Thomas Zappa
Minnetonka,MN
Summary
Results-driven professional with a robust background in the consumer packaged goods sector. Expertise in managing broker networks and executing tailored client strategies, consistently achieving sales growth while enhancing market presence across diverse retail channels.
Overview
32
32
years of professional experience
Work History
National Sales Director / National Business Manager
Consolidated Sales Network (CSN)
Minneapolis, USA
01.2023 - 06.2025
- Sales Management of over $900+MM, with numerous CPG manufacturers and 12 entrepreneurial, independent brokers, across North America.
- Leader of all retail sales channels for over 50 clients including National Business Manager team.
- Liaised with client manufacturers and broker partners to develop tailored solutions that achieved client KPIs.
- Collaborated with Client(s), analytics insights team, and broker partners, to obtain new distribution for various CPG clients, in Grocery, Food Service, Convenience, Mass, Drug, and Specialty classes of trade.
- Created go-to-market strategy for pioneering clients, focusing on targeted onboarding, new distribution acquisition, and market share growth.
- Collaborate with cross-functional teams externally and internally to deliver forecasts, client KPI’s, sales and distribution goals.
- Led client planning process, customer strategies, and scorecards.
- Set goals and developed broker plans to implement strategies that delivered measurable results.
- Developed coordinated approach for Key Client tracking, business reviews, selling materials and trade promotion management, and implementation processes.
- Conducted business reviews to identify potential sales opportunities and strategies.
- Create key customer activity tracking and forecasting tools to maximize client manufacturers' goals and deliver superior results.
- Assist organic CPG client manufacturers in navigating and establishing distribution with the nation’s largest convenience wholesalers and distributors.
- Collaborated with client manufacturers to develop retail-focused offerings.
- Utilize Circana, CRM tools and other data analytics to build insight-based sales business plans for clients.
- Networking within national accounts, to secure all business opportunities.
- Developed training toolbox to educate new hires on CSN manufacturers and procedures.
- Coordinated internal company functions to provide the highest level of customer service to all accounts.
Business Development Manager – Central Region
Kenny’s Candy & Confections
Perham, USA
02.2020 - 08.2022
- Managed broker network of 8 food marketing companies across Eastern and Central regions, including national accounts UNFI/SUPERVALU, Cub Foods, Core-Mark, McLane, Menards, Holiday Stores, SpartanNash, Meijer, Schnuck’s, and numerous independent accounts.
- Executed product sales strategies, managing sales growth profit of at least +8% year over year.
- Manage territory size of over $18MM.
- Networking within national accounts, to secure all business opportunities.
- Work with Customers and Brokers to launch new item innovations each year.
- Conducted business reviews to assess opportunities for sales.
- Improved internal functions to enhance customer service across all accounts.
- Proven track record of working KPI’s and achieving target growth as outlined by the company.
- Excellent interpersonal skills and a proven track record of growing business within large accounts.
National Account Manager
Unique Beverage Company, LLC.
Everett, USA
10.2013 - 09.2018
- Managed a broker network of over 13 food marketing companies across the Eastern and Central regions of the United States, including National Accounts such as Target, UNFI/SUPERVALU, SpartanNash, Core-Mark, McLane, Kroger Convenience, WaWa, Sheetz, Meijer, Wegmans, Topps, and various independent wholesalers, distributors, and retailers.
- Excellent interpersonal skills and a proven track record of growing business within large accounts.
- Facilitated discussions with customer stakeholders to align on strategic business objectives, enhancing collaboration and driving mutual growth.
- Conducted business reviews to identify and assess sales opportunities, contributing to overall account performance.
- Proven track record of working to KPIs and achieving target growth as outlined by the company.
- Investigated and resolved queries and issues raised by national accounts, ensuring timely solutions and maintaining strong client relationships.
- Conducted regular bi-weekly and monthly meetings with all sales personnel.
- Monitoring incoming orders to ensure orders are fulfilled.
