Drew Dulmage

Identified as a high-potential management trainee and fast-tracked through increasingly responsible sales, merchandising, trade marketing and account planning assignments. Managed HQ sales team that called on #2 Pet Specialty Chain in U.S.. Leveraged AC Nielsen and IRI fact-based selling methods, client-specific sales strategies, and collaborative tactical planning to cement high-profile relationships with both retailers and manufacturers to optimize sales and bottom-line profit. Earned numerous sales awards from clients, including Heinz, Gerber, Pactiv, Golden Cat and several small regional brands.

* Lead Kroger Team Sales and Category function for Mars Chocolate North America * Responsible for up to 13 member direct & indirect reports supporting Sales, Category, Shopper Marketing, and Logistics Team accounting for an aggregated $275k+ in retail sales * Consistent establishment and delivery of both top and bottom line growth to include Mars' Team of the Year and multiple Kroger Division Supplier of the year awards * 3 year CAGR = 7.7%, Category Share gains each of the 3 years, all achieved through Team's role as Strategic Thought Leader within Kroger * Development of Talent through assembly of high performance Teams, helping to lead 8 associates to promotions and / or new roles in 3 years * Maintained Team status above Top 5% Associate Engagement Scores

Provided leadership and vision to 6 client-dedicated retail coverage teams offering customized services to North American retail clients Dannon, Land O’ Lakes, Perfetti Van Melle, Fuji, Wyeth and Rayovac, representing $4.5B retail sales and $30MM annual revenues. Services ranged from profit building plans to retail merchandising and POS solutions, shelf management, advertising and category management programs, product launch and promotion support, store set-up and fixture installation, marketing/pricing strategies, and employee training support. Direct and matrix accountability for 32 Managers and 570 Retail Representatives.

Appointed to help lead and design the implementation of CROSSMARK’s first foray into trade and customer marketing through dedicated retail execution teams, a business innovation that was a strategic shift from the industry’s commonly used syndicated coverage. Created the customer sales team structure, policies and processes, including product pricing, terms and conditions, retail agreements, budgets and quotas. Direct and matrix accountability for 22 cross-functional Managers and 350 Retail Representatives, across three customer teams.

Transitioned from Pfeister following acquisition by CROSSMARK as the industry paradigm shifted from numerous small regional brokers to consolidated national brokers. Reporting directly to Crossmark’s President, managed all aspects of the Manufacturer/Broker relationship and served as the primary liaison to the client’s SVP Sales. Responsible for growth and strategic development of key clients, including Gerber, Heinz, Mead Johnson, Pactiv and Land O’ Lakes, representing $35MM in annual revenue ($5.5B retail sales).

Primary accountability for development and implementation of retail sales strategies for 200+ direct and indirect headquarters accounts as well as key special projects. Framed and installed new communication tools and business processes related, but not limited to, trade fund management, brand/product initiatives, customer specific sales and marketing strategies, and team score-carding. Provided strategic direction to 13 Dannon Sales Managers and 30+ Broker Sales Associates, and served as in-store execution liaison to sister company, Stonyfield.

Reporting directly to SVP Sales as member of Dannon’s Sales Leadership Team with P&L responsibility and strategic direction surrounding all in-store execution. Partnered with senior functional leaders to develop and implement a holistic in-store execution strategy driven by sales, finance and H.R. supporting $750MM in sales volume. Facilitated annual contract negotiations with Broker and vendor partners. Managed 16 Dannon Sales Managers, 14 Broker Managers, 250+ dedicated Retail Representatives, and a $20+MM retail execution budget.

* Lead East Team sales function for Mars Chocolate North America * Responsible for 17 member direct & indirect Grocery Channel sales team accounting for an aggregated $250mm in gross sales volume * Consistent establishment and delivery of both top and bottom line growth (delivering aggregated profit targets in both calendar years in role) * Development of Talent through assembly of high performance Teams, helping to lead 7 associates to promotions / new roles in 3 years * 2nd Year in a row of leading Direct Team above Top 5% Associate Engagement Scores

* Lead Strategic Customer East Team for Mars Chocolate North America * Responsible for 9 member direct & indirect Grocery Channel sales team accounting for an aggregated $180mm in gross sales volume * Expanding customer responsibility during tenure to management of both SE and NE Teams * Consistent establishment and delivery of both top and bottom line growth * 2 years of leading Direct Team above Top 5% Associate Engagement Scores