David Reed2012 Zebra3 R3
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David Reed is an executive general manager, vice president, and entrepreneurial consultant with experience driving sales, innovation, and new business development for Fortune 500 and startup companies. He has a proven track record of leading teams to improve performance, optimize processes, and increase profits through vision, strategy execution, and change management. Reed's background includes roles in consumer packaged goods, sales, data insights, new media, loyalty marketing, and beverages.
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David Reed2012 Zebra3 R3
- 1. D AVID A R EED -- Driving Opportunity: Building Elite Teams & Profits through Vision & Leadership 10513 Greensprings DriveTampa FL 33626 david@zebra3investments.com 813.382.5682 http://linkedin.com/in/davidreedtampaz3 ---------------------------------------------------------------------------------------------------------------------------------------------- EXEC UTIV E GENER A L MANA GE R , VIC E PRESIDENT , ENTRPR ENEUR IA L CONSUL TA NT Delivering Sales, Innovation and New Business Development results. Consistent Leader and Driver of Change, Performance Optimization, Productivity Improvement, and Innovation. Turnaround and Ramp-Up Expert. Proven Accomplishments and Success Record of Strategy and Execution Leadership. Classic CPG training discipline and multiple Fortune 500 Company experience in Sales, Data Insights, New Media, Internet, Loyalty Marketing, and Consumer Goods. Entrepreneurial start up and Investor ROI acceleration expertise. Specialist Customer Relationship Management Evolution / Joint Ventures, Alliances. Driving Results for Fortune 500 / Mid-Size/ Start-up Companies / Clients DRIVING SALES IMPLEMENTING INNOVATION DELIVERING PROFITS BUILDING and LEADING HIGH PERFORMANCE TEAMS EVOLVING CUSTOMER RELATIONSHIPS DRIVING SALES / DELIVERING PROFITS Average typical results are +27% in 1st year for each of 13 clients at Zebra3 Consulting Midstate Mills Sales increased +27% first year as client and +16% second year in -4% Industry Doubled Clearsource Topline from $50 to$100 Million in 14 months. Grew Organic Revenues +40%, Volume +32%, and Profit +45% in first year. Right-sized Team from 12 salespeople to 6. Earned INC Magazines Nov 2005 #227 fastest growing company Doubled SquareShooter from $20 to $40 million in Sales in a year. Increased Profit margins by +10%. Utilized 2 Sales people. Broker Relationships, added Sams Club & Wal-Mart as new customers. Led Cott from $175 to $250 million in Sales in 2 years. 4 Sales people. Regional/District penetration, Relationships. 7 to 33 share. Assembled and ran New Alternate Channels U.S. Branded products ($210 million new business in 2 years) Transitioned and grew by +33% year three. Managed 5 sales people delivering 50% Cotts profits. Added Publix, Target PL Beverage programs Drove $155 to $200 Million sales increase at Coca Cola Enterprises in 24 months Grew Organic+15%, New+12%, and Profit +45% in 2 years. 32 salespeople. Started metrics and techniques. Tripled sales to $9MM in a -4% industry for Nabisco Foods Executed plan at Russell Stover / Whitmans from $150 to $300 million in Sales in 2 years. Half came from skills improvement of 52 Sales People (then reduced to 30). Escalated largest customers: Walgreens +30% Wal-Mart +35%, K-Mart+300%. Secured new business growing $10 to $25 million in Sales in a year at Sun Industries. 8 Sales people. Distributor penetration. Established new customer Relationships at Sams & Wal-Mart, Pace Warehouses, Busybody Fitness Chains, American Fare and SportsGiant Divisions of K-Mart, Price Savers, Price Club, and Airline Catalogs. IMPLEMENTING INNOVATION Co-Created and piloted new c-store on-premise Catalina coupon technology Midstate Mills introduced 7 new skus 2009-10, first in 20 years contributing +16% sales and most profitable packages Contracted and executed Walmart and C-store channel tests with major chains and CPG manufacturers; contributed to Major Retailers CRM planning and strategy. Total full development one year Catalina revenue forecast yield from project and network execution of $200 million or +30% revenue Introduced Cott and Walmart to Bottled Water and licensing Brands like Jolt and Tampico worth $300MM Started Category Management & Insights at Cott. Recognized as Best in Class by Walmart and Target Pioneered Mobile phone coupon technology tests and team development at Catalina
- 2. DAVID A REED -- Driving Opportunity: Building Elite Teams & Profits through Vision & Leadership Structured Internet Interactive concept tests and parameters to increase customers consumer net involvement yielding +33% to 68% participation. Increased Web based business +36% in 3 months for Consulting Clients Guided Zebra3 Consulting clients in interactive internet information to sales conversions, delivering a 77% close rate vs. previous 10% average Steered clients in executing in store combined manufacturer display and at POS discount program execution at multiple retailers. Each display selling +42% more product than standard. DELIVERING PROFITS Adjusting mix profitability in every role. Incentivize Profitable sales. Implement Individual ROI on Promotion spending. Reduce costs through expense management. Midstate Mills 2009 -2011 experienced double EBITDA from process. Took over purchasing and secured supplier contract pricing. Led Waste capture and recycle ad hoc team. Introduced new products and new channels for increased profits at every role. New Alliances and contracts at coca Cola created new trend in vending partnerships and profitability. BUILDING and LEADING HIGH PERFORMANCE TEAMS Clarify goals and vision. Over communicate and repeat vision for clarity. Team consensus building and collaborative planning. Company goals and individual goals achievement process. Fact-Based Selling approach and