director business development foodservice in chicago il resume mary duffy-kelly

7/28/2019 Director Business Development Foodservice in Chicago IL Resume Mary Duffy-Kelly

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Cell (509) 953-8327

[email protected]

Mary Duffy - Kelly

Objective A challenging senior management position with an innovative sales and marketingdriven natural food/ beverage company.

Experience2011- 2013 CJ FOODS/ANNIE CHUNS Commerce CASr. Regional Sales ManagerDescriptionResponsible for setting up initial broker network to pioneer sales for new foodservicedivision of Korean owned food company. Responsible for creating processes forfoodservice broker management, sales market budgeting and sales training.Responsible for researching market trends and executing product placement basedon trend opportunity. Work with brokers to identify and sell LLO accounts to driveconvenience store, vending and specialty distribution. Identify and develop regional

and national chain accounts based on CJ Foods organic and all natural productioncapabilities.

2006-2011 SABROSO COMPANY/ TREE TOP INC. Selah, WA

National Account Manager

DescriptionResponsible for the business management of Tree Top Foodservice business inassigned markets including management of broker sales networks and sales budgetsand market spend budgets. Responsible for identifying and researching relevantmarket trends, analyzing new and existing product opportunities for assigned nationalchain accounts. Responsible for development of relationship at multiple levels (R&D,Purchasing and Marketing) at assigned national chain accounts. Responsible foridentifying distribution gaps and other product penetration opportunities in assignedsales region. Responsible for developing executable plans to capture new marketshare in assigned sales region.Accomplishments

Turned around overall region negative sales trend (-50% to meeting budget ) byrevitalizing broker efforts, identifying sku distribution gaps and gaining new businessdespite discontinuation by Tree Top of$180,000 in skus from the product portfolio.Developed custom projects with key national chain accounts- Panera Bread,Carls/Hardees, IHOP (in process had not resulted in new sales for Tree Top yet.)

2006-2009 SABROSO COMPANY Medford, OR

National Account Executive

Description

Responsible for the profitable set up and development of contract packing businessfor increased utilization of foodservice dedicated equipment and other assets.Responsible for identifying, analyzing and developing new product opportunities forcontract packing customers including acting as internal champion within otherrelevant company disciplines (Operations, Purchasing, Finance, QA and R&D) inmanaging new profitable contract packed products. Responsible for key nationalchain account development for Fruit Creations formulated product group.Accomplishments

Developed and managed Perfect Puree contract packing business contributing500,000 cases towards plant equipment utilization and overhead contribution. Also


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worked with Perfect Puree to convert fruit ingredients from non Sabroso supply toSabroso ingredients where feasible (pear, peach, berries.) Worked with QA to resolvequality issues for IFP/Carbotrol co-packed products resulting in re-gaining theconfidence of IFP/Carbotrol sales group and increased fruit sauce sales for all.Instrumental in preventing loss of Fruit Creations Strawberry Puree business(60,000+ cases) by working with Sabroso R&D, Sabroso Operations and TGI FridaysBeverage R&D to reformulate and drive cost from product. Identified executable go to

market strategy for Fruit Creations Fruit Beverage Base product portfolio after failedintroduction issues.

2003-2006 OLYMPIC FOODS INC. Spokane, WA

Director of Sales & Marketing - Foodservice & Dairy

DescriptionResponsible for the profitable set up and development of the foodservice businessunit including all essential sales and marketing functions and P/L. Responsible foridentifying and researching relevant market trends, analyzing new productopportunities, development and marketing of new products, developing and executingfoodservice/dairy marketing materials and sales training tools, developing non-traditional dairy and convenience store channels. Responsible for direct staffingincluding assigning job descriptions and responsibilities and support staff training and

development.Accomplishments

Set up profitable foodservice business unit including pricing structures, product portfolio,go to market strategy and target business focus. Developed and successfully launchednew products that increased business unit earnings by 7%. Reduced product cost andincreased bottom line contribution by 3% through consolidation of packaging andproduct formulations. Took marketing function in house resulting in annual savings inexcess of $100,000. Developed new business partnership with Food Services ofAmerica through win of RFP that resulted in $1.3 million in incremental annual sales.Developed in house bid system through dairy partners resulting in increased school bidpenetration of 20,000 plus cases.

2001-2003 FLORIDAS NATURAL GROWERS Lake Wales, FL

National Accounts Manager

Description

Responsible for penetration and development of new healthcare business for FloridasNatural Away from Home business unit. Responsible for targeted new distribution.Responsible for working with the field sales group to execute new healthcare and airlineprograms.

Accomplishments

Increased national healthcare account penetration through awards of sole source forPremier Purchasing Partners, dual source for Novation Group Purchasing Organizationresulting in increased sales of over 100,000 cases annually. Developed new businessthru Senior Retirement Lifestyle operations Sunrise Senior Living, AlterraHealthcare, Tidewater and Senior Lifestyles Inc. among others resulting in increased

sales of 127,000 cases of dispenser and ready to serve juice products. Increaseddistribution penetration through development of partnership with Shamrock FoodsDenver and Phoenix locations.


