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William J. McKenna13552 Thorncreek Circle, Thornton, CO 80241 [email protected]
Director – National Account Sales Award winning sales and sales management professional with extensive experience with industry leaders such as McDonald’s, Burger King, Subway, Sonic and Quaker Oats. Successfully implementing corporate sales plans and objectives while managing $100- $225 million in direct sales. History of developing new product lines and managing successful rollouts in addition managed the retail side of sales for over 4 years.
Proficiencies Revitalizing, repositioning and refocusing product lines to maximize growth and competitive advantage in challenging markets. Forming enduring relationships and developing profitable strategic alliances. Building and leading high performing teams.
Professional ExperienceCSM Baking Solutions - Thornton, COBusiness Development Manager November, 2013- Present
Manage Large National Accounts for bakery products, including, Boston. Market, ENRG, CiCi’s, JIB, AMC, YUM, Menchies, Quizno’s and Sonic.
Coverage, Oklahoma to California. Closed and implemented rollout for 2 large accounts adding incremental
sales my first year. Managed my book of business along with responsibility of covering for two
open positions until positions where filled including, DQ, Caribou, Tim Horton’s, Famous Daves and Bob Evans.
Embraced strategic selling following Miller Heiman funnel and CPTW Worked cross-functionally with other departments to deliver customer-
specific solutions. Sales currently up 23% and received full bonus and salary increase.
Surlean Foods- Thornton, CO March, 2011- Nov, 2013Director of National Accounts
Positive sales increase in the first year of 15%. Achieved 100% bonus. Solely directed sales for the entire nation all incremental apart from two
major customer- YUM and Whataburger. Managed new opportunities and projects via Research and Development and
Operation, Finance and Marketing. Participated in Senior Management team for Applied Strategic Planning. Current customer: Sonic, Quizno’s, Qdoba, Taco Johns, CKE, Einstein’s, Select
Foods, Red Robin, Noodles, Panda, Golden Chick and Genghis Grill.
Hospitality Mints- Thornton, CO 2009-2011Director of National Accounts
Directed 25 MM in sales, all major QSR’s, Pizza Chains, Casual and family dining.
Managed business nationwide for food service, 2 direct reports. Growth of sales in the first 90 days of employment. National Accounts increased by 7% in a terrible economy with a giveaway
non-profit product. A snapshot customer list: McDonald’s, Burger King, Subway, Chick-fil-a, YUM,
Arby’s, Domino’s, IHOP, Applebee’s, Maggiano’s, Red Robin and McAlister’s.
Dawn Food Products- Thornton, CO 2005-2009National Accounts Manager
Established, Latin America Burger King. Launched 1500 stores on a chocolate Bundt cake projected to generate over 3 million in sales.
Helped assemble the initial Food Service team with Dawn Food Products. Built sales from zero to over 2 million in my territory. Managed largest QSR’s in the country, McDonald’s, Burger King and Sonic. Created three products currently in Research and Development with Sonic.
Launched Bundt project to a regular menu item. Managed several projects using teams such as Marketing, R&D and Culinary.
The Bama Companies- Thornton, CO 1996-2005Director of Divisional Sales
Reversed declining sales trend by starting the first new product line in company’s 30-year history. Cookie approval for 3500 stores.
Increased pie sales 15% while improving McDonald’s profit by 60%. Involved National Marketing and regional co-ops.
Increased sales over 8% each year. Managed two Field Sales Managers including training and developing. Developed a nationwide LTO pie calendar sold to all 5 divisions.
Quaker Oats Company- Denver, CO 1987-1996MBU-Field Sales Manager
Tripled beverage business in Texas. Reversed a 60% decline in sales over six-week period.
Managed a $250 million business unit increasing sales 8%. Managed up to 5 field sales managers. Including training and developing. Managed 6 manufactures producing McDonald’s products. Orchestrated sales from 42 distribution centers distributing Quaker products.
Business Development Multiple Product linesChannel Sales MarketingB2B Key AccountsMajor Chains QSR’sAlliances TrainingManagement/people territory Distribution managementNew Product Development Territory Development Expertise in growing business Brand sellingFOH/BOH Culinary experience Traveled extensively for over 20 yearsConfrontation management Self starter/manage cross teamsStrategic and direct selling Expert in face-to-face, relationship building
B.A., Business Administration, Western State Colorado University
Professional Classes Attended throughout my career Influence Management Tools for success in business Prometheus’s Miller Heiman Applied Strategic Planning Zodiac, the game of business
