National Account Manager or Region Sales Manager
National Account Manager, Region Sales Manager with 24 years experience looking for a Direct Contributor position.
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VINCENT E. BLACK 283 West Trail Grayslake, Illinois 60030 cell: 847.528.1217 [email protected]
Summary of Experience Sales Leader with increasing levels of responsibility in areas of sales, sales m anagement, national chain accounts, business development, and corporate sales pl anning and marketing. Exceptional performance and track record of consistently increasing sales and profitability. Sold several national accounts with solid national (top 100), regional, and emer ging chain account contacts. Successfully managed Direct and Brokered sales organizations, as well as foodser vice distributors, including GFS Corporate. Secured a contract with Brinker/Chili's chain worth $4.5 million. Sold a $6 million coffee contract to Choice Hotels which included a national tel evision commercial. 12/2009 to present
2007 to 2009(Nov) Northern Illinois Food Bank, Waukegan, IL Client Development Coordinator: Responsible for all aspects of the operation to include: qualification of clients, data entry, distribution, and replenishment . This opportunity with the Northern Illinois Food Bank allowed me to give back to the community while engaged in a job search. Maple Leaf Foods, Consumer Foods Division, Des Plaines, Illinois A $5 billion global manufacturer of fresh meats, processed meats, meals, and bak ery.
National Account Manager, Foodservice Division U.S.A.: Responsible for developi ng new business with national chain account operators, and existing business/cus tomers. Total sales: $25 million. Analyzed menu offerings to identified prospects for rib products and developed s trategy to key chains. Result: Expanded penetration in "barbecue belt" states and increased fresh pork sales by 2.5 million pounds annually. Prepared and presented proposal to Brinker for supplying Chili's restaurant chai n. Result: Secured contract for 1.5 million pounds of ribs. Leveraged relationships with Sysco operating companies. Result: Secured 3 new Sysco operating companies as customers and sold 500,000 pounds fresh pork produc
ts. Developed new relationship with Texas Steakhouse, Great American Restaurants and Bono's BBQ. Result: Replaced current vendors and sold 1,025,000 lbs of ribs. 2006 to 2007 International Foodservice Manufacturers Association (IFMA), Chicago, Illinois An association of foodservice manufacturers providing sales and marketing resour ces.
Director of Sales: Responsible for obtaining and retaining membership, member s ervices function, and leading 2 Business Committees. Recruited national account operators to present at national conferences. Result : Secured representatives from McDonald's, Famous Dave's, Panera Bread, Darden, Sodexho, and Culver's to present at COEX conference. Initiated direct mail and cold calling program to secure new members. Result: Sold 36 new memberships and grew revenue by 20% in first year. Drove response to non-renewing customers. Result: Retained high dues paying me mbers, who had decided to discontinue membership. 2004 to 2006 John Morrell & Co. (an operating company of Smithfield Foods), Chicago, Illinois A full-line processor of meat related products, including pork, hot dogs, bacon, and value-added proteins like beef and chicken.
National Account Manager: Responsible for developing new business and customize d products with key national chain and industrial accounts in 11 states. Called on and secured 12 new accounts. Result: Grew sales volume 27%, from 4.8 to 6.1 million pounds in 18 months. Drove product customization projects with Buffets, Inc., Cousin's Subs, Culvers, Cosi, Michelina's, and Bosco Pizza. Result: Developed 6 customized ham, peppe roni, Canadian bacon, and hot dog products. Collaborated with key brokers including ISC, FMS, Food Marketing, Baker Sales, H alling, and Midwest Regional Sales on national accounts. Result: Developed new account opportunities and expanded sales in territory. 2002 to 2004 Sepp's Gourmet Foods, Chicago, Illinois A specialty gourmet food company specializing in pate, seafood dips, and sweet a nd savory baked goods for retail grocery chains, club stores, and specialty stor es.