Business Manager
Impact Group/Mueller Yurgae Associates
Minnetonka, USA
06.2010 - 10.2013
- 2010 Sales Results over $10.3 MM. Growth of +17%
- Managed support staff of 15 across headquarters, retail, and administrative functions.
- Marketed and promoted diverse product line to extensive customer base.
- Called on customers such as: Supervalu, Target and SpartanNash companies.
- Acted on behalf of clients such as Kidsmania, KLN Family Brands, Just Born Inc., Blue Diamond Growers, Jack Links, Giant Snacks, Ghirardelli, Mondelez, and many other confection and snack manufacturers.
- Collaborated with over 20 independent food brokers to convey customer programs.
- Research new and exciting products, manufacturing concepts and market trends.
- Facilitated interviews with prospective clients to assess fit and qualifications.
Business Manager
CROSSMARK Sales & Marketing
Edina, USA
10.2007 - 05.2010
- Primarily responsible for marketing and promoting an intricate and diverse line of products to a vast customer base including UNFI/SUPERVALU, Target and SpartanNash.
- Achieved 18% increase in dollar volume growth for Reckitt Benckiser in 2009 compared to 2008.
- Increased seasonal display ACV with one client by 30% in 2009 compared to 2008.
- Total line sales for 2009 exceeded $85 million.
- Managed two of the top five clients within CROSSMARK.
- Key clients included Reckitt Benckiser, DPSG, The Clorox Co., B&G Foods, Musselman’s Applesauce, The Topps Company, Perfetti Van Melle, AIPC Pasta Company and Newman’s Own Organics.
- Completed quarterly planning for all customers to achieve sales and quota goals.
- Planned and facilitated bi-monthly customer calls to present new items, promote opportunities, evaluate overall category performance.
- Provided clients with in-depth knowledge of product lines.
- Facilitated successful training program for entire office staff on new Target Partner’s Online procedures.
- Utilized multiple display vehicles tailored to the clients’ needs along with increased promotion and depth frequency.
Vice President/Business Manager
CA Carlin
Minneapolis, USA
10.1993 - 09.2007
- Grew overall sales of 16% to $4.4 MM in 2006.
- Boosted sales performance by implementing retail incentive programs.
- Executed marketing and promotion strategies for a diverse line of products to key customers such as Target, Supervalu/Albertson’s, Cub Foods, Nash Finch Company, and Lund Food Holdings.
- Managed three of the top ten clients with the organization.
- Served key clients including Cadbury Adams, Ricola USA, Newman’s Own Organics, Neoteric Cosmetics, Scotts Liquid Gold, Pearson’s Candy Company, Ferrero Rocher, and RM Palmer.
- Accelerate and attain complete customer satisfaction.
- Research new and exciting products, manufacturing concepts and market trends.
- Provided business reviews for senior management.
Education
Bachelor’s Degree - Business Management, Business Education
Saint Cloud State University
Saint Cloud, MN01-1989
Skills
- Business Development
- Sales strategy
- Key account management
- Consultative Selling
- Client management
- Forecasting
- Customer relationship management
- KPI analysis
- Data analytics
- Cross-functional collaboration
- Strategic Leadership
- Performance Management
- Negotiation skills
- Effective communication
- Presentation skills
- Communication skills
- Communication skills
References
Available upon request
Timeline
National Sales Director / National Business Manager
Consolidated Sales Network (CSN)
01.2023 - 06.2025
Business Development Manager – Central Region
Kenny’s Candy & Confections
02.2020 - 08.2022
National Account Manager
Unique Beverage Company, LLC.
10.2013 - 09.2018
Business Manager
Impact Group/Mueller Yurgae Associates
06.2010 - 10.2013
Business Manager
CROSSMARK Sales & Marketing
10.2007 - 05.2010
Vice President/Business Manager
CA Carlin
10.1993 - 09.2007
Bachelor’s Degree - Business Management, Business Education
Saint Cloud State University