Professional CPG Sales Executive Food and Beverage Industry Highly Motivated and Goal-focused CPG sales management

professional with 23 year s of experience and solid qualifications in general management, distribution, wa rehousing, key account management and customer relationship building/maintenance in Supermarket, Drug, Convenience Retail, Mass Merchandise and Food Service cha nnels of trade. Proven ability to develop new business and increase sales within established accounts in mature markets managing sales revenue of $350 million. Self-confident and poised in interactions across all business hierarchies; a per suasive communicator and assertive negotiator with strong deal-closing abilities . Excellent time management skills and computer-literate. CORE COMPETENCIES: * * * * * Sales Growth / Account Development Team Building / Talent Development Market and Category Analysis P&L Management Sophisticated Fact Based Selling

________________________________________________________________________________ __________ PROFESSIONAL EXPERIENCE UTZ QUALITY FOODS, INC. April 2007 - October 2010

Vice President Central Accounts Hanover, Pa. Recruited to work with national and regional accounts in the supermarket, conven ience retail, mass merchandise and food service channels to develop strategies a nd alliances that would enhance corporate value and market presence. Managed and coached a team of Key Account Managers on building existing accounts and develo ping new business in core market and new territories. Serve as a key liaison for all customers by providing category expertise and developing strategies through collaborative planning to achieve the customer and company goals. Accounts mana ged at the headquarter level are Wal-Mart, Target, Safeway, Supervalu, Wegmans, WAWA, 7-Eleven, Whole Foods, MARS Supermarkets and Subway. Developed the annual business plan, managed the corporate contract, commissions and marketing investm ent, served as the primary contact and provided insight and guidance on the impl ementation of handhelds for Independent Distributors. Results: * Successfully integrated category management, space strategy and shopper insigh ts by providing technical and analytic support with key retailers. * Reversed a history of stagnant sales by delivering consistent growth of 12% an nually. * Managed cooperative marketing budgets and reduced spending by 5%. * Utilized consumer purchasing trends to implement a price package plan that res ulted in a 13.5% increase in selling income per unit, increased gross profit of 16% and a 3.5% increase in market share. * Secured new distribution with Subway and Wegmans by developing a business plan based on fact based consumer loyalties and cannibalization factors that resulte d in expanded category sales and increased transaction size. * Developed and managed a distributor network in Upstate New York to increase co rporate value and provide alignment through additional promotional programs with major retailers including Wal-Mart, Target, Wegmans, Dollar General, Dollar Tre e and various convenience retail customers. * Maintained continuity in pricing and service levels with independent distribut ors.

* Coached a team of key account managers and implemented processes for impactful and actionable customer meetings through the utilization of call plans and S.W. O.T. analysis. * Strengthened the overall talent pool by creating and sustaining a winning and inclusive culture through inspirational leadership. * Analyzed consumer purchasing habits to identify the need states and developed a category hierarchy for utilization in price /package planning and brand strate gy. The category manager at Wal-Mart utilizes this hierarchy for his category pl anning. * Established strong relationships with key decision makers and aligned corporat e initiatives to jointly achieve annual goals. * Built a price elasticity model to forecast the company's sales and profit vola tility as a result of the fluctuating commodity market and achieve the successfu l sell in of a 12% price increase to Wal-Mart. * Worked with the IT team to develop a sales and profit model and customer score card to report results for each key account and key account manager to aid in fa ct based selling and providing actionable analytics. * Achieved preferred regional vendor status with Safeway and Wal-Mart by working with Category Directors and Managers by providing fact based insights and actio nable business analytics including identifying consumer clusters and developing pricing and package strategies that focused on customer spending habits. * Price / Package Planning initiatives were identified as a best practice by Tar get Corp. and implemented nationally. * Reduced weekly out of stock counts through effective communication with the ro ute sales people on promotional activity, consumer demand reports and lift analy sis. * Developed and executed value added programs that aligned with retailer initiat ives which resulted in reversing a ten year sales decline in Safeway by deliveri ng 15% sales growth and an increase in gross profit of 18%. Aisle space increase d from an average of 8ft to 24ft. * Built collaborative customer sales plans that resulted in increased shelf pres ence of 100% to 150% in Target and Whole Foods. COCA-COLA ENTERPRISES February 2002 - April 2007

