MIKE WEDDING3501 Monument Drive

West Lafayette, Indiana 47906C (765) 404-6159

mweddi@yahoo.com

SUMMARY

A self-motivated and driven retail sales management professional, with extensive experience in strategic planning, business development, brand development, channel development, key accounts, product launch and management, and market research. Communicates clearly and effectively to inspire successful team collaborations and provides colleagues with the tools needed to execute goals. Quickly gains customer and client rapport, and applies knowledge of current market activity to boost industry share. Creates new and unique incentives and contests to motivate sales and positively impact the organization’s bottom line.

EXPERIENCE

STATE FARM INSUARNCE, West Lafayette, IndianaAccount Representative 2011-PRESENTDevelop a business and market plan for a new territory. Develop an office procedures manual for a new office.Working closely with the agent in developing and executing a marketing plan, hiring and training new employees, targeting small business owners to meet their insurance and financial goals.

PEPSICO, West Lafayette, Indiana Retail Sales Manager – WAREHOUSE SALES – GATORADE, QUAKER, TROPICANA 2008-2011

Directed and increased sales every year of a $90 million business in a two state area. Led a broker team of 16 retail representatives and 1 Retail Supervisor throughout Illinois and Indiana. Key Account responsibilities for large format grocery channels including supermarket chains, independents owners, Wal-Mart Regional VP’s.

Created market-specific and account-specific point of sale and contest for Marsh supermarket chain, resulting in 77% growth in Gatorade within chain for five-week time frame in 2010

Served as only Retail Sale Leader in Central Division to create contest leveraging Gartorade Sports Properties. Achieved 6.9% growth in Isotonic market share for Marsh supermarket chain as only account in Central North

Division to gain market share in 2010. Recognized as one of eight people in end-of-year e-mail from PepsiCo Vice President of North America as attaining

his “Hall of Fame” for Gatorade results in Marsh chain for 2010. Honored as number two in nation for 2010 in Gatorade growth in Walmart, with 13.2% over prior year and

number-three in nation for 2010 in total PepsiCo warehouse sales in Walmart, with .2% over prior year. Coached 2 Retail Supervisors for promotion under personal mentoring in 2009 and 2011 Spearheaded connectivity meeting for 30 sales and operations members from Frito-Lay, Pepsi and Gatorade to

meet, network and learn opportunities within PepsiCo. Organized Reach Out and Read event in Indianapolis, garnering participation from 19 sales and operations

members to volunteer at Riley Children's Hospital. Developed planning template of nationally used project management tool to plan, execute and review major events

impacting PepsiCo warehouse sales

STANLEY SECURITY SOLUTIONS, Indianapolis, IndianaTerritory Account Manager 2008

Directed $1,500,000 in annual sales territory, selling architectural hardware and building security in Indiana to governments, hospitals, universities, K-12 schools, manufacturing and property management groups. Increased sales of existing accounts by selling products not currently used by individual accounts. Gained new customers not carrying

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products and regained lost business in major accounts. Supplied information and training to accounts on products and services offered. Coordinated and conducted dual sales calls on accounts with Electronic Security Division.

Regained Butler University business from competitor by finding and bringing back specific products assumed no longer available, worth $125,000 annually, as well as IUPUI University business from competitor by finding and bringing back specific product also assumed no longer available, worth $150,000 annually, combined to total 15% increase in monthly business booked.

Collaborated with Riley Children’s Hospital to ensure Stanley locks were used on new addition, worth $80,000. Supplied training to Steak ‘n Shake chain regional maintenance department. Opened ten new accounts worth approximately $40,000 annual business.

ODWALLA, Atlanta, Georgia Regional Operations Manager 2007

Directed $14,500,000 in annual sales and increased sales of Odwalla in Florida, Georgia, and North and South Carolina. Managed full profit and loss, distribution, new business and staffing responsibilities for Southeast Region of 21 full-time route sales representatives and five district managers. Planned 2008 budget, including sales growth, equipment needs, route needs and operational needs. Hired, trained and motivated district managers..

Hired two new district sales managers. Created 2008 budget, providing 20% sales growth by focusing on three key areas, including increased market

presence by adding six new routes, increased efficiency by opening two new distribution facilities and eliminating one not centrally located facility, and increased profitability by eliminating one non-profitable route and one cold- storage facility and setting new mandatory rules to avoid loss of product in case of cooler shutdown.

PEPSICO, Lafayette, IndianaDistrict Sales Manager – FRITO-LAY DSD (direct to store delivery) 1993-2007

Managed $5,200,000 in annual sales territory of central Indiana. Held responsibility to grow sales of entire Frito-Lay portfolio. Held responsibility to control operational expenses in four locations. Held responsible for managing, recruiting, hiring, training, motivating and developing 11 to 20 full and part time route sales representatives. Account Manager responsibilities for 2 C-store chains, 12 independent supermarkets, 1 Wal-Mart District Manager.

Achieved sales and unsaleables plan six out of seven years. Trained new district sales leaders from 2003 to 2007. Gained three stores on Purdue campus from competitor worth $175,000 in annual business. Coached two route sales representatives to national recognition, one for “Retail Sales Representative of the Year”

and one for “Rookie of the Year.” Sold Frito-Lay to 22-store convenience chain as sole salty snack provider. Added $2,000,000 in annual business to direct-to-store delivery business. Recognized as number-one in unsaleables percentage to plan for Heartland Region, mixed format districts in 2006. Named MVP for Indianapolis Zone by leading in sales growth and stale control in 2003 and 2005. Won Heartland Region “Big Rocks” contest for leading in sales, stale control, single-serve growth, Lay’s growth

and expenses in 2002. Reduced waste in form of stale and damaged product through representative training, resulting in leading of

Indianapolis Zone for four years and setting standard for all districts. Increased time and fuel savings for major summer holidays by delivering full semitrailers of product to central

location, exceeding sales commitment by 10%. Provided weekly sales priorities to team to ensure execution. Created and held monthly sales meetings with the sales representatives to ensure proper planning of business to

achieve plan numbers.

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EDUCATION

ILLINOIS STATE UNIVERSITY, Normal, Illinois

PROFESSIONAL DEVELOPMENT

PepsiCo Warehouse Sales Education RSL Boot Camp Developing Effective Presentations Cash-Flow Management Fundamentals of Finance, Parts 1 and 2 FIT TrainingSmith System Certified Trainer

COMPUTER SKILLS

Microsoft Word, Excel, PowerPoint, Outlook

LICENSES AND CERTIFICATES

Life, Accident and Health Insurance LicenseProperty and Casualty Insurance LicenseSeries 6 and Series 63

VOLUNTEER ACTIVITIES

American Red CrossHabitat for HumanityReach Out and ReadYouth Coaching – baseball, soccer, basketball