mr. chris garlieb - dean tracy...grainger industrial, nestle / haagen-dazs ice cream and frito-lay....

MR. CHRIS GARLIEB

VICE PRESIDENT, SALES

&

GENERAL MANAGER

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EXECUTIVE PORTFOLIO

Chris Garlieb Vice President of Sales / General Manager

Consumer Products, Industrial Products and Retail

Executive Summary

Target Opportunities

§ Geographic Area: Priority in San Francisco Bay area. Open to Relocation § Industries: Consumer products, Industrial Products & Retail § Size of Organization: Greater than $150M & 100 employees

Key Leadership Contributions

§ Strategic Leadership || Teaming & Collaboration || Budget & Financial Management || Business & Territory Development

Formal Education

§ Bachelor of Science in Business Education Illinois State University

Leadership Responsibilities

§ Grainger Industrial Supply - San Leandro, CA || Regional Vice President, West Coast Region § Nestle / Haagen-Dazs Ice Cream Company - San Ramon, CA || Vice President of Sales & Distribution / General

Manager § Frito-Lay, Inc. - Plano, TX || Area Director of Sales, San Antonio, TX || Division Trade Development Manager,

Princeton, NJ || Zone Sales Leader, Indianapolis, IN || Key Account Manager, Indianapolis, IN || District Sales Manager, Muncie, IN || Route Salesperson, Indianapolis, IN

Professional Statement

§ Recognized for delivering “Top-Tier Revenue,” Market-Share & Growth. § Delivers results through leading & building high performance teams, managing operations, developing strategic

business plans, collaborating with distributors and suppliers, and coaching to sales process and fundamentals to enhance execution.

§ Develops excellence in market and territory re-design, customer strategy, marketing, trade budget management and negotiation.

§ Fosters a passion for coaching and developing future leaders for Consumer and Industrial Product Companies. Key Strengths, Contributing Value

§ Sales Team Development - Sales Fundamentals & Process - Coaching & Career Development - Performance Management - Teambuilding & Recognition

§ Customer / Market Development - Develop Customer Relationship & Partnership - Program Development - Category Management - Budget & Expense Management

§ Distribution Management - Direct store delivery systems - Distributor & supplier management - Route / territory re-design - Supply chain design

§ Strategic Project Management - Key initiative roll-outs - Cross functional collaboration - Continuous Improvement - Realization of macro market opportunities

Market Discipline

§ Industrial Products || Food, Beverage & Hospitality || Retail Contact

§ Chris Garlieb 925-785-5713 Danville, CA 94526 [email protected]

Chris Garlieb Vice President, Sales & General Manager

Executive Biography

An accomplished and respected Senior Executive with an emphasis on Sales and Distribution, Mr. Garlieb has a proven background in nurturing client and partner relationships while pursuing excellence in his deliverables and driving organizational loyalty, profitability and revenue objectives with companies such as Pacific Steel, Grainger Industrial, Nestle / Haagen-Dazs Ice Cream and Frito-Lay. Mr. Garlieb’s exceptional communication skills are demonstrated in delivery of executive presentations across the enterprise and his background embraces teaming

& collaboration philosophies as he manages supplier and distributor relationships, channel partners, business and solution development with companies such as Safeway, Ben and Jerry’s Ice Cream, HEB, General Electric, PACCAR, and National Oil Varco. While serving as the Vice President for the $250M West Coast Region at Grainger Industrial Supply, Chris led the organizational turnaround, and was responsible for negotiating and delivering more than 1,000 VMI (Vendor Management Inventory) installations, representing >$4M in revenue, ranking #1 in sales nationally and regionally for 2 consecutive years. Additionally, Chris redesigned the territory sales structure and led cross-functional market expansion program rollouts in Seattle, Southern CA, Northern CA, and was awarded President’s Club (Top 1%) status for leading the Top Performing Region over 3 years. During his tenure at Nestle / Haagen-Dazs Ice Cream Company, Chris was the Vice President of Sales & Distribution & General Manager, leading the sales and distribution region made up of 4 company owned operations and 25 distributors. These operations covered 16 western states, while maximizing a $200M business made up of 10 direct reports and 135 salespeople, managing a $9M trade budget. At Frito-Lay, Chris’ final role was the Area Director of Sales out of the San Antonio, TX office. In this capacity, he served as the primary principal responsible for partnering HEB and HQ marketing to pioneer and implement a comprehensive regional Hispanic marketing initiative resulting in $4.5M incremental sales volume and space gains throughout the San Antonio Region. During this time, he also executed customer strategies increasing sales >12% in the top 34 area accounts, reducing trade spending by 10%. Recognized as a decisive and results driven Leader with integrity, Mr. Garlieb has proven that success is best obtained through directly mastering the development of high performance cross-functional organizations, while serving as an action oriented innovator capable of delivering world-class solutions in a very competitive market. Given his exceptional Sales and Distribution background, the following Key Leadership Strengths have proven beneficial in propelling his career while establishing and nurturing fruitful relationships in building highly branded companies:

