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									             [YOUR NAME]
             [Street Address], [City, ST ZIP Code]


             Dynamic management career marketing and selling beverage products within a competitive
             business market. Expert in building top-producing sales organizations through strategic
             marketing, tactical sales, and key account management. Outstanding record of achievement in
             account and contract negotiations. Excellent communicator with the ability to actively manage
             change. Demonstrated achievements in:

                Key Account Relationship Management              Sales Training and Development
                Strategic Sales and Market Planning              Regional Budgeting and Forecasting
                Competitive New Product Launch                   Pricing and Service Management

             Computer Skills: Norand, Margin Minder, Microsoft Windows®, Microsoft Word, Microsoft
             PowerPoint®, and Microsoft Works

EXPERIENCE   Fourth Coffee, Visalia, CA                                                           1972 - Present
             Sales Manager, 1985-Present
             (Distributor with sales of $2 million in a two-county area with a total population of 275,000)
             Manage Eagle and Tulare counties with a total of 900 customer accounts. Track and manage
             sales margins by account, driver, and brand on a daily basis for the 50 largest accounts. Assign
             sales and revenue goals for the two-county area, two route managers, and seven route drivers.
             Develop, budget, and implement marketing programs and administer $250,000 in the SCA
             program. Budget for and order $120,000 of new vending machines per year. Administer co-op
             budget of $15,000 per year and purchase all POS materials. Train route drivers and coordinate
             driver and truck compliance with DOT, federal, and state transportation regulations. Write
             reviews for all direct reports and a member of a three-person employment team.

              Developed and implemented a series of cost reduction/cost avoidance programs.

              Initiated a tele-sell pre-sell program for customers buying fewer than 10 cases per week.

              Reconfigured the delivery fleet from 25 to 24 trucks through a series of body styling and

               routing changes.
              Personally orchestrated the acquisition of a new vending account with an initial order

               volume of 30,000 cases per year.
              Achieved an average of 7% over quota since becoming Sales Manager.

              Member of two regionalized Joint Account Call Teams (JACT), consisting of a bottling

               representative, a Fourth Coffee representative, and me. Personally brought 120
               independently-owned convenience stores on board as a chain account.
              Chairman of the California Retailer Committee of the CA Beverage Bottlers Association.

             Fourth Coffee, Visalia, CA
             Food Service Sales/Service                                                             1980 - 1985
             Vending Sales/Service                                                                  1976 - 1979
             Route Driver                                                                           1972 - 1975

EDUCATION    Fourth Coffee Sales Training Programs                                                1975 - Present
                Dale Carnegie Course                                                      1991
                Oak Tree Technical College, Fundamentals of Marketing                     1982
                Computer Training - Lotus, Microsoft Windows, and WordPerfect courses
                Licensed Tractor Trailer CDL

PROFESSIONAL       California Grocers Association, Member
 AFFILIATIONS      Visalia Chamber of Commerce - Chairman of Industrial Park Committee
                   Tulare Chamber of Commerce, Member
                   Private School, Volunteer - Alumni and Student Fundraising


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