Vice President of Supermarket Sales, Ahold Account Team (August 2005 - April 200 7) Promoted to develop and manage strategic and tactical marketing, sales and relat ionship building initiatives with the largest food retailer in the northeast. Le ad a geographically dispersed team of customer experts including Customer Develo pment Managers, Field Execution Managers and sales analyst. Worked with the busi ness unit leadership team to enhance effectiveness and employee engagement on an on-going basis. Lead the strategic headquarter call point for category sales an d acted as the primary Coca-Cola contact for collaboration and influence with th e retailer to grow the beverage category. Worked closely with the Executive Vice President of Sales and Marketing and revenue growth management team from Coca-C ola Enterprises along with marketing managers within The Coca-Cola Company to ac hieve corporate initiatives. Facilitated Steering committee Meetings with the In dependent Bottlers to collaboratively develop the go to market strategy and acte d as a liaison for the Coca-Cola system to speak as one voice and provide contin uity to the retailer. Managed a multimillion dollar cooperative marketing budget and the oversight for Sarbanes Oxley compliance. Quarterly and annual business plan presentations to the retailers' executive management team in addition to Co ca-Cola Region and Corporate Presidents and Executive Vice Presidents. Results: * Developed C-level relationships within the customers operating units. * Achieved preferred vendor status through collaborative planning utilizing Cons umer Centric Retailing analysis with the category directors.

* Built comprehensive go to market plans that delivered an increase of 6% in gro ss profit and improved company market share by 2%. * Aligned with Market Unit Vice Presidents to achieve operational efficiencies r elated to customer service. * Utilized fact based insights and actionable business analytics to identify pur chasing habits, trends, loyalties and price elasticity's to establish price poin ts that provided a greater register ring, maintained or increased the number of transactions while improving sales and gross profit dollars. Director of Key Accounts Harrisburg, Pa. and Syracuse, NY. (March 2004 - August 2005) Promoted to manage a team of Key Account Managers, improve capability and streng then talent, the development and execution of sales and marketing business plans for supermarket, convenience and drug channels of trade in Eastern Pennsylvania and Upstate New York. Facilitated Regional Steering committee meetings with exe cutives from the Independent Bottler Group servicing retail customers in Eastern Pennsylvania and Upstate New York to collaboratively plan Price-Package Promoti onal Plans and value added marketing programs. Results: * Successful sell in of cooperative marketing agreements to retailers and secure d CTM agreement from Independent Bottlers trough the CPAC process. * Provided bottler alignment on new items, SKU management and value added market ing programs. * Achieved a 4.4% swing in market share as measured by Nielson through collabora tive planning and relationship building activities. * The promotional plan delivered a 6% increase in gross profit and 3% sales grow th. * Achieved preferred vendor status in six convenience retail chains by providing category expertise and developing win/win relationships. * Increased promotional package activity by identifying, opportunity gaps, consu mer needs and discretionary spending habits. * Achieved 95% to 100% distribution on new item launches. * Weekly/Monthly performance management stewardship of bottler case sales by pac kage and retailer to provide retailer sales and profit results. Market Development Manager Harrisburg, Pa. (February 2002 - March 2004) Assigned to develop and execute sales and marketing programs to enhance corporat e value and share of market with convenience retail and supermarket retailers in Eastern Pennsylvania. Managed and coached a team of key account managers and pr ovided a focus on building customer relationships throughout all levels of the o rganization. Facilitated Steering Committee Meetings with Independent Bottlers i n Eastern Pa. to collaboratively plan go to market strategies within the Superma rket and Convenience Retail channels. Results: * Developed alliances with Coca-Cola Bottlers and non-competing companies to suc cessfully deliver consumer and customer value added marketing promotions targete d at improving sales and profit. * Provided system alignment on cooperative marketing programs, sku management an d value added programs. * Executed a price/package plan that improved extended dead net gross profits by 12.8% while achieving share leadership in Eastern Pa. accounts > 2mm as measure d by Nielsen. * Achieved share leadership with a 12 point swing within Giant Foods of Pa. thro ugh collaborative planning with the Category Manager. THE COCA-COLA COMPANY November 2000 - February 2002

Customer Development Manager Harrisburg, Pa. Coordinated and managed Cooperative Trade Marketing Funds in addition to develop ing sales and marketing plans for six Coca-Cola franchised bottling companies al l in an effort to provide continuity as a system and the ability to speak as one voice to Giant Food of Pa. (Ahold) and Weis Markets. Acted as a liaison in buil ding relationships with the individual bottlers, colleagues and the retailer org anizations. Facilitated Region Steering Committees with key decision makers for each of the bottling companies. Results: * Developed a sales plan that delivered a 9.4% increase in sales by providing br and and package alignment for the system. * Successfully secured key selling weeks by measuring consumer purchasing cycles and promoted packages that improved the average transaction size. * System agreement on CTM programs. COCA-COLA BOTTLING COMPANY CONSOLIDATED February 1998 - November 2000 General Manager Wilson, NC (June 1999 - November 2000) Full P&L responsibility for all sales, distribution and warehouse functions of a 1.5 million case DSD facility. Development of strategic and tactical sales plan s to assign and measure management and sales accountabilities utilizing the H5W format.

