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Rob Henderson

Bright, energetic, seasoned account sales manager with retail team management ex
perience who can help you greatly improve your direct and indirect sales, develo
p and build solid relationships with headquarter account personnel, maximize pro
fitability within a budget while minimizing waste, and provide clear, concise, a
nd focused direction for retail teams.
Work Experience
THE HERSHEY COMPANY (Four positions from April 2002 to July 2010)
District Sales Supervisor
Indianapolis/Cincinnati South District Jan 2009July 2010
* Develop and manage a team of retail sales merchandisers in two adjacent regio
ns (Indianapolis/Louisville and the Columbus/Louisville)
* Lead team members to increase distribution (4th highest in the nation in 2010)
, market share (3rd highest in nation at 31.5% in 2010) and dollar sales (+15.2%
YTD vs LY)
* Provide focus and direction in Marsh Grocery stores, resulting in an 11.5% inc
rease in direct sales for 2009 (against a projected decrease of 7%)
* Successfully identify, hire, and train retail sales merchandisers
* Re-route RSM routes to improve routing efficiency, add more actionable stores,
and eliminate non-viable ones
* Collaborate with C-Store and Food Customer Sales Executives to execute promoti
ons, increase incremental sales, and report issues in the field

Customer Sales Executive, KY C-Store


Central Team Jul 2003Jan 2009
* Developed and implemented customized promotional plans and strategic initiativ
es for candy and tobacco distributors and C-Store chain customers in Kentucky an
d southern Indiana. Distribution customers include McLane Cumberland, HT Hackney
(three divisions), CoreMark Leitchfield, and seven independently owned distribu
tors. Chain customers include Newcomb Oil, Traxx Company, Paxton and Ball, and
seventeen other smaller chain accounts.
* Responsible for $20.8 million in territory sales, including $19.2 million dire
ct buying and $1.6 million indirect buying
* Increased territory direct buying dollars by 24.7% in 2008 over 2007.
* Consistently performed above year-end average sales percentages of the Central
Area Team.
* Used Hersheys promotional programs to drive incremental sales with distributor
s and retail chains
* Managed trade promotion funding budget to effectively drive business with both
distributors and retail chains through customized promotional plans
* Minimized waste by managing regular and efficient turn orders, and by acting i
n a proactive manner with regards to freshness dating
* Effectively communicated direction for both distributor and retail chain promo
tional plans of action to the area district sales supervisors and the retail sal
es merchandiser teams
* Gained insight into field conditions and selling situations by working with RS
M team in the field to provide effective selling tools

District Sales Representative


Louisville, KY JanJul 2003
* Managed a retail sales territory of $7 million indirect and one direct buying
grocery chain account (ValuMarket); territory included 19 WalMarts (15 of which
are Super Centers), 5 Meijers, and the ValuMarket chain
* Increased district sales dollars over previous year, executing promotional and
seasonal plans at retail, monitored POS sell-through reports for WalMart, serve
d as Louisville Districts Winn-Dixie leader, and sold seasonal promotions for a
direct buying grocery chain
* Responsible for new item and promotional presentations to district managers at
Krogers regional headquarters in Louisville
* Increased YTD sales by 16% in WalMart stores in territory

District Sales Representative


Lexington, KY Apr 2002Jan 2003
* Managed a retail sales territory of $5.3 million in indirect sales and one dir
ect buying grocery chain account (Kens New Markets)
* Increased district sales dollars over previous year, executed promotional and
seasonal plans at retail, monitored POS Sell-through reports for WalMart, and so
ld seasonal promotions for a direct buying grocery chain
* Responsible for new item and promotional presentations to the Kroger district
manager in Danville, KY
* Increased sales by 9% WalMart stores in territory

Award
* 2004 Kentucky Candy and Tobacco Associations Candy Representative of the Year

Skills/Training
* Completed Situational Sales Negotiation training courses 1, 2 and 3 from The B
ay Group.
* Highly proficient in all Microsoft Office applications
* Proficient in Siebel Ebusiness and Siebel Consumer Goods
* Proficient in using Nielsen Answers

Education
University of Kentucky, Lexington, KY
Bachelor of Business Administration