internal Champion development. Performance Objectives Personal Plans (POPP) and Personal Improvement Plans (PIP). Simplify execution and focus. Establish positive habits, remove distractions. Meeting efficiencies. Technology utilization. Standard Operation Procedures and Minimal Expectations. Proper alignment of skills to accounts and objectives. Planning and execution imperatives. Assembled elite sales squads at Coke, Clearsource, and Cott and Category Data Insights Team at Cott and Midstate Mills. EVOLVING CUSTOMER RELATIONSHIPS Account penetration at higher and at multiple levels. Collaborative planning. Assign Resources toward profitable solutions. Expert, professional follow up. Deepened and Entrenched customer relationships in every role. ---------------------------------------------------------------------------------------------------------------------------------------- ZEBRA 3 INVESTMENTS & CONSULTING, Tampa Bay FL Senior Vice President 2009-Current Turnaround and ramp up for companies invested in by collaborating Venture Capital Groups Leading associates and investors in Business Consulting (Sales Expertise), Virtual Office, Internet Loyalty Technology, Consumer Packaged Goods, and Leadership / Team Development / Company Culture. Average six month increase in clients sales is +19.7%, one year average is +27%. Expert Driver of Innovation and Professional Execution, Client List: Midstate Mills, US Bank, Nimblefish, Texas A&M University, Distinctive Brands, Outsite Networks and more. CATALINA MARKETING, Tampa Bay FL Vice President Executive Director New Business Development 2006-2009 Implementing new solutions & channels using Retail shopper behavior database to target incentives and influence behavior. Responsible for securing new accounts, new channels & lead innovation initiatives. CLEARSOURCE, Natick MA Senior Vice President of Sales and Business Development 2005-2006 Retailer branded bottled water supplier, INC Magazines Nov 2005 #227 fastest growing company. Implemented new P&L system and new Forecasting and Production Planning Procedures. Doubled Customer Service Team. Venture Capital presentations leading to sale of company. D AVID A R EED -- Driving Opportunity: Building Elite Teams & Profits through Vision & Leadership 2
- 3. COTT BEVERAGES, Tampa, Florida Executive Director of Business and Category Development 1998-2005 Largest supplier of Retailer Brand beverages Accountable for $500 million in sales. Implemented initiatives that delivered results 2 times category and 6 times industry growth. Managed P&L and key success in people development. Doubled volume and took share from 7 to 33 in 2.5 years. Assembled co-packer network for new beverages. Assembled and ran growing Alternate Channels U.S. ($210 million) by +33%. Led new customer development for Target, Publix, Ahold, and Albertsons. Set up A.C. Nielsen database and templates used to sell to Investors and Customers. Rallied Board of Directors to support Category Management as Top Initiative. Lead 10 managers as direct reports. Lifted shares from 5 to 25 in 2003 in Southeast customers. Grew revenues +14% and profit + 9%. Surged growth (from 9 to15%) in first two months. Developed 4 Regional Field Managers. Secured commitments and executed +32% sales growth in 1999. Delivered another +33% increase 2000, expanded market share 2 points and won two Supplier of the Quarter awards and Supplier of the year. 1986- 1998 COCA COLA ENTERPRISES, Branch Manager St. Louis, Missouri Scalable, operations development and initiatives resulting in Turn- around performance. Managed 244 employees, responsible for P&L, $200 Million Revenue. Revenue increase of +13%. Reduced employee turnover by 70%. RUSSELL STOVER & WHITMANS, Midwest Region Manager, Kansas City, Missouri Sales force unification and execution success. Overall sales increased 45% for the region. SQUARESHOOTER CANDY COMPANY, Vice President & National Sales Manager Kansas City, Kansas Led company from $20 to $40 million in Sales overall in a year. Increased Profit margins by +10%. NABISCO FOODS GROUP, Sales Manager Food Service Division, TN, AR, MS Memphis, TN Drove Sales from $3.5 million to $9 million in a 2-4% growth industry. PROCTER AND GAMBLE, Food Division, St. Louis, Missouri. Unit Manager Led 10 sales Representatives to 19% increase. Sales Representative of the year 1st year EDUCATION Bachelor of Arts in Business & Economics Westminster College, Fulton, Missouri Washington University Olin School of Business E.M.B.A., University of Notre Dame, South Bend, IN Eckerd College Leadership for Executives Finance for Executives, University of Chicago INTERESTS & PROFESSIONAL AFFILIATIONS 2008 ATA Taekwondo Mens Blackbelt Sparring National Champion, 2009 # 6 rank in the World 10 years in Rotary Clubs Including 2 Past Presidents - Board of Directors for Access Communications Church High School Youth Leader Certified Fitness and Taekwondo Instructor LEADERSHIP COMPETENCIES DRIVING SUCCESS Initiate & Drive Innovation & Turnaround Plans Entrepreneurial Thinking, Execution & Work Ethic Collaborative and empowering leadership Category Management Understanding & Deployment Corporate Staff Sales Planning & Merchandising New Product Launches, Analysis of Syndicated Data Recruiting, Training & Team Building Resume Delivery of Sustained Sales Performance New Business Development Assemble & Dissolve Agreements Performance Optimization Continuous Improvement Forecasts and Projections. Crisis Management Negotiating and contract creation, acquisitions Strategic Planning and Consultative Selling Exceptional Communication & Leadership Skills Exceptional Leadership & Computer Skills Creating/Implementing Performance Management Creating, Analyzing & Controlling Salary, Operational Systems & Field Training Programs Budgets, P& Ls, ROI focus Joint Ventures, Alliances, License Agreements Problem Solving, Strategic Selling, Best Practices 3