[Street Address], [City, ST ZIP Code]
OBJECTIVE SENIOR SALES & MANAGEMENT PROFESSIONAL
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
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
REFERENCES AVAILABLE UPON REQUEST