Open To Work
Susan L. Davis
Flower Mound,Texas
Summary
Dynamic leader with a proven track record at Reddy Ice, achieving a 6.7% revenue increase through strategic planning and execution. Expertise in revenue growth and team management, emphasizing new business acquisition and data-driven decision making. Skilled in fostering collaboration and delivering exceptional results.
Overview
35
35
years of professional experience
Work History
Strategic Account Director
Reddy Ice
Flower Mound, USA
06.2025 - Current
- Led national account team for key customers including Costco, HEB, Sprouts, Whole Foods, and various retailers, driving strategic relationships and account growth.
- Restructured pricing program, resulting in 6.7% revenue increase across customer accounts by aligning pricing strategies with market demand.
- Acquired three airport catering facilities, enhancing service offerings and market reach.
- Developed complete DSD program to manage summer volume, reducing out-of-stock (OOS) rates from 11% to 3%, improving product availability.
Team Lead
Primo Brands (Formerly Nestle Waters)
Flower Mound, USA
07.2023 - 12.2024
- Led central US and East Coast convenience team for Pilot/Flying J, Wawa, Sheetz, and Casey's to align regional strategy with corporate objectives.
- Increased Pilot/Flying J sales by 14% within one year.
- Boosted Sheetz sales over 19% YTD by removing competitors and installing dock lockers at 300 stores.
- Developed digital media plans with Casey's and Wawa for 100 Days of Summer and World Series events to maximize brand visibility.
- Strategic analysis of water category creating a 10% lift in the category and 17% lift for Primo.
- Exhibited commitment to excellence and professionalism while modeling company values.
Sales Director
Darrell Lea Confectionary Company
Flower Mound, USA
07.2021 - 06.2023
- Increased Costco sales from $749K to $2.4M, representing a 220% increase
- Increased revenue for mass/club/c-stores by 142% in '22 compared to prior year.
- Increased Wal-Mart store count from 457 to 887 from August '22-March '23, representing a 94% increase in points of distribution
- Led sales and broker teams for Darrell Lea across club, mass merch, c-store, and alternative channels to drive market presence.
- Built and trained national broker network, improving convenience store coverage and distribution reach.
- Developed new packaging for Darrell Lea licorice, facilitating 3rd quarter introduction into BJ's stores
Co-Owner
Double AA Consulting
Flower Mound, USA
01.2021 - 06.2022
- Developed boutique consulting company, enabling small CPG companies to establish presence in retail market
- Identified and pursued new business opportunities for companies, enhancing market presence.
- Developed a strategic positioning for the company to differentiate itself from other “brokers”
- Created P&L framework for analyzing business revenue streams, enabling informed financial decisions.
- Established foundational processes to streamline business operations.
- Pecan Nation selling over $700K in varied C-Stores after launching with Double AA.
- Launched XLNT Bakeries in Super Target Deli locations, boosting product visibility and market reach. in Super Target Deli's
- Wyoming Beef launching in a 400 store test at 7-Eleven
National Account Manager Convenience Store Team
Nestlé USA
Flower Mound, USA
01.2006 - 10.2020
- Led national account business for the largest C-Store chain, 7-Eleven, and the largest US national distributor, McLane Corporation
- Launched three new beverage products for 7-Eleven, generating over $30mm in new business
- Established platform for Nestlé Professional targeting C-Store Hispanic business, generating $1.1mm in new business at 7-Eleven
- Developed culinary products for launch across 8,400 7-Eleven stores, enhancing product offerings
- Achieved consistent sales growth over five years: 41%, 37%, 32%, 18%, 12%
- Account penetration includes three corporate category managers and 45 Franchise Owner Associations, fresh food innovation team and proprietary beverage team.
- Crafted customized proposals demonstrating deep understanding of client needs and goals, strengthening client relationships
Director, National Accounts and Category Management
LSG Sky Chefs
Flower Mound, USA
01.2004 - 01.2006
- Doubled revenue from $20 million to approximately $40 million as a new Retail Services Group in 2004
- Created and implemented category management practices that increased sales and profitability, including a weekly performance tracking model for Starbucks and Super Target.
- Co-founded Retail Services Group within LSG Sky Chefs, developing new business segments, retail solutions, culinary innovation, marketing strategies, customer service enhancements, accounts payable systems, consumer-driven processes, merchandising, and category management.
- Developed new lines of retail business with Super Target, Starbucks, and 7-11, increasing market presence in foodservice.
- Proposed and won a new lunch market with Starbucks-Denver and Starbucks-Phoenix, consisting of product development, pro-forma, operations, marketing plans and launch
- Developed collaborative sales programs with Starbucks, Super Target, and 7-11, resulting in enhanced revenue streams.
- Improved team collaboration through regular communication, goal setting, and performance evaluations.
- Managed budgets effectively to ensure optimal use of resources while maintaining financial stability.
Director, Corporate Customer Development
Coca-Cola North America
Flower Mound, USA
02.2002 - 12.2003
- Re-negotiated a Preferred Vendor Agreement with Fleming to help eliminate poor business practices, saving the company over $500mm in 6 months
- Transitioned Kmart to self-fulfilling account with Fleming Corp, implementing new resources, team structure, and P&L management to enhance account performance.
