Kathleen M.

Brennan
Web Portfolio: http://webprofile.info/kbrennan/
T: 602-795-5605
C: 480-738-3545
Phoenix, AZ 85018
Email: brennankathi10@gmail.com

BUSINESS DEVELOPMENT / TERRITORY SALES MANAGER

Achieve revenue objectives through executive leadership aligning territory goals with company objectives, increasing
territory penetration, understanding competition, and creating trust-based client relationships. Expert strategist,
analyst, planner, leader, negotiator, and problem-solver. Proven innovator who leads by example and thrives on new
challenges. Rich experience in strategic planning, new location/product launches, and customer capture and retention.
Champion initiatives that achieve exceptional results through expertise in:

Professional Competencies
Key Account Management and Retention

Contract and Price Negotiation

Operations and Process Improvement

Business Development

Strategic Planning

Sales/ Marketing

EXECUTIVE EXPERIENCE
Starbucks Coffee Company, Phoenix, AZ
1999Present
Business Development Manager (2012Present)
Sell Starbucks Branded Solutions to individual, regional, and national partners to grow portfolio of brands and
programs by delivering new licensed stores, CPG, and foodservice and coffee shop locations for American global
coffee company and coffeehouse chain based in Seattle, WA that is worlds largest coffeehouse company.
$1.2 million in new revenue and 8% overall growth delivered in 2013 across all channels.
Renewed contracts with four licensed stores and renovated five locations after consulting on quality
improvements with several large licensees.
Initiated new program sales in zone including I Mix and Evolution Fresh.
$1 million in business retained by renegotiating four regional contracts.
Starbucks Coffee Company, Phoenix, AZ
Territory Manager (20032012)
Managed regional and individual accounts, SYSCO relationship, solicited new accounts, expanded revenue with
existing customers, and assisted clients with sales expansion, marketing initiatives, and operational processes.
Business Optimization
$500,000 annual revenue added by capturing 28 new and expanding existing region locations using Eurest.
Engaged internal team vertically and across departments to develop supply chain solutions to support multiunit customer with unique needs.
Worked with regional hospital account on quarterly communications sent to Directors to increase awareness of
Starbucks programs and drive sales for West zone.
Sales Contribution
$600,000 territory revenue increase by identifying market trends and adding new locations at ASU, U of A,
NAU, three Scottsdale healthcare campuses, St. Josephs Hospital, and multiple Intel locations.
$200,000 in revenue realized by creating convenience store program with marketing, distribution, pricing, and
operations.
Executive Leadership
$300,000 in new revenue by capturing 12 Chartwells Maricopa Community College locations after leveraging
relationships with key decision-makers.
Nominated and won two Perfect Shot awards in 2010 for outstanding community service and Salesperson of
the Month, Sales Person of the quarter, and one of the top performers in country for several years.
#6 national ranking achieved by working with Sysco Arizona sales force to expand brand.

Kathleen M. Brennan

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Starbucks Coffee Company, Phoenix, AZ

Sales Representative (20022003)
Sold, developed, and managed multiple, high-volume accounts across Arizona including JW Marriott Desert Ridge,
Sheraton Wildhorse Pass, Westin Kierland, Arizona Biltmore, St. Josephs Hospital, ASU, and The Wigwam Resort.

165% YOY sales growth realized by managing Sysco Arizona.

Captured JW Marriott Desert Ridge account within two weeks after consulting with potential client about coffee
needs and business objectives.

Exceeded sales goal 112% and ranked in top 5% companywide for three quarters in 2003.

$200,000 revenue increase gained by expanding market share and account penetration from one to five
locations at ASU Tempe, East, West, and Downtown locations.

Starbucks Coffee Company, Phoenix, AZ

Field Consultant (20002002)
Rolled out, managed, and grew sales of four licensed stores, new foodservice locations, and existing locations.
Achieved #1 and #2 national ranking for two licensed stores through effective management and best practices.
Managed and helped sell roll out of new national programs in Arizona market for Sodexo, Aramark, Compass,
and Hyatt Regency Gainey Ranch.
Starbucks Coffee Company, Phoenix, AZ
Account Executive (19992000)
Built new customer base and expanded revenue of existing clients in Arizona market by establishing market
awareness in foodservice across all channels with key national partners.

$1+ million in revenue reached by building relationship with Eurest Services to open first Business and
Industry location and grow segment. This expanded across other segments and food service management
companies such as Aramark, Sodexo, Gukenheimer and other divisions within Compass.

Helped establish Starbucks in Arizona market by conducting coffee tastings and blind samplings.

$200,000 annual revenue generated by acquiring Enchantment Resort and LAuberge de Sedona accounts.

Road Chem, Tempe, AZ

19962000
Business Development Manager
Assisted startup of manufacturing company developing soil stabilizer for road construction and dust palliative.

$2.5 million in sales produced in 1997-1998 by opening Asian market.

Received approval from City of Phoenix to use product as dust palliative.

EDUCATION
Master of Science in Global Management, International Marketing / International Studies,
Thunderbird American Graduate School of International Management, Glendale, AZ
Bachelor of Science cum Laude, Psychology, Arizona State University, Tempe, AZ

PROFESSIONAL DEVELOPMENT
Oz Principle, Seattle, WA
Customer Oriented Selling, Seattle, WA
Solution Selling, Seattle, WA