General Management

                     

Senior executive position with significant P&L responsibility and growth challenge in the food industry.

 

Over 20 years progressive general management and marketing experience within consumer product industry. Excellent track record of achieving significant market gains in highly competitive product categories. Consistently increased market share and profit through strategic focus, team orientation and solid execution.

 

 

Vice president and General Manager (2002-Present)

Full P&L responsibility for a $415MM business unit which includes recent acquisition of Horton Foods. Direct ten manufacturing locations with total organization of 1,500 employee.

·Led acquisition team and managed integration including development of organizational structure and staffing plans and site consolidations. Reduced costs by $7.5MM.

·Exceeded monthly sales/volume goals by 5.5% since acquisition.

·Increased operating income for frozen desert line by 14%.

Vice president of Marketing and Sales, Frozen Foods (2000-2002)

Directed marketing and sales functions for this $1.9 billion which resulted from the consolidation of Frozen Vegetables and Frozen Dinners Divisions. Portfolio included brands such as Lean Cuisine,  Hungry Man, and Hanover distributed through retail channels.

·Managed marketing staff of 85 and field sales force of 360 with advertising/promotion budget of $70MM and trade promotion program budget of $350MM.

·Initiated five-years strategic development effort and directed implementation achieving:

-          Volume gain of 5MM cases and share gains on all major brands within 12 months.

-          Product improvement on Hanover brands which increased volume 15% since introduction.

-          Introduced large size products generating $75MM+ in sales with 75% ACV distribution.

·Increase frozen vegetable volume 2.5MM cases (10%) despite entry of new major competitor.

·Identified/corrected major product packaging problem. Volume increased as a result of reversing 7% decline in prior nine months.

 

Assumed increased marketing and sales responsibility leading to general management assignment with full P&L responsibility for this $400MM business . Managed marketing staff of 50 people, sales department of 80 and four manufacturing locations with 670 hourly employee.

·Strategically refocused business on growth opportunities and restaffed/upgrated marketing and sales originations. Grow volume $152MM to $400MM in sales, while growing profits from 4% to 12.5% with ROA that exceeded 25%. Specified achievement include:

·Identified need and introduced three new products which now account for $70MM in sales.

·Revitalized crunch brand resulting in sales increase of over $50MM through design upgrades, strengthened copy and EDLP approach to list price.

·Introduced licensed characters on Nestle Mini Cakes which now account for more than $38MM in sales. Led negotiations with licensor and developed it into national business with sales of $15MM and potential of $45MM.

Director of Marketing (1992-1993)

Responsible for all brand management activities for this $1.5 billion company. Brand included Star-Kist Tuna, Salmon and Chicken. Managed 35 employees with A&P budget of $135MM.

·Led development and introduction of Star-Kist’s new advertising campaign, which is still on air.

·Exceed category norms and improved awareness by 5%.

·Developed Olympic sponsorship program and related incentive program (increased sales 7%).

·Introduced Star-Kist Seafood as a national brand. Grew cases by 1.5MM units.

Director-Canning Business (1990-1992)

Led multi-functional business team of six managers in development and commercialization of a new canning process with capital budget of $125MM.

·Led Midwest roll-out of “Star-Kist Best.” Achieved 7% share.

·Recommended and obtained approval for application of process for replacement alternatives which developed into $25MM business. Business now earns 23%+ROA.

Brand management (1987-1990)

Progressive marketing assignments within the Seafood Products group , from product manager to Group Product Manager within four years. Managed Star-Kist Seafood convention which provided quality performance and enabled brand to break 10% share level for the first time, and to eventually reach its current number 2 position in the marketplace.

