- San Francisco, CA, US
- £7 /hr
- Available now
People tell me that I am a driven, focused, and strategic senior sales and marketing executive offering rich history of success accelerating sales, raising market share, fuelingmore...People tell me that I am a driven, focused, and strategic senior sales and marketing executive offering rich history of success accelerating sales, raising market share, fueling profitability, and posturing organizations for sustainable growth. I am an accomplished executive with propensity for consistently delivering results exceeding expectations. I thrive on challenging opportunities to develop solutions or strategies that drive performance improvements. I possess expansive manufacturing experience spanning sales, marketing, quality, manufacturing management, employee recruitment and training, branding, and more.
In my last position as VP Sales & Marketing for a company that manufactures and distributes natural fuel products, I created and launched a formalized sales and marketing department supporting brands and new products. Partnered with distributors, retailers and foodservice operators to implement strategies increasing brand awareness, expanding sales, and improving profitability. Reversed 17% decline in sales from the prior two years and increased 2010 sales 3% in the first six months.
Previously, as Director of Sales and Marketing and later Executive Vice President, I earned the challenging opportunity to oversee development and implementation of 6 successful branded product lines. We partnered with food wholesalers to negotiate contracts and strategies increasing brand awareness, expanding sales, streamlining operations, and improving profitability. Also, we coordinated participation in 50+trade shows per year featuring 500 new and existing products to market products to commercial buyers and purchasing agents.
ï‚® Brand Revitalization • Led sales increase turnaround initiative focused on boosting sales with a declining division. Gained 15% increase in sales over 2 years by rejuvenating interest in 2 brands through implementation of a strategic business plan and recruitment of top talented Division Manager hired to lead execution strategy.
ï‚® Market Segmentation Strategy • Attained revenue growth of 300%+ (to $13 million from $4 million over 6 years), strengthened market share, increased branded product sales to 70% of total sales, and doubled gross profit by creating and implementing effective market segmentation strategy for 6 new brands involving 300+new product line extensions.
ï‚® New Product Development • Nearly doubled gross profits on new product introductions within 2 years of launch by researching industry trends, monitoring competition, steering cross-functional product development teams, creating web-based PERT schedule for new product process, and creating template for use by all future new product development teams.
ï‚® Marketing • Increased branded product sales to 70% of total sales while growing gross profit ~100% by launching a formalized marketing department supporting brands and new products. Recruited and trained personnel, oversaw marketing collateral development efforts, and participated in 50+ trade shows per year to attain Best Trade Show Booth by several Sysco and US Foodservice Divisions.
ï‚® Sales Team Development • Positioned company for long-term existence and expanded sales $9 million by architecting sales team organization, identifying sales territories, recruiting top talent, and facilitating sales organization training.
ï‚® Leadership Team Recruitment • Selected top talent team members to achieve a 40% reduction in employee turnover and recruitment cost savings of $100,000 annually. Crafted job descriptions, utilized integrated recruitment methodologies, implemented interviewing protocol improvements, and instituted specific, qualifications •based hiring practices to secure individuals.
ï‚® Recognition • Identified by Sysco Corporation as a top supplier 4 years.
Area Covered: San Francisco, CA and Bay Area
Industry: Marketing and Advertising
Work Experience Summary: VICE PRESIDENT OF SALES & MARKETING 2009 - present
Created and launched a formalized sales and marketing department supporting brands and new products. Partnered with distributors, retailers and foodservice operators to implement strategies increasing brand awareness, expanding sales, and improving profitability. Reversed 17% decline in sales from the prior two years and increased 2010 sales 3% in the first six months.
EVP, Business Development & Operations 2003-2009
Led cross-functional team thorough a process to reduce raw material costs. Identified key materials and researched latest trends; attended trade shows and negotiated new long term supply contracts. Reduced material costs by $250,000 annually including 13% reduction in #1 raw material purchased, and trained managers how to reduce material costs.
Designed and integrated a comprehensive supply chain management program. Developed strategic change plan involving several functional areas, changed processes for materials management, inventory, planning and contract administration. Improved efficiencies, procurement performance, and communication and reduced materials on hand by 10%.
Created annual budgets for planning purposes. Audited figures, analyzed data, estimated costs, expenses, and profit in collaboration with the controller. Created system for monitoring costs and a benchmark for evaluating results. .
