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KEY ACCOUNT MANAGER Resume Example

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KEY ACCOUNT MANAGER
Experience
KEY ACCOUNT MANAGER 01/2010 to Current STRATEGIC PLANNING & CHANGE MANAGEMENT
  • Managed multiple key accounts to achieve increased distribution and sales volume through Direct Store Delivery and Warehouse distribution channels.
  • Developed plan-o-grams and display programs to maximize sales and enhance profitability.
  • Implemented a quarterly promotional calendar, advertising themes, and coordinated corresponding weekly print advertising layouts and in-store display programs.
  • Directed new item strategies to achieve maximum distribution and speed to shelf objectives.
  • Identified and coordinated a network of independent operators for product sampling and demonstrations in supermarkets and mass merchants to generate incremental sales volume.
  • Managed allocation and expenditure of $300,000 trade promotions budget.
  • Managed two account managers and five merchandisers to successfully drive sales and surpass $100M sales budget through promotional planning and in-store execution.
  • Managed three direct reports and a total of 24 full and part-time distribution and production personnel.
  • Directed the efforts of 16 person merchandising staff to exceed $265M sales budget and gross profit objectives for a 21 store supermarket chain.
  • Supervised four person staff in the development and implementation of all store remodels, resets, and new product initiatives.
  • Managed two key accounts through period of significant growth and transition with no business interuption through cross functional teams representing sales, merchandising, distribution, and production.
  • Developed and implemented plan to outsource production, relocate business, and restructure route distribution through strategic partnerships with third-party vendors.
  • Facilitated transition to centralized corporate merchandising program and back to local merchandising with a 50% reduction in staff.
  • COMMUNICATION.
  • Instituted and led weekly merchandising meetings with store management team and ad planning meetings with merchandising staff to develop focused planning and performance.
  • Effectively communicated promotional activity to production and distribution departments to ensure proper flow of product to customers.
  • Presented annual promotional plans and quarterly reviews.
SALES REPRESENTATIVE 01/2004 to 01/2010 LEHIGH VALLEY DAIRY FARMS LANSDALE, PA
  • Manage sales activities associated with direct store delivery to corporate supermarket chains, independent grocery operators, food service and institutional accounts with a sales budget in excess of $20 M.
  • Initiate contacts to solicit new business and distribution opportunities.
GENERAL MANAGER 01/2001 to 01/2004 HANKA FOOD PRODUCTS, HELLERTOWN, PA - ATEECO, INC
  • Supervised, and coordinated all aspects of day-to-day operations including production, sales, and distribution of perishable product sold to grocery, mass, and food service accounts with $1 M in sales.
MERCHANDISING MANAGER/DIRECTOR 01/1999 to 01/2001 LANECO, INC EASTON, PA
  • Led efforts of 16 member merchandising staff to achieve budgeted sales and gross profit objectives for 20+ store grocery chain with over $265 M in annual retail sales.
  • Full Profit & Loss responsibility for sales and gross profit including annual budgeting and quarterly planning and forecasting.
CATEGORY MANAGER/MERCHANDISER - DAIRY & FROZEN FOOD 01/1994 to 01/1999 LANECO, INC. EASTON, PA - SUPERVALU INC
  • Established sales and gross profit budgets for the Dairy and Frozen Food departments with annual sales over $50M.
  • Negotiated with vendors for placement, advertising support and display activity.
SHELF MANAGEMENT COORDINATOR 01/1993 to 01/1994 LANECO, INC SUPERVALU INC EASTON, PA
01/1991 to 01/1993 GROCERY BUYER/MERCHANDISER LANECO, INC WETTERAU, INC EASTON, PA
  • Negotiated cost, payment terms and merchandising support with vendors to achieve lowest cost of goods.
  • Implemented advertising and display programs to maximize sales and gross profit.
01/1989 to 01/1991 GROCERY BUYER/MERCHANDISER J.M. JONES CO SUPERVALU INC URBANA, IL
  • Purchased from vendors within assigned merchandise categories.
  • Controlled inventory levels for approximately 2,200 items while maintaining or exceeding targeted service level.
LEHIGH VALLEY DAIRY FARMS LANSDALE, PA
  • Manage corporate supermarket chain accounts to maximize sales volume and product distribution with a sales budget over $60 M in over 300 retail outlets and warehouse accounts.
  • Coordinate pricing and promotional activity of multiple Dean Foods divisions to present consistent programing to chain accounts.
  • Develop presentations and reviews for internal and external customers.
Education
Master of Business Administration: Management 2002 DESALES UNIVERSITY CENTER VALLEY, PA Management
Bachelor of Science: Food Marketing 1989 ST JOSEPH'S UNIVERSITY PHILADELPHIA, PA Food Marketing
Skills
ad, advertising, budgeting, budgets, budget, Delivery, forecasting, functional, gross profit, inventory levels, meetings, merchandising, network, personnel, presentations, pricing, print advertising, Profit, retail, retail sales, sales, store management, strategic
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Resume Overview

Companies Worked For:

  • STRATEGIC PLANNING & CHANGE MANAGEMENT
  • LEHIGH VALLEY DAIRY FARMS
  • HANKA FOOD PRODUCTS, HELLERTOWN, PA - ATEECO, INC
  • LANECO, INC
  • LANECO, INC. EASTON, PA - SUPERVALU INC
  • LANECO, INC SUPERVALU INC
  • GROCERY BUYER/MERCHANDISER LANECO, INC WETTERAU, INC
  • GROCERY BUYER/MERCHANDISER J.M. JONES CO SUPERVALU INC

School Attended

  • DESALES UNIVERSITY
  • ST JOSEPH'S UNIVERSITY

Job Titles Held:

  • KEY ACCOUNT MANAGER
  • SALES REPRESENTATIVE
  • GENERAL MANAGER
  • MERCHANDISING MANAGER/DIRECTOR
  • CATEGORY MANAGER/MERCHANDISER - DAIRY & FROZEN FOOD
  • SHELF MANAGEMENT COORDINATOR
  • LEHIGH VALLEY DAIRY FARMS

Degrees

  • Master of Business Administration : Management 2002
    Bachelor of Science : Food Marketing 1989

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