Resume Highlights

Detailed accomplishments for each role are available.

Director & Senior Director          HQ-Battle Creek, MI                        4-04 to 6-08

Industry & Business Development

This role was a developmental position reporting to the Senior Vice President of Industry Development who was accountable for various functions – category management, trade analytics, shopper marketing and trade activation. An internal sales restructure eliminated the S.V.P. position and my role was elevated and focused solely on industry initiatives, customer activation and field sales technology.

Director, Retail Sales                         Retail Sales-Dallas, Texas                01 to 04

Led 6 Retail Team Leaders with 59 direct sales representatives across Safeway, Albertson’s, numerous Western States customers and WalMart Super-centers. I was one of two leaders on the 2001 strategic redeployment of 208 direct personnel at retail, reducing the broker coverage to 25% A.C.V. coverage. Leader on systems transition and infrastructure rebuild for a web based reporting system (RW3). My role was recognized in a Consumer Goods Technology magazine article (1-03). I implemented a financial retail investment policy specific to home-store programs across brokered chain customers.

Director, Broker Sales                         Retail Sales-Dallas, Texas                   00 to 01

I led the initiative to consolidate our national broker network moving to a national partnership with one broker for both perishable and dry products. I changed the broker payment structure from a per call basis to a percentage of sales payment (.38% of gross sales) with commission revenue of $15.3 MM.

Six Kellogg regional broker managers reported to me and were responsible for Kellogg products in grocery and mass A.C.V. for half of the United States.

 Director, Team Sales   Northeast Region-Princeton, NJ          98 to 00

Leader of the Northeast region developed and executed sales promotion strategies to achieve our sales goals.

I controlled a P & L with the region customers relative to trade strategies and managed Trade/A & P budget of $44 MM and $2.7 MM in overhead within Return of Investment guidelines. My region was 10.1% of national Kellogg dry grocery volume with 1999 dollar sales of $350 MM. Led region team consisting of 5 management level personnel and 10 account level personnel.

Director, Retail Services                      Corporate HQ-Battle Creek, MI          95 to 97

In 1995, I spearheaded the initial formation of multiple brokers servicing Kellogg dry products in the retail and mass channels from a previous direct retail sales force. Dismantled the Direct sales team at retail and implemented a broker system (hired all brokers). These initiatives eliminated $30 mm in overhead with sales force manpower reductions. Managed $15+ MM in fixed broker compensation, delivered a (–8%) spend variance.

Eleven Kellogg broker managers across the United States reported to me.

Manager Retail Sales                           New England Division- Bedford, NH    94 to 95

I managed a business team of 11 Kellogg representatives in the 6 New England States. The business team exceeded volume goals for Y.T.D. 1994 by 1%.  Led and counseled representatives on specific customer strategies as they related to the Kellogg's trade marketing plans.  As the NASCAR Coordinator for the region I maximized corporate sponsorship with show cars, driver appearances and local tie-ins with all direct customers resulting in incremental sales of products.   

Account Executive                              Detroit Division-Grand Rapids, MI       92 to 94

Responsible for Spartan Stores, Inc. and headquarter calls on 7 of Spartans indirects, $34 MM in Kellogg business. I increased Spartan case volume 4% and dollar volume 9% during 1992. I designed co-marketing events with NASCAR and the Senior PGA tour in 1993 to drive consumption numbers up 2%. 

Territory Manager II                             Dallas Division-Springfield, MO           88 to 92

1988 National Kellogg Salesman of the year, Golden "K" Award. Responsible for Associated Wholesale Grocers and Fleming Springfield (formerly Consumer Markets), $13 MM in Kellogg business.  

Territory Manager I Sales Rep.              Dallas Division-Tulsa, OK                    86 to 88

1987 Division Kellogg Salesman of the year, Golden "K" Award. I was responsible for Hale-Halsell, Warehouse Markets and Fadler Foods, a Food-service distributor. These customers totaled $1.5 MM in Kellogg business.

EDUCATION:                                                                                         

Degree earned: Bachelors of Business Administration, Marketing. The University of Oklahoma.                                                               

Degree earned: Masters of Business Administration. The University of Dallas - 2005 - GPA 3.6

Ongoing education and development: Unconscious Bias Training, White men as full diversity partners, Customer Profitability Scorecard Training (P & L customers), Customer business planning, "diversity-the competitive advantage" workshop. Kellogg designed training "strategic thought process", "team leadership", "collaborative consulting", "return on investment" and slideology workshops.  "Employee discharge" workshop designed by an outside consulting organization in Boston.