Sean Quintana
Kellanova
McKinney
20
years of professional experience
Talented and motivated business professional with an aspiration to explore the open Senior Director, Omni Channel-Retail opportunity. Experience includes 20 years of management and sales experience, 17 years of national account experience, six years of sales operations experience, and two years of consulting experience. Relevant job experiences include developing and implementing organizational strategies, leading multiple sales/operations teams to consistent superior results, integral sales team member of the product supply chain team, making store level/regional/national sales calls. Proficient in Microsoft Office and internet applications.
Results-driven leader adept at guiding high-performing teams and implementing strategic initiatives to drive business success. Known for fostering collaborative environment and achieving measurable milestones. Exhibits strong leadership and adaptability to changing business needs.
Work History
Senior Director of Sales
2 Years 9 Months- Lead National Account Executives, Account Managers, Broker Managers, and Distributor Managers to deliver the strategy and growth of our customers within Small Format (C-store) and eCommerce platforms, which will deliver over $300 million in GSV (2026) and projected growth of +3.7%
- Define and align the 3-year and 5-year innovation strategy for our core brands as well as white space opportunities, such as foodservice in c-store while challenging our internal teams to improve innovation launch windows between channels (grocery and c-store launch timeframe within 90 days)
- Partner with Commercial Strategy, Insights, Category and Analytics teams to leverage data and insights which will help to shape selling story for our customers which will elevate the categories our brands lead
- Lead Omni-Commerce strategy within the Small Format channel by co-developing learning plan for sales teams around Digital Shelf, Loyalty, Last Mile Delivery, and Retail Media Networks to determine how to better partner with customers in alignment with our Strategic Customer Matrix (Transactional/Strategic/Immersive Customer)
- Collaborate with Acosta Van Program to launch program across the US which will provide greater engagement with our Independent C-store customers with enhanced distribution and selling programs designed to grow our Core 40 sku distribution within the Tier 3 customer set
- Improve trade spend efficiency through historical promotional analysis, leveraging RGM analysis, and utilizing seasonal impacts which will allow the Sales Account Teams to reallocate and reinvest promotional funds against positive ROI generating activity
Team Leader, Indirect
1 Year 10 Months- Lead high performing team of Broker Managers, Senior Customer Managers, and Distributor Managers to lead the strategy and growth of our customers within Natural Channel, Small Format (C-store/Drug), Grocery, Distribution, and Digital Commerce, which will deliver our 1/3/5 year strategy
- Execute new Scope of Work agreements with our Broker partners Acosta and Advantage to drive mutual goals, deliver greater organizational flexibility, create functional capabilities within key departments, and best-in-class collaboration sessions (2x/year)
- Partner with Finance/SDL/Broker teams to create tool to leverage data and insights which provides all Account teams with visibility to current trends and devise plans to close distribution gaps
- Lead OneMars agenda for all Omni-Channel Pure-Play and Services partners which provides greater resources for all Mars segments, leverages Mars Inc. buying power, and drives collaboration among Mars Inc. assortment that enhances consumer shopping experience
- Collaborate with internal teams as part of Pricing Counsel to lead and execute two pricing actions in market which drive our price pack architecture that will fuel our current and future growth through improvement of MAC shape by 39% (vs PY)
- Create excitement for the region and global teams around our 2024+ C-store, Regional Grocery, and Natural Channel action plans which will help deliver over $80M incremental NSV toward our 2025 Mars Ice Cream US contribution (over 50% of the Global Ice Cream business)
- Lead the business transformation of over $155M NSV in 2023, with 200 bps reduction in trade, improvement in MAC by 300 bps over plan, restoration of operational excellence through forecast improvement (101% to DSRM plan), and delivering +8% NSV growth (vs plan 2.7%)
Customer Business Leader, National C-Store
3 Years 2 Months- Lead the National C-Store customer relationships to drive growth of +16% YOY (Rest of Industry +8.2%) through ensuring our core business goals, new item distribution, promotional strategies, and key marketing programs align with customer key initiatives