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1995-2001 VITALITY FOODSERVICE INC. /McCAIN CITRUS Oak Brook, IL

2000 2001 Western Division Manager- Packaged Goods

DescriptionResponsible for Sales & Marketing of Vitality Foodservice Non Dispense BusinessUnit for Western U. S. (24 states) with two direct report region managers.Complete P&L responsibility for all product categories.Also responsible for business unit integration plan for product line transitions from VFIDispense to Non Dispense and transition to VFI SAP reporting systemAccomplishmentsDirected the targeting and sale of VFI Non Dispense products into 5 new distributors.Directed the targeting and sale of new product category into 10 Alliant districts.

1997 - 2000 Business Development Manager

DescriptionBusiness Manager responsible for identifying and researching market trends,analyzing new product opportunities, development and marketing of newproducts, developing and executing new marketing materials and sales training tools,developing new non-traditional channels (i.e., industrial use), responsible for profit

and loss of dispenser juice program, discontinuing lower volume products notmeeting profit objectives, and responsible for development ofproprietary products incoordination with McDonalds Menu Development Team.Liaison with operations, technical services and customer service to resolveanyproduct problems or issues.Also responsible for corporate management of AlliantFoodservice, Inc. representing 68% of total division sales.AccomplishmentsDeveloped new product line for airline customers with above average gross margin.Developed airline channel broker resulting in gain of 8 new airline customers for newcuplet product. (100,000 cases annually). Reduced dispenser program machine sideloss from $240,000 to breakeven over a two year period.Reduced machine inventory of older equipment through profitable sales to distributorcustomers. Developed McCain Citrus Food Service Brand Strategy.Developed direct marketing database and programs for two branded product lines.

Developed 8 new sku's for Alliant Foodservice under the Thirster beverage labelresulting in year 1 sales of 120,000 incremental cases .

1/1999 - 4/1999 Food Service Division ManagerDescriptionTemporary position reporting directly to the CEO. Responsible for the directmanagement of the food service division until the replacement of the Vice Presidents'position. Responsible for managing sales force and recruiting to replace EasternRegion Manager position. Responsible for development of the FY2000 McCain CitrusFood Service sales and expense budgets.

1995 - 1997 Regional Sales Manager -Central RegionDescriptionSales Manager for Food Service responsible for total P&L business development in18 state region in the central portion of the United States.

AccomplishmentsCreated new pricing structure in compliance with government fair trade practiceregulations. Improved Central Region gross profit percentage by 6 points. Createdbroker sales training program. Improved distributor sales training program. Openedup 8 new key 1st tier distributors in Minnesota, Cincinnati, Kentucky, Tennessee, St.Louis, Kansas and Cleveland. Implemented operator focused pull through programsfor test on dispenser, consumer size aseptics and bulk 46oz aseptic products.


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Conducted preliminary research for placement of McCain Junior Juice in food servicechannels. Gained aseptic product line distribution in 22 foodservice distributors.

1987- 1995 CENTRAL SALES AND MARKETINGPrincipalDescriptionContract Business Development Manager for Pace Foods, Ltd. and Turko Poultry

Packing, Timber Crest Farms and Gaston Dupre. Manage foodservice business forcompanies in seven state mid-west region. Responsibilities include all regional salesmanagement and marketing functions associated with a regional managementposition, including market research, sales budgets, distributor expense budgets, andoperator promotion budgets.AccomplishmentsDeveloped broker network for Pace Foods after the end of Quaker co-marketingagreement. Developed key account business for Pace Foods and Turko Poultry.Opened up Hyatt Hotels, Bill Knapps Restaurants, Canteen Mid-West (nowCompass), Sunquest Systems IN, Criteria Corp., Consolidated Restaurant Group,Kroger, IN and S OH.,and other key operators for Pace Foods.Developed Pace Foodservice Division's East North Central business from less than$50,000 to $4 million in annual sales with a 56% category share. Developed Pace

Foodservice Division sales for Eastern Canada resulting in 12 new distributors withsales of over $1 million Canadian. Pace Broker's of the Year for 1990, 1991 and1992.

1985 - 1987 OFFICE OF THE ATTORNEY GENERALState of Illinois - Assistant to the Director of Personnel.1978 - 1985 JEWEL FOOD STORESStore Management

Education 2000 North Park University Chicago, IL

Graduate Certificate in Organizational Development.

1995 Keller Graduate School Mgt. Chicago, IL MBA with Marketing Concentration.

Graduated summa cum laude.

1978 Loyola University Chicago, IL

B.A., Political Science/History.

Interests Volunteer - Second Harvest Spokane Food Bank, Vanessa Behan Crisis Nursery,Greater Spokane Valley Healthy Partners

director business development foodservice in chicago il resume mary duffy-kelly

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