KEVIN N.

SCRIVANICH
39 Pinecrest Road - Hohokus, New Jersey 07423 - Cell: (201) 988-2242 - E-Mail: scriv57@yahoo.com

EXPERTISE
- Sales Management - Strategic Planning - Financial & Market Analysis - Customer Management

PROFESSIONAL PROFILE
A self-motivated professional that works hard to achieve strategic goals and sales objectives. Consistently makes significant contribution towards corporate targets of growth and profit.

PROFESSIONAL EXPERIENCE Chiquita Fresh Express, Ho-Ho-kus , New Jersey

Regional Business Manager (February 2007 Present)
Held responsible for overseeing and managing brokers in the Metro New York, Upstate New York, and Southern New England markets for Fresh Express and Chiquita. Other major responsibilities include building a structured Business Plan that takes into account both the customers and Chiquita FEX strategies to achieve the best financial results. Developed and integrated closer business relationships with various key customers between Chiquita FEX and the respective broker. Established sales targets and trade spend allocations at the broker level to ensure sales plans for the fiscal year are achieved. Accomplishments: Managed over $42,500,000 in Net Sales Value and $7,000,000 in Trade Dollars between two categories. Developed and managed a trade promotion investment strategy through the broker that delivers better ROI and efficiently monitors performance that will define actionable learnings on how to improve future promotions. Dollar revenue achieved an increase of +16.5% versus year ago. 12CT case volume achieved 2,858.3K, +17.1% versus year ago and 104.5% of target. Key growth customers include A&P, Wakefern and Bozzutos. Regional market share has grown substantially with Fresh Express becoming the salad category leader in 2009 with a 30% dollar share. Organized a seamless career transition into a new industry and brand responsibility as well as train & manage new broker personnel that are accountable for supervising the value-added salad category within the region. Supervised and organized all co-marketing and Catalina events at key customers. These types of events were the first for many produce departments in the region. Earned the Chiquita Fresh Express East Regional Business Manager of the year in 2008.

2007 Present

Unilever Foods, Saddle Brook, New Jersey

Customer Team Lead Manager A&P (January 2006 February 2007)

1998 2007

Major responsibilities include overseeing initial work plans for A&P sales analyst and ASM sales personnel during their first month at Unilever. Trained current A&P sales analyst to understand planning process during semester reviews while executing brand strategies. Act as corporate liaison to ensure one concise voice and direction to customer. Accomplishments: Managed over $31,500,000 in Net Sales Value and nearly $4,800,000 in Trade Dollars between all categories.

Implemented and managed a quarterly pre-payment plan A&P to avoid C&S surcharges of 5% on nearly 10 million dollars of trade investment. Coordinated meetings with A&Ps account payable department to ensure compliance of Unilevers policies and procedures. Kevin N. Scrivanich (201) 988 - 2242 Page: 2 Supervised and organized all co-marketing events at A&P throughout 2006. Scale events have been best in class within the northeast market and generated incremental NSV for both Food and HPC. Co-marketing has been a key contributor to A&P showing growth in 7 of the 11 food categories at A&P Nielsen YTD Week Ending 8/12/06. Secured first DSD program (9/16/06) at A&P since 2001. September program will be used as the foundation to implement DSDs through ES3 during major scale events in 2007. These potential DSD programs will assure greater display rates at A&P by driving mods and shippers in the top 120 A&P stores in the tri-state area.

Customer Business Manager Pathmark & A&P (May 2005 December 2005)
Major responsibilities included increasing market share and sales contribution margin in A&P and Pathmark. Most recently acted as the primary Unilever contact and manager for Unilever during the latest sales reorganization. Made immediate impact by being instrumental in preparing and facilitating Semester II Reviews for both Pathmark and A&P. Successfully presented new item presentations on frozen and chilled while co-securing A&Ps first One Unilever scale event in August. Accomplishments: Managed over $28,500,000 in Net Sales Dollars and nearly $4,100,000 in Trade Dollars between both accounts. Worked through significant trade rate reductions on both Frozen and Chilled while keeping the existing items in distribution at both A&P and Pathmark. Managed SC% growth by redesigning an existing scenario-planning tool for A&P that incorporated the customer's new trade strategy of scan-based deals versus an EDLC (Off-Invoice) trade structure. Organized a seamless transition between the last two sales roles, which allowed for immediate and positive results for both the DMCV and C&S teams.

Customer Business Manager Chain Drug Channel (March 2004 April 2005)
Primary responsibilities included driving increased brand penetration and profitable sales volume growth in the Chain Drug channel, which includes Walgreens, CVS, Rite Aid, and Brooks/Eckerd. Acted as the primary Unilever contact and manager for the food division, which included trade spend responsibilities for Hellmanns, Ragu, Lipton, Country Crock, ICBINB and Skippy. Executed co-marketing events with Home Personal Care division at both Walgreens and CVS. Developed productive Category Buyer and Senior Management relations that viewed Unilever Foods as a strategic chain drug partner for their respective grocery divisions. Accomplishments: Secured new distribution with no additional introductory allowances on Lipton Tea, Ragu Pasta Sauce, Hellmanns Mayonnaise, and Lipton Side dishes. Projected Business for 2005: $4,200,000. Successfully managed the JC Penny/Eckerd integration into both CVS and Brooks Drug.

