Experience

Premier Nutrition: The Good Energy People

• United States
• Manufacturing
• 100 - 200 Employee

• Senior Director of Sales-East

  • Dec 2018 - Present

• Director of Sales-South

  • Apr 2013 - Present

  Pioneered expansion of Premier Protein® brand into grocery, convenience, specialty, and drug channels in the Southeast and Southwest. Provided direct training, leadership, and sales strategy to broker teams around Premier Protein®, and Joint Juice Brands® business development in sales region through convenience and grocery teams consisting of fifteen independent Account Executives.• Lead new brand pioneering initiative around the Premier Protein® Brand in the Southeast and Southwest achieving almost 10,000 points of distribution and $1MM in new business in one year at retailers and distributors including Publix, H-E-B, Harris Teeter, Winn Dixie/BI-LO, Ingles, AWG, Brookshire Grocery, McLane, H T Hackney, Europa, and many others.• Worked with category management in developing sales stories, category and promotional insights, and presentation templates for category management team that were used successfully throughout the company.• As the sales team lead, worked cross functionally with Finance team on recommending, beta testing, implementation, and training of new trade and budgeting program that will enable more efficient management of trade spending and deployment, and forecasting. Show less



Land O'Lakes, Inc.

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

• Southeast/National Accounts Sales Team Leader-Moark-a wholly owned subsidiary of Land O' Lakes, Inc.

  • Dec 2010 - Dec 2012

  At Moark, LLC (a subsidiary of Land O’ Lakes), led a cross-functional team during the presentation, negotiation, and securing new Target Private Label Egg business with estimated sales of over $24MM annually. Provided direct training, leadership, and sales strategy to broker teams around LAND O LAKES Egg Brand business development in Southeast and national accounts through seven independent Account Executives.• Lead new business expansion initiative around the LAND O LAKES Egg Brand in the Southeast and National Accounts achieving an ACV increase of 3.6% or over $3.5MM in new business in less than one year at retailers including Target, Supervalu, Kroger, Harris Teeter, and others.• Managed all aspects of new and existing customer negotiations as it relates to performance contracts, promotions, and incremental programs.• Developed and implemented a broker and customer scorecard that was used to measure overall broker effectiveness around achievements against stated initiatives.• Worked with internal teams and customers on reviewing and identifying problematic items and provided solutions that enhanced customer and company margins. Show less

• Customer Development Manager, Dairy Foods

  • 2003 - Dec 2010

  Managed a sales portfolio of 15 accounts that includes Publix, Food Lion, Hannaford, Sweetbay, Winn Dixie, Harris Teeter, and other Southeastern Chains. Accountable for coordinating and flawlessly executing all Land O'Lakes retail and deli sales initiatives for a customer base consisting of over $100MM of LAND O LAKES® Butter, Spreads, and Deli Cheese items.• Held full sales responsibility for southeast sales operations through direct training, leadership, and supervision of 7 independent Account Executives through 2 independent sales organizations.• Effectively managed and allocated $9MM trade budget and coordinated all of the co-marketing events conducted with customers for zone. • Developed and supported integration of sales mentor program to train new hires and increase bench strength. • Provided leadership and set initiatives for Land O’ Lakes retail operations managers in order to exceed merchandising objectives, increase overall ACV on authorized distribution and facilitate increased broker retail performance. Show less

• Retail Operations Manager, Dairy Foods

  • 2000 - 2003

  Managed broker retail operations Acosta, Advantage,and Crossmark, within the Ohio Valley and Southeast regions, consisting of ten major markets and broker offices, and over sixteen major customers including Publix, Winn Dixie, Giant Eagle, Food Lion, Giant-Landover, Wegmans, Meijer, and others.-As Kroger Coordinated Retail Captain for 2002 and 2003 was responsible to coordinate and execute all Kroger related retail and deli initiatives and communications throughout Land O’ Lakes Retail.-Increased overall broker retail performance and effectiveness within the retail region including decreased unsaleables in problematic accounts, significant display building activity during peak promotional periods, increased ACV and store level deli distribution levels.-Trained a new broker team on Land O’ Lakes retail initiatives and standards to establish a High Performance Retail Team as well as provided leadership and guidance to new ROM hires on successful tools and practices to facilitate increased broker retail performance and measurements. Show less



Dole Food Company

• United States
• Food & Beverages
• 700 & Above Employee

• District Sales Manager

  • Jun 1997 - Jun 1999

  Directed all sales and contract negotiations within a $15MM sales territory with a customer base comprised of supermarket chains, brokerage houses and terminal market customers. • Acquired and managed a diverse customer base which included supermarkets such as Food Lion, Publix, Bi-Lo, and Winn Dixie as well as East and West Coast produce brokerage houses, and terminal market customers in Baltimore, Atlanta, and Tampa. • Achieved solid premiums through effective negotiations while satisfying customers. • Established long-term commodity contracts with customers that stabilized business for the company while helping them to expand their business and compete effectively. • Decreased accounts receivable to less than 6%, achieving one of the lowest margins in the company. • Increased company sales revenues by analyzing markets using historical data, current pricing patterns relative to market conditions, and competitor pricing. Show less



Ruby Robinson Company

• Raleigh-Durham, North Carolina Area

• Produce Broker

  • 1999 - 1999

  As the only sales executive in North Carolina, responsible for establishing company brokerage operations in the state, successfully penetrating a new market for the company in an extremely competitive environment. - Responsible for account acquisition and development in a new territory with no customer base. - Sourced and negotiated daily product and transportation contracts and needs for customers, and coordinated cross-country transportation logistics for California produce. As the only sales executive in North Carolina, responsible for establishing company brokerage operations in the state, successfully penetrating a new market for the company in an extremely competitive environment. - Responsible for account acquisition and development in a new territory with no customer base. - Sourced and negotiated daily product and transportation contracts and needs for customers, and coordinated cross-country transportation logistics for California produce.



Agway Farm & Home Supply

• United States
• Wholesale
• 1 - 100 Employee

• Store Manager

  • 1996 - 1997

  Managed store P & L which encompassed sales margins, productivity, inventory, and overall Balance Sheet for a retail store with sales of approximately $2MM. Managed a staff of 5 team members, trained and hired staff as needed, and facilitated the career development of subordinates. Managed store P & L which encompassed sales margins, productivity, inventory, and overall Balance Sheet for a retail store with sales of approximately $2MM. Managed a staff of 5 team members, trained and hired staff as needed, and facilitated the career development of subordinates.



Southern States Cooperative

• United States
• Farming
• 700 & Above Employee

• Management Associate

  • 1994 - 1996

  -Focused on new product introductions, developing strategies to increase margins and overall sales volume. -Reduced excess inventory through analysis of product categories and demands for specific merchandise stocked by the store -Focused on new product introductions, developing strategies to increase margins and overall sales volume. -Reduced excess inventory through analysis of product categories and demands for specific merchandise stocked by the store