Kelly Fron
KITCHENER,ON
Summary
Experienced National Account Sales Manager highly effective at customer service, trend analysis and sales planning. Knowledgeable about customer needs in the CPG/Grocery industry. In my current role, I have won Retail performer of the year for the past 2 years. I have Head office experience. with all major retailers in Canada at all levels of business SKILLS Business development Account coordination Client relationship management Goal-oriented Sales solutions Sales forecasting Compliance requirements Account management Cross-functional collaboration Client meetings Performance-oriented Sales Leader offering exceptional record of achievement over +20 year career. Tenacious manager with strategic and analytical approach to solving problems, bringing in customers and accomplishing profit targets. Talented in identifying and capitalizing on emerging market trends and revenue opportunities.
Overview
15
15
years of professional experience
Work History
National Account Manager
Soleterra D’Italia/Sunterra Meats
02.2021 - Current
- Ontario/Quebec and Eastern Canada
- Retail and Food Service
- National Account/ Business Development lead on Retail and Foodservice for Eastern Canada
- Calling into retail head office, comfortable with all levels of management
- Proven experience developing relationships by identifying partners, business development opportunities, and cross-selling opportunities
- Extensive knowledge of sales, marketing, and brand development
- Strong knowledge of analytics and ability to derive insights from customer data to enable fact-based selling
- Advanced negotiation skills: ability to find ‘win-win’ solutions for joint value (
- Sense of urgency to act and deliver profitably and maintain a good business relationship
- Passionate about selling and creating value for customers, deep understanding of customer and internal ROI measurements
- Cooperative and collaborative, with the ability to forge strong internal and external relationships to get things done
- A strong team player, with a well-developed “people interaction” skill set
- Thorough understanding of financials including trade spending and profit and loss statements
- Excellent written and verbal communication skills
- Self-motivated, creative, results-driven, solution-oriented, direct, and convincing when it’s right for the customer
- Built and maintained strong client relationships to drive business growth.
- Secured high-value accounts through consultative selling, effective customer solutions, and promoting compelling business opportunities.
- Facilitated strategic meetings with key stakeholders to understand customer needs and develop action plans.
- Developed thorough understanding of key clients' needs and requirements to prepare customized solutions.
- Created sales forecasts to target daily, monthly and yearly objectives.
- Developed and delivered presentations to key customers to position products and services.
- Negotiated and maintained cost-effective contract pricing structures with vendors to produce positive return on investment.
- Supported sales and reporting for large and medium-sized accounts.
- Analyzed sales and customer data to identify trends and opportunities for increased profitability.
- Analyzed key competitors to respond to competitive threats.
- Analyzed sales to manage life cycle of product, inventory models and selling rates.
- Improved account management by predicting potential competitive threats and outlining proactive solutions.
- Trained teams to optimize service delivery in alignment with individual needs to boost customer satisfaction.
- Positioned global capabilities to expand market share.
- Built relationships with customers and community to promote long term business growth.
- Contributed to team objectives in fast-paced environment.
- Informed customers of promotions to increase sales productivity and volume.
- Gained customer trust and confidence by demonstrating compelling, persuasive and composed professional demeanor.
- Performed effectively in self-directed work environment, managing day-to-day operations and decisions.
- Worked with sales team to collaboratively reach targets, consistently meeting or exceeding personal quotas.
- Set and achieved company defined sales goals.
- Selected correct products based on customer needs, product specifications and applicable regulations.
- Presented professional image consistent with company's brand values.
- Fostered lasting relationships with customers through effective communication and quick response, resulting in long-term loyalty and expanded client base.
- Maintained current knowledge of evolving changes in marketplace.
- Achieved or exceeded company-defined sales quotas.
- Developed and maintained strong working relationships with professionals within assigned territory.
- Met with customers to discuss and ascertain needs, tailor solutions and close deals.
- Stayed current on company offerings and industry trends.
- Negotiated prices, terms of sales and service agreements.
- Attended monthly sales meetings and quarterly sales trainings.
- Contributed to event marketing, sales and brand promotion.
- Collaborated with managers to provide customer feedback and recommend operational changes to meet emerging trends.
- Increased sales with execution of full sales cycle processing from initial lead processing through conversion and closing.
- Met existing customers to review current services and expand sales opportunities.
- Monitored service after sale and implemented quick and effective problem resolutions.
