director of national accounts resume example with 15+ years of experience
Jessica
Claire
resumesample@example.com
(555) 432-1000,
Montgomery Street, San Francisco, CA94105
:
Professional Summary
Innovative and proactive sales professional offering 20 years of experience converting sales leads and effectively managing multiple territories. Highly skilled in forecasting, project management and strategic planning with exceptional communication abilities. Proficient in monitoring trends and capitalizing on emerging opportunities. Proven success in leadership, operational excellence and organizational development. Recognized for inspiring team members to excel and encouraging creative work environments.
Skills
Strategic Planning
Joint Business Planning
Budgeting and Allocation
Operational Improvement
National Account Development
Cross-Functional Leadership
Channel Sales Strategy
Brand and Product Development
Education
Purdue UniversityWest Lafayette, INExpected in ā āBachelor of Science:Financial Planning - GPA:
Certifications
Cicerone Certified Beer Server
Work History
Syneos Health, Inc - Director of National Accounts Tyler, TX, 11/2014 - 09/2018
Provided strategic direction for the account management of the following national accounts: Walmart, Kroger, Target, Costco, Sam's Club, BJ's Wholesale, military and on-premise.
Identified key strategic channel and customer opportunities in order to develop annual business plans aligned with brand and organizational strategy ensuring compliance with respective local and state regulatory policies.
Led the preparation and delivery of business performance updates and recommendations during quarterly joint business planning sessions with senior Kroger leadership.
Developed and implemented favorable pricing structures balancing company objectives against customer targets.
Collaborated with brand and marketing teams to identify, develop and implement optimal sales and marketing strategies to capitalize on local market dynamics with national marketing programs.
Developed distribution plan for Smirnoff Ice brand during line reviews delivering 22% growth and gaining 2.9 share points of the category in F18.
Co-lead in the development and maintenance of monthly Chain IQ newsletter to field sales teams driving increased engagement and collaboration between field and chain sales.
Conducted trials and tests of marketing strategies for pre-shop, in-store and post-shop to evaluate results and maximize ROI.
Increased brand exposure in Costco by developing new packaging, collateral, and sales materials and optimizing product distribution resulting in sales growth of over 30% in F18.
Complied product, market and customer data to forecast accurate sales projections.
Developed tool to track and monitor distributor inventory of club items across the country, reducing excess inventory by 90% while improving demand fulfillment.
Owned third-party broker relationship for military channel, leading distribution, pricing and programming planning
Developed new approach to manage on-premise national accounts to capitalize on emerging opportunities in the channel.
Built and strengthened strategic relationships with vendors, advertising agencies and leading cross-merchandising partners.
Oversaw and mentored team personnel to optimize performance.
Cultivated strategic customer relationships through consultative selling, effective customer solutions and promoting compelling business opportunities
Led sales management across multiple channels including mass merch, grocery, wholesale club, convenience and drug
Identified opportunity to transition account responsibility for beer in Meijer resulting in beer sales growth of over 10% in the first year of implementation
Created and delivered customer plans, presentations and pricing analysis to influence respective category buyers
Elevated account management by predicting potential competitive threats and outlining proactive solutions
Selected as chain team representative to internal Distributor Management Council; delivered feedback from chain account retailers to senior Diageo leadership to share suggestions, ideas and questions
Proficient in the use and interpretation of multiple syndicated data sources including IRI, Nielsen and Market 6
Amazon.Com, Inc. - Distributor Manager Republic, MO, 12/2006 - 05/2010
Developed annual business plans with distributor partners collaboratively, establishing goals and agreed upon KPI's for distribution, depletion's and revenue.
Tracked and analyzed weekly sales to implement corrective action plans.
Coached distributor sales teams to execute strategies, develop talent and drive top-level performance.
Reviewed internal and key competitive shelf retails monthly, developed pricing strategies and proposals where retail opportunities existed.
Managed annual POS budget, guaranteeing adequate marketing supplies were available throughout the state.
Worked with on-premise and off-premise specialists to develop customer service and analytical skills to resolve customer concerns, promote loyalty and drive overall sales performance.
Liturgical Publications, Inc. - Sales Manager San Diego, CA, 05/2003 - 11/2006
Monitored sales team and provided on-going training of employees to boost performance and enhance business results.
Drove year-over-year business growth while leading operations, strategic vision and long-range planning.
Designed modern employee recognition program which boosted productivity and improved morale.
Chaired weekly meetings with management team to identify opportunities for improvement, establish milestones and tailor marketing plans to individual markets.
Worked closely with supplier partners to evaluate performance against annual business objectives, remaining flexible to course correct where needed.
Identified, hired and trained highly-qualified staff by teaching best practices, procedures and sales strategies.
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