Christopher Summers
Arlington
Summary
With ~10 years of National Account Experience, I bring a focused & hard working mindset. I enjoy working closely with my colleagues, using each of our unique personalities to figure out the perfect strategy to grow each customer individually while the company hits & exceeds all of their yearly goals.
Overview
13
13
years of professional experience
Work History
Regional Account Manager
Pathwater Inc
01.2022 - Current
- Communicated by phone, email and traveled for face to face contact for 40+ accounts including; GPM, Fresh Market, Lowes Food, Big Y, Global & all other accounts in the North East region
- Responsible for an annual trade spend on all slotting/promotional/distribution/cost decisions in my territory
- Double digit annual growth through crafting unique strategies in collaboration with category managers leading to ~$3 million dollars in annual sales
- National Account Manager for UNFI, NCD, 1WorldSync & many other local regional wholesalers. Responsible for new items/promotions/trade show/all other aspects of the business
- Managed a team of brokers working for CSN network for Grocery & Convenience
- Managed the sale & implementation of a Private Label opportunity with Barnes & Noble & other accounts
- Reviewed orders and client requests to streamline delivery services and resolve material shortages.
Regional Sales Manager
VPX Sports – Bang Energy
02.2019 - 01.2022
- Primary Call Point for all Key Accounts in the Mid-Atlantic Region including: Circle K Franchise, Wakefern, Kwik Fill, Quick Chek, Weis Markets, Albertsons, Ahold, Go Mart, Food City, Little General, Dunne Manning (CAPL), Par Mar, Family Fare, HanDee Hugos, Country Fair, & ~40 other Convenience & Grocery accounts
- Full control of all funding/ promotional/ distribution/ pricing decisions for 70+ accounts representing ~2 Million cases & 33 Million in sales a year
- Complete & submit all new item paperwork for initial setup & quarterly innovation
- In my first 365 days on the job I was able to begin distribution to 12 major key account chains representing ~1800 stores in the Mid Atlantic territory.
- Manage both DSD & direct delivery method across all brands under the VPX umbrella
Area Sales Manager
Mamma Chia
02.2018 - 12.2018
- Key Account Manager for following Chains & Distributors: Safeway Eastern, ACME, Market Basket, Roche Bro’s, Shoppers Food Warehouse, Mom’s Organic Market, Dora’s Natural, C&S, Price Chopper, Shop Rite, Kings Market, and other Natural and Independent Markets in the Territory.
- Increased ACME’s 52wk sales by 4.4%, previously down -12.3%, while keeping Trade Spends at 8.1%
- Increased unit sales in Giant Eagle by 2.6% on a 12wk timeframe, previously -34.6%
- Worked closely with brokers from JOH & PMI to grow current business, introduce innovation, & capture new business while working with grocery & produce buyers for respective accounts
- Calculated and managed Trade Spend through company trackers to maximize company margins.
- Prepared sales presentations through PowerPoint using SPINs data & presented to head buyers of listed accounts
- Manage distribution through Direct Delivery & Distributors such as: UNFI, KEHE, C&S, & SuperValu
Territory Sales Manager
Mamma Chia
02.2015 - 02.2018
- Responsible for the in-store execution, growth and expansion of all product lines within the Mamma Chia portfolio including Produce & Grocery in Virginia, DC, Maryland, & PA
- Managed sales and distribution in the Mid-Atlantic working with all major retailers in the area to improve sales 32% in the first year within my territory.
District Manager
PepsiCo – Frito Lay
06.2012 - 02.2015
- Lead a team of 12 salespersons spanning an area of 40 miles with sales averaging 6 million dollars.
- Collaborated with both independent and corporate partners to improve the brand presence within their respective accounts.
- Grew PY sales at 101.5%; improved stale rate of product at a 7.8% of PY.
- Created and executed marketing and promotional strategies to ensure sales growth and consumer impulse purchasing.
- Recruited and interviewed new managers and salespersons through campus recruitment events and other recruitment seminars to make sure my territory was effectively staffed & trained.
- Trained new managers and salespersons to perform daily job duties using solution-selling techniques.
Education
Bachelor of Science - Marketing
Pennsylvania State University
University Park, PA05.2012
Skills
- Client relationship management
- Regional account management
- Public speaking
- Revenue growth
- Effective contract negotiation
- Strategic account growth
- Market-based pricing strategy
- Market expansion strategies
Timeline
Regional Account Manager
Pathwater Inc
01.2022 - Current
Regional Sales Manager
VPX Sports – Bang Energy
02.2019 - 01.2022
Area Sales Manager
Mamma Chia
02.2018 - 12.2018
Territory Sales Manager
Mamma Chia
02.2015 - 02.2018
District Manager
PepsiCo – Frito Lay
06.2012 - 02.2015
Bachelor of Science - Marketing
Pennsylvania State University
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