Laurie G.

DANNON YOGURT – (01/1990 – 12/2006) NATIONAL RETAIL OPERATIONS MANAGER – (10/05 – 12/2006) Managed Sales Objectives for National Sales Team. Executed Retail Sales Objectives at Store Level. • Developed and Managed Efficient Routing and Coverage Plan for Third Party Dedicated National Retail Team of 283 reps against Database of 14,700 stores. Maintained coverage frequency by calculating store index (IRI) against coverage goals with flex routing based on Chain Events. • Developed In-Store Retail Resource book for National Team utilizing Monthly Retailer Event and Sell Sheets, National FSI, Product Knowledge, and authorized distribution, pricing and promotional events by chain.  Executed In Store Sell Sheet Programs and Regional Sales Programs at Wal-Mart Store Level Responsible for 1mm LB annually, exceeding Budgeted Goals by 280%. Developed Retail Link Database by Store by Rep By quarter to negotiate display and merchandising objectives.  Led in new item speed to shelf on focused retail merchandising efforts companywide for all New Item Launches – 4wks to 90% Scanned Retail – One Week WM.  Trained Dannon Regional Managers to be effective selling against all customers in territory. NATIONAL SALES MANAGER – WAL-MART STORES (10/94 – 10/05) Lead all sales and account management efforts for Wal-Mart Supercenters and Division One Sales.  Presented Company Sales Plan to Wal-Mart buying team. Called on Buyers on as needed, Top to Top Annual Supplier Review, Quarterly Logistic Summit. RFID, Cross dock, Cold Chain.  Opened Bentonville Sales office consisting of Category Management, Retail Link Analysis, and Co-Managed Inventory Team.  Appointed Category Validator to General Mills 2004. (Validated Decisions made by Category Captain) contributed Overall Category Sales and Profit Growth of +14% +27% Respectively  Developed Scorecard Budget with Wal-Mart Team. Sales, Turn, Markdown, Fill and inventory management. 2007: $210mm +13% PY +68% BY. GM: 21% NM 16%. WH +45%. Led Hispanic Marketing Analysis at Dannon US and drove current DANONE Hispanic Product introduction to US Retail Market. Danonino and DanActive.  Executed Display Planners, and Demo / Recipe Programs in Store.  Managed Trade Budget $ 48mm. Demo 2.8mmDemo $2.1mm. Accrual Basis  Developed Wal-Mart Retail Sales Plan (1, 2x or 3x) Monthly Coverage based on store index. Coverage of new stores within 2 weeks of open date.  Drove Participation in and attended at Customer Events, Showcases, and Supplier Fairs, Local Events for Wal-Mart, Vendor Fair, KC Meetings, Golf Tourney, and Fishing Tourney. Saturday Meetings.  Participated in and appeared on “AGE of Wal-Mart” CNBC Special, Wrote and Produced Wal-Mart Retail Execution Video in Proto Store (Plano TX) CD Training of Ideal Value Added Wal-Mart Retail Sales Call. Endorsed by Bruce Peterson and Scott Poole, Wal-Mart Stores. REGIONAL MANAGER – MILITARY AND CLUB – CHANNEL DEVELOPMENT (10/92 – 10/94)  Developed Business results at US Military Commissaries, Sam’s Club and Costco Warehouses Nationally. Increased sales revenue from $3.1 to 9.4mm combined results first year.  Increased focus on sales exceeded revenue and profit objectives while increasing customer satisfaction.  Developed customer pricing, budgets, margin analysis, merchandising programs, forecasts, industry analysis, and product presentations to customers.  Responsible for New Item Development for Club Channel resulting in 4.3mm annual sales first year. CATEGORY MANAGEMENT, SALES ANALYST, COMANAGED INVENTORY ANALYST (01/90 – 10-92) • Sales Administration and Support National Retail Accounts Team – IRI Analyst, Presentation Building, Excel Spreadsheets. Planogram, Spaceman, Apollo, IRI, Nielsen Spectra, Database Management. • Category Management Analysis, for Wal-Mart – Kroger, Albertsons, HEB, Club and Military Consumer Purchase Decision, New item Analysis, Category Definition, Loyalty and Hispanic Marketing Programs and analysis. • Including Category Profitability, Consumer purchase, Plan O Gram, Space to Share, Out of Stock and Promotional Analysis. • Co-Managed Analyst ordering for 13 Wal-Mart Warehouses. Measured and trained on OSCOT.