SUSAN L. DAVIS
Flower Mound,Texas
Summary
Versatile and accomplished sales executive with 30 years of comprehensive CPG experience with Blue Chip, Private Equity, and Business Ownership. Diversified background with a track record of delivering results. Talent for driving operational efficiency and building innovative operating models to translate customer needs into actionable strategies. Human-centric leader that delivers results by having an open-minded, positive learning attitude working with people of diverse perspectives. Collaborative leader partners with coworkers to promote engaged, empowering work culture. Documented strengths in building and maintaining relationships with diverse range of stakeholders in dynamic, fast-paced settings.
Overview
33
33
years of professional experience
Work History
Team Lead
BlueTriton Brands (Formally Nestle Waters)
Flower Mound, TX
08.2022 - Current
- Managed East Central US and East Coast Convenience team with management of Pilot/Flying J, Wawa, Sheetz and Casey’s.
- Increased Pilot/Flying J sales 14% within 1 year.
- Increased Sheetz sales over 19% YTD by eliminating competitors and installing dock lockers outside of 300 stores.
- Created digital media plans with Casey’s and Wawa to support 100 days of summer and World Series events for September and October.
- Successfully switched out unprofitable at products at Wawa with items that generated a greater ROI for both BlueTriton Brands and Wawa.
- Served as a role model for the team by demonstrating commitment to excellence, professionalism, and adherence to company values at all times.
Sales Director
Darrell Lea Confectionary Company
Flower Mound, TX
08.2022 - 07.2023
- Manage sales team and broker team for Darrell Lea with emphasis on Club, Mass Merch, C-Store and Alternative channels
- Increased Costco sales from $749K to $2.4M, representing a 220% increase
- Increased Wal Mart store count from 457 to 887 from August ’22-March ’23, representing a 94% increase in points of distribution
- Created new packaging for Darrell Lea licorice for a 3rd Qtr introduction into BJ’s stores
- Hired and developed a broker network to cover Convenience stores for national level
- Increased revenue for the Mass/Club/C-store’s in ’22 over 142% vs prior year.
Co-Owner
Double AA Consulting
Flower Mound, TX
01.2021 - 07.2022
- Developed a boutique consulting company to manage small CPG companies to achieve a presence in the retail market
- Created P&L for business based on revenue streams
- Developed a strategic positioning for the company to differentiate itself from other “brokers”
- Sought out new business for the company which resulted in: XLNT Bakeries launching in Super Target Deli’s
- Wyoming Beef launching in a 400 store test at 7-Eleven
- Pecan Nation selling over $700K in varied C-Stores after launching with Double AA.
- Established foundational processes for business operations.
National Account Manager Convenience Store Team - Dallas, Texas
Nestlé USA
Flower Mound, TX
01.2006 - 10.2020
- Led national account business for the largest C-Store chain, 7-Eleven, and the largest US national distributor, McLane Corporation
- Consistently increased sales over the last 5 years: 41%, 37%, 32%, 18% and 12%
- Named “Vendor of the Year” by 7-Eleven National Coalition of Franchisees in July 2008 and 2014
- Awarded Convention Chair Award for individual performance with 7-Eleven Franchisees
- Developed new culinary products within Nestlé for launch within all 8,400 7-Eleven stores
- Created three new beverage products for 7-Eleven resulting in over $30mm in new business
- Established a new platform for Nestlé Professional for C-Store Hispanic business creating an additional $1.1mm in new business at 7-Eleven
- Account penetration includes three corporate category managers and 45 Franchise Owner Associations, fresh food innovation team and proprietary beverage team.
- Developed customized proposals that demonstrated a deep understanding of each client''s unique needs and goals.
Director, National Accounts and Category Management - Dallas, Texas
LSG Sky Chefs
Flower Mound, TX
01.2004 - 01.2006
- Developed new lines of retail business with Super Target, Starbucks and 7-11 in foodservice
- One of three key individuals to start the Retail Services Group within LSG Sky Chefs, focused on new segments of business, retail solutions, culinary development, marketing solutions, customer service solutions, accounts payable systems, consumer driven processes, merchandising and category management solutions
- Doubled revenue from $20 million to approximately $40 million as a new Retail Services Group in 2004
- Created and implemented category management practices which increased sales, created more profitable items internally and started a weekly performance tracking model for Starbucks and Super Target
- 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 programs with Starbucks, Super Target and 7-11 to increase sales, developed expansion plans for new markets, initiated product and menu development, and developed alternative methods for achieving business goals.
