8/4/2019 Richard Hawkins Resume

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RICHARD L. HAWKINS

1548 BUNKER HL CAPE GIRARDEAU MO 63701

573.200.6868   RICKHAWKINS@GMAIL.COM

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SALES/ACCOUNT MANAGEMENT PROFESSIONAL

-FOOD AND BEVERAGE/CONSUMER GOODS INDUSTRY-

With Consistent Track Record of Success in Increasing Profits, Maintaining Quality Relationships and  Leading Motivated Professional Sales Teams.

 ─────────────────────────────────────────────────────── K EY K  NOWLEDGE & SKILLS AREA

Customer Relationship Management Profit Margin Management Strategic & TacticalPlanning

Sales Planning & Forecasting Budget Management Marketing & Advertising

Category Analysis & Management Sales Operations Trade Marketing

Business Development Product Development Broker Management

Team Training & Development Headquarter Management Problem Resolution

 ─────────────────────────────────────────────────────── PROFESSIONAL EXPERIENCE

REGIONAL EYECARE CENTER, Cape Girardeau, MO 2010-Present Family  Business – Optometry PracticeElectronic Medical Records Migration

Coordinate and manage the migration of the practice’s health and medical records to acentralized computer based EMR system. Provide staff training and records reconciliation to achieve“meaningful use” goals. Updated network infrastructure to facilitate software integration. Part-time work at family’s business.

PEPSI MIDAMERICA, Marion, IL 2009 – 2010

$220M leading distributor of beverages from PepsiCo and Dr. Pepper Snapple Group.Manager, Divisional, On-Premise

Managed On-Premise sales team in a four state/region area that includes Missouri, Arkansas,Kentucky & Tennessee. Customer account base included foodservice, institutional & educational. Negotiated and developed all contracts including terms and contributions. Achieved 90% share of allschool districts in division and 65% of all foodservice accounts in major markets.Corporate layoffs & position consolidations due to recessionary pressures.

ORGANIC VALLEY FAMILY OF FARMS, La Farge, WI  2007-2008

$350M international organic food company.

Manager, Industrial Sales, Commercial Division

Managed $19M in organic industrial sales, a 20% increase from previous year. Lead sales functionsof industrial organic dairy, eggs and meat (beef, pork, turkey, chicken and yields) to manufacturing,ingredient, R&D customers and wholesalers. Developed and managed dairy and protein contractsand customer volume projections. Managed protein harvest projections and customer ingredientneeds for maximum sales and yield usage. Provided additional consultation to start-ups and R&Dcustomers on dairy and protein availability, usage and alternative ingredients.

 Position was transferred back to Wisconsin home office, I declined to relocate.

8/4/2019 Richard Hawkins Resume

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RICHARD L. HAWKINS

1548 BUNKER HL CAPE GIRARDEAU MO 63701

573.200.6868   RICKHAWKINS@GMAIL.COM

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ACH FOOD COMPANIES, INC., Memphis, TN 2006-2007

$1B international edible and specialty food ingredients oils company.Manager, Sales Planning and Operations, Consumer Brands Group – Oils

Directed overall trade funds for the Mazola brand family of cooking oils and sprays; managed andexecuted approval of a $52M+ trade budget. Affirmed budget compliance, volume objectives, andmanaged promotional programs in conjunction with marketing team. Supervised the CategoryDevelopment Manager. Supplied sales managers and brokers with business plans includingmerchandise planning, category strategies, and financial guidelines. Achieved 9% volume growthwithin a declining category with efficient trade spend plan.

Sales and Marketing Departments moved to Chicago offices, I declined to relocate.

DAYMON WORLDWIDE RESOURCE CENTER, Stamford, CT 2004 -2006

$10B international private label sales and marketing company.Corporate Category Business Manager, Dairy / Juice, Category Development Group

Served as a single global sales contact for the dairy, eggs and refrigerated / frozen juice (includesnatural & organic) categories. Facilitated and directed private label category sales in over 84 retailerswith $438M in sales and double digit annual growth. Provided global and actionable insight andsolutions into domestic and international accounts including new item introductions, packagingconcepts and consumer trends; managed Category Analysts. Developed supplier base and providedconsultation with start-up and existing companies for research, insight, and potential of new products.

Corporate layoffs due to lower than expected earnings and operating expenses.

DEAN FOODS COMPANY 1993 – 2003

$10B+ dairy and food products company.Sales Manager, National Accounts, Dairy Division, Publix / Winn Dixie, Orlando, FL (2000 – 2003)

Achieved sales and profit goals 3 consecutive years for key customers with combined sales volumeultimately exceeding $100M. Grew sales from $90M in 2001 to over $100M in 2003. Providedcategory management, promotion planning, and logistics support for a multi-product line spanning branded and private label fluid milk, ice cream, novelties, juices and cultured products. IdentifiedP&L, new product, trade channel, and merchandising opportunities that drove market penetration,space expansion, and profitability. Gained category captainship at Winn Dixie corporate offices.

Corporate layoffs due to buyout from competitor, Suiza Foods.

Manager, Sales Effectiveness, Dean Foods Extended Shelf Life Division, Murray, KY (1999 – 2000)

Sales Analyst, Dean Foods Extended Shelf Life Division, Murray, KY (1995 – 1999)  National Pricing and Promotions Coordinator, Dean Foods, Murray, KY (1993 – 1995)

 Earned  President’s Award for cost efficiency study that saved company $2M..

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EDUCATION

MS, Organizational Communication, Murray State University, Murray, KYBS, Political Science Major, Marketing Minor, Murray State University, Murray, KY