Provides Opinion & Testimony In:
Food, beverage packaging products, foodservice, away from home market, foodservice supply chain
Expert No. 3123
Results-oriented Professional with extensive multi-country sales and marketing and experience in the Foodservice and Consumer packaging manufacturing industry, with established expertise in multiple facets of business development.
Exploring career opportunities where my skills, experience and functional expertise can be used to deliver superior business growth.
DIRECTOR OF MARKETING
01/12 - 02/13 A Private Company., White Plains, NY
Manage a $300mm Fresh and Frozen Yogurt business with a staff of 4 and a marketing budget of $3.2mm.
Delivered 14% volume and revenue growth in 2012, in addition to a 1.3% improvement in margin.
Led Marketing Team that launched 12 new products, delivering $24mm in incremental revenue in 2012.
Developed long-term strategic plan, 2013 – 2016 targeting $200mm of incremental growth, focused on further penetration of current segments in addition to new consumption channels, (Airlines, C-Stores, Drug and Vending).
Implemented a fully-integrated Marketing Calendar for Non-Commercial National Accounts for 2013, (Aramark, Sodexo, Compass, Avendra and Premier).
Liaison with Retail Brand Teams to develop joint promotions at key National Accounts.
DIRECTOR OF MARKETING
01/11 - 01/12 Sabert Corporation, Sayreville, NJ
Manage a $350mm business with a staff of 4 and a marketing budget of $3mm.
Reorganized Marketing Team to support key sales channels rather than product groupings.
Team lead responsible for developing annual business plan and long-term Retail and Foodservice strategy for North America, Europe and Pacific Rim.
Developed new product development pipeline and strategy 2012 – 2015
Initiated promotional program to increase sales penetration with existing product portfolio.
Implemented cost containment initiatives without compromising product quality or integrity, targeted to deliver $3.75mm savings in 2011.
BUSINESS DIRECTOR – SNACKS, BAKED GOODS, CADBURY, FOODSERVICE & VENDING (05/10 – 12/10)
SENIOR BUSINESS MANAGER – BRANDED SNACKS, FOODSERVICE & VENDING (08/07 – 05/10)
BUSINESS MANAGER – BRANDED SNACKS, FOODSERVICE & VENDING (08/04 – 08/07)
08/04 – 12/10 Kraft Foods North America, East Hanover, NJ
Manage a $450mm category with a staff of 4 and a marketing budget of $7mm.
Team lead responsible for developing annual business plan and long-term strategy for Category.
Manage Commercialization Team with overall responsibility for between 8 and 16 new product launches annually.
Regular face-to-face linkage with key accounts, (Aramark, Sodexo, Compass, Southwest Airlines, Sysco, USF, GFS and Vending distributors and operators). Function as a solutions marketer, linking new products and programs to key customer needs, goals and objectives. Resulted in a CAGR increase in Branded Snack sales of 16% in volume and revenue at key Non-Commercial accounts, and 4.6% in the Vending channel.
Exceeded Category goals with respect to volume, gross revenue and margin contribution by a minimum of 4% year over year.
Key driver of cost reduction and productivity initiatives, exceeding Category target by a minimum of $200,000, 2004 – 2009.
Liaison with Retail brand marketing to leverage scale promotions and synergies.
Team lead for the Kraft School Foodservice Advisory Board.
Recipient of 6 Kraft Summit Awards for Personal Leadership, People Management, Business Development and New Product Development.
DIRECTOR OF MARKETING
4/02 – 07/04 Maui Cup Division of Letica Corporation, Rochester, MI
Team lead for management team responsible for developing long-term strategy for Division.
Developed strategy and participated in execution of successful penetration of Foodservice distribution segment.
Functioned as a solutions marketer, linking new products to key customer needs, goals and objectives.
Key driver of analyzing profitability and increasing margin at existing accounts.
Key driver of cost reduction program to increase overall profitability of the Division.
