EXPERIENCED PROFESSIONAL SALES/MARKETING AND BUSINESS DEVELOPMENT MANAGER

SKILLS AND ABILITIES

Direct Sales Leadership Product Development Team Building
Route Sales Operations Distribution Recruiting
Sales Training Business Development Budgeting
Systems Selling Financial Tracking Telemarketing
Customer Service Long Range Planning Mergers/Acquisition
EXPERIENCE AND ACCOMPLISHMENTS
FILTERFRESH PIEDMONT COFFEE SERVICE Winston Salem NC 2005-2010 Busin
ess Development Representative NC Triad Area
Responsible for selling Single Cup Coffee and Hot Beverage Systems to profession
al offices and industrial locations in Guilford, Forsythe, Davidson, Alamance an
d Richmond Counties
Negotiated profitable contracts with new customers and present customers to achi
eve sales and gross profit targets as directed by The President and Owner
Performed customer relations and upgraded service, equipment, products and prici
ng as required to achieve ultimate customer satisfaction
FIVE STAR FOOD SERVICE, INC. Dalton GA 1998-2005 Corporate Direct
or of Office Coffee Sales for the Five Star Express Coffee Service Division
Developed a Business Plan for the implementation of Five Star Express Coffee Ser
vice in
twenty-two food service management divisions of Five Star Food Service Inc in G
A, TN, NC, SC, AL and VA.
Managed the acquisition and profitable conversion of twenty-two regional office
coffee Service operations with 95 % customer retention
Produced sales manuals, operations guidelines and equipment repair manuals that
were used
To teach office coffee sales skills to Key Account Sales Representatives, Field
Managers and Route Sales Representatives at Five Star University

Recruited and trained Route Sales and Management Personnel in all divisions
Negotiated profitable Private Label Coffee, Allied Products and Beverage Equipme
nt contracts with major suppliers
Introduced Avalon and Keurig Gourmet Single Coffee Brewing Systems to each Divis
ion resulting in the profitable placement of two hundred fifty locations
Personal major account sales of $1,000,000 with 55 % Gross Profit and 30 % EBITD
A
Managed the production of $4,500,000 in new business from a base of $550,000 fro
m
Our activities over a 7 year period resulting in an average of 30 % EBITDA

