Experience

Lake Champlain Chocolates

• United States
• Food and Beverage Manufacturing
• 1 - 100 Employee

• Director of Sales

  • Feb 2021 - Present

  Philadelphia, Pennsylvania, United States



Presence Marketing/Dynamic Presence

• Senior Director Conventional Grocery

  • Jun 2019 - Feb 2021

  Greater Philadelphia Area



Tom's of Maine

• United States
• Consumer Goods
• 1 - 100 Employee

• Sales Director/Team Leader Natural Channel

  • Jul 2009 - Jan 2018

  Sales Director/Customer Team Leader – Natural Channel (2009 – 2018) Steered the Natural Channels business, 25% of company’s revenue, leading a team of three direct reports and a network of broker managers. Established standardized monthly reports for the sales team. Developed and executed ad hoc syndicated reports and fact based selling presentations for Natural Channel retailers and distribution partners. Delivered above target sales forecast, volume growth, trade spending and executed… Show more Sales Director/Customer Team Leader – Natural Channel (2009 – 2018) Steered the Natural Channels business, 25% of company’s revenue, leading a team of three direct reports and a network of broker managers. Established standardized monthly reports for the sales team. Developed and executed ad hoc syndicated reports and fact based selling presentations for Natural Channel retailers and distribution partners. Delivered above target sales forecast, volume growth, trade spending and executed sales marketing plans • Designed an exclusive product for Whole Foods, which drove consumer conversion by 4% and resulted in 21% growth for Tom’s of Maine and 16% in the category. • Collaborated with Sprouts to increase revenue by $2 million (18% CAGR) over five years. Tactics included front end program that has delivered $500,000 each year. • Reorganized sale organization and selected broker partner that delivered $1 million savings to the organization. • Constructed a scorecard with Acosta/NSS to deliver annual KPIs and 9% annual sales growth.

• Sales Directory/ Customer Team Leader-FDM channel

  • Jun 2007 - Jul 2009

  Sales Director/ Customer Team Leader-FDM Channel (2007 – 2009) Led team of seven Key Account Managers working with regional customers throughout U.S. Customers included Ahold, Publix, Wakefern, Meijer, Hannaford, Price Chopper, Longs Drugs, Stater Bros. and Giant Eagle. Developed annual strategic plans, category management support and assisted customers in positioning products. • Partnered with key customer to improve shelf position which drove sales +12% year over year. • Increased… Show more Sales Director/ Customer Team Leader-FDM Channel (2007 – 2009) Led team of seven Key Account Managers working with regional customers throughout U.S. Customers included Ahold, Publix, Wakefern, Meijer, Hannaford, Price Chopper, Longs Drugs, Stater Bros. and Giant Eagle. Developed annual strategic plans, category management support and assisted customers in positioning products. • Partnered with key customer to improve shelf position which drove sales +12% year over year. • Increased product distribution to major retailer which translated in sales growth of +24% year over year. • Gained distribution in two large regional retailers where we did not have distribution resulting in incremental category growth for retailers. • Leveraged promotional activity around Earth Day to bring awareness to brand and increase sales. • Co-facilitated sales training to sales team to enhance their skills with customers.



Bimbo Bakeries USA

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

• Vice President Business Development

  • 2004 - 2007

  Formerly George Weston Bakeries-acquired 2008 Headed Customer business teams of six direct reports for Entenmann's cake division. Spearheaded customer development with Walmart, BJ's Wholesale Club, CVS, Target, and Wawa. Negotiated customer marketing programs, including new product introductions, consumer promotions and radio advertising. Guided Category Management support and analysis to assist customers with product rationalization, planogram sets and promotional effectiveness. • Initiated promotional program changes that decreased… Show more Headed Customer business teams of six direct reports for Entenmann's cake division. Spearheaded customer development with Walmart, BJ's Wholesale Club, CVS, Target, and Wawa. Negotiated customer marketing programs, including new product introductions, consumer promotions and radio advertising. Guided Category Management support and analysis to assist customers with product rationalization, planogram sets and promotional effectiveness. • Initiated promotional program changes that decreased trade spending by $300,000 while increasing Wawa’s net revenue by $700,000. • Forged alignment with Walmart to expand shelf position and gain incremental space delivering 65%.growth • Initiated first national sales event with Target, delivering $450,000 of incremental revenue and upping store penetration by 50%. • Developed and implemented pricing strategy with Walmart, increasing sales by 12% and contribution margin by 5%.

• Vice President of Sales

  • 2002 - 2004

  Formerly George Weston Bakeries-acquired 2008 Guided the sales operations and customer development teams of seventeen sales managers in Mid-Atlantic market area. Oversaw P&L and net sales revenue of $90 million. Implemented customer trade programs, increased direct store delivery service (DSD) and delivered annual sales plan. Mid-market accounts included divisions of Albertson's, Ahold, and Safeway. • Leveraged incremental displays, FSI coupons, advertising and merchandising to increase net revenue by 3%. • Participated in… Show more Guided the sales operations and customer development teams of seventeen sales managers in Mid-Atlantic market area. Oversaw P&L and net sales revenue of $90 million. Implemented customer trade programs, increased direct store delivery service (DSD) and delivered annual sales plan. Mid-market accounts included divisions of Albertson's, Ahold, and Safeway. • Leveraged incremental displays, FSI coupons, advertising and merchandising to increase net revenue by 3%. • Participated in Continuity and Frequent Shopper programs, increased sales by 5% and reduced promotional spending by $40,000 with one mid-market customer. • Pursued EDLP pricing strategy with Supervalu that increased their margin by 2% points and reduced annual trade budget by $200,000. • Organized cross-functional team to restructure delivery system, resulting in $850,000 increase in EBIT.

• Director of Retail Accounts

  • 2001 - 2004

  Formerly George Weston Bakeries-acquired 2008 Managed a team of four Key Account Managers providing coaching and process improvements. Assembled collaborative partnerships with key customers for Arnold, Thomas, and Entenmann’s brands. Negotiated customer and strategic marketing programs for Ahold, Safeway, Wawa and Acme. Delivered below budget trade spending



PepsiCo

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

• Region Sales Manager

  • 2000 - 2001

  Target Team

• Sr. Zone Sales Leader

  • 1997 - 2000

  Frito-Lay Divison-Philadlephia, PA

• Zone Sales Leader

  • 1993 - 1997

  Frito-Lay Division-Detroit, MI

• Management Designate

  • 1990 - 1993

  Frito-Lay Division-Burlington NJ