Developed competitive database containing detailed SWOT analysis, pricing, product positioning and go to market strategy.
Developed market analysis reports and strategic recommendations with respect to new product lines to meet the needs of the Foodservice and Consumer segments.
Developed full line of collateral material for sales force, (sell sheets and capabilities brochures).
PRODUCT MARKETING DIRECTOR
6/00 – 9/01 I-Many, Inc., Portland, ME (A software development company, providing contract and program management applications targeting foodservice manufacturers.)
Led a team that developed a web-based product solution providing clients with on-line/real time capability to create, approve and modify contracts.
Used needs analysis and strong client interface as a basis to design and deliver new software products.
Directed a team to spearhead the development of a food service specific version of the I-many flagship CARS/IS back office contract and program management solution.
Functioned as a solutions seller, linking innovative software products to customer goals and objectives.
Key catalyst in the acquisition and integration of three software development companies into the I-Many organization.
1/99 – 6/00 Lipton, Englewood Cliffs, NJ
Directed category management functions for food service margarine, spreads and toppings generating $80mm in annual revenues.
Prepared, tracked and controlled a marketing budget of $800K.
Developed and spearheaded a major campaign for the Country Crock line of portion spreads Better Service, Better Returns.
Used campaign to develop strategic alliances with 1,200 independent operators.
Worked in partnership with independent operators by providing product education, promotions, food safety and informational seminars, as well as safety training.
Used value-added services to build and retain client loyalty.
Developed a new family of individual margarine and spread brand sell sheets which were highly received by Lipton sales personnel and brokers.
Utilized ongoing communications with business units to achieve aggressive business development objectives.
8/95 – 12/98 Dixie Food Service, Norwalk, CT
Managed a $160mm category totaling 3,500 SKUs with a marketing budget of $1.7mm.
Led a team effort to develop modular based product and marketing training programs for new Dixie sales and customer service hires.
Key catalyst in the implementation of a modular-based training program on a corporate-wide level.
Participated in a cross functional team, resulting in a 4% reduction in operating costs.
Led product introduction initiatives in North America for the PerfecTouch Cup, a new and revolutionary insulated hot drink paper cup.
Achieved aggressive business development objectives, including a sales increase of 15% and gross profit increase of 4.5%.
Used value-added promotions to improve market position with national and regional chains, resulting in a profitability increase of 30%.
Secured strategic relationships with major chain operators (e.g. McDonalds, Miami Subs, Jacks Burgers, etc.), resulting in $2.3mm in new business.
SALES EXECUTIVE, NATIONAL ACCOUNT MANAGER, REGIONAL SALES MANAGER
7/88 – 8/95 Dixie Food Service, Toronto, Canada
Managed the largest territory in the Canadian market generating $13mm in annual sales.
Increased annual sales volume by 15%.
Established a strategic relationship with Coca-Cola, resulting in a sales volume increase of 12% via the introduction of value-added products.
Worked in partnership with Coca-Cola using a value-pricing program to provide added incentives for Coca-Cola sales team.
Established relationships with national accounts, including Aramark, Arby’s and Yogen Fruz International, resulting in $1.2mm in annual sales.
Received several promotions starting as a Sales Executive and moving up to national Account Manager and Regional Sales Manager.
9/86 – 6/88 Sidan Packaging, Ontario, Canada
Managed a sales team in the marketing of machinery to the food service packaging industry.
Ranked as one of the Top Sales Performers, while retaining over 90% of acquired accounts.
EDUCATION AND TRAINING
Leeds University, United Kingdom
Masters Degree in History
Trained as Corporate Facilitator in the following Zenger-Miller quality service training modules: Frontline Leadership for Managers; Working for Employees; QUEST Advanced Problem Solving;
Kaizan; Facilitating Successful Meetings; Advanced Facilitation
Kellogg School of Business
B2B Marketing Course
~Excellent References Available Upon Request~