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7575 Preserve Trail -Concord, OH 44077
440-479-5088 -
Qualifications for Sales Management
Proven, results-driven professional with over 15 years of experience providing s
ales, account, and business development management. Adept at building and mainta
ining customer relationships, promoting the corporate vision, and resolving inte
rnal and external issues. Possesses exceptional communication, analytical, and l
eadership skills as well as a successful track record of increasing business/mar
ket penetration, productivity, and customer satisfaction by assessing performanc
e measurements, establishing process improvements, and managing contract agreeme
nts. Customer-oriented leader who holds a reputation for increasing sales over q
uotas, combining strong people skills with decision-making abilities, and buildi
ng rapport throughout all levels of an organization.
Operations Management - Contract Negotiations - Training/Development - Strategic
/Tactical Planning
Retail/Wholesale Relationship Management - Marketing/Advertising - Distributor M
anagement - Networking
Category Management - New Product Development - Territory Development - Policies
/Procedures - Presentations
-Drove numerous distribution gains and opened new accounts with such organizati
ons as Kroger, Wal-Mart, BJ's, Rite Aid, CVS, Medic Drug, Walgreens, Handee Mart
s, 7-Eleven, Cleveland Indians, Cleveland Browns, Cleveland Cavaliers, Sysco Foo
ds, Sports Service, ARAMARK, Restaurant Associates, Super K, Acme, Giant Eagle,
Heinen's, and others. Successfully utilized business development and sales/marke
ting management.
-Achieved category leadership in the state of Ohio with Wal-Mart Stores/Sam's C
lub, the largest retailer in the world, by working closely with Sam's Club's nat
ional merchandiser and department heads of wine, beer, and spirits. Built schema
tics based on previously presented programs to best serve each Sam's Club throug
hout the state.
-Played a key role in the acquisition/takeover of five companies. Led communica
tions with each company's management team along with their employees; personally
built integration teams and facilitated the integration process.
-Personally closed accounts with the Cleveland Browns, Cleveland Cavaliers, and
Cleveland Indians in the same year. Developed a cheese and nacho program that p
laced 70 cheese machines in client stadiums with the company's logo.
-Opened major accounts with as well as produced annual double-digit sales incre
ases for responsible accounts.
-Secured category leadership with Cost Plus World Market stores in Ohio by payi
ng attention to alcohol department details, working closely with the alcohol buy
er on sales programs presented based on their needs and priorities, and building
a solid relationship with the buyer. Played a key role in enabling a product li
ne to gain authorization into World Market stores in Ohio-a task that had previo
usly eluded the company for five years.
National Sales Director
Oil & Gas Leasing Agent of land, right-of-ways for well sites and pipelines
JEFFREY K. FAULKNER 440-479-5088 -
Trade Development Manager
Developed and proposed business strategies to effectively grow and manage profit
able partnerships with key retail chain accounts, including Sam's Club Corp., Me
ijer Corp., K-Mart/Super K, Cost Plus World Market, Costco, Acme, Buehler's, Fis
hers, Sheets, Spartan Foods, Rite Aid, Walgreens, CVS, Discount Drug Mart, and o
thers. Implemented approved category management plans and monitored performance
within the account, suppliers, and the Glazer network, utilizing competitive mar
ket analysis, consumer buying patterns, brand positioning, and distribution resu
lts. Oversaw new item authorizations of wine, low proof alcohol, and beer; evalu
ated potential, compatibility, and business value of new products for introducti
on into client accounts. Conducted quarterly and yearly reviews with clients; co
llects, analyzed, and distributed account information involving retail clients'
alcohol departments based on ACNielsen projections by flavor, brand, size, count
ry, and upcoming new products.
Established programs that contribute to the mutual success of both clients and s
ales teams. Ensured brand managers have proper warehouse inventory to supply pro
duct quantities and maintain programming priorities. Investigated and resolved s
ervice issues associated with assigned chain accounts. Secured agreements in rel
ation to frequency of deliveries, product pulls, out-of-stock per ad items, pric
ing discrepancies, and quality/performance of sales personnel. Assisted clients
in assessing/reviewing competitive, regulatory, and business requirements of new
geographies/markets as well as in validating supplier proposals and promoting r
elationships between suppliers and retail chains.
Consistently reached sales objectives with the Meijer account by regularly mass
marketing pallets (products) to Meijer Super Markets by collaborating with the c
lient buyer and supplier.
General Sales Manager / Operations Manager
Provided leadership to the Dan Dee Pretzel and Potato Chip Company in Ohio and W
est Virginia, overseeing all account management, sales, operations, customer ser
vice, and territory development (83 territories) with P&L responsibility for $30
M in annual sales. Directed the activities of 30 distributors and 14 district an
d regional sales managers. Tasked with maintaining and increasing dollar unit vo
lume sales, brand awareness, customer motivation, and account stimulation; respo
nding to market conditions; controlling multiple warehouse inventories; and main
taining a over 100-truck fleet. Met with print, radio, and television (media out
lets) as well as worked with advertising agencies. Resolved union problems and g
rievances; ensured compliance with company policies/procedures.
-Recognized by the Cleveland Food Dealers Association as "Supplier/Vendor of The
Year" in Northeast Ohio.
-Developed a new product called Buzzard Bites based on the #1 radio station at t
he time WMMS (home of the buzzard).
-Successfully negotiated ten contracts in unionized markets; collaborated with l
egal counsel to negotiate with Local 19 and Local 52 Teamsters.
Previously employed at Frito-Lay Inc. as District Sales Manager.
Bachelor of Science in Business Administration, BELHAVEN COLLEGE (Jackson, MS)
Affiliations: Member and Board of Directors (three separate terms), Associated G
rocers and Manufacturers Representatives (AGMR); Member, Snack Food Association;
Member, Ohio Grocers Association
Served as Master of Ceremonies (twice) for the Cleveland Food Dealer Awards and
Scholarship Banquet.