- Enhanced 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 - Dallas, Texas
Coca-Cola North America-Minute Maid Division
Flower Mound, TX
02.2002 - 12.2003
- Managed business plans for Fleming Corporation and Kmart
- Established a new structure for the Fleming Team as a national account, which included personnel resources, work alignments, broker structure, account strategies, monthly processes, account planning and call coverage
- Re-negotiated a Preferred Vendor Agreement with Fleming to help eliminate poor business practices, saving the company over $500MM in 6 months
- Achieved 102% of volume objective in 2002, resulting in the highest volume attainment in the Central CDT
- Successfully transitioned Kmart from an indirect under Fleming Corp
- To a self-fulfilling account, which included new resources, team structure, P&L and 2003 business plan.
- Enhanced team collaboration through regular communication, goal setting, and performance evaluations.
National Manager, Internet Development – Dallas, Texas
Kellogg Company
Flower Mound, TX
01.2001 - 01.2002
- Led and developed the company Internet strategy for Business-to-Business and Business-to-Consumer
- Established Kellogg’s presence in e-retailing including budgets, trade promotion strategy and sales revenue
- Developed a profit and loss formula for e-retailing channel
- Managed the development and integration of e-commerce business solutions between software companies and CPG exchanges
- Performed an extensive consumer behavior study with Peapod and presented findings to senior management.
Category Manager – Dallas, Texas
Kellogg Company
Flower Mound, TX
01.2000 - 01.2001
- Directed corporate level strategic category management initiatives for Fleming Corporation
- Developed in-depth Spectra analysis for new product introductions to achieve sales targets and sales quotes
- Awarded “Category Captainship” for all categories at Fleming Corporate.
Manager, Team Sales – Dallas, Texas
Kellogg Company
Flower Mound, TX
01.1998 - 01.2000
- Managed nine key account representatives from Dallas to Miami responsible for $100MM in sales
- Recruited and trained new employees within the Southern States region
- One of four persons selected to facilitate a company-wide Strategic Thought Process seminar directed towards analytical and strategic thinking
- Co-piloted Manager, Team Sales task force to create best practice approach in retaining and motivating personnel
- Prepared and allocated budgets for the entire Southern States Region for 1999
- Developed a presentation skills seminar implemented within the Southern States region
- Reallocated quarterly promotional dollars within the team based on current profitability models
- Increased ROI on average by 20% at three key accounts through the negotiation of trade structure
- Created a WIC special package and promotion implemented throughout the company.
Manager, Team Sales – Philadelphia, Pennsylvania
Kellogg Company
Philadelphia, PA
01.1997 - 01.1997
- Managed nine key account representatives from Baltimore to New York responsible for $87MM in sales
- Developed profitability spreadsheets to evaluate all promotional trade spend at the ROI level
- One of 10 individuals selected to lead a company-wide Information Resources Incorporated (IRI) database conversion.
Senior Account Manager – Davenport, Iowa
Kellogg Company
Davenport, IA
01.1995 - 01.1996
Account Manager – Colorado Springs, Colorado
Kellogg Company
Colorado Springs, CO
01.1994 - 01.1995
Account Representative/Sales Representative – Midland, Texas
Kellogg Company
Midland, TX
01.1992 - 01.1993
Education
Bachelor of Arts -
Eastern New Mexico University
Portales, NMSkills
- Team Leadership
- Time Management
- Verbal and written communication
- Complex Problem-Solving
- Strategic Planning
- Project Management
- Customer Relationship Management (CRM)
- Sales management
- Business Development
- Business Planning
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
- 1995 Golden K Winner - Chicago Division, Key Account
- 1994 Golden K Winner - Denver Division, Retail
- Board Director - National Office, Swim Across America, Charlotte, NC
- Event Director - Dallas, Swim Across America, benefiting Baylor Sammons Cancer Center
Timeline
Team Lead
BlueTriton Brands (Formally Nestle Waters)
08.2022 - Current
Sales Director
Darrell Lea Confectionary Company
08.2022 - 07.2023
Co-Owner
Double AA Consulting
01.2021 - 07.2022
National Account Manager Convenience Store Team - Dallas, Texas
Nestlé USA
01.2006 - 10.2020
Director, National Accounts and Category Management - Dallas, Texas
LSG Sky Chefs
01.2004 - 01.2006
Director, Corporate Customer Development - Dallas, Texas
Coca-Cola North America-Minute Maid Division
02.2002 - 12.2003
National Manager, Internet Development – Dallas, Texas
Kellogg Company
01.2001 - 01.2002
Category Manager – Dallas, Texas
Kellogg Company
01.2000 - 01.2001
Manager, Team Sales – Dallas, Texas
Kellogg Company
01.1998 - 01.2000
Manager, Team Sales – Philadelphia, Pennsylvania
Kellogg Company
01.1997 - 01.1997
Senior Account Manager – Davenport, Iowa
Kellogg Company
01.1995 - 01.1996
Account Manager – Colorado Springs, Colorado
Kellogg Company
01.1994 - 01.1995
Account Representative/Sales Representative – Midland, Texas
Kellogg Company
01.1992 - 01.1993
Bachelor of Arts -
Eastern New Mexico University
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