National Sales Manager - U.S.: Responsible for establishing sales and marketing presence in the U.S., including business development strategy, broker managemen t, budgeting, and forecasting. Introduced product line to major grocery chains including Safeway, Albertsons, G iant Eagle, Wakefern, and Shaw's. Result: Grew revenue 41% in 18 months Drove new and private label product development. Result: Created new products for Costco, Market Day, and Wegmans. Championed new pricing strategy. Result: Consolidated 14 price lists to 2 and improved sales team efficiencies and productivity. 1986 to 2002 Kraft Foods Inc. (Foodservice division), Glenview, Illinois A $2 billion leading producer and marketer of top national brands, including Max well House, Oscar Mayer, Philadelphia, Oreo, and Nabisco Snacks. 2001 to 2002 Corporate Planning Manager, Convenience Store Channel (Foodservice): Responsibl e for development of the foodservice business within the C-Store Channel, includ ing program development, contract management, volume forecasting, and marketing fund supervision. Led as the primary interface between National Account Manager s, Legal, and Marketing Group for the $26 million C-Store business. Facilitated multi-million dollar contracts with national accounts, like 7-Eleven , Speedway, and ExxonMobil. Created new trade programs for growth in Kraft's profitable categories. Development of synergy promotions/programs on Kraft's Beverages and Nabisco Snac ks that grew volume 15%. 1999 to 2001 Corporate Planning Manager, Trade Spending: Responsible for strategic developme nt and execution of Kraft's customer trade programming for Distribution (HQ & Lo cal), Operators, Vending, and National Accounts. Promoted into this role at Kra ft's corporate headquarters. Wrote annual business plan for $38 million trade budget and presented to Divisio n President and his staff. Productivity gains by eliminating inefficient trade programs and simplification of legacy ones. Led cross-functional team with development and field execution of the Kraft Bran ded program, introducing brands like Kraft Salad Dressings/Enhancers, Philadelph ia Cream Cheese, and Kraft BBQ Sauce to distribution and operator channels. Met customer's needs by overhauling existing distributor trade program to more c losely align distributor's go-to-market strategies. Won award for development of Kraft's Day-part Marketing Program. 1986 to 1999 Kraft Foods,
District Sales Manager, Detroit, Michigan: Responsible for leading direct sales force of 5, for growth at Gordon Food Service, Sysco, and US Foodservice. Exce eded plan every year in a $32 million area. Responsibilities included interview ing, hiring, training, and leading a sales team. Also responsible for budgeting and program development. Grew my area 500M pounds in my last year. Personally responsible for managing all sales activities at GFS Corporate. Promoted to Co rporate Planning Manager in Kraft's headquarters.
National/Regional Chain Account Manager, Columbia, Maryland: Responsible for th e management of all sales activities of National Accounts, such as: Choice Hote ls, Mobil Oil, Manor Care, and Chesapeake Bagel Bakery. Sold over 6 million dol lars of new coffee business to Choice Hotels and included Maxwell House Coffee i n a national television commercial. Also sold to regional accounts, like: BF S aul, Adam's Ribs, and Thompson Hospitality. Involved in selling Marriott, Sodex ho, and Aramark at the regional level. Promoted to District Sales Manager.
Territory Sales Manager, Raleigh, North Carolina: Responsible for managing sale s activities within a $12 million area, including the management of four sales r epresentatives in a two state area. Overall responsibility for Alliant Rocky Mo unt, & Alliant Richmond, PYA Monarch Raleigh & PYA Salem (VA.), and VSA Greensbo ro, a redistributor to the office coffee service and vending trade. Promoted to National/Regional Account Manager.
Key Account Manager, Cleveland, Ohio: Grew coffee volume $1.3 million at Americ an Seaway Foods. Awarded "Supplier of Year" twice at Seaway, and General Foods "President's Award". Also managed Sysco Cleveland, Northern Haserot and Sexton. Promoted to Territory Sales Manager. Won several sales awards.
