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Director of Sales / Business Development Resume Example

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DIRECTOR OF SALES / BUSINESS DEVELOPMENT
Summary

Consistently demonstrated the ability to deliver sales, distribution, and market share growth.  Strong ability to build collaborative customer relationships and lead high performing sales teams in competitive environments, while working for top consumer product companies such as Nestle Purina, Heinz, Swedish Match, WESCO Distribution, Hanover Foods, and International Food & Beverage.

Core Competencies
  • National Account Management
  • New Business Development
  • Category Development
  • Business Analyst
  • Retail Management
  • Strategic Planning 
  • Corporate Sales Trainer
  • Broker Management
  • Team Leader
  • Building Cross Functional Relationships
  • Effective Prospecting
  • Excellent Verbal/Written Skills
  • Creation and Delivery of Professional Sales Presentations
Experience
Director of Sales / Business Development Feb 2012 to Current
 INTERNATIONAL FOOD & BEVERAGE - Odenton, MD
  • Sales and Marketing consultation to consumer product company owners through entire sales cycle
  • Secured three new revenue streams: Nappuccino Beverage Sleep Aids, TK HibiscusTeas, B'more Organic Yogurt Smoothies
  • Conduct weekly sales update and strategy meetings with broker team and owners
  • Create and present professional customer presentations, price lists, volume projections, promotional plans, sell sheets
  • Sold B'more Organic items into Kroger, Harris Teeter, Giant Eagle, Heinens- increased their total business by 65%
  • Sold TK Hibiscus Tea items into Giant Eagle, Shop Rite, The Fresh Market, Whole Foods- increased their business by 100%
Strategic Account Manager- Global Business Development Jan 2010 to Jan 2012
 WESCO DISTRIBUTION - Pittsburgh, PA
  • Effectively positioned WESCO to complete for business within the Defense Commissary Agency, Hospitality Industry, and with American Indian Reservations
  • Generated a global pipeline of new business in excess of $100 MM in two years for WESCO's pricing department to compete
Retail Operations Leader Jan 2007 to Jan 2009
 SWEDISH MATCH - Pittsburgh, PA
  • Effectively hired, led, and trained 38 sales reps, 4 sales managers, and 1 business analyst covering 12 states in the North East market
  • Presented brand strategies and new item launches at national sales meetings
  • Created dynamic Market Snap Shot reports to direct the daily activities of managers and reps to increase sales and market share over competition
Associate Category Development Manager-Corporate HQ Jan 2004 to Jan 2007
 H.J. HEINZ - Pittsburgh, PA
  • Owner of trade budget, enabled field sales success through creation of national sales tools, communication of brand strategies/consumer insights/competitive information, served a brand expert on HQ customer calls, worked closely with corporate cross functional groups, presenter at national sales meetings, creator and owner of national sell sheets and customer presentations
  • Presented brand strategies and new item launches at national sales meetings
  • Effectively collaborated with field sales, marketing, finance, and corporate executive team to achieve sales and distribution goals
  • Led innovation and national launch of Heinz Picnic Pack and Tailgate Pack
Food & Beverage Analyst Jan 2003 to Jan 2004
 PROSPERA HOSPITALITY - Pittsburgh, PA
  • Analyzed local supply & demand conditions
  • Explored viable food & beverage procurement options
Multiple Positions Jan 1996 to Jan 2003
 NESTLE PURINA - Glendale, CA

Retail Development Leader (NY, NJ, Phila, Balt, Wash DC) 

  • Effectively led a team of 10 sales reps to sell and merchandise Purina Pet Care items to Mass, Grocery & Pet Specialty outlets

National Account Manager (Wakefern- NY/NJ) 

  • Grew $33 MM of Nestle business while managing a $1.5 MM trade budget according to Plan

Account Manager (Kroger- Memphis)? 

  • Grew $12 MM of Nestle annual business while managing a $1.5 MM according to Plan

Business Analyst (Kroger Team- Cincinnati) 

  • Created fact based sales presentations using household panel, consumption, and schematic information. Presented findings to leadership, field sales, and customers

Retail Sales Representative (Mgt. Development Prgrm- New Jersey) 

  • Effectively sold and merchandised Nestle products, and promoted within 8 months
Retail Sales Representative Jan 1994 to Jan 1996
 HANOVER FOODS - Hanover, PA
  • Effectively sold and merchandised Hanover Foods products to retail outlets in Balt / Wash market
Education
Bachelor of Science, Commerce and Engineering Sciences 1994 Drexel University - Philadelphia, PA
Accomplishments
  • Howard County, Maryland "Civilian of the Year" Award
  • Scholar Athlete Award
  • Maryland State Tennis Finalist
  • American Logistics Association Member (Veteran Family Support)
  • Awarded Customer Excellence Award (as Account Mgr @ Wakefern)
Skills
  • Proficient in all MS Office and MAC computer applications
  • Salesforce.com
  • Nielsen, IRI, Spectra, Apollo 
  • Fact Based Selling Certificate (Nestle University)
  • Broker Management Certificates (Nestle University)
  • Excellent organizational and interpersonal skills
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Resume Overview

Companies Worked For:

  • INTERNATIONAL FOOD & BEVERAGE
  • WESCO DISTRIBUTION
  • SWEDISH MATCH
  • H.J. HEINZ
  • PROSPERA HOSPITALITY
  • NESTLE PURINA
  • HANOVER FOODS

School Attended

  • Drexel University

Job Titles Held:

  • Director of Sales / Business Development
  • Strategic Account Manager- Global Business Development
  • Retail Operations Leader
  • Associate Category Development Manager-Corporate HQ
  • Food & Beverage Analyst
  • Multiple Positions
  • Retail Sales Representative

Degrees

  • Bachelor of Science , Commerce and Engineering Sciences 1994

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