James "Delos" Walton

The Plant Based (PB) sales and commercialization expert at Danone for 4 PB categories. The voice for sales while working cross functionally with Brand, Finance, RGM and Supply Planning teams to influence decisions affecting all PB Food categories. Provided in-depth analyses to highlight opportunities for growth. Developed promotional planners for key National Channel retailers. Sales lead for all sales aspects of post-acquisition integration of Follow Your Heart. • Category Commercial lead for Plant Based Food Brands charged with commercializing Follow Your Heart (FYH) and So Delicious Frozen (SDDF) producing $170MM+ combined Net Dollar Sales annually • Managed FYH Trade budget of $10MM+ for customer teams in MULO and AFH, working with teams to grow sales through promotional optimization and approving major programs, including slotting fees • Nominated for both a Star and Danone One Award for exceptional performance during 1st year in Danone

• Rebooted sales and marketing relationships with key Natural Channel retailers, developing multi-category annual promotional and sales programs, growing sales 30%+ and reversing multiyear decline • Improved and reengineered FYH’s “Local Love” program that increased distribution into the Independent and Natural retail channels via UNFI, KeHE, DOT and Sysco 25+% on focus items • Developed promotional materials for retail customers: Sell Sheets, Coupons, etc. that grew TDPs 20%+

Recruited to be organizational lead on Category Management, Consumer Insights providing cross functional leadership to Sales, Marketing and Finance teams for #1 Coconut Oil brand in the Natural Channel and for growth in the MULO Channel. • Developed Annual Operating Plan (AOP) as part of cross functional team with goal, maintaining post COVID gains and growing to $90M+ in sales • Led strategic store level analysis to look for growth opportunities in key Natural and MULO retailers using point of sales and consumer insight data, increasing distribution 10%+ TDPs • Completed digital marketing campaign analysis focused on Conventional and Natural Channel shoppers leading to 15%+ lift in unit sales

Recruited to develop and lead Consumer Insights program to drive Category Management and strategic marketing decisions through panel purchases and overseeing studies from 3rd party data providers. • Laid groundwork as member of sales team to create 110% increase in MULO sales, enhancing #1 MULO Plant Based Block Cheese brand’s market share by 4%, with growth 12% faster than the category • Developed AOP for Vegan CPG company guiding processes for growing sales 2x sales annually from 2 previous years • Performed ROI and lift analysis of Marketing and Trade Programs showing impact of Digital Roll program in key retailers during peak seasonality, leading to 12%+ lift on average

Developed accurate forecasting process to allow Management to track sales performance and modify sales stretch goals upwards. Negotiated company’s 1st POS data contract. Led initiative to acquire Panel Data and deliver those insights to management team. Developed all consumption data templates for internal and customer reviews. Provided best in class insights to Sales and Executive teams. Became the critical inflection point between sales team and executive staff. • Cornerstone of CPG startup sales team that generated 200% increase in MULO sales within the 1st year in position developing sales stories, combining data and integrating marketing programs • Established category reviews process that highlighted good culture’s advantage as the top brand for incremental growth in the Cottage Cheese category and the #1 Natural brand in the category • Created “Bottoms Up – Top Down” sales planning process by incorporating item weekly velocity, TPR’s and major marketing events for easy management of goals and production planning through high growth period

Transformed syndicated data into actionable sales and marketing plans for products in four key categories across Natural, Specialty and Conventional retail channels. Performed post promotional analysis showing lift and impact of IRC coupon program at Mass retailer. Forecasted accurately when Califia would become #1 Nut Milk in Natural Channel: long term forecasts for RF Coffee and RF Coconut Milk categories. • Integral member of sales and marketing team, driving 58%+ average annual sales growth and increasing HH Penetration 100%+ to 4.9% nationally • Developed best in class business reviews by using syndicated data, highlighting key segmentations that separated us from competition, driving sales and category growth in Non-GMO, Natural, and Organic

Combination MBA in marketing with MS in Ag Economics

Vice President Ag Council 1st Place Academic Decathlon - Animal Science