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JUDY KNIGHTEN

Atlanta, GA 30305 ● (404) 317-7820 ● jknighten@bellsouth.net

SALES EXECUTIVE
Senior level sales leader with regional and national selling experience. Solid reputation for setting and
exceeding sales expectations with strategic solutions and tactical plans through exceptional marketing
plans, customer relationships and vertical teams. A high performer with track record of success
working with C-level customers and managing national sales teams to deliver P&L objectives.
Supported with Six Sigma Green Belt process management skills.

CORE COMPETENCIES
P&L Management ● Project Management ● Customer Development ● Team Leadership ●
Assessment & Analysis ● Customer Marketing ● Budgeting & Forecasting ● Strategic Planning
Contract Negotiation ● Sales Management ● Employee Development ● Sales Force Training

PROFESSIONAL HISTORY

SHELBY PUBLISHING (August 2010 – PRESENT)


Foodservice Director – Leadership of monthly foodservice trade publication “Sunbelt Foodservice”
Key Responsibilities:
 Develop plan to reposition editorial content to lead dialogue and inform foodservice industry
 Increase overall ad sales revenue by 15%
 Connect with industry leaders to develop network of advocates and guest columnists

FLEXFORCE CONNECT LLC, (October 2009 – July 2010)


Principal - Results-oriented consulting services focused on providing effective project
management, process improvement, sales training and strategic plan development.
Key Accomplishments:
 Developed and led “The Brand of You” workshops.
 Strategic analysis of U.S. soft drink industry for international client.
 Developed sales strategy and execution plan for customer initiatives at Coca-Cola Recycling.

COCA-COLA ENTERPRISES, INC., Atlanta, GA (2001 to 2008)

National Sales Director of Planning and Insights (April 2006 – December 2008)
Led national sales planning team of seven to develop strategic customer planning process and
performance management system for all channels. Matched technology solutions to appropriate
business functions. Daily interface with cross-functional departments (Finance, Marketing, Supply
Chain, IT). Developed and led sales team training in pricing, planning and operations management.
Key Accomplishments:
 Increased national sales team revenue ($10.5 billion) by 11%.
 Managed franchise bottler and supply chain relationship during agency pricing negotiation.
 Standardized go-to-market approach for Coca-Cola system during trade fund project.
 Led strategy and content development for national sales meeting (4.8 of 5.0 rating).
 Facilitated national SKU list development and secured approval by franchise bottler system.
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National Sales Director (July 2001 – March 2006)


Led national sales team of ten to generate $317 million in sales and $97 million in profit.
Responsible for both bottle/can and foodservice business in convenience retail and travel center
industry. Developed C-level relationships with key customers while translating corporate direction
into sales strategy. Led execution of national marketing campaigns. Hired, coached and mentored
national sales team.

Key Accomplishments:
 Addressed travel center customer needs with strategy and trade funding approach that
resulted in a $3.8 million profit improvement and improved customer satisfaction scores.
 Led execution of a promotional plan with ExxonMobil that authorized product distribution in
company and franchise stores and drove $2.7 million in new revenue.
 Negotiated foodservice contracts with ExxonMobil, Speedway and RaceTrac that produced
over $25 million in incremental sales, and $12 million in profit over 3 years.

COCA-COLA NORTH AMERICA, Atlanta, GA (1976 to 2001)

Region Customer Development Manager (June 1999 – July 2001)


Led team of ten sales professionals in the Southeast Region, with responsibility for 24 supermarket
(including Publix, Winn-Dixie and Kroger) and convenience retail chains representing $500 million
retail sales, $100 million profit and $22 million trade spending.
Key Accomplishments:
 Provided strong mentoring to the sales team during a difficult time of company reorganization,
which resulted in all personnel being reassigned to internal Coca-Cola positions (no layoffs).
 Reduced year-end accrual for trade payments by $525,000 while growing sales by over 3%.

Project Manager (one year developmental assignment) (May 1998 – June 1999)
Supported the Managing Director of the CCE East business unit, a $10.8 billion retail business, in
increasing sales volume by 6.9%, market share by 1.3% and sales per capita by 6%. Led cross-
functional team of marketing, finance and operations personnel to develop the 1999 CCE East
Annual Plan. Created reports that tracked daily sales, and forecasted volume and share metrics.
Key Accomplishment:
 Helped develop a 5-year revenue model for the Georgia Food Industry Association at the
request of key executives in the regional food industry.

Previous Career History with Coca-Cola (1976 – 1998)


Hired as an administrative assistant while completing college degree. Held a variety of roles in
marketing and sales. Directed consultative sales relationships with a number of retailers as Senior
Sales Development Manager and Bottler Franchise Manager from October 1992 to May 1998.
Key Accomplishments:
 Achieved an 8.5% five-year compound growth rate with an average incremental growth of
over 740,000 cases per year with Kroger Atlanta.
 Sold two-year, 44-week promotional calendar to Kroger Atlanta using Olympic marketing.
EDUCATION

Bachelor of Science in Business Administration and Marketing (Magna cum Laude)


Georgia State University, Atlanta, GA, May 1980

Six Sigma Green Belt Certification

Miller Heiman Sales Technologies, Strategic and Conceptual Selling Certifications

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