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CPG SALES AND MARKETING CONSULTANT Resume Example

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CPG SALES AND MARKETING CONSULTANT
Executive Profile
A top-performing Sales & Marketing Professional with over 24 years of consumer product sales, executive sales management and sales operations experience. Experience in larger, classical packaged goods and smaller, entrepreneurial type businesses. Adept at performing in various roles in the areas of senior sales management, account management, customer/trade marketing and sales planning/ business development. Demonstrated ability to liaise effectively with grocery, foodservice, mass merchants, club, drug, discount, convenience stores, electronic and health food channels. Seeking a sales leadership position with a consumer packaged goods company.
Skill Highlights

Strategic Thinking & Analysis * Sales & EBITDA Growth * Forecasting * Budget Savvy Process Improvement * Client & Stakeholder Relationships * Event Planning *

* Project Management * IRI * ACNielsen * SPINS * MS Office Certified * SAP * MS Sequel Cube * Account Review * MEI Trade Pro 3 * SharePoint * Business Objects

Professional Experience
CPG SALES AND MARKETING CONSULTANT01/2014 to Current
  • Worked or currently working with multiple clients regarding Sales, Sales Operations, Trade Marketing, Business Development, Systems Coordination, Due Diligence for potential acquisitions, Category Management, and Distribution Expansion planning.
  • Project Management Leader for Chief Customer Officer at the Hain Celestial Group.
  • Key role leading and manage the integration of Trade Pro 3 for all Hain Celestial US businesses.
  • Grocery, Snacks, Personal Care, Tea, Yogurt, Baby, UK Brands, etc.) Work with software manufacturer on contract, enhancements and weekly updates.
  • Oversee priorities related to the integration with Hain IT department.
  • Created system infrastructure (customers, products, funds, forecasting hierarchy) Trained over 140 regional sales managers, brokers, senior and middle management for promotional planning.
  • Trained over 20 sales and demand planning forecasters.
  • Integrating outputs to other business intelligence, financial and demand planning systems.
  • Assisting in building the necessary reporting outputs for Sales Finance team.
  • Ad hoc project management for the Chief Strategy Officer/ EVP Sales/ CEO/ CFO at Victoria Fine Foods.
  • Key role supporting multiple company initiatives: Created bottoms up yearly budget process for 2015 and 2016 Create and maintain monthly sales forecasting process - hold monthly meetings with Regional Sales management Analyze and update senior management on monthly forecast changes.
  • Kept focus on growth - company grew core business by 30% in 2015 vs.
  • 2014.
  • Built sales and product hierarchy into ERP system and created a daily sales reporting universe (sequel server).
  • Created category management templates and ran monthly consumption reports from IRI - updating management and sales management on key trends, takeaways and opportunities.
  • Acquired Spins data system.
  • Managed and negotiated the contract.
  • Created a Rate/Volume/Mix matrix model to show where growth or decline in segments took place within the product portfolio.
  • Built PowerPoint slides using fact based data to create the sales story for National Expansion.
  • Helped acquire and analyze distributor/wholesaler warehouse pull reports to gain knowledge for local activation marketing programs.
  • Created and built working trade spend template showing all promotional programs for the top 2 grocery customers (Ahold and Wakefern) Manage image library, sell sheet management with Ad Agency.
  • Organize onto Google Drive/ Acosta Sharepoint Consultant to the President/Owner at Green Seed Group, NA.
  • Key role to educate on bringing better information to the organization.
  • Interviewed all sales/marketing team members to see what the company lacks in terms of infrastructure/ information needs.
  • Created PowerPoint outlining best practice, available data and other ways to enhance the organization.
  • T2 Acquisitions: Assisting management team on analyzing and evaluating potential companies to purchase.
  • Analyzed sales and trade spending tactics based on the due diligence provided by the sales brokers.
  • Gave opinions on the sustainability and long-term opportunities/risks.
  • Sales conduit for Karlin Foods.
  • Assisting the owner to help gain placement at Big Lots.
  • Sales conduit for small Neutraceuticals Company looking to gain placement at Convenience and Drug stores across the US.
Director of Sales & Trade Marketing01/2008 to 01/2014SPECIALTY BRANDS OF AMERICAWestbury, NY
  • Oversee operations and manage eight Direct Reports, six Regional Managers and two Sales Administrators.
  • This General management role was involved in all business facets including accounting, customer service, information technology, and budgeting.
