RICHARD L. HAWKINS 1548 BUNKER HL CAPE GIRARDEAU MO 63701 573.200.6868 RICKHAWKINS@GMAIL.

COM
SALES/ACCOUNT MANAGEMENT PROFESSIONAL
AND

-FOOD

BEVERAGE/CONSUMER GOODS INDUSTRY-

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

KEY KNOWLEDGE & SKILLS AREA

Customer Relationship Management Planning Sales Planning & Forecasting Category Analysis & Management Business Development Team Training & Development Profit Margin Management Budget Management Sales Operations Product Development Headquarter Management Strategic & Tactical Marketing & Advertising Trade Marketing Broker Management Problem Resolution

PROFESSIONAL EXPERIENCE
REGIONAL EYECARE CENTER, Cape Girardeau, MO 2010-Present Family Business Optometry Practice Electronic Medical Records Migration Coordinate and manage the migration of the practices health and medical records to a centralized 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 familys 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 all school 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 functions of 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 contracts and customer volume projections. Managed protein harvest projections and customer ingredient needs for maximum sales and yield usage. Provided additional consultation to start-ups and R&D customers on dairy and protein availability, usage and alternative ingredients. Position was transferred back to Wisconsin home office, I declined to relocate.

RICHARD L. HAWKINS 1548 BUNKER HL CAPE GIRARDEAU MO 63701 573.200.6868 RICKHAWKINS@GMAIL.COM

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 and executed approval of a $52M+ trade budget. Affirmed budget compliance, volume objectives, and managed promotional programs in conjunction with marketing team. Supervised the Category Development Manager. Supplied sales managers and brokers with business plans including merchandise planning, category strategies, and financial guidelines. Achieved 9% volume growth within 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 (includes natural & organic) categories. Facilitated and directed private label category sales in over 84 retailers with $438M in sales and double digit annual growth. Provided global and actionable insight and solutions into domestic and international accounts including new item introductions, packaging concepts and consumer trends; managed Category Analysts. Developed supplier base and provided consultation 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 volume ultimately exceeding $100M. Grew sales from $90M in 2001 to over $100M in 2003. Provided category 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. Identified P&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 Presidents Award for cost efficiency study that saved company $2M..

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