- Established national account structure for Fleming Team, incorporating personnel resources, work alignments, broker structure, account strategies, and call coverage to improve operational efficiency.
- Achieved 102% of volume objective in 2002, resulting in the highest volume attainment in the Central CDT
- Enhanced team collaboration through regular communication and performance evaluations, fostering accountability and continuous improvement culture.
- Managed business plans for Fleming Corporation and Kmart
National Manager, Internet Development
Kellogg Company
Flower Mound, USA
01.1992 - 01.2002
- Led and developed the company Internet strategy for Business-to-Business and Business-to-Consumer
- Managed development and integration of e-commerce solutions, collaborating with software companies and CPG exchanges to enhance online presence
- Established Kellogg's e-retailing presence, overseeing budgets and trade promotion strategy to drive sales revenue growth
- Developed profit and loss formula for e-retailing channel, improving financial tracking and decision-making processes
- Performed an extensive consumer behavior study with Peapod and presented findings to senior management.
Category Manager
Kellogg Company
Flower Mound, USA
01.2000 - 01.2001
- Led product categories at Fleming Corporation as Category Captain, driving category strategy alignment with business objectives.
- Directed category management initiatives at corporate level for Fleming Corporation, enhancing alignment with overall business goals.
- Developed Spectra analysis for new product introductions, supporting achievement of sales targets.
Manager, Team Sales
Kellogg Company
Flower Mound, USA
01.1998 - 01.2000
- Managed nine key account representatives from Dallas to Miami responsible for $100MM in sales
- Increased ROI on average by 20% at three key accounts through the negotiation of trade structure
- Reallocated quarterly promotional dollars within team based on profitability models to optimize resource allocation.
- Co-piloted Manager, Team Sales task force to create best practices for personnel retention and motivation, enhancing team cohesion.
- Recruited and trained new employees in Southern States region, enhancing team capabilities and regional performance.
- Developed and implemented WIC special package and promotion company-wide to drive regional sales initiatives.
- Prepared and allocated budgets for the entire Southern States Region for 1999
- Facilitated a company-wide Strategic Thought Process seminar focused on analytical and strategic thinking as one of four selected individuals.
- Developed a presentation skills seminar implemented within the Southern States region
Manager, Team Sales
Kellogg Company
Philadelphia, USA
01.1997 - 01.1998
- Managed nine key account representatives across Baltimore and New York, achieving $87mm in sales performance
- Developed profitability spreadsheets to evaluate promotional trade spend effectiveness at ROI level, improving decision-making
- Led company-wide IRI database conversion as one of 10 selected individuals, streamlining data management processes
Senior Account Manager
Kellogg Company
Davenport, USA
01.1995 - 01.1996
Account Manager
Kellogg Company
Colorado Springs, USA
01.1994 - 01.1995
Account Representative/Sales Representative
Kellogg Company
Midland, USA
01.1991 - 01.1993
Education
Bachelor of Arts -
Eastern New Mexico University
Portales, NMSkills
- New business acquisition
- Revenue growth
- Strategic planning and execution
- Comprehensive business planning
- Profit and loss oversight
- Financial analysis skills
- Market analysis
- CRM proficiency
- Data-driven decision making
- Account strategy development
- Problem-solving expertise
- Revenue forecasting
Awards
- 2008 & 2014 National Chairman's Award, 7-Eleven Franchisee's
- 2008 Vendor of the Year, 7-Eleven NCASEF
- 2007 C-Store National Account Manager of the Year
- Vendor Advisory Board Co-Chairman 2013, 2017
- Board Director - National Office, Swim Across America, Charlotte, NC
- Event Director - Dallas, Swim Across America, benefiting Baylor Sammons Cancer Center
- World Wide Women’s Association
Work Preference
Job Search Status
Open to workWork Type
Full TimeSalary Range
$155000/yr - $200000/yrTimeline
Strategic Account Director
Reddy Ice
06.2025 - Current
Team Lead
Primo Brands (Formerly Nestle Waters)
07.2023 - 12.2024
Sales Director
Darrell Lea Confectionary Company
07.2021 - 06.2023
Co-Owner
Double AA Consulting
01.2021 - 06.2022
National Account Manager Convenience Store Team
Nestlé USA
01.2006 - 10.2020
Director, National Accounts and Category Management
LSG Sky Chefs
01.2004 - 01.2006
Director, Corporate Customer Development
Coca-Cola North America
02.2002 - 12.2003
Category Manager
Kellogg Company
01.2000 - 01.2001
Manager, Team Sales
Kellogg Company
01.1998 - 01.2000
Manager, Team Sales
Kellogg Company
01.1997 - 01.1998
Senior Account Manager
Kellogg Company
01.1995 - 01.1996
Account Manager
Kellogg Company
01.1994 - 01.1995
National Manager, Internet Development
Kellogg Company
01.1992 - 01.2002
Account Representative/Sales Representative
Kellogg Company
01.1991 - 01.1993
Bachelor of Arts -
Eastern New Mexico University