Professional Documents
Culture Documents
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
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.
JUDY KNIGHTEN PAGE 2
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.
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.