 

 

M.B.A., Marketing, Northwestern University, 1987

 

 

 

 

希望在食品行业担任高级经理职务，承担规划领导（P&L）职责，并具有良好的个人成长机遇。

 

本人具备连续20多年的消费品管理和营销经验，能使公司在激烈的竞争中保持良好的市场业绩。通过战略性集中、团队导向和深入执行公司政策，使公司市场份额和利润得到持续增加。

 

副总裁/总经理（2002—至今）

本人全面负责4.15亿美元的商务部，其中包括近期收购的霍顿食品公司（Horton Foods），管理1500名员工和十个制造区。该公司的运营，包括：客户服务、销售和营销、工程设计以及管制和法律事务。本人在工作中的良好表现和取得的业绩有：

·领导收购团队并实施整合战略，包括组织结构的发展和人员发展计划，以及地区联合，减少750万美元成本；

·自从收购霍顿食品公司后月营业额增加5.5%；

·冷藏甜点生产线的收入增加14%；

营销副总监：冷冻食品部门（2000—2002）

本人负责这个19亿美元资金规模的冷冻食品业务部门的营销和销售，该业务部门源自冷藏蔬菜和冷藏早餐部门的整合；管理企业债券包括：利尹烹饪（Lean Cuisine）,  杭格瑞（Hungry Man）, 和汉欧沃（Hanover）；管理85名营销人员和360名销售人员；掌控7000万美元广告/促销预算和3.5亿美元贸易促销预算。主要业绩如下：

·创建了公司5年发展战略，通过实施公司获得如下业绩：

-12个月内，公司主要品牌产品取得了500万美元的市场容量；

-自从引进汉欧沃（Hanover）产品，通过提高产品质量，增加15%市场份额；

-引进大规模生产线，创造了7500万美元的销售收入。

·引入循环包装以满足环境需求，通过100%的ACV分销渠道，领先50%的市场容量；

·尽管有新的竞争对手加入，冷藏蔬菜仍增加了10%约250万客户需求；

·纠正了产品包装中的问题，通过扭转前9个月的7%的业绩下滑，从而使生产能力增加。

副总裁及总经理：糖果事业部        (1997-2000)

营销及销售副总监：糖果事业部      (1995-1997)

营销副总监：糖果事业部            (1993-1995)

负责4亿美元规模的业务营销和销售，完成销售任务并推动业务增长；管理50名营销人员，80个销售部门，670名员工和4个制造地区；从战略上重新关注业务提升机遇，重组和提高营销团队，销售收入从1.52亿美元增加到4亿美元，利润率从4%增加到12.5%。突出的业绩包括：

·发现需求并引入三条新的生产线，现在已经达到7000万美元的销售收入；

·通过设计提升，强化包装和调整价值，使得克昂持（Crunch）品牌的产品销售收入增加5000万美元；

·引入特许经销雀巢迷你型蛋糕，现在已经达到3800万美元的销售收入；

·与特许经销人谈判并开创性的实施识别预测的理念和机遇，使之成为1500万美元的销售收入业务和具有4500万美元潜在销售收入；

·制定和实施利润基础上的业务激励计划。

营销主管（1992-1993）

星形包装食品公司具有15亿资金规模。本人负责该公司所有品牌管理活动，产品包括星形盒装金枪鱼、大马哈鱼和鸡肉，管理35名员工和1.35亿美元预算资金。

·开发并引入星形盒装金枪鱼电视广告，并在媒体上一直播放；

·保持产品质量大大优于行业标准，市场认知度提高5%；

·开发奥林匹克赞助项目和相关激励项目（销售收入增加7%）；

·引入星形盒装海鲜食品并打入国内知名品牌，增加了150万单位需求量。

主管：罐装食品部（1990-1992）

联合多种经营事业部6名经理，投资1.25亿美元开发并商业化运作一条新的罐装食品生产线。

·在中西部推出星形系列产品展览，获得7%市场份额；

·替代品的应用得到市场认同并带来250万美元的业务，现在业务认同增加了23%。

品牌管理（1987-1990）

从产品经理助理到产品经理连续4年从事营销管理，推动星形盒装海鲜食品的创新，严抓质量控制并使该品牌首次突破10%的市场份额，最终取得在市场中排名第二的良好业绩。

 

 

工商管理硕士学位（MBA），市场营销专业，西北大学，1987年。