  • National brands including Bear Creek Country Kitchens, Cary's, New York Flatbreads, Spring Tree and others.
  • Oversee all processes related to sales and marketing.
  • Achievements: Initiated shifting of business from distributors to direct resulting in 16% margin improvement and 58% sales growth on #1 line of product (Bear Creek soup).
  • Achieved a 45% shift from distributor to direct (90% total attained) Sales started at $82 mm, rising to over $110MM; increased total company EBITDA by 6% Trade marketing spend below 15% of net sales (norm >20%) Account Executive for Wal-Mart and Big Lots, representing 30% of total revenue Initiated National Broker relationship.
  • 90% volume serviced by National Broker.
  • Built Sales Systems infrastructure to help all employees in the company manage the day-to-day operations more closely with real time reporting.
  • Developed live shipment reporting capabilities.
  • Acquired trade system; Sales was provided a single solution for promotion planning and approvals to the broker/customer network; Accounting had a live system to use in swiftly clearing expenses; Customer Service department was given an automatic feed for off-invoice promotions linked to the ERP system, resulting in sifting through less emails and Excel reports to find out if a particular promotion was legitimate; Helped control Trade Spending at the same levels percent of sales (no overspends to the budget) Initiated Nielsen consumption reporting system.
  • Power user on Nitro.
Trade Marketing Manager01/2004 to 01/2008THE HAIN CELESTIAL GROUPMelville, NY
  • Oversaw the trade spending for Snack, Spectrum Organics, Maranatha/Sunspire business segments.
  • Worked with various brands including Terra Chips, Garden of Eatin' and others.
  • Oversaw trade spending for all channels, including food, club, drug, foodservice, international and mass merchandiser accounts.
  • Managed pricing, trade promotions, distribution, go-to market strategies and new item launches.
  • Attended and facilitated volume inputs for monthly consensus forecasting.
  • Supervised Trade Fund Administrator.
  • Achievements: Initiated and created the due diligence documentation required to update the trade marketing systems for the total company.
  • Interviewed all key personnel involved in trade spending process (Sales and Finance).
  • Hired outside consultant to develop RFP documents.
  • Acquired trade system (Synectics Account Review) for all business managers and brokers to use; oversaw system-related operations, process and procedures.
  • Planned the execution and rollout of the software for the entire company.
  • Executed and managed training process.
  • Developed new reporting capabilities to bridge trade spending and financial accounting practices using Prism, JD Edwards, Hyperion Essbase, Business Objects and Account Review.
  • Helped develop sales bonus structure requirements for Snacks Regional Managers with the GM of Snacks including Top Line sales targets and trade spending targets.
  • Attended key account calls and presented trade spend tactics with all Snack regional managers.
  • Spearheaded the integration of newly acquired businesses related to sales and trade spending.
  • Created and developed P&Ls for Terra Chips "Jet Blue" program, MSG and other Foodservice programs to build brand equity.
  • Gave direction to Category Management team on tracking ACV.
  • Initiated the ACV tracker system.
  • Worked as a Nielsen Nitro power user to estimate scans for post promotional analysis.
  • Helped determine customer specific estimated spending before deduction was taken.
  • Managed the inputs for quarterly updated forecasting for top line sales and trade spending for the assigned business segments.
Category Business Manager01/2004PINNACLE FOODS CORPORATIONLakes, NJ
  • Work with outside customer marketing and direct sales teams to develop shelving standards, merchandising tactics, assortment models, retail pricing strategies and distribution needs for the top accounts.
  • Headquartered sales contact for seafood and pizza brands; key roles included Category management; consensus forecasting, monthly reporting, and trade spend management.
  • Brands including Swanson, Hungry Man, Celeste, Van de Kamps, Mrs.
  • Paul's and Lender's Bagels.
01/2001 to 01/2003TWINLABHauppauge, NY
  • Customer Marketing Manager/US Retail Sales Division (Mass Market and Health and Natural Food) Served as Corporate liaison for Sales to Marketing and Operations departments; reported directly to General Manager/ Vice President of Sales.
  • Point of contact regarding Secondary Sales for all account managers and brokers covering top accounts such as Wal-Mart, Target and others including grocery accounts.
  • Managed all account spending for US Sales divisions.
  • Educated sales force on P&L.
