LAWRENCE W.

ROUSH
Williamsburg, VA 23188-1302
Phone (757) 869-1875 Email: lwroush@gmail.com Website: www.linkedin.com/in/larryroush223

SALES/MARKETING/OPERATIONS/DIRECTOR
Accomplished sales, business development and marketing professional with a passion for developing
business solutions to increase sales, market share and profits through added-value programs and improved
efficiency. Extensive experience managing national accounts, including the federal government and military
re-sale, direct sales associates, broker sales organizations, and cross-functional teams in multiple locations.
I am considered to be a best practices expert in effective leadership, creating an achievement
environment and building trusting business relationships through effective communication.

Key Achievements:

Developed annual sales and marketing plans for multiple channels and national accounts.
Managed $25+M trade and advertising budget while ensuring annual P & L targets were met.
Managed worldwide broker and multiple distributors across the U.S. and overseas.
Led teams of high-performing associates in the development of creative solutions to key issues.
Managed Federal and state customers under the DOD, DHS, Veterans Affairs and Corrections.
Grew new business sales volume 900%, from $2M to over $18M, in just five years.
Built the Troop Feeding, rations, and food service business through DSCP and Natick Labs.
Developed added-value programs with service organizations, like Fisher House and American Red
Cross and others to create incremental services for government customers and patrons.

Key Skills and Competencies

Effective Leadership. Managed associates, brokers and distributors in strategies to ensure long-term,
profitable sales growth. Created open communication with senior management and brokers to secure
input and approval for funding in key profit-generating customers.

Sales Planning and Marketing. Led the development of annual plans for all retail and government
customers. Media plans and budgets were developed and included the use of trade advertising, FSIs,
fliers and point-of-sale tools designed to communicate the brand message to the consumer.

Broker, Distributor and Supply Chain Management. Managed brokers and distributors in the
Government / Military channel supply chain to ensure proper in-stock conditions.

Contract Management. Ensured compliance with all government contractual obligations. To do so,
required a working knowledge of FAR, the Federal Acquisition Regulations.

Business Development. Developed existing accounts and created new business opportunities to
successfully meet annual sales and marketing goals. Created special packs and programs and
developed alliances with other manufacturers and service organizations.

Budget Management. Managed budgets exceeding $25M and conducted periodic reviews to ensure
financial and sales goals were met.

Project Management. Successfully managed multiple projects and teams with associates in several
locations. Oversaw systems changes and other projects across all Mars, Inc. units in the United States.

Education:
B.A. Psychology, Southern Illinois University
Darden School of Business, Mars Executive Courses
Strategic Sales, Marketing and Management.
Financial Management for Sales Managers.
Microsoft Programs: Word, PowerPoint, Excel, Publisher and Outlook.
Kepner-Tregoe Problem Solving & Decision Making.
Ty Boyd Professional Speaking.
LAWRENCE W. ROUSH
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SALES/MARKETING/OPERATIONS/DIRECTOR
Professional Experience

Impact Marketing and Consulting - Williamsburg, VA (2008 to Present)

Consulted with client companies as to methods to improve efficiency, reduce costs, strengthen controls and
improve the bottom line. IMC offers key insights into the consumer package goods market; supply chain
management and the confectionery, frozen snacks, pet, frozen food and other dry goods categories. Other
areas included my experience managing national accounts, including the Federal government and military
re-sale, directing sales associates, broker sales organizations, and high-performing cross-functional teams.

Sloan & Associates Williamsburg, VA (2011 to 2012)

Executive RecruiterCPG Industry (Sales, Marketing, Management, and Category Management)
Recruited candidates to fulfill contracts with client companies and developed new business through the
enlistment of new or past client companies to fill current or future personnel openings.

Mars, Incorporated - Hackettstown, NJ (1983 to 2008)

Director of Sales and Marketing - Government/Military Channel - Hackettstown, NJ (2001 to 2008)
Provided leadership and strategic direction to the Mars Military/Government Team and government
broker. Developed comprehensive marketing plans annually for the chocolate, sugar, granola, savory,
baking, ice cream, pet food, and rice categories to achieve profitable sales in the government market.
Knowledgeable of all contractual procedures and regulations in the Federal Acquisition Regulations.

Responsible for all Mars business with all government agencies: DeCA, AAFES, Nexcom, Marine Corps,
and Coast Guard Exchanges, Veterans Canteen Service, Ships, Troop Feeding, and Corrections.
Selected to serve on the Commissary Council, which assists DeCA in the creation of opportunities to
increase patron savings and solve problems associated with the sale of branded products to consumers.

National Account and Marketing Manager - Hackettstown, NJ (1992 to 2001)
Developed the first marketing plan for the Military/Government channel that brought together all Mars,
Incorporated units operating in the United States. Developed effective media plans to launch new and
existing products to the military resale market. Successfully recruited and trained numerous sales
associates to take on roles of increasing responsibility and was instrumental in the consolidation of all
Mars, Incorporated units in the development of Masterfoods USA.

Trade Marketing Manager - Hackettstown, NJ (1990 to 1992)
Managed the M&M/Mars seasonal and special promotion business. Led the first-ever Mars,
Incorporated promotional program by collaborating with Franchise, R&D, S&F, Manufacturing, and
Commercial associates from all units, M&M/Mars, Kal Kan, Uncle Bens and Dove Ice Cream. I was also
responsible for securing programs, products and information needed to ensure successful promotional
planning for major customers.

Professional Associations
American Logistics Association
DeCA Commissary Council (2003 to 2008)
American Corrections Association
Research & Development Associates
National Confectioners Association

Other Education and Training
Supply Chain Management
Finance at Mars
Managing High-Performance Teams at Mars
Coveys 7 Habits of Highly Effective People
Effective Interviewing and Negotiation
Managing Adversitythe Adversity Quotient

Awards and Honors
Mars Tie Club
V-Ps Award - Excellence in Business Management
Division Directors Award for Excellence
USO Europe Service Salute
Great Lakes District Black Lump (4X)