- Create new equipment and distribution platforms which provide Mars Wrigley Confectionery the opportunity to better partner with our C-Store customers and drive growth of +$8M in 2021
- Collaborate with customers’ HQ buying team to retain core sku business while also driving distribution on new items (avg. +4) for 2021 which has delivered +16% growth YOY
- Partner with Category Management team to create best in class/retailer-specific planograms which optimize the assortment, drive true category growth, and deliver on customer/internal growth expectations
- Collaborate with Shopper Marketing, Customer Marketing, and Brand teams to bring key marketing programs to life in store, which exceeded benchmarks by 2.5x vs plan
- Partner with Distributor and Broker Teams to ensure aligned goals, strategies, customer communication (retail/distributor), while sharing best practices to improve in market conditions/performance
- Continue to explore additional opportunities to expand our reach “Outside of the Box” by leveraging high volume/traffic categories to cross promote, increase consumer touch points (affinity tie-ins), and place our high velocity/margin sku’s in high traffic locations via new merchandising solutions
National Account Manager
2 Years 9 Months- Lead the business turnaround of one of our largest vet pillar accounts, collaborating with senior leaders with our third largest account to make Royal Canin the nutritional resource for their member hospitals to deliver 19% growth
- Drive our exclusive nutritional partnership with Strategic Key Customers to deliver 17% and 21% growth respectively
- Execute our three key priorities/strategies to deliver double digit growth through our Core 5+ categories and online pharmacy partners
- Collaborate with our field sales team to execute the key national account initiatives to deliver our aligned growth targets and KPI’s
- Spearhead discussions with key internal stakeholders to secure alignment on customer and organizational initiatives/priorities
- Partner with our online pharmacy Key Account Managers to align account strategies and develop plans to drive online pharmacy message and activities
- Collaborate with our online pharmacy partners to deliver a consistent message which will help drive utilization of an online store through educating hospitals on industry consumer trends
- Lead MBR, QBR and JBP discussions with Strategic Key Customers to ensure all aligned goals/activities are being delivered
- Partner with Royal Canin marketing team to create Royal Canin community page to interact with veterinary community and provide 4,500+ members with Royal Canin content
- Partner and create digital planograms with our key partners to extend the shelf through our customer’s online stores which will help drive our key categories and expand portfolio assortment
Account Manager, PetSmart Team
2 Years 10 Months- Grow overall cat business in 2014 by 8% GSV and POS growth
- Grow the overall cat business in 2013 by 8.5% GSV growth, by working with Petsmart and Nutro retail sales team on missed opportunities, and leveraging additional opportunities to drive sales volume
- Develop and execute inventory mitigation plan which provides company savings of $700,000; Reallocate savings to secure third shelf for Max Cat in all stores and developed a Nutro first to market cat tray which has increase units sold per transaction
- Collaboratively design permanent, Nutro exclusive gravity feed can fixtures with PetSmart, which we have placed in 95% of all stores which generated $2.4M in additional GSV
- Negotiate and secure four incremental displays for 2014 versus 2013 by providing in-depth analysis on missed opportunities which will generate $3.1M GSV with projected growth of $6.5M in GSV in 2014
- Develop new retail strategies which included the creation of two innovative display concepts implemented and executed in Pet Specialty in 2013 and 2014
- Provide leadership and facilitate collaboration between marketing team and senior management on the Natural Choice Cat re-launch dry and wet portfolio, while securing full distribution to successfully generate an additional $3.6M in GSV
- Develop strategic account plans, build, and maintain customer relationships, and create joint business plans that align Nutro strategic initiatives with customer goals to create a collaborative partnership
- Working with activity management, marketing, finance, supply, and sales planning teams as the sales account lead to ensure flawless execution of key product launches
- Provide direction and insights to management and account teams from other Mars PetCare business units-on sell in strategies for shelf concepts and display vehicles to execute in market
Team Leader, Corporate Accounts
1 Year- Lead our corporate and key account managers to develop nutritional strategies and activities which will drive market share and leadership in our three key categories