- Quoted prices, credit terms and other bid specifications.
- Consulted with businesses to supply accurate product and service information.
- Identified new business opportunities through cold calling, networking, marketing and prospective database leads.
- Built diverse and consistent sales portfolio.
National Account Manager
Carlsberg
03.2017 - 02.2020
- Provided onsite training for Territory Managers quarterly, in the form of a 2 day workshop
- Increased sales by 98.7% YOY (2018 vs
- 2017)
- Increased sales by 102.2% YOY (2017 vs
- 2016)
- Provided outstanding service to customers by attending closely to concerns and developing solutions
- Offered data and knowledge to store managers and department managers
- Compiled data for sales/business reports to disseminate to staff members, customers and management team
- Planned and executed new innovation and product launches for banners, as well as new planogram launches
- Planned and executed store displays, contests, ADHOC space and programming
- Proactively identified and solved complex problems impacting operations management and business direction
- Wrote scopes, requirements for Alcohol and training manual for all
- Territory managers to follow
- Analysis of planogram and self space, based on market share and winning products, provided guidance to buyer
National Account Manager
Go Prepared Foods Corporation
09.2013 - 03.2017
- Sobeys/Freshco, Target, Metro/FB, Shoppers Drug Mart)
- Implemented strategies to hit budget and business plans per year for Branded and private label products
- Build, accurately forecasts and achieve account (s) results: turnover, market share, and profit
- Plan all growth drivers accordingly
- Act as expert of my accounts to feed retailer-centric account planning process, to ensure as much alignment as possible
- Cultivated and maintained deep, productive customer relationships
- Maintained customer satisfaction by correcting issues with speed and accuracy
- Developed relationships with Metro/Food Basics, Sobeys/Freshco
- Shoppers Drug Mart, smaller independent distributors and chains, and provided individualized customer service to maintain longevity of accounts
- Managed budgeting, forecasting and performance for all accounts
- Manage trade agreements, contracts and invoices associated with the brand
- Improved profitability by developing pipeline using multiple sales penetration strategies
- Establish contracts, including pricing structures and service terms
National Account Manager
Baby Products, Wal-Mart
10.2008 - 09.2013
- Babies R Us, Sears, Canadian Tire)
- Maintaining and reporting on POS reports and data analysis, executive and middle management reporting
- Forecasting and working closely with Supply Chain
- Managing Financial plan and forecast plan monthly
- Meeting and exceeding financial plan
- Develop and initiate Line reviews for Major Customers
- Planning Domestic and Direct import line up
- Pricing and margin set up for customer and employer
- Managing daily orders
- Managing spend budget
- Planning ad activity, 6 months out, comp-ing last years ad activity & increasing product placement, both in-store and online
- Contract negotiation with Major customers
- Working with the customer for incremental listings and special buys
Education
Bachelor of Arts - Business
University of Victoria
Victoria, BCSkills
- Contract Negotiation Expertise
- Revenue Generation
- Progress Reporting
- Business Growth and Retention
- Sales Presentation
- Sales Pipeline Development
- Sales Tactics
- Client Relationship-Building
- Partner Relationship Management
- Strategic Planning
- Sales Negotiation
- Profit Target Achievement
- P&L Responsibility
- Business Development
- Competitor Monitoring
- Account Management
- Business Analytics
- Sales Quota Management
- Budgeting and Expenditures
- Business Objective Analysis
- Closing Techniques
- Price Schedules
- Team Recruiting and Onboarding
- Sales Statistics Analysis
- Cross-Channel Marketing
- Interdepartmental Collaboration
- Plan Sales
Accomplishments
- IE bridge/gap plans
- Industry tradeshows and meetings
- Work from a home office, with a Virtual office in Mississauga
- Quarterly travel to Ohio, head office
- Very computer savvy
- Evenflo is a spreadsheet driven company
- Experienced at all Microsoft office applications
- BAAN
Languages
English
Native or Bilingual
Timeline
National Account Manager
Soleterra D’Italia/Sunterra Meats
02.2021 - Current
National Account Manager
Carlsberg
03.2017 - 02.2020
National Account Manager
Go Prepared Foods Corporation
09.2013 - 03.2017
National Account Manager
Baby Products, Wal-Mart
10.2008 - 09.2013
Bachelor of Arts - Business
University of Victoria
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