RANDALL STONE (cell) 262.716.4412 * (home) 920.625.

3946
N2680 Sleepy Hollow Road * Neosho, WI 53059 rs64b862@westpost.net

NATIONAL ACCOUNT MANAGER / SALES MANAGER

* Inspiring strategic and tactical leadership.
* Consistent double-digit revenue performance.
* Powerful relationship building skills.
More than 10 years of sales and sales management experience for Fortune 500 and
medium-sized corporations distinguished by multimillion dollar results and devel
opment of highly skilled sales teams. Strong qualifications in national account
management, category management, territory management, and coaching.

PROFESSIONAL EXPERIENCE
PRIME CONSULTING GROUP / STONEBRIDGE CONSULTING LLC - Milwaukee, WI 2004-Presen
t
Category Management / Sales Project Leader
Raised competitive advantage of Consumer Packaged Goods clients by developing sa
les strategies and tools, and conducting training workshops. Delivered major pro
jects for companies such as Malt-O-Meal, the J&B Group, and Castanea Partners.
* Enhanced client sales performance by conducting custom field sales workshops a
nd providing ongoing sales support through scenario coaching.
* Excelled in delivering creative solutions to overcome retailer objections.
FRITO-LAY CORPORATION (division of PepsiCo) - Detroit, MI 1999-2004
National Customer Team Leader (2002-2004)
Strengthened divisional market results as leader of cross-functional National Ma
ss/Alternative Team that was key component of larger National PepsiCo Team. Mana
ged 5 direct reports to achieve $150M account sales goal. Developed annual opera
ting plans, created all customer trade promotion strategies and tactics, coached
team members, and developed synergies across PepsiCo divisions: Pepsi, Quaker,
Tropicana, and Gatorade.
* Worked across all levels of company from CEO down to develop shared organizati
onal understanding of plans.
* Co-developed new product packaging for popular Halloween snack pack and introd
uced cross dock delivery method to ensure product freshness.
* Improved team's ability to communicate and operate cross-functionally while sh
arpening their analytical skills.
National Account Executive (1999-2002)
Grew revenues significantly as sales manager of 3-member team with full P&L resp
onsibility for K-mart account. Conceptualized and executed sales plans and strat
egies in partnership with Finance, Marketing, and Field teams. Coached Category
Manager and Regional Sales Managers to achieve goals.
* Ignited sales from $80M to $145M within 4 years, delivering 20%+ growth year-o
ver-year.
* Reduced trade spend from 17.5% to 14%.
* Increased sales of convenience items by 40%+ through new placements and packag
ing.
* Won Outstanding Sales Achievement Award in 1999, 2000, 2001, and 2002.
National Category Manager (1999)
Maximized sales for National Mass account, providing sophisticated strategies fo
r assortment, inventory levels, and shelf-space allocation. Created snack catego
ry plan for presentation to Executive Committee.
* Achieved nationwide Category Captain status for Frito-Lay through on-target ca
tegory management plan that outperformed competitors.
* Delivered double-digit category sales through efficient SKU rationalization an
d total store perimeter strategies.
* Added 10 new permanent placements.
* Developed new meat snack section at all account locations.
* Expanded shelf presence and reduction of out-of-stocks by performing variety o
ptimization studies.
RANDALL STONE - Page 2 of 2 (cell) 262.716.4412 * rs64b862@westpost.net

MILLER BREWING COMPANY (former division of Phillip Morris) - Milwaukee, WI

National Category Development Manager
Delivered strong and sustainable results providing category management expertise
to national accounts in grocery, convenience, and drug channels. Served custome
rs including Kroger, Hannaford Bros, Circle K, SuperAmerica, BP Oil, and Walgree
ns. Demonstrated insightful shelf display expertise and logical cross-category p
roduct groupings. Trained key Miller distributors to understand category managem
ent principles.
* Achieved Category Captain status at Walgreen Corporate Headquarters through co
nsistently effective recommendations.
* Created new analytical processes and tools to understand consumer shopping beh
avior.
* Won Category Management "Best of Class" Award for 2 consecutive years.
Manager, Client Service - Spectra/Market Metrics
Recruited for new position within Category Management department to provide onsi
te micro-marketing services by leveraging metrics analysis. Worked cross-functio
nally with Sales, Marketing, and Brand teams to develop effective category manag
ement plans.
* Combined use of Spectra software, space management software, and Nielsen resea
rch to create data-driven plans that more accurately judge consumer buying patte
rns.
KELLOGG SALES COMPANY
Senior Account Manager - Detroit, MI
Produced $20M in annual sales through management of Farmer Jack account comprise
d of 100+ store locations and leadership of 6 account merchandisers. Delivered p
rofit and sales forecasts, managed merchandising budget, and used IRI data to pr
oduce optimal product mix.
* Developed company's first single serve merchandising program.
Account Manager - Cape Girardeau, MO
Surpassed growth objectives while managing direct wholesale territory with a div
erse retail base including SuperValu and Fleming. Created category management pl
ans based on IRI data and space management principles.
* Won Golden K award for 2 consecutive years.
GEORGIA PACIFIC CORPORATION - Bloomington, IL
Sales Representative
Managed $10M, 12-county territory, generating sales of building materials to 100
+ accounts including Ace Hardware, Builders Square, and Wolohans.
Product Manager
Drove $500K of sales by managing line of 75+ paneling products. Worked with outs
ide sales representatives to deliver double-digit category growth for 2 consecut
ive years.

EDUCATION
MBA with honors, DEPAUL UNIVERSITY - Chicago, IL
Emphasis: Marketing. Cumulative GPA: 3.9/4.0
BS in Marketing, cum laude, NORTHERN ILLINOIS UNIVERSITY - DeKalb, IL. GPA: 3.7/
4.0
Health Care degree in progress, UNIVERSITY OF WISCONSIN - Madison, WI