Summary
Overview
Work History
Education
Skills
Community Service
Professional Development
Timeline
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JEFF CHANG

Calgary,Canada

Summary

Experienced Senior Customer Business Manager with a proven track record in managing multi-million dollar accounts and driving profitable sales. Skilled in restructuring sales models and leading successful teams to achieve significant business growth. Adept at negotiating and developing strategic partnerships that enhance market presence.

Overview

31
31
years of professional experience

Work History

Senior Customer Business Manager

Crossmark Canada Inc.
Calgary, Alberta
02.2016 - 02.2025
  • Started as the team lead responsible for managing the total Proctor and Gamble business at Federated Coop
  • I was able to renegotiate a 'Win-Lose' high spend scenario to one that was based on 'Win-Win' focussed on driving profitable sales at FCL.
  • Successfully transitioned the Bel Cheese business from a 'DSD' distributor model to a more collaborative 'Warehouse' driven sales structure at Save-On-Foods and Federated Coop
  • Became the 'Amazon' lead and was able to help drive the Scotts business from $800K to over $3M in just over a year

Business Development Director

Advantage Sales and Marketing
Calgary, Alberta
01.2008 - 12.2015
  • Federated Co-op Limited team lead responsible for managing over $50 million dollars in business
  • Managed Key Account managers and retail sales team responsible for FCL
  • Also had account management responsibilities at Safeway, Loblaws, Federated Co-op Limited, and Sobey's West
  • Helped create and developed the FCL team to provide structure and leadership to a business that grew from $25M to over $50M in 5 years (Overall +6% growth in 2015)
  • Increased and maintained Post Cereal share to 13% of FCL's cereal category which exceeded Post's total category performance of 10% nationally
  • Increased Ocean Spray juice sales by +7%, in a category that is in decline at FCL at -1%
  • 2015 growth achievements: Bertolli Olive Oil +15%, Hawkins Cheezies +18%

Sales Manager (Prairies)

Schick Canada
Calgary, Alberta
01.1996 - 01.2008
  • Managed and delivered sales and financial budgets at key accounts in Alberta, Saskatchewan and Manitoba including: Safeway, Westfair Foods Limited, Loblaws National Procurements, Federated Co-op Limited, and Sobey's West
  • Responsible for managing third-party brokers (retail and key accounts)
  • Developed an overall category review presentation that positioned Schick as the 'category validator' during Safeway's SCOP session in 2005
  • This helped grow their shave business by over $350K (+4%) the following year. Schick's business grew by $280K (+21%) that year.
  • Achieved 'Gold Standard' technology centered planogram positioning at Canada Safeway, after several years of Gillette 'brand blocking.'
  • This resulted in Safeway having the best grocery channel shave planogram in the country and one of the highest overall Schick shares in the country
  • Initiated a 'retail effectiveness' project in 2002 to address challenges with third-party sales organization
  • This resulted in a more efficient communication process, measurements and wholesale inventory management systems of over +28%

Account Business Manager

Adams Brands
Calgary, Alberta
01.1994 - 01.1995
  • Manage and deliver sales and financial budgets at Westfair Foods, Federated Co-op Limited and Macs Convenience stores
  • Developed and implemented the first exclusive Profit Panel program achieving record share results
  • This was eventually offered to both GM and Grocery vendors as a regular program
  • Successfully developed and implemented a confectionary counter merchandiser at all Mac's convenience stores in Western Canada
  • Westfair Foods Limited sales up 21%, Mac's Convenience stores sales up 20% in 1995
  • Achieved 103% of Area Sales Plan in 1996

Education

Marketing Management - Workplace Learning

University of Calgary
Calgary, Alberta
01.1998

Skills

  • Account management
  • Sales strategy
  • Business development
  • Customer relationship management
  • Project management
  • Negotiation techniques
  • Team leadership
  • Data-driven decision making
  • Cross-functional collaboration
  • Client acquisition
  • Revenue growth
  • Trade show participation
  • New product launch
  • Communication skills
  • Professionalism
  • Goal setting
  • Budgeting and expenditures
  • Performance analysis
  • Team recruiting and onboarding

Community Service

Big Brothers and Big Sisters of Canada

Professional Development

  • Aztec and Toolbox training
  • Safeway/Sobey's Portal training
  • Advantage Sales and Marketing Professional Development Program
  • Optime Training: Negotiations, Strategic Customer Management and Trade Spend
  • Robert Valet Presentation Skills seminar
  • Intercept Shelf Management
  • A.C. Nielson Category Management seminars
  • Dale Carnegie Training

Timeline

Senior Customer Business Manager

Crossmark Canada Inc.
02.2016 - 02.2025

Business Development Director

Advantage Sales and Marketing
01.2008 - 12.2015

Sales Manager (Prairies)

Schick Canada
01.1996 - 01.2008

Account Business Manager

Adams Brands
01.1994 - 01.1995

Marketing Management - Workplace Learning

University of Calgary

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JEFF CHANG