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Larry
US-Ohio-Cincinnati
10+ yrs
No
Yes
Regional Sales Manager
To help a dynamic company grow sales and market share.
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ng relationships with external business partners. Can build an external sales team from the ground up.
Customers Include: Kroger, Meijer, Fred- Meyer, Fry¡¦s, Smith¡¦s, Dillions, Ralph¡¦s s Walgreen¡¦s, Raley¡¦s, Safeway, Menards,Costco, Pamida, Shopko, SuperValu, Factory Card Outlet, JoAnn Fabrics, Franks Nursery, Lazarus, May Co., Kohls, Mercantile, Elder-Beerman, Ace Hardware and TruServ, Dollar General.
FOOD BROKER MANAGEMENT SALES REP MANAGEMENT
PROFESSIONAL EXPERIENCE
NATIONAL ACCOUNT MANAGER, 1993 to 2004
Lancaster Colony Corporation
Candle-lite candles / Indiana Glass
Candle-lite is America¡¦s premier candle company with leading market share in the grocery, drug and mass trade channels with sales in excess of $150M.
Directed all sales and business development functions, including numerous new product rollouts, national account development, contract negotiations and other responsibilities. Directed network of food brokers and independent reps in the mid-west, Canada and west coast markets. Implemented and adjusted various sales plans to achieve critical key account penetration.
National Account Manager: KROGER, SAFEWAY, WALGREEN¡¦S.
Met or exceeded all sales goals during tenure. Introduced numerous new products including an all new, 3-tiered price strategy at Kroger, Meijer and Safeway.
„X Grew Kroger from $1M to $17M annual sales, making it #-1 chain.
„X Developed 1ST ever national Kroger in line candle program, eliminating competitors.
„X Implemented semi-annual and quarterly Kroger loyalty card promotions generating in excess of $41M sales dollars and $12M profit dollars in 5-year period.
„X Negotiated single supplier status with Ralph¡¦s by placing 1St ever in line Candle-lite and candle accessory program, delivering $1.2M in new sales volume.
„X Directed 3-national Kroger POG changes. Directed inside-outside sales & marketing teams in the development of these POG¡¦s. Directed development of new signage and fixtures. Category Captain Status reduced competitive threat against in-line set.
„X Directed development of and launched national Kroger floor promotions, generating $8M annual sales dollars.
„X Negotiated new Kroger-Peyton freight allowance, resulting in an immediate profit contribution of $340,000.
Meijer: Negotiated all new candle programs annually, directed sales rep and service rep to consistently grow sales an average of 22%.
„X Grew Meijer from $2M to $7.8M annual sales by increasing in-line set from 8 to 24-feet.
„X Created innovative center aisle display for Meijer grocery aisle, delivering $1M in new annual sales.
„X Developed chain-wide Meijer fragrance of the month end cap program, creating $800,000 in new annual sales.
„X Directed inside-outside sales and marketing teams to develop and implement 3-major POG changes at Meijer, eliminating competitive threat against the in-line set.
„X Directed development of national floral container program for Kroger, generating annual sales potential of $500K.
„X Menards: Placed very 1St in-line candle program, producing 1St year sales of $1.7M.
„X Shopko: Grew size of in-line candle set from 4-to 16 feet, producing 1St year sales of $5m. Placed Indiana Glass in line candle accessory program, generating new annual sales of $500K.
„X Safeway: Directed development and implementation of new POG. Placed 1St ever chain-wide candle pallet program, producing $800K in new annual business. Developed and placed various floor promotions, generating $700K in new annual sales.
„X Raley¡¦s: Placed 1St ever Candle-lite end cap promotion, resulting in $100K new sales; placed new candle items, generating additional new sales of $150K.
„X London Drug: Implemented successful test of floor promotion which led to significant new business.
„X Walgreen¡¦s: Placed 1St Candle-lite program, directed new product rollout¡¦s and generated annual sales of $1.7M.
„X Zellers: launched successful Indiana Glass Coke products on in-line set and in-line candle accessory program, generating $1.7M new sales volume.
„X Wal-Mart-Canada; Developed and placed successful floor promotions, generating $1M in new annual sales.
Previous Sales Management Experience
Proctor-Silex:[1977 to 1983] District Sales Manager: Placed 1ST ever Kroger small appliance in-line program and grew sales from $0 to $3M. Developed district from $500K to $8M annual sales. Represented Toshiba audio/video products and grew assigned territory from $1M to $6M. [1983 to 1993]
Education
Xavier University, Cincinnati, Ohio
Xerox Professional Selling Courses, I, II and III
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