7221 Sparhawk Road

Wake Forest, North Carolina 27587

H (919) 554-1389
C (321) 217-1768
jl5fcb54@westpost.net

SUMMARY
A highly accomplished, forward-thinking TOP SALES AND MARKETING EXECUTIVE with v
ersatile experience in orchestrating successful business enterprises, leveraging
a diverse background and a detail-oriented focus on efficiency to promote incre
ased profits. Possesses an exceptional level of integrity and places emphasis o
n value-added personnel development. A pioneering innovator, who achieves reven
ue targets consistently by utilizing diplomatic and results-driven leadership st
yle to improve bottom-line outcomes.
* Strategic Planning
* Distributor Management
* Channel Development
* Training/Development
* P&L Management * Diversity Leadership
* Product Launch/Management
* Retail/Foodservice Operations
* Business Development
* Process Improvement

EXPERIENCE
PEPSICO, INC. Raleigh, North Carolina
Director, Marketplace Development 2004-2010
Maintained general manager approach to driving strategic plan across five states
in Southeast Region, with annual sales over $500,000,000. Developed region's v
ision, set agenda, and collaborated with stakeholders to ensure clarity around g
o-to market opportunities. Ran process for seamless execution against big bets.
Aligned bottler distributors and customer selling teams on strategic imperativ
es, marketing program development, product launch accountabilities, operational
capability support, bottler funding agreements, and annual customer contracts.
* Produced incremental $15,000,000 in revenue via several successful innovation
product launches, institutionalizing fact-based selling approach with stakeholde
rs.
* Owned region's profit and loss, including $12,000,000 budget.
* Oversaw staff of ten cross-functional team members, impacting over 3,000 emplo
yees and establishing regional priorities for complete portfolio of soft drinks.
* Delivered compounded share growth versus competition for five consecutive year
s.
* Continued Southeast Region's status as one of the top-performing regions in th
e country against achieving volume and revenue plan.
* Consistently finished in top three out of eight in overall performance.
* Formulated best practice local marketing program, resulting in best overall sa
les performance in country for $1,000,000,000-brand Mountain Dew, as well as nat
ional rollout for initiative based on second-largest soft drink.
* Created comprehensive communication process, ensuring alignment with bottlers,
customer teams, and headquarters against key strategic priorities.
Director, Field Sales, Burger King, Orlando, Florida 2002-2004
Served as national team lead for Burger King water pilot program. Facilitated a
lignment around customer development agreement between bottling system and accou
nt. Developed promotional calendar and merchandising standards. Led team of th
ree executives and collaborated with vice president of national sales.
* Designed first-ever combo water meal deal program with rollout of Burger King'
s innovative sandwich platform.
* Spearheaded series of teams in resolving initial contract breach to include pl
an audits, taxation issue, bottler franchise rights, and product labeling.
* Created top-top senior team wiring, yielding partnership on summit to explore
PepsiCo and Burger King as well as other product opportunities.

Senior National Account Manager, Pittsburgh, Pennsylvania 1997-2002

Held responsibility for sales and marketing execution in 3,000 KFC restaurants.
Ran annual operating plan, sales forecast development, and corporate and franch
ise system management. Directed relationship with United Food Purchasing Counci
l (UFPC) for product execution and program compliance leadership for team of fou
r national account executives.
* Achieved five consecutive years of double-digit growth. Executed first urban
market summit to understand and improve performance in segment.
* Developed and executed national quarterly restaurant newsletter, contributing
as division best practice.
* Earned 1998 and 1999 division President's Award for top performance.

ADDITIONAL EXPERIENCE
International Business Consultant, Johannesburg, South Africa, 1997. Provided b
usiness development strategy and support on a joint venture involving PepsiCo, b
lack businesses in South Africa, and prominent African-Americans. Specialized i
n product positioning, operation planning, sales presentation development, and m
erchandising standards.
Market Development Manager, Pittsburgh, Pennsylvania, 1994-1997. Devised market
unit strategies around pricing, organizational capabilities, and revenue growth.
P&L responsibility for $90,000,000 in revenue, working in a union workforce en
vironment. Developed key partnerships with Giant Eagle and SUPERVALU, resulting
in market share dominance with Pepsi beverage brands.
Business Development Manager, Food Service, Pittsburgh, Pennsylvania, 1993-1994.
Owned marketplace development for Food Service channel segment to include Nati
onal customers, such as Pizza Hut, Taco Bell, and KFC. Developed strategies on
new business channels, new product rollouts, and revenue growth for existing bus
iness. Managed staff of three account managers and reported to Vice President
of Customer Development.
Regional Sales Manager Food Service, Pittsburgh, Pennsylvania, 1989-1993. Manag
ed sales organization, consisting of over 80 people with sales in excess of $10,
000,000. Developed strategic marketing and sales programs, with strong focus on
execution with the food service segment. Managed multi-facility operations tha
t included three workforce unions. Developed capital asset program that reduced
depreciation by $50,000 annually.
Designate Role, Moonachie, New Jersey, 1988-1989. Managed several special proje
cts, as new-employee on- boarding process, to include developing model merchandi
sing standards, forecast accuracy process, and overseeing several key accounts t
o include Acme, Kings, and Cumberland Farms. Promoted after one year to Regiona
l Sales Manager.
TIME, INC./SELLING AREAS MARKETING, INC., New York, New York, Sales and Marketin
g Executive, 1983-1988. Oversaw marketing of syndicated research to Fortune 100
companies, providing consulting services covering trade promotion analysis, new
product development, and sales training. Developed 20 clients over two-year pe
riod, valued well over $500,000,000. Featured in Frozen Food Age Magazine for o
utstanding presentation on frozen food trends.
JOHNSON & JOHNSON, New York, New York, Territory Manager, 1980-1983. Developed
and maintained volume in excess of $1,200,000 for marketing OTC Tylenol. Earned
three national awards based on overall sales growth.

EDUCATION
SHIPPENSBURG UNIVERSITY, Shippensburg, Pennsylvania
B.A., Psychology, 1979

PROFESSIONAL DEVELOPMENT
Harvard Leadership Program
Experiencing PepsiCo Leadership
Strategic Selling, Miller Heiman
Diversity and Inclusion Workshop Series