2002-12-19 Handouts at CC Meeting

Home Browse Search

PAULJ.BURKE ]683 Lakeland Circle, Centerville, MN 55038 National Customer Business Mana.er 65]-762-8675 EXPERIENCE: Land 0' Lakes Dairy Foods - Arden Hilis Minnesota AUflUSt. 1989 -- Present National Customer Business Manager, October 2001- Present: Manage the sales execution ofbrand strategies with our customers and serve as the primmy liaison between field sales and product marketing teams. Represent sales on all special teams focused on lbe Supersprcads category. . Continually developing new processes and procedures to ensure field sales teams arc able to focus on selling and preparing to sell. . Deve]oped incremental Easter trade promotion resulting in $6.] million sales above plan. . Served as sales lead for lbe re-stage of lbe spread product line, resulting in 207 new point of distribution and 8] -points of growth in ACV over six items. . Developed several tracking tools for distribution, pricing and merchandising objective management. . Plan and lead all national sales meetings. . Developed go-to-market trade strategies for all business Jines. . Develop eategory presentations for k-ey promotion periods and for key mercbandising projects. National Account Manager, August 2000 - Octoher 2001: Manage two national/international broker sales teams in lbe Military and Convenience Store Channels. . Annual sales of over $26.1 million. . Grew Buller sales in Convenience Store channel by ]7% wilb over 5,000 new points of distribution. . Developed an integrated training program for broker field sales tearns. . RedtJCed open deduction balance by 65%. . Integrated Deli Cheese pradncts into lbe Military re-distribution system, resulting in ] 5 new points of distribution. Field Marketing Manager, May 1999 - August 2000: Managed local consumer marketing and the slotting process for seven sales regions and the U.S. Military. . M.nage $2.1 million in local market COllS1Dller spending and $1.5 million in slotting investments annually. . Planned and executed over 130 account specific and local marketing event annually. . Developed a post promotional analysis system for local marketing. Built promotional partnerships wilb key accounts and olber CPG companies. Region Manager, Augnst 1996 - May 1999: Led a team of six foad brokers in eleven markets in Texas, New Mexicc, Oklahoma, Kansas, and Western Missouri. . 1997 Consumer Division Sales Manager of the Year. . Annual sales of over $25.8 million. . Exceeded annual sales targets by 14% in 1997 and 17% in 1998. . Grew Land O'Lakes Creams business from $55,000 in 1996 to over $1.1 million in 1999. . Established two new distributors in Kansas City and Springfield, annual sales of$275,000. . Gained 72 new points of distribution throughout the region. . Grew Land O'Lakes Butter market share an average of3.8 points and BD! an average of 10.5 points throughout Texas. District Supervisor, November 1993 - August 1996: Managed eight direct purchasing and six indirect accounts also supervised a retail sales broker throughout Central and Southern New York and Northeast Penusylvania. . Annaal sales of over $] 0.3 million. . Trained and supervised newly assigned retail sales broker. . Developed and implemented several merchandising programs, increasing Dairy Case Cheese sales by over $750,000. . Exceeded annual sales targets by 4% in 1994 and ]995. Account Manager/Retail Sales Representative, August 1989 - November 1993: Managed five direct purchasing, three indirect, and over 100 retail accounts in Central and Southern New York. . Aromal sales of $7.2 million. . Winner of Land 0' Lakes Fast Start contest in ]993. . Gained 25 new points of distribntion. . Exceeded annnal sales targets 3% in ] 992 and 6% in ] 993. . Winner of many Land 0' Lakes and American Dairy Association display contests. EDUCATION: . Masters Degree in Business Administration - Entrepreneurial Management fium the University of Dallas. . Bachelor of Science Degree in Business and Speech Communications from the University of Minnesota. MlLlTARY: Served in the United States Anny Reserves from 1982 - 1992. Commanded lbe 1019" Service & Supply Company through a successful mohilization during Operation Desert Stonn. Highest rank achieved, Captain.