Randy Frisk

Own full-cycle new business development across an assigned territory, consistently driving revenue growth, profitability, and pipeline expansion in targeted market segments, for a leader in the manufacturing and distribution of coffee, tea, and other foodservice items used by restaurants and other establishments. • Build and execute territory sales plans aligned with enterprise growth objectives; develop and manage a robust pipeline to support sustained new account acquisition. • Lead consultative selling efforts, delivering custom proposals, product demonstrations, and acquisition strategies that create long-term, mutually beneficial customer partnerships. • Collaborate cross-functionally with operations, credit, equipment, and installation teams to ensure seamless onboarding, integration, and route execution for new accounts. • Provide market intelligence on competitive activity, pricing, customer needs, and industry trends, informing leadership decisions on programs and product opportunities. • Maintain disciplined reporting, forecasting, and activity tracking to support performance-to-plan visibility and leadership decision-making.

Supported the promotion and success of the BakeMark brand for a leading distributor and manufacturer of bakery ingredients and products; coordinated, directed, and managed all functions of a 35-person branch, including sales, operations, procurement, production, warehousing, distribution, collections, accounting/reporting/administration. • Led the day-to-day activities of up to 18 sales representatives tasked with generating $55M in annual revenue. • Maintained relationships with key accounts and a proactive, visible connection to the entire customer base. • Developed branch strategic plan, tactics, sales programs, operating budgets, policies, and procedures, based on broad corporate goals and growth objectives. • Regularly reviewed operating results, compared findings to established objectives, and took steps to ensure that appropriate measures were taken to meet or exceed expectations. • Reviewed market analyses to determine customer needs, volume potential, price schedules, and discount rates. • Determined branch product offering and pricing consistent with company strategies and financial expectations. • Stayed abreast of new training methods, techniques of competitors, and pending introduction of new company products to determine educational needs. • Developed and directed training plans, programs, and procedures to ensure current and effective instructional curriculum for branch personnel. • Oversaw a variety of HR functions including hiring; planning, assigning, and directing work; appraising performance; rewarding and disciplining associates; training and development; career and succession planning; and addressing complaints and resolving problems.

Increased the number of KKF outlets within existing assigned chains, amplified same-store sales growth, and improved chain program compliance and new item/initiative distribution for the fastest-growing premium convenience store based Quick-Service Restaurant (QSR) concept in the country with 2,600+ retail locations in 47 states. • Called on large, high-profile national and regional headquarter accounts; increased KKF sales by working with customers to obtain new business within assigned territory and grow existing business among assigned accounts. • Maintained strong professional relationships with key national account customers by providing exemplary service and follow up in coordination with field sales teams and trainers. • Conducted business reviews with an eye for increased revenue opportunities; analyzed data on past performance and future objectives to effectively plan and set goals for assigned area. • Partnered cross-functionally with all members of the organization to execute selling initiatives, order equipment and graphics, onboard/train staff at new locations as they opened, and re-train existing personnel as needed. Selected Accomplishments: • Worked to improve association with Chevron ExtraMile; transformed the relationship into one of KKF’s premier vendor partners/largest volume, fastest-growing accounts. • Grew the Grab N Go market segment by an additional 200+ locations, while simultaneously improving program profitability, longevity, and ease of execution. • Re-tooled training protocols; improved cost-effectiveness by initiating and implementing virtual training.

Recruited by the Senior Vice President (V.P.) of Sales to transition and manage Core-Mark’s (the leader in convenience foodservice) national partnership after being awarded the beverage Request For Proposal (RFP) for a Midwest owned and operated provider of coffee and related products; championed rebranding efforts and new acquisitions along with new segment introductions across the contiguous United States to increase incremental volume. Selected Accomplishments: • Seamlessly integrated Ronnoco’s product line and service infrastructure to support the $25M revenue transition. • Successfully launched Core-Mark’s new, private-labeled beverage program, exceeding projected sales goals.