  • Achievements: Allocated $4.9M spending budget with $60M of sales in the Mass Market (FDM) in 2002 Developed and executed customer and channel-specific programs including monthly set of promotions for Metabolift, Diet Fuel and Ripped Fuel, ran discount offer programs to drive sales to $60M; business increased by 25% in gross sales during first year with Twinlab as a result Created in-store sampling programs for new item introductions; included displays and promotions Implemented a consumer loyalty and indirect retailer program for Health and Natural Food channel; worked with third party to create points program for consumers to redeem gifts for purchasing a set amount of items from specific independent participating retailers; an example was for a customer to receive 20 Loyalty Points for buying $100 worth of Twinlab products at a participating retailer; points could then be used to purchase catalog items.
01/2000 to 01/2001KRAFT FOODSRye Brook, NY
Manager of Customer01/2001Parsippany, NJ
  • Sales planner for Altoids, Terry's Chocolate Orange and Raspberry, and Toblerone brands.
  • Integrated all trade management processes into the Nabisco customer marketing functions including channel specific strategies, new item introductions, corporate communication to sales, and sales reporting.
Category Sales Planner01/2000Rye Brook, NY
  • Sales planner for Altoids, Terry's Chocolate Orange, Toblerone and Callard and Bowser Toffees brands.
  • Created trade spending guidelines, corporate trade arrangements and category management.
  • Gauged internal sales data and syndicated data to forecast trends.
  • Achievements: Managed a budget of $30M with $212M in sales for fiscal year ending July 2001 Developed demo programs, new item introductions, and channel-specific displays and strategies; included signage, corrugated display modules and c-store permanent racks for Altoids Implemented new estimation, sales information and tracking systems through corporate extranet.
Assistant Sales/Marketing Manager01/1997 to 01/2000FUJI PHOTO FILM USA, INCElmsford, NY
  • Assumed performance and account responsibility within assigned geographic area.
  • Member of Fuji's National "Centurion Club." Trained and merchandised at account level to increase overall share of Fuji products.
  • Managed consumer product accounts in the mass, food, drug, wholesale, distributor, rack jobber, scenic and camera specialty markets.
  • Maintained Eckerd/Genovese account during its integration.
  • Achievements: Established framework for national distribution within Eckerd stores; sales increased by 5% in 1999 Increased Genovese Drug Stores account by 40% for 1998 to $6 million in sales Achieved 99% overall quota for territory in 1997; responsible for $650K in sales.
Territory Manager01/1992 to 01/1997NABISCO BISCUIT COMPANYWestbury, NY
  • Nassau and Queens Supervised three merchandisers within provided budget.
  • Led all strategic planning and sales program development.
  • Managed 13 Sales Representatives and conducted monthly Sales meetings.
  • Achievements: Increased overall company sales by 15% and exceeded sales forecast by 10% Won a national sales contest for increasing market share and a "Go for the Gold" contest".
Education
Master of Business Administration: MarketingAdelphi UniversityGPA: GPA: 3.7Marketing GPA: 3.7
Bachelor of Science: Business-EconomicsSUNYOneontaBusiness-Economics
Skills
Accounting, Acquisitions, Ad, Agency, budgeting, Budget, Business Development, business intelligence, Business Objects, c, catalog, Consultant, Client, clients, Customer Service, direct sales, direction, documentation, Due Diligence, equity, ERP, Essbase, Event Planning, senior management, extranet, Finance, financial, financial accounting, focus, Forecasting, funds, General management, General Manager, Hyperion, image, information technology, JD Edwards, market strategies, marketing, Market, Marketing Manager, meetings, merchandising, Excel, MS Office, PowerPoint, SharePoint, Natural, network, personnel, camera, pricing, pricing strategies, Prism, processes, Process Improvement, Program Development, Project Management, promotion, purchasing, real time, reporting, retail, Retail Sales, RFP, Sales, sales forecasting, Sales management, sales reporting, SAP, Strategy, strategic planning, Strategic Thinking
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Resume Overview

Companies Worked For:

  • SPECIALTY BRANDS OF AMERICA
  • THE HAIN CELESTIAL GROUP
  • PINNACLE FOODS CORPORATION
  • TWINLAB
  • KRAFT FOODS
  • FUJI PHOTO FILM USA, INC
  • NABISCO BISCUIT COMPANY

School Attended

  • Adelphi University
  • SUNY

Job Titles Held:

  • CPG SALES AND MARKETING CONSULTANT
  • Director of Sales & Trade Marketing
  • Trade Marketing Manager
  • Category Business Manager
  • Manager of Customer
  • Category Sales Planner
  • Assistant Sales/Marketing Manager
  • Territory Manager

Degrees

  • Master of Business Administration : Marketing
    Bachelor of Science : Business-Economics

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