- Channel Management - Collaborating with Distributors & Suppliers - Consistent Goal Attainment - Customer Excellence, Strategy & Loyalty - Lead & Build High Performance Teams - Market & Territory Design & Development

- Solution-Based Selling - Strategic Planning & Implementation - Strategic Sales, Channel Partner, OEM &

Direct Team Execution - Trade Marketing & Development - Union Negotiations & Contracts

Contact Information

Chris Garlieb 925.785.5713 Danville, CA [email protected]

Chris Garlieb 925.785.5713


925.785.5713 Danville, CA 94526 [email protected] Executive Profile

Accomplished and respected VP, Sales & General Manager with a proven background in nurturing client and partner relationships while pursuing excellence in deliverables and driving organizational loyalty, profitability and revenue objectives with companies such as Pacific Steel, Grainger Industrial, Nestle / Haagen-Dazs Ice Cream and Frito-Lay. Exceptional communication skills are demonstrated in delivery of executive presentations across the enterprise, while managing supplier, distributor relationships, channel partners, business and solution development with companies such as Safeway, Ben and Jerry’s Ice Cream, HEB, General Electric, PACCAR and National Oil Varco. Recognized as a decisive and results driven Leader with integrity, directly mastering the development of high performance cross-functional organizations, while serving as an action oriented innovator capable of delivering world-class solutions in a very competitive market. Key Leadership Contributions

§ Strategic Leadership || Teaming & Collaboration || Budget & Financial Management || Business & Territory Development

Leadership Strengths

- Channel & Operational Management - Collaborating with Distributors & Suppliers - Consistent Goal Attainment - Customer Excellence, Strategy & Loyalty - Lead & Build High Performance Teams - Market & Territory Design & Development

- Solution Based Selling - Strategic Planning & Implementation - Strategic Sales, Channel Partner, OEM &

Direct Team Execution - Trade Marketing & Development - Union Negotiations & Contracts

Selected Achievements

§ Awarded President’s Club for being the Top Performing Region over 3 consecutive years, as the result of redesigning territory sales structure and cross-functional partnering during market expansion rollouts in Seattle, Southern CA, and Northern CA.

§ Implemented and leveraged new Ben and Jerry’s distribution agreement, achieving sales results of more than 130% to prior year and 106% to goal, reducing operating expenses by 20% while greatly improving operating margins.

§ Created and rolled out a comprehensive, competitive, attack plan that resulted in over 300 takeaways and more than $2.5M in incremental revenue.

Professional Experience

Pacific Steel Casting Company - Berkeley, CA 2011 – Present Senior Vice President, Sales & Customer Service.......................................... 2013 - Present

§ Reporting directly into the Owner/CEO, leading all Sales, Service, Marketing, Human Resources, Union Negotiations and Shipping for $100M, privately owned company that manufactures and distributes steel castings, globally.

§ Established and executed 3 strategic price increases in 18 months, resulting in an estimated $10M in top line benefit, and delivered approximately $7.5M in bottom line impact.

§ Instrumental in maintaining customer loyalty through major reduction in force, while ensuring on-time delivery and integrity of product quality through direct, effective communication standards.

Vice President, Sales & Marketing ................................................................2011 - 2012 § Led the development and implementation of the first ever long-term, organizational strategy, which

included facilitating a roll-out of the new Corporate Vision & Core Values to 650 employees.

Chris Garlieb 925.785.5713

§ Embraced the principal responsibility to lead all Sales & Marketing initiatives, while implementing and driving profitable growth of steel casting through new Trade Channels, enabling the Sales Team to deliver 38% revenue growth, and growing the Import business >50% to $10.1M in Sales for F2013.

§ Appointed to Pacific Steel Board of Directors January of 2012. Grainger Industrial Supply - San Leandro, CA 2003 - 2010 Regional Vice President – West Coast Region

§ Led the organizational turnaround in $250M region, to include mentoring, coaching and developing up to 16 direct reports while improving capability of up to 150 account managers, driving immediate results in supporting more than 5,000 client needs and expectations across 5 states.