Sales Representative, Detroit, Michigan: Promoted after only 7 months. Won Sal es Leadership Award Education: B.A. - Marketing, Michigan State University, East Lansing, Michigan Member of Varsity Track Team
Summary of Experience Sales Leader with increasing levels of responsibility in areas of sales, sales m anagement, national chain accounts, business development, and corporate sales pl anning and marketing. Exceptional performance and track record of consistently increasing sales and profitability. Sold several national accounts with solid national (top 100), regional, and emer ging chain account contacts. Successfully managed Direct and Brokered sales organizations, as well as foodser vice distributors, including GFS Corporate. Secured a contract with Brinker/Chili's chain worth $4.5 million. Sold a $6 million coffee contract to Choice Hotels which included a national tel evision commercial. 12/2009 to present
2007 to 2009(Nov) Northern Illinois Food Bank, Waukegan, IL Client Development Coordinator: Responsible for all aspects of the operation to include: qualification of clients, data entry, distribution, and replenishment . This opportunity with the Northern Illinois Food Bank allowed me to give back to the community while engaged in a job search. Maple Leaf Foods, Consumer Foods Division, Des Plaines, Illinois A $5 billion global manufacturer of fresh meats, processed meats, meals, and bak ery.
National Account Manager, Foodservice Division U.S.A.: Responsible for developi ng new business with national chain account operators, and existing business/cus tomers. Total sales: $25 million. Analyzed menu offerings to identified prospects for rib products and developed s trategy to key chains. Result: Expanded penetration in "barbecue belt" states and increased fresh pork sales by 2.5 million pounds annually. Prepared and presented proposal to Brinker for supplying Chili's restaurant chai n. Result: Secured contract for 1.5 million pounds of ribs. Leveraged relationships with Sysco operating companies. Result: Secured 3 new Sysco operating companies as customers and sold 500,000 pounds fresh pork produc
ts. Developed new relationship with Texas Steakhouse, Great American Restaurants and Bono's BBQ. Result: Replaced current vendors and sold 1,025,000 lbs of ribs. 2006 to 2007 International Foodservice Manufacturers Association (IFMA), Chicago, Illinois An association of foodservice manufacturers providing sales and marketing resour ces.
Director of Sales: Responsible for obtaining and retaining membership, member s ervices function, and leading 2 Business Committees. Recruited national account operators to present at national conferences. Result : Secured representatives from McDonald's, Famous Dave's, Panera Bread, Darden, Sodexho, and Culver's to present at COEX conference. Initiated direct mail and cold calling program to secure new members. Result: Sold 36 new memberships and grew revenue by 20% in first year. Drove response to non-renewing customers. Result: Retained high dues paying me mbers, who had decided to discontinue membership. 2004 to 2006 John Morrell & Co. (an operating company of Smithfield Foods), Chicago, Illinois A full-line processor of meat related products, including pork, hot dogs, bacon, and value-added proteins like beef and chicken.
National Account Manager: Responsible for developing new business and customize d products with key national chain and industrial accounts in 11 states. Called on and secured 12 new accounts. Result: Grew sales volume 27%, from 4.8 to 6.1 million pounds in 18 months. Drove product customization projects with Buffets, Inc., Cousin's Subs, Culvers, Cosi, Michelina's, and Bosco Pizza. Result: Developed 6 customized ham, peppe roni, Canadian bacon, and hot dog products. Collaborated with key brokers including ISC, FMS, Food Marketing, Baker Sales, H alling, and Midwest Regional Sales on national accounts. Result: Developed new account opportunities and expanded sales in territory. 2002 to 2004 Sepp's Gourmet Foods, Chicago, Illinois A specialty gourmet food company specializing in pate, seafood dips, and sweet a nd savory baked goods for retail grocery chains, club stores, and specialty stor es.
