Experience

Oratium

• United States
• Professional Training and Coaching
• 1 - 100 Employee

• Chief Sales Officer

  • Aug 2022 - Present



John B. Sanfilippo & Son, Inc.

• United States
• Food and Beverage Manufacturing
• 300 - 400 Employee

• Senior Vice President, Consumer Sales

  • Apr 2010 - Aug 2022

  Manufacturer of nut and trail mix products including Fisher, Orchard Valley Harvest, and Squirrel national brands and leading retailer brands across all sales channels. Manages $812M in annual business consisting of both National and Private Brands. Leads a 16-person team consisting of a Vice President, Senior Director of Sales, Trade Analyst and 13 Business Managers calling on the Grocery, Mass, Ecommerce, Drug, & Military channels. • Built Fisher Recipe Nuts into the #1 national brand by overcoming a 26-pt. share gap vs. Diamond of California. Leveraging insights, we developed packaging freshness innovation and a usage campaign focused on taking the mystery out of using nuts in everyday meals. This led to increased household penetration, buy rate, and loyalty, delivering +25% cat. growth and +59% Fisher Recipe growth over a 3-year period. • Grew Orchard Valley Harvest into the fastest growing brand in produce. Delivered +26.1% CAGR over a 7-year period by expanding distribution, launching new items, improving merchandising, and developing more effective/efficient trade promotions.• Enhanced Private Brands value proposition as the best-in-class customer problem solvers. Delivered +17.9% CAGR over a 7-year period by redefined Business Managers as general managers with the skills and capabilities to negotiate pricing, reverse engineer product formulations, manage development timelines, and facilitate new product innovation. • Lead partner in crafting our “Nurture Capital” mergers and acquisitions strategy. Established and led our strategic and philanthropic relationship with Family Farmed and the Good Food Accelerator. • Led the successful sales integration of our acquisition of Squirrel and Hunter Mix brand premium nuts and snack mixes.• Promoted the development and advancement of underrepresented groups in my team (56% gender diversity) through professional development training and investing in external programs to support individual development.



The Hain Celestial Group

• United States
• Manufacturing
• 700 & Above Employee

• Vice President Sales, Snacks

  • 2008 - 2010

  Leading natural and organic products company with well-know brands such as Celestial Seasonings, Earth’s Best, Alba Botanica, Sensible Portions and Yves brands. Managed a $110M business selling Terra, Garden of Eatin’ and Little Bear natural & organic brands. Led an 8-person team managing a three-tier sales and merchandising distribution system with specialty brokers and distributors. • Turned around Terra and Garden of Eatin’ brands by developing a comprehensive marketing & sales revitalization plan. Implemented a short-term retrenchment game-plan to bridge the launch of the “new” long-term strategy. • Upgraded talent and realigned brand priorities by collaborating with Marketing to reorganize the marketing team. Reallocated both trade and marketing investments to support growth of more profitable, strategic brands.



Pepperidge Farm

• United States
• Manufacturing
• 700 & Above Employee

• Customer VP - Central Region

  • 2000 - 2006

  Leading manufacturer of premium food brands including Swirl and Farmhouse breads, Milano cookies, Goldfish crackers and Pepperidge Farm frozen desserts. Led a direct store delivery (DSD) sales team of seventy-nine people responsible for managing over 700 independent Biscuit and Bakery distributors covering 13 Midwestern states with a $175M annual sales plan & full P&L results.• Transformed the region in year 1 from worst-to-first, nationally, by realigning resources, developing a customer planning process, redirecting trade investments, implementing performance scorecards, and restoring a trusting partnership with independent distributors, earning Region of the Year - Margaret Rudkin Award. • Mentored talent and lead contributor to diversity goals by developing and promoting four candidates to the Director level during a 3-year period when Central Region supplied 100% of Director level promotions nationally.



PepsiCo

• United States
• Food and Beverage Services
• 700 & Above Employee

• Director of National Accounts

  • 1996 - 2000

  Salty Snacks manufacturer of leading brands including Lays and Ruffles potato chips, Doritos-Tostitos and Frito corn chips, Cheetos, and Rold Gold. Director of National Accounts• Led a five-person account team responsible for all sales efforts for the mass channel representing $388M annual sales. Director of National Accounts• Led of a nine-person account team responsible for $316M sales; responsible for leading sales at the headquarter level. Salty Snacks manufacturer of leading brands including Lays and Ruffles potato chips, Doritos-Tostitos and Frito corn chips, Cheetos, and Rold Gold. Director of National Accounts• Led a five-person account team responsible for all sales efforts for the mass channel representing $388M annual sales. Director of National Accounts• Led of a nine-person account team responsible for $316M sales; responsible for leading sales at the headquarter level.



Mondelēz International

• United States
• Food and Beverage Manufacturing
• 700 & Above Employee

• Customer Business Manager

  • 1984 - 1996

  Leading manufacturer of premium food brands including Kraft Cheese, Oscar Mayer, Jell-O, Philadelphia Cream Cheese, Post Cereals, Maxwell House Coffee Customer Business Manager• Led of an eight-person team responsible for managing $31mm in Kraft, General Foods, and Oscar Mayer brands. Previous positions include:Director of Sales / Customer Business Manager / Retail Operations Manager / Region Franchise Manager / District Manager / Account Executive / Sales Rep. Leading manufacturer of premium food brands including Kraft Cheese, Oscar Mayer, Jell-O, Philadelphia Cream Cheese, Post Cereals, Maxwell House Coffee Customer Business Manager• Led of an eight-person team responsible for managing $31mm in Kraft, General Foods, and Oscar Mayer brands. Previous positions include:Director of Sales / Customer Business Manager / Retail Operations Manager / Region Franchise Manager / District Manager / Account Executive / Sales Rep.