Restructured a struggling division to boost declining sales. Analyzed products and key customers; identified opportunities; and created strategic plan. Reversed 10% annual sales decline, and increased sales by 15% in a two year period.
Implemented a recruiting system to improve retention and reduce costs. Analyzed current methods used for interviewing and hiring, created customized benchmarks for personnel assessments, and trained key personnel in the proper use of assessments and the interview process. Improved hiring process, saved $100,000 in annual costs, reduced interviewing time by 50%, and increased retention rate.
Coached the management team to improve manufacturing efficiencies and streamline operations. Identified ways to run 500 SKUs on 7 production lines more efficiently, and recommended improvements based on continuous improvement and best practices. Improved manufacturing efficiencies, streamlined operations, created new inventory programs, improved quality control, reduced loss, and saved over $150,000 annually.
Coached personnel through the process of creating procedure manuals for key positions. Recruited a technical writer, created job descriptions, coached the team, made process changes and gave input on content, set target dates, and monitored progress. Completed procedure manuals for all functions of key positions throughout company, and cross trained individuals enabling them to assume duties as needed.
Director of Sales & Marketing 1989-2003
Led cross-functional teams through the process of new product development. Researched industry trends, and opportunities, monitored competition, directed personnel, and created a web based PERT schedule. Created a template for future teams, gross profit increased by 40%, and new products reached over 50% of total sales.
Organized the launch of new brands. Determined the best market segment for six new brands, developed and executed comprehensive marketing programs, in collaboration with R&D, manufacturing, sales and key customers. Gross profit increased by 50%, and increased branded product sales to over 70%.
Organized a direct sales force to promote new brands and product lines. Identified sales territories, created sales goals and objectives, initiated new compensation plan, recruited and trained a sales team, collaborated with IT to create sales management program, and monitored performance. Positioned the company as a leader in marketing specialty food products and increased revenue from $4M to $13M.
Developed and managed product line extensions. Identified 50+ new product opportunities, collaborated with new product development team, manufacturing, sales, and key customers. Increased market share and total revenue by over 300%.
Developed a marketing department to support brands and new products. Recruited key personnel, managed development of themes and concepts, supervised marketing materials, and brand/product promotions, and participated in 50+ trade shows per year. Aligned the company’s sales team with marketing programs, increased product mix to over 70% branded products.
Implemented an accrual accounting system to track marketing expenses. Created a system in collaboration with the controller, used accrued funds for all marketing activities, and coached staff. Enabled company to better monitor total marketing spending, reduced errors through improved checks and balances, and improved cash flow projections.
Introduced annual sales forecasting to establish goals for the sales team. Analyzed sales, calculated increases, made projections, and created commission program as an added incentive. Improved focus leading territory sales managers to meet their objectives to grow brands.
Account Manager 1987-1989
Created an exclusive partnership with Sysco Corporation, the nation’s leading foodservice distributor. Bundled products into one comprehensive program, launched the new program during the Sysco Supplier Merchandising Conference, promoted program nationwide directly to hotels, restaurants, hospitals, schools, universities and correctional facilities, and negotiated long term agreements. Achieved Sysco Corporation’s top 100 supplier 4 years, and highlighted company’s core competency in specialty food manufacturing. Increased sales from $1M to $6M.
Export Manager 1985-1987
Established and maintained relationships with importers of food, beverage, and consumer products including dry grocery, health and beauty care, nutritional supplements and computer software. Served as liaison with overseas buyers, assisting with sourcing and selection of products, and managing all aspects of export operations. Managed logistics of packaging, shipping, negotiating freight costs and ensuring prompt payments.
Education Summary: EDUCATION AND ADDITIONAL HIGHLIGHTS
EDUCATION Graduate Studies • Ed.D. in Organization Change
Master of Business Administration (MBA) in Management
Pepperdine University; Malibu, CA
Bachelor of Science in Business Administration (BS) in Marketing
University of Southern California; Los Angeles, CA
AFFILIATION International Foodservice Manufacturers Association (IFMA)
The Olympic Club • San Francisco, CA
AWARDS Sysco Corporation’s Top 100 Supplier Award (1998, 2000, 2003, 2005)
Senior Sales and Marketing Consultant