NORMAN ANDREWS

4500 Beau Val Lane

(530) 647-2373
Placerville, CA 95667
nade1716@westpost.net
SENIOR SALES EXECUTIVE PROFILE
Director National Sales / Regional Sales Man
ager / Account executive
Senior sales, marketing and account development background with extensive knowle
dge in human resources, safety, transportation, finance, and retail sales. Speci
alist in route delivery efficiencies.
EXECUTIVE LEADERSHIP COMPETENCI
ES

* Strategic Planning & Organizational Leadership * Hand Held Software Design

* Team Building, Coaching & Mentoring * Financial Planning & Analysis Leadership
* Syndicated Market Share(IRI/Nielsen)Specialist * Comprehensive Safety Program
Leadership
* National Account Development * Fact Based Selling Skills
* Collective Bargaining Contract Negotiations * Mergers, Acquisitions & Divestur
es
* Direct store delivery Process Improvement * Corporate Professional Selling Ski
lls Trainer
* Cost Reduction/Avoidance Specialist * Key Account Relationship Building
* Labor Law Expertise * National Account Development
PROFESSIONA
L EXPERIENCE
FRANCIS DISTRIBUTING, Diamond Springs CA.
Operations Manager
2009 - curren
t
* Designed profit models for product, customer, delivery route and distribution
center analysis which resulted in 12% reduction in operating expense. Implemente
d SKU rationalization to create minimum profit margin tolerance. Lead geographic
expansion of business to increase revenue by 30%. Negotiated lower cost contrac
ts with Health care provider and Workers compensation insurance provider. Re-rou
ted delivery trucks to reduce cost per mile distribution expense. Implemented sa
fety program which reduced accident frequency by 50%. Lead the drive to develop
new business and increase sales with existing customers.

SVENHARDS BAKERY, Oakland, CA

Director of Operations
2007-2009
* Restructured DSD route structure to consolidate Southern California distributi
on with third party distributor. This initiative resulted in a significant reduc
tion of delivery expense and increased distribution exposure to expanded territo
ries.
* Developed business Relationship with Costco warehouse club and increased unit
and dollar sales.
* Developed in initial business relationship/distribution with Target stores in
California.
* Increased sales and shelf space in Northern California Safeway stores.
* Introduced, and trained, sales staff utilization of syndicated market share da
ta.
INTERSTATE BRANDS, Northern CA
Wonder Bread, Hostess Cake, Colombo French bread
General Sales Manager
1997 - 2007
* Reorganized management team to align core competencies with managers' talents.
Coached and mentored front line management to progress to advanced positions.
Set management metrics and aligned compensation with goal achievement.
* Achieved double digit increase in sales and market share through account devel
opment initiatives.
* Designed and introduced Hostess cake packaging to California Costco Warehouse
Club.
* Designed and implemented promotional software to measure financial effectivene
ss of promotion discounts.
* Television and radio spokesperson for Hostess Cake and Wonder Bread brands.
* Implemented comprehensive safety program which resulted in a significant reduc
tion of lost time injuries and unsafe acts.
* Managed and achieved double digit sales increases in 36 retail outlet stores t
hrough a clean store policy, customer service focus, targeted new store openings
and innovative advertising initiatives.
* Drastically improved employee morale through employee empowerment and training
. Spearheaded defense of all California labor law issues regarding discriminatio
n and harassment cases.
NORMAN ANDREWS
PAGE 2

* Acted as sole architect of a $22 million distribution contract between Interst

ate Brands and Svenhards Bakery. Note: This activity led to Svenhards Bakery rec
ruiting my services when IBC filed bankruptcy in 2004.
INTERSTATE BRANDS CORPORATION, Chicago Ill
General Sales Manager
1994-1997
* Increased sales and market share through an aggressive program of partnership
advertising with leading retailers in Chicago, Indiana and Wisconsin.
* Developed a co-packer business relationship with McDonald's fast food restaur
ants for international distribution.
* Initiated sales agreement with Chicago Wendy's fast food restaurant chain.
* Acted as corporate liaison with Justice Department monopoly investigation of t
he Illinois, Indiana and Wisconsin markets. Led activities of the subsequent Ju
stice Department divestiture order in the Chicago and Los Angeles markets. Led
the successful acquisition effort for a $70,000,000 business in Northern Califor
nia.
* Spearheaded the transfer of business from two acquisitions in Tampa and Miami
Florida markets.
INTERSTATE BRANDS CORPORATION, Kansas City, MO
Director of National Sales
1988-1993
* Co-authored corporate software for utilization of handheld computers on over 4
,000 delivery trucks. Software design revolutionized/automated data capture and
utilization, invoice accuracy, inventory control and sales forecasting.
* Maintained relations with all national accounts (Kroger Company, Wal-Mart, Saf
eway, Albertsons, Southland Corp-7-11 stores, Costco, Burger King fast food rest
aurants and others). Brand Manager for all national franchised brands.
* Syndicated market share liaison between Information Resources Inc., corporate
executive management and field management. Successfully trained field management
in use of market data to enhance customer sales and improve market position by
brand and geography.
* Established initial business relationship and sales with Wal-Mart, Sam's Club
and Walgreens drug stores. Expanded sales from a local region relationship to a
national sales agreement with Burger King fast food restaurants and K-Mart store
s. Doubled sales with Southland Corporation through enhanced service program dev
elopment and new product development.
Director of Corporate Sales Training
1986-1987
* Developed professional selling skills program and trained over 300 sales manag
ement personnel in opening and closing sales skills. Established Fact Based sell
ing skills utilization with Key Account Executives.

PROFESSIO
NAL AFFILIATIONS
Northern California B&C Taft Hartley Health & Welfare Fund, Trustee
Bakers San Francisco Local 24 Taft Hartley Health & Welfare Fund, Trustee
COMMUNITY SERVICE
American Diabetes Association, National Leadership Council Chairman
American Diabetes Association, Sacramento, Committee Chairman
AWARDS
Employer of the Year Award, 2002, Sacramento International Brotherhood of Teamst
ers
First Place Team Captain, American Diabetes Association's Tour de Cure, 2003 - 2
006

EDUCATION
Roosevelt University, Chicago, IL