Customer Planning Manager (July 2003 February 2004)

Primary responsibilities include being the key strategic link between brand management and field sales on brand planning, strategy and opportunity management. Perform a lead role in the development of customer, geography and channel specific brand promotional strategies and targets. Work closely with the Wishbone Marketing Director to develop a seamless, fully integrated marketing plan and establishing growth strategies for the top 20 customers. Provide field and customer insight into brand innovation planning as well as the development of customer specific packs and programs.

Accomplishments: Established brand planning targets for AC '04 by allocating $262.8MM in NSD and $51.6MM in working trade dollars across all UBFNA divisions. Kevin N. Scrivanich (201) 988 - 2242 Page: 3 Worked closely with Finance, Packaging, and Brand by providing a field perspective of special packs and programs for 2004 (i.e. 48oz club size, Wishbone Wood Rack, 16oz. Banded Pack, and 8oz. Shipper).

Business Development Manager (2002 2003)

Primary responsibilities are to evaluate the efficiency and effectiveness of trade and consumer merchandising as well as develop baseline building category management initiatives. Perform a lead role in the development of strategic and annual plans for the Bertolli brand. Lead adhoc analysis of projects, brands, categories, regional MDC budgets etc. in support of Director of Sales responsibilities. The above includes consolidation, interpretation, and presentation of regional financial sales and market share results as well as variable profit growth measurements for the Bertolli brand. Accomplishments: Managed a $47.5MM trade spend that enabled the Bertolli brand, during a year of integration, to achieve its PAR target for 2003 which was an increase of over 9% versus year ago. Developed a detailed business plan to match marketing, production and logistic capabilities, and to meet the profit and turnover requirements of both the company and the customers. Created measurable targets for field sales; aligning rewards and recognition to influence performance that supported the operating plan for 2002. Promoted from Regional Sales Manager (1999-01); and National Sales Planner (1999-01).

Regional Sales Manager (1999 2002)

Held responsible for $12.4MM in annual sales. Broker Manager for Pittsburgh, Cleveland, Cincinnati, Detroit, Buffalo, Syracuse and the Military. Other primary responsibilities included sales planning/ forecasts, corporate reporting and the managing of trade marketing programs throughout the region. Key customers included Giant Eagle, Kroger & Wegmans. Accomplishments: Developed a trade marketing plan that implemented effective promotional strategies to increase profit. Established innovative programs that highlighted Bertolli's products against the competition, which initiated an increase in sales of 25% over previous year 2001. Achieved a 111.4% performance index and a 69.8% market share in the Military, while serving as RSM. Increased case sales by 33.3% with the top customer within the district while increasing trade spending by only 9.9%.

National Sales Planner (1998 2002)

Interfaced with Marketing and Operations to communicate sales, forecasts, and financial related issues. Supervised and negotiated all Nielsen, Spectra, & RetailLink contracts. Provided market, account specific, and demographic analyses and interpretations for monthly sales commentaries as well as adhoc presentations for national overviews. Also acted as a liaison with all Unilever Category Development Managers to develop the best practices and approaches within Unilever Bestfoods. Direct key account presentations included Wal-Mart, Ahold, Kroger, Pharmor, ShopRite and Sam's Club. Accomplishments:

Created a proprietary data analysis platform that combines and monitors factory shipments, POS, trade allowance, syndicated and household panel data to evaluate best spend scenarios and customer profitability. Also used to track monthly sales, forecasts and trade marketing expenditures throughout the entire organization. Accounting & Finance have adopted this system to reconcile month-end closes. Hired, trained, & promoted a sales analyst into a Category Development Manager within the sales team. Page: 4

Kevin N. Scrivanich (201) 988 - 2242

IMS Health, Totowa, New Jersey

Senior Sales Data Analyst

1995 1998

Interfaced with clients and suppliers on a daily basis to manage ongoing projects, issues, and inquiries on pharmaceutical reports and databases. Managed an assigned warehouse district that involves numerous tasks to implement IMS procedures and operations for efficient weekly/monthly closes. Created reports and presentations on competitive analysis and micromarketing for all key clients. Some key clients included Amgen, Schein, Wyeth Ayerst and Novartis.

Nabisco Foods, Paramus, New Jersey

Category Development Analyst

1993 1995

Accessed and managed data on consumers, trade competition, and products to provide information for fact-based selling presentations and reports. Assisted brand management in the development and preparation of account programs, providing the data and selling tools necessary for proper retail execution. Prepared reports and graphs to communicate to sales personnel on account sales status. Interfaced with Director of Customer Marketing, Brand Managers, and Sales Managers to clarify requests and provide timely responses.

EDUCATION William Paterson University: Wayne, New Jersey

Masters of Business Administration with a concentration in Finance, Spring 2005 Cumulative GPA of 3.2

Montclair State University: Montclair, New Jersey

Bachelor of Science in Business Administration with a concentration in Marketing, 1994 Cumulative GPA of 3.3

TECHNICAL PROFICIENCY
- MS Office - MS Access - Visual Basic - ACNielsen - Intactixs - Spectra - I.R.I. - RetailLink - MVI - MarketMaster - WordPerfect - Lotus 1-2-3 - Visio - Adobe Photo - M-CAP2000

PROFESSIONAL DEVELOPMENT
Shaping Customer Performance Through Category Management by The Partnering Group Quality Broker Management by The Compass Management Group Managing Third Party Sellers by The Silvermine Consulting Group Unilever Sales Financials by Unilever Training Department Leveraging Consumer Information for Business Solutions by Unilever Training Department