyear contracts with Network Services, Unipro, and Afflink. Proficient in Microsoft Office tools, Blacksmith, and CRM contact management software to streamline operations and drive success in any food-service environment.
Overview
36
36
years of professional experience
Work History
Senior Director National Accounts
Eco-Products
01.2023 - 06.2023
- Increased all Non-Commercial accounts from 43MM to 187MM in 6 years
- Successfully Negotiated the first Global Packaging contact with Aramark
- Brought new engagement with the field sales team and brokers to drive compliance
- Worked with the team to database all contract management data to help ensure compliance and audit
- Drove several successful programs with large end users including Toyota , JP morgan and United Healthcare
- Negotiated exclusive sustainable products contract with Premier, and Vizient
Manager National Accounts
EMI Yoshi
12.2013 - 12.2015
- Responsible for all national, noncommercial and corporate account activities
- Management of national account broker team (chain account services)
- Successfully negotiated new contracts AirCulinaire, Schlotzsky’s Zaxbys and Ovations resulting in 1 million in incremental sales
- Efficient in leveraging national accounts to increase overall distribution sales
- Renegotiated all corporate account contracts for 2014-15
National Account Manager
D&W Finepack
01.2010 - 12.2013
- Responsible for national account distribution, all noncommercial contract management accounts, and hospitality customers
- Negotiated multi-year cutlery contract with Compass/Food buy resulting in 5.6 million in incremental sales
- Devised rollout strategy that resulted in 96% contract compliance in the first nine months
- Negotiated and managed successful incentive program with MBM resulting in 3.6 million in new product placements
- Negotiated and managed the new Steak N Shake program resulting in 1.9 million incremental new sales
Manager Contract Accounts
D&W Finepack
01.2010 - 12.2012
- Responsible for corporate account activity including Network, Unipro and Rolled out expanded net choice cutlery program with Network services resulting in
- Negotiated and managed the new "one door" program with US foods
Sales Manager Group Accounts
Sabert Corporation
01.2004 - 12.2010
- Responsible for corporate account activity and all contract management accounts
- Negotiated and managed multiyear contracts with Aramark, Sodexo, Compass/Foodbuy
- Negotiated STEPS program with Compass became exclusive vendor for all PLA bowls throughout the country resulting in 3.5 million in new business in the first 16 months
- Increased sales from 2.2 million to 9.7 million across all contract management companies in 4 years, relied heavily on supplied data to drive compliance through field sales team resulting in higher visibility and growth
- Executed contract for Network services company resulting in a $2 million increase in the first year of the contract
- Corporate account responsibilities include Afflink, Unipro, Frosty Acers, IMA, SMA and Network
- Rolled out Blacksmith trade spend software to field sales and remained a super user
National Account Manager
SCA Tissue North America
01.2001 - 12.2004
- Managed 40 million National account territory
- Increased sales from 33 million to 38 million 2002
- Executed contract with Wendy's international
- Negotiated a four-year contract with Sodexo USA, resulting in a 20% increase
- Achieved 97% compliance rate across all the Sodexo platforms during the life of the contract
- Top team performance in EBITDA % every year
Senior Account Manager
SCA Tissue North America
01.1998 - 12.2001
- Managed Three territories in 2000 each grew 15%
- Sysco and Unisource team leader for the Northeast and mid-Atlantic
- Managed 900 DSRs in six different distribution centers
- Implemented new DSR training tools resulting in higher profit per distributor
- Promoted to Senior Account Manager 2000
- Awarded Sales Rep of the year 2000
Senior Territory Manager
Alliant Foodservice
01.1990 - 12.1998
- Managed a 4 million territory in the Washington DC market
- Achieved 12% growth year over year for seven years
- Expanded sales to include top government accounts including the White House
- Promoted to Senior Territory Manager in 1997
Sales Representative
Edward Don and Company
01.1987 - 12.1990
- Expanded territorial sales 200% to 2.1 million
- Negotiated and executed a multi-unit agreement with a 21 unit chain in the Washington DC area
- (American Café)
- 2 time winner of the rep of the month award
Education
University of Maryland Baltimore
Baltimore, MDSkills
- Collaborative leadership
- Culture transformation
- Team management
Timeline
Senior Director National Accounts
Eco-Products
01.2023 - 06.2023
Manager National Accounts
EMI Yoshi
12.2013 - 12.2015
National Account Manager
D&W Finepack
01.2010 - 12.2013
Manager Contract Accounts
D&W Finepack
01.2010 - 12.2012
Sales Manager Group Accounts
Sabert Corporation
01.2004 - 12.2010
National Account Manager
SCA Tissue North America
01.2001 - 12.2004
Senior Account Manager
SCA Tissue North America
01.1998 - 12.2001
Senior Territory Manager
Alliant Foodservice
01.1990 - 12.1998
Sales Representative
Edward Don and Company
01.1987 - 12.1990
University of Maryland Baltimore
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