Brian O'Donnell

942 Fox Hollow Drive

Hudson, NH 03051
Home (603) 880-9247
Cell (603) 318-1588
bo10fba96@westpost.net

PROFILE
Blue Chip sales career includes Fortune 500 CPG leaders Cadbury Schweppes, Hersh
ey, and Kraft as well as start-ups Nantucket Nectars and Skinny Nutritional Corp
. Developed distributor and key account base for New England with sales growth
exceeding 115%. Adept at driving major initiatives by formulating strategic pla
ns and executing win-win scenarios at all levels. Proficient in Word, Excel, an
d PowerPoint.

WORK EXPERIENCE

2009 - 12/2010 RSM/Key Account Manager

Skinny Nutritional Co.
Bala Cynwyd, PA
Negotiated and secured distributor contracts, developed new business, managed tw
o field development representatives, chain HQ calls, and implemented monthly pro
motional programs with chains and distributors, and built displays. Other facet
s include forecasting, budget management, billbacks, field execution management,
and increasing market penetration. Gained authorization at Market Basket, Roch
e Bros, Donelan's, Crosby's, Big Y, XtraMart, BJ's, multiple c-stores, and secur
ed distribution contracts with three additional distributors in New England. 20
10 sales +115%.
Downsized.
2004 - 2009 Key Account/RSM Cadbury Schweppes/Dr Pepper Snapple Group
Rye Brook, NY
I managed Hannaford HQ and Market Basket HQ as well as five distributors coverin
g five brands and sales over $20 MM.
* Distributor management averaging 8% growth
* Forecasting, fact-based selling, deduction management, budgets, marketing, bus
iness reviews, win-win conflict resolution, developed and presented complex pres
entations
* Developed strategic marketing initiatives at chain HQ and independent accounts

* Attended regional trade shows

* Continually ranked in the top 10% nationwide for sales
Position was reorganized / downsized
2003 - 2004 Regional Sales Manager
Cadbury Schweppes
White Plains, NY
Duties included eleven beverage distributors throughout New England and portfoli
o responsibility for Snapple, Nantucket Nectars, Stewart's, Mistic, and Orangina
with sales of $18MM.
* Identified, developed, and executed key business building opportunities
* I was a vital communication link with national accounts and production/custome
r service functions in order to facilitate volume-building initiatives
* Continuously improved distributor participation in National & Regional account
activities through standards and incentives that led to 12% growth 2003 - 2004
* Developed regional business building presentations using Excel / Word / Power
point through the use of Nielsen, customer specific channel data, and trade insi
ghts
* Conducted trade visits with distributors to inspect and assist with execution
Company was reorganized and I became a hybrid key account / regional sales mgr.

2000 - 2003 Area Development Manager Cadbury Schweppes - Nantucket Necta

rs
Cambridge, MA
Major responsibilities included distributor representative management - Polar Be
verages, developing new business, increasing profitability and sales, new produc
t introduction, ad/deal funding, and budgeting.
* Guerilla marketing - product sampling at key events
* Trade visits with Polar sales reps to inspect execution and assist with sales
development with current and new accounts
Company was sold to Cadbury Schweppes where I transitioned to a Regional Sales M
gr
1998 - 2000 Sales Representative H.P. Hood, Inc.
Chelsea, MA
* Managed a Boston territory encompassing various local chain and independent HQ
* New product introductions
* New business development/cold calling and attending trade shows
Position was downsized

1997 - 1998 Account Manager Coca-Cola Enterprises

Needham, MA
* Managed all retail aspects for 175 accounts in the Boston area
* Assisted in the training of new hires
Left to expand career development
1994 - 1996 Territory Manager
Hershey Chocolate USA
Westborough, MA
* Responsibilities included two wholesale HQ, and 180 retail accounts in NH and
VT
* Budget/sales responsibility of $8MM
* New product introduction, resets, and displays.
* Won President's Cup national award for sales growth of $2mm.
Division converted to broker sales force

1990 - 1993 Territory Manager Kraft General Foods

Framingham, MA
* Territory management for Kraft's frozen product / dairy division
* Duties included securing displays, resets, merchandising, increasing market sh
are
* Assisted in the training of new hires
* Accomplishments included regional and national awards for creative merchandisi
ng displays that increases sales over 35%
Division was sold to Unilever

EDUCATION
Nichols College - Bachelors Degree 1990
Dudley, MA

SOCIAL ACTIVITY
Volunteer with NH Make-A-Wish