OLD MANSION, INC., Petersburg, VA 1996-1998 Vice President-Coffee and

Tea Division
Responsible for sales, marketing and operations of a $2,000,000 coffee and tea m
anufacturing and distribution business primarily in NC and VA
Developed and implemented a business plan to effectively sell Old Mansion and pr
ivate label
Coffee, tea and cappuccino products to office coffee, food service and vending d
istributors
Produced new sales volume in excess of $700,000 during a six-month sales campaig
n
Sales efforts added 8 new food service distributors to sell and deliver Old Mans
ion Coffee and Tea to Food Service and Convenience Store Chains in their service
area in NC and VA
S&D COFFEE INC., Concord NC 1983-1996
Vice President Sales, Vice President Sales and Marketing, Vice President Sales-N
orth, Vice President and General Manager Office Coffee Division and Director of
Marketing.
Generated a new Total Refreshment Program for large office locations that produc
ed 56 key accounts in 7 months
Prepared a Sales Manual and a long-range sales plan to double the business in 5
years
Developed and implemented a strategic marketing plan for conversion of three seg
mented lines of business into 35 customer service centers, resulting in improved
operating efficiency and profits
Selected and trained district sales and region sales managers for each service c
enter
Created and introduced a Total Beverage System concept, which reduced customer e
rosion to full-line food distributors, resulting in average sales and profit, in
creases of 20% per year since during 1994 and 1996
Researched and selected names for all S&D Coffee, Inc. beverage and allied produ
cts that resulted in increased market awareness and perception of value added qu
ality
Selected and assisted a professional advertising and creative design firm in the
development of quality point of sale and advertising materials for all beverage
products
Established and managed Bingham Coffee Company and served as President in additi
on to other duties
Developed Bingham beverage products, sales training programs and manuals, equipm
ent service programs and conducted field sales training with distributor personn
el
Secured 15 Bingham distributors in 18 months with annual sales of $2,000,000 and
52% gross profit
Instituted and directed an acquisition plan that resulted in the purchase of 18
coffee service companies adding 15,000 profitable customers
Managed and directed the sales and operations of the Office Coffee Division to p
roduce an average annual increase in sales and gross profits of 25% from l983 to
l988 on 50 sales routes in 12 states
LUBRA SYSTEMS, Division of NCH Corporation, Irving Texas 1981-1983
Sales Manager LA, MS, AL and FL
Managed New Business Development and provided customer service and implemented a
reorder system to customers such as municipal and state governments, heavy cons
truction, shipping, manufacturing, mining and the oil field in Louisiana, Missis
sippi, Alabama and Florida
Recruited, trained and managed 5 sales representatives in their territories whil
e still maintaining my personal budgeted sales and profit goals
Secured sufficient customer base over two years to profitably support five sales
representatives
STANDARD COFFEE SERVICE COMPANY, New Orleans, Louisiana 1971-1981
Marketing Manager, Sales Manager-Eastern Division, Equipment/Product Manager and
Area Sales Supervisor
Participated in the successful building of 183 profitable coffee service routes
in 20 states
Recruited, trained, managed and motivated the Eastern Division sales team of 126
sales and management personnel
Managed staff to produce results in the Eastern Region of 22 new sales routes an
d the rebuilding of 54 existing routes in 14 states to an average of 250 custome
rs per route with an average increase of 35 % in sales or annual sales of $250,0
00 per route
Produced the Silver Vend vending program that prevented the loss of over 2,000 k
ey accounts during the "black frost" in Brazil in 1977 that caused a dramatic in
crease in green coffee costs necessitating rapid price increases that could have
resulted in excessive customer loss
Established two-beverage equipment repair centers produced an equipment repair m
anual and implemented a field equipment repair program that reduced equipment co
st by 40 %. This project returned 5,000 machines to field sales
Responsible for a national acquisition effort resulting in the purchase of the a
ssets of 20 Office
Coffee Companies that aided geographic expansion and maximization of the custome
r base on
Existing routes
ADDITIONAL EXPERIENCE
ARA SERVICES, INC., Greenville, SC
Division Sales Representative NC and SC-Food Service Sales Management 1969-19
71
FENWAL LABS, Division of Baxter Labs, Inc., Charlotte NC
Sales Specialist-Conversion of Blood Collection Equipment from Glass Bottle Syst
em to Plastic System in NC, SC and TN 1967-1969
A. E. STALEY MFG. CO, New Orleans LA and Charlotte NC
Industrial Sales Representative-Corn and Soybean Products 1965-1967
COLGATE PALMOLIVE CO, New Orleans, Louisiana Unit Sales Manager Household Produc
ts-Metro New Orleans and Gulf Coast territory 1963-1965
MILITARY EXPERIENCE
U. S. ARMY QMC
First Lieutenant, Supply Platoon Leader-100 men supporting US Army or Marine Cor
ps Divisions, Post Rations Distribution Officer, Post Petroleum Distribution Off
icer and Post Food Service Advisor for entire military post plus 5 years inactiv
e reserves-Honorable Discharge 1961-1963
EDUCATION
Davidson College-BA Degree Business Administration 1957-1961
Graduate US Army QMC Basic Officers Training 1961
Graduate US Army QMC Food Service Management School 1962
Bernard Haldane Training-Searching the Hidden Job Market 1981
Strategic Selling Seminar-Robert B. Miller and Stephen E. Heiman 19
92
Conceptual Selling Seminar-Robert B. Miller and Stephen E. Heiman 1993
Living the Seven Habits Seminar-Stephen R. Covey 2002