National Sales Manager - U.S.: Responsible for establishing sales and marketing presence in the U.S., including business development strategy, broker managemen t, budgeting, and forecasting. Introduced product line to major grocery chains including Safeway, Albertsons, G iant Eagle, Wakefern, and Shaw's. Result: Grew revenue 41% in 18 months Drove new and private label product development. Result: Created new products for Costco, Market Day, and Wegmans. Championed new pricing strategy. Result: Consolidated 14 price lists to 2 and improved sales team efficiencies and productivity. 1986 to 2002 Kraft Foods Inc. (Foodservice division), Glenview, Illinois A $2 billion leading producer and marketer of top national brands, including Max well House, Oscar Mayer, Philadelphia, Oreo, and Nabisco Snacks. 2001 to 2002 Corporate Planning Manager, Convenience Store Channel (Foodservice): Responsibl e for development of the foodservice business within the C-Store Channel, includ ing program development, contract management, volume forecasting, and marketing fund supervision. Led as the primary interface between National Account Manager s, Legal, and Marketing Group for the $26 million C-Store business. Facilitated multi-million dollar contracts with national accounts, like 7-Eleven , Speedway, and ExxonMobil. Created new trade programs for growth in Kraft's profitable categories. Development of synergy promotions/programs on Kraft's Beverages and Nabisco Snac ks that grew volume 15%. 1999 to 2001 Corporate Planning Manager, Trade Spending: Responsible for strategic developme nt and execution of Kraft's customer trade programming for Distribution (HQ & Lo cal), Operators, Vending, and National Accounts. Promoted into this role at Kra ft's corporate headquarters. Wrote annual business plan for $38 million trade budget and presented to Divisio n President and his staff. Productivity gains by eliminating inefficient trade programs and simplification of legacy ones. Led cross-functional team with development and field execution of the Kraft Bran ded program, introducing brands like Kraft Salad Dressings/Enhancers, Philadelph ia Cream Cheese, and Kraft BBQ Sauce to distribution and operator channels. Met customer's needs by overhauling existing distributor trade program to more c losely align distributor's go-to-market strategies. Won award for development of Kraft's Day-part Marketing Program. 1986 to 1999 Kraft Foods,
District Sales Manager, Detroit, Michigan: Responsible for leading direct sales force of 5, for growth at Gordon Food Service, Sysco, and US Foodservice. Exce eded plan every year in a $32 million area. Responsibilities included interview ing, hiring, training, and leading a sales team. Also responsible for budgeting and program development. Grew my area 500M pounds in my last year. Personally responsible for managing all sales activities at GFS Corporate. Promoted to Co rporate Planning Manager in Kraft's headquarters.
National/Regional Chain Account Manager, Columbia, Maryland: Responsible for th e management of all sales activities of National Accounts, such as: Choice Hote ls, Mobil Oil, Manor Care, and Chesapeake Bagel Bakery. Sold over 6 million dol lars of new coffee business to Choice Hotels and included Maxwell House Coffee i n a national television commercial. Also sold to regional accounts, like: BF S aul, Adam's Ribs, and Thompson Hospitality. Involved in selling Marriott, Sodex ho, and Aramark at the regional level. Promoted to District Sales Manager.
Territory Sales Manager, Raleigh, North Carolina: Responsible for managing sale s activities within a $12 million area, including the management of four sales r epresentatives in a two state area. Overall responsibility for Alliant Rocky Mo unt, & Alliant Richmond, PYA Monarch Raleigh & PYA Salem (VA.), and VSA Greensbo ro, a redistributor to the office coffee service and vending trade. Promoted to National/Regional Account Manager.
Key Account Manager, Cleveland, Ohio: Grew coffee volume $1.3 million at Americ an Seaway Foods. Awarded "Supplier of Year" twice at Seaway, and General Foods "President's Award". Also managed Sysco Cleveland, Northern Haserot and Sexton. Promoted to Territory Sales Manager. Won several sales awards.
Sales Representative, Detroit, Michigan: Promoted after only 7 months. Won Sal es Leadership Award Education: B.A. - Marketing, Michigan State University, East Lansing, Michigan Member of Varsity Track Team
