Shelly Skelton
Nashville,TN
Summary
Accomplished Client Management professional with a record of success selling, problem solving and leading cross functional teams within established key customer accounts Proven success guiding wholesalers and retailers in the selling and promoting of national brands. Experienced project manager with the ability to align cross functional teams Sales solution provider, able to quickly assess and utilize the appropriate response to meet the specific needs of the customer. Consistently exceed development goals and receive recognition for top performance.
Overview
20
20
years of professional experience
Work History
Client Experience Manager
Vestcom
01.2018 - Current
- Manage a team of 25 in various roles to serve the needs of a large retail client. Act as onsite liaison to facilitate communication between internal teams and the client. Manage enhancement project using Workfront.
- Manage the interview and hiring process for a growing team
- Create department budget and manage expenses
- Manage enhancement projects to better serve the customers
- Work with IT, Sales, Data Analytics, and Operations to deliver client satisfaction
Local Chain Account Manager
Coca-Cola Bottling Co. Consolidated
01.2015 - 01.2018
- Manage Coca-Cola portfolio in 8 regional chain convenience store accounts across Tennessee, Kentucky, and Alabama. Meet with decision makers to align business goals. Plan for cold vault and warm space resets and growth using scan data and consumer insights. Sell in incremental displays to support marketing initiatives. Communicate with the pricing team to create monthly pricing letters. Plan incentive programs with individual accounts. Conduct account and market surveys.
- Signed and executed Coke preferred programs in large regional accounts
- Participated in the coaching and development of sales team members
- Increased DNGP from $1,720,304 to $1,881,325 within total accounts from 2016 to 2017
- Increased volume by 16% from 2016 to 2017
Territory Sales Manager
R.J. Reynolds Tobacco Co.
01.2008 - 01.2015
- Manage marketing and customer accounts for all RJR products in 130 outlets including convenience, drug, value, and grocery. Execute contracts and call on all contracted outlets and chain accounts on a monthly basis, addressing any sales needs. Launch new products and facilitate new and ongoing promotions. Order and manage all POS for customers, as well as setting price points and offering assistance with pricing strategy to customers. Promote and maintain company merchandising initiatives and conduct regular consumer engagements. Train new sales representatives and complete all company-required expense reports. Use critical selling skills to execute new product and initiative launches.
- Increased overall volume for Grizzly by 15% 2014 to 2015.
- Increased overall market share for the Pall Mall brand by 2.11% from 2010 to 2015.
- Created chain-specific inventory management program for moist category.
- Provided training in all areas for new employees.
- Managed chain and wholesale operations from the local level.
- Worked with wholesale management and representatives to ensure execution of planned promotion volume
- Completed Critical Selling Skills and Account Management Excellence certification
- Completed analysis of outlet inventory levels and recommended streamlined monitoring and inventory control methods.
- Served on Regional advisory board
Promotion Specialist, MillerCoors LLC Products
Team Enterprises (an MDC Partners Company)
01.2006 - 01.2009
- Provide marketing support to MillerCoors LLC Products, including gathering and organizing consumer data for use in promotional campaigns. Direct market to consumers by educating them about beverage attributes and current promotions. Offer samples to consumers and gather feedback during promotional events.
- Interviewed, hired, and managed the promotions team.
- Created and maintained a schedule of promotional events.
- Allocated monthly budget for consumer engagement events
- Acted as onsite team lead for special promotional events like concerts and NASCAR races.
Education
Bachelor of Science - Political Science-Pre-Law
Middle Tennessee State University-Murfreesboro
Murfreesboro, TN08.2008
Skills
- Key Account Management
- Business Development
- Merchandising Management
- Contract Negotiation
- Marketing
- Consultative Selling
- New Product Roll Out
- Sales Analysis and Reporting
- Team Building
- Market Analysis
- Space Management
- Leadership
- Project Management
Timeline
Client Experience Manager
Vestcom
01.2018 - Current
Local Chain Account Manager
Coca-Cola Bottling Co. Consolidated
01.2015 - 01.2018
Territory Sales Manager
R.J. Reynolds Tobacco Co.
01.2008 - 01.2015
Promotion Specialist, MillerCoors LLC Products
Team Enterprises (an MDC Partners Company)
01.2006 - 01.2009
Bachelor of Science - Political Science-Pre-Law
Middle Tennessee State University-Murfreesboro
Section name
~Earning Trust, Building Relationships, and Serving Clients~