Promoted to retain and manage the new strategic distribution partnership with Core-Mark International (that originated with my prior role) for a leader in the manufacturing and distribution of coffee, tea, and other foodservice items (formerly Boyd’s Coffee Company); reported to the Sr. V.P. of National Accounts with accountability for 48 states. •Worked in tandem with Core-Mark senior executives and 26 nationwide Core-Mark Distribution Center (DC) sales teams to set and execute sales strategy; drove strategic initiatives for new business acquisitions, additional distribution points, increased market share, and incremental volume and core customer base. •Directed the day-to-day activities of 40 national accounts and business development team members. •Supported global initiatives at the regional level, ensuring that strategies, directives, and corporate programs are implemented efficiently at the field level. •Negotiated lucrative distribution contracts; partnered with cross-functional staff to conduct RFP presentations for large national customer accounts. •Delivered high-level presentations to national customers, Core-Mark's senior leadership, senior DC staff, and Farmer Brothers sales teams/team leaders to ensure strategic alignment. •Actively participated in regional and NACS tradeshows including involvement on strategy planning and execution teams. Selected Accomplishments: •Collaborated cross-functionally to grow assigned accounts and achieve benchmarks; Core-Mark acquired $7M+ in business from 700+ new customers and gained new nationwide distribution. •Transitioned 1,600+ customers ($15.5M of DSD business) to Core-Mark's distribution model; increased Farmer Brothers net profitability across the distribution channel by 10%+. •Continued to steward the CRM developed in 2013; managed a pipeline of 2,800 prospects, $52M in revenues, and developed and presented monthly pipeline progress reports to the executive team.

Developed a comprehensive understanding of the distribution network and negotiated a new strategic distribution partnership with Core-Mark as a national solution to boost efficiency, distribution, and profitability; secured business for Boyd's coffee roasting, packaging, and consumer-focused branding for Core-Mark's private label. Selected Accomplishments: • Negotiated $14M in new business with Core-Mark ($25M by 2020), making it the largest account in the company.

Hand-picked by the President/CEO (and former V.P. of Sales & Marketing at Columbus Distributing/Tony's Fine Foods) to turnaround a struggling distribution model; evaluated the sales structure and Go-To-Market (GTM) strategy and developed solutions to improve sales and distribution efficiencies, communication, and execution. Selected Accomplishments: • Designed a sales department restructuring backed by executive leadership; reduced costs and improved profitability. • Replaced a high-cost, inefficient distribution model with a more cost-effective, profitable framework. • Conceived, developed, and launched the first company-wide CRM pipeline platform; increased new acquisition close rate by 30% along with boosting revenues, profitability, and distribution and communication efficiencies.

Hired by the Owner/Chief Executive Officer (CEO) to manage sales and marketing initiatives for the Pacific Northwest (PNW) region following the company’s acquisition of Ideal Foods; formulated marketing, brand planning, and business development strategies to drive aggressive revenue growth for a leading distributor of perishable food products. • Managed long-term sales cycles to pursue new, high-profile prospects with large chains; established, cultivated, and proactively managed relationships with key customers, manufacturers, local vendors, suppliers, and members of the brokerage community. • Designed and implemented custom account promotional grids and calendars to drive sales and market share. • Trained, motivated, and developed a team of six account sales managers, sales support personnel, and administrative support; communicated and executed a clear strategic sales vision to achieve goals and targets. Selected Accomplishments: • Partnered with a regional distributor to manage a logistically challenged external distribution network for key corporate accounts in expansion territories; developed and executed a distribution expansion plan that secured placement for 800+ new SKUs, significantly increasing distribution points and revenue, 2012. • Increased corporate account sales by 50% and grew PNW independent retail grocery sales by 40%, 2012 - 2013.

• Developed an effective GTM strategy for Unified Grocers' West Coast retail customers following the acquisition of Columbus Distributing. • Reported to the V.P. of Sales and Marketing with accountability for managing cross-functional sales, marketing, and administrative team encompassing a combined eight personnel generating $15M in annual sales.