Results: * Increased efficiencies by 22.4% through the implementation of new routing and merchandising schedules and measurable accountabilities for the management team. * Increased on premise cold drink volume by 10% with the implementation of incen tives targeted toward employees and consumers along with securing several school bids through joint partnerships with various businesses in the community. * Lead change and improved quality assurance scores by 24% through continuous ma rket inspections and communicating the sales centers results for each accountabi lity measure on a daily basis. Identified a package and brand strategy through s ku rationalization by channel based on shelf life and weekly sales averages. Area Sales Manager Fayetteville, NC. (February 1998 - June 1999) Managed Home Market Sales and P&L responsibility for bulk delivery and conventio nal route sales at a 7 + million case sales center. Developed relationships with store managers, owners and district managers for a variety of retailers includi ng Food Lion, Harris Teeter, Wal-Mart, Hannaford Bros., Kroger, Carlie C's and Q uick Stop. Results: * Secured incremental display activity by entering the key account promotional p lan into a category management planning tool, Catman II, and selling to District Managers and Store Managers based on retail and gross profit dollars generated per outlet. * Initiated night bulk deliveries to increase fleet efficiencies by working with the Food Lion District and Loss Prevention Managers. * Worked with colleagues to implement an advance sell bulk delivery system to h igh volume convenience retail and drug accounts. The Food Lion night delivery t ractor trailers were utilized during the day to accommodate product orders for t he small format bulk routes. KEYSTONE COCA-COLA (Herb Group) July 1988 - February 1998

Held various positions such as Territory Account Manager, Sr. Key Account Execut ive and Sales Distribution Center Manager with full P&L responsibility for all s ales, distribution, marketing, fleet and warehouse functions of a 1.8 million ca se DSD facility. Development and execution of strategic and tactical sales and m arketing plans to enhance corporate value and share of market through improve sa les and gross profit while identifying measurable accountabilities for the sales and management staff. Labor agreement negotiations and contract management with Teamsters Local and International Business Agents. Strategic thinking and strat egy development of annual business plans and tactics designed for future growth through collaborative planning with The Coca-Cola Company, Lipton Tea, Cadbury a nd our corporate ad agency. Managed a team of Key Account Managers and accounts in the Supermarket, Drug, Mass Merchandise and Convenience Retail channels of t rade including: Price Chopper, Grand Union, Acme Markets, A&P, Pathmark, Shop R ite, Giant Foods, Weis Markets, Tops, Penn Traffic, Wegmans, CVS, Eckerd, Rite A id, Walmart, Target, Turkey Hill, Uni-Mart and several convenience retail chains in Upstate New York. Sales Center Manager Binghamton, NY (April 1994 - February 1998) Sr.Key Account Executive Pittston, Pa. (November 1989 - April 1994) Territory Account Manager Pittston, Pa. (July 1988 - November 1989) Results: * Reversed negative sales and profit trends with a proven history of achieving s ales and profit budgets. * Successfully negotiated a 5 year labor agreement. * Improved market share by 10 points through the implementation of customer mark eting agreements and growth incentives. * Developed a fleet mechanical and cosmetic maintenance program to minimize expe nses, enhance the corporate image and extend vehicle life. * Became a preferred vendor and category expert for the market supermarket leade r Binghamton Giant. * Provided leadership to the management team and successfully developed employee engagement on an on-going basis through quarterly team building and coaching me etings. * Improved communication to the sales force through the development and implemen tation of a promotional matrix for all chain store activity. TECHNICAL COMPETENCIES: Operating Systems: Windows (2000, 7, XP Professional), SAP Software: MS Office (Word, PowerPoint, Excel, Outlook, Outlook Express), Adobe, Map Point, Nitro PDF, Lotus Notes, Photo Shop, JDA Other: Web Based Sales Reporting (Web Focus), Margin Minder EDUCATION: King's College State University of New York University of Phoenix Major: Business Management (Bachelor's Degree, In Progr ess) ADDITIONAL TRAINING: Dale Carnegie Impactful Presentations Dimensions of Professional Selling and Relationship Building PROFESSIONAL AND COMMUNITY ASSOCIATIONS:

Northeastern Pennsylvania Manufacturers Board of Directors Safeway Foundation Easter Seals Committee