- Collaborate with our field sales, marketing, and supply leaders to align and support our national strategic initiatives that will drive growth
- Develop the overall corporate account agreements and growth metrics to drive company growth, which has delivered an additional $7.5M in top line sales in 2015
- Provide account plans to our senior leaders on our monthly sales results, account support, category compliance, and market level events and execution
- Collaborate with our accounts to create programs, activities, and promotional planning and execution while aligning our organizational and customer expectations
- Create internal planning process and help lead and facilitate with account managers collaborative joint business planning with customers
- Utilize GfK and Nielsen data to create plans to drive key focuses built on consumer trends and forecasts
- Ensure account team manages account specific trade budgets while also ensuring we exceed our profitability/cash goals
District Sales Leader
1 Year 3 Months- Supervise, lead, and train team of sales representatives to exceed sales plan through proper merchandising execution and maintaining business relationships in multi-million dollar territory
- Develop and implement new processes to decrease out of stock performance in Safeway, Fry’s and Wal-Mart by 40% state-wide
- Design, train, and execute sales plan to place over 50 pieces of incremental cold equipment throughout 250 store territory
- Mentor future District Sales Leader candidate through development and coaching, while creating a guideline for candidate to reach milestones through market execution and peer leadership opportunities
- Lead the Arizona market in ice cream growth at 3.6% and pizza at 12.8% while leading the largest area in the Arizona market in sales revenue
District Sales Leader
4 Years 9 Months- Supervise, lead, and train team of sales representatives to exceed sales plan through proper merchandising execution and maintaining business relationships in multi-million dollar territory
- Mentor four sales representatives and six sales associates through coaching and development plan where all associates were promoted to District Sales Leader upon completion of their program
- Develop top ten Sam’s Clubs performance in company through streamlined merchandising standards and market development growing sales 27% over prior year for two consecutive years
- Design account-specific planogram guide for sales team which was implemented at regional level in Frito Lay that aligned local level initiatives with national initiatives to increase sales by eight percent in 2008
- Project leader responsible for collaborating with operations team to improve new item distribution by developing process improvements that maximizes shelf life and reduces unsaleables
- Collaborate with senior management and account managers to implement plans to exceed sales plans
- Evaluate prior business results and trends to accurately forecast consumer needs to optimize profitability
- Design client-specific sales presentations to strategically leverage promotions through negotiation
Education
B.S. - Administrative Management
Master of Business Administration
Skills
Collaborative leadership
Cultural transformation
Team building and motivation
Data analytics
Innovation management
Decision-making
Process improvement
Strategic planning
Team management
Operations management
Business strategy
Goal setting
Financial oversight
Accomplishments
- McKinsey Leadership Management Accelerator
- Leading People for Positive Results
- Negotiation
- Crucial Conversations
- Crucial Confrontations
- Complete Skilled Negotiator
- Board of Directors The Ice Cream Association (2021-2023)
- Horizon Awards 3x
- KIND Frozen: Whole Foods
- P&L Management: Distribution Contracts
- Leadership
Timeline
Senior Director of Sales
Kellanova
11.2023 - CurrentRead More
Team Leader, Indirect
Mars Wrigley Confectionary
01.2022 - 11.2023Read More
Customer Business Leader, National C-Store
Mars Wrigley Confectionary
10.2018 - 12.2021Read More
National Account Manager
Mars Inc.-Royal Canin
01.2016 - 10.2018Read More
Team Leader, Corporate Accounts
Mars Inc.-Royal Canin
01.2015 - 01.2016Read More
Account Manager, PetSmart Team
Mars Inc.-PetCare, Specialty
03.2012 - 01.2015Read More
District Sales Leader
Nestle USA
12.2010 - 03.2012Read More
District Sales Leader
Frito Lay
03.2006 - 12.2010Read More
Webster University
Master of Business Administration
Read More
Missouri State University
B.S. from Administrative Management
Read More
Training, Industry Board and Awards
- McKinsey Leadership Management Accelerator
- Leading People for Positive Results
- Negotiation
- Crucial Conversations
- Crucial Confrontations
- Complete Skilled Negotiator
- Board of Directors The Ice Cream Association (2021-2023)
- Horizon Awards 3x
- KIND Frozen: Whole Foods
- P&L Management: Distribution Contracts
- Leadership