§ Developed and implemented sales strategy that resulted in outpacing market growth by 7%, increasing shares, while exceeding sales, and gross profit objectives in 12 months.

§ Built, managed and led 12 Sales Managers in executing sales strategy, accomplishing stated objectives, ranking 2nd out of 9 Regions, during corporate and economic challenges.

§ Negotiated and delivered more than 1,000 VMI (Vendor Management Inventory) installations, representing >$4M in revenue, ranking #1 in Sales nationally and regionally for 2 consecutive years.

§ Created and rolled out a comprehensive, competitive, attack plan that resulted in over 300 takeaways and more than $2.5M in incremental revenue.

§ Awarded President’s Club for being the Top Performing Region over 3 consecutive years, as the result of redesigning territory sales structure and cross-functional partnering during market expansion rollouts in Seattle, Southern CA, and Northern CA.

Nestle / Haagen-Dazs Ice Cream Company - San Ramon, CA 1998 - 2003 Vice President of Sales & Distribution / General Manager

§ Led a sales and distribution region made up of 4 company owned operations and 25 distributors covering 16 western states, maximizing a $200 million business made up of 10 direct reports and 135 salespeople, managing a $9 million trade budget.

§ Managed and mentored Sales Teams through 2 corporate reorganizations while exceeding plan performance by an average of 105%, 3 out of 4 years.

§ Created, re-engineered, and implemented new delivery system, improving services, driving sales and creating cost efficiency during three major business changes.

§ Designed new team structure that resulted in 13% growth in the Safeway account. § Implemented and leveraged new Ben and Jerry’s distribution agreement, achieving sales results of

more than 130% to prior year and 106% to goal, reducing operating expenses by 20% while greatly improving operating margins.

§ Led team through planning and implementation of first Corporate Merchandising Agreement (CMA) with key customers resulting in above target space gains for 85% of accounts.

Other Relevant Experience

Frito-Lay, Inc. - Plano, TX ................................................................................... Area Director of Sales, San Antonio, TX ......................................................................................................Division Trade Development Manager, Princeton, NJ .....................................................................................................................................Zone Sales Leader, Indianapolis, IN ............................................................................................................................ Key Account Manager, Indianapolis, IN ......................................................................................................................................District Sales Manager, Muncie, IN .................................................................................................................................... Route Salesperson, Indianapolis, IN Formal Education & Professional Development

§ Bachelor of Science in Business Education Illinois State University

Professional Development

§ Miller Heiman – Strategic Selling § University of Chicago – Strategic Business Leadership: Creating and Delivering Value § Blanchard – Situational Leadership II § Achieving Leadership Excellence – Pillsbury § Finance for Non-Financial Managers – SMU § Center for Creative Leadership


Accomplishment’s Overview

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Grainger Industrial Supply - San Leandro, CA 2003 - 2010 Regional Vice President of Sales & Distribution / General Manager

§ Outpaced market growth by 7% in 12 months. § Built, managed and led 12 Sales Managers, accomplishing stated objectives, ranking 2nd out

of 9 Regions, during corporate and economic challenges. § Delivered more than 1,000 VMI installations, representing >$4M in revenue, ranking #1 in Sales

nationally and regionally for 2 consecutive years. § Delivered over 300 takeaways and more than $2.5M in incremental revenue. § Awarded President’s Club as Top Performing Region over 3 years.

Nestle / Haagen-Dazs Ice Cream Company - San Ramon, CA 1998 - 2003 Vice President of Sales & Distribution / General Manager

§ Managed and mentored Sales Teams through 2 corporate reorganizations, exceeding plan performance an average of 105%, 3 out of 4 years.

§ Designed new team structure that resulted in 13% growth in the Safeway account. § Ben and Jerry’s distribution agreement, sales results of more than 130% to prior year and 106%

to goal, reducing operating expenses by 20% while greatly improving operating margins. § Led team through planning and implementation of first Corporate Merchandising Agreement

(CMA) with key customers resulting in above target space gains for 85% of accounts. Frito-Lay Inc. - Plano, TX 1984 - 1998

Area Director of Sales - San Antonio, TX ..................................1995 – 1998

§ Implemented comprehensive regional Hispanic marketing initiative, resulting in $4.5M incremental sales volume.

§ Executed customer strategies to increase sales 12%, reducing trade spending by 10%. Division Trade Development Manager - Princeton, NJ ..........1994 - 1995

§ Managed 1100 store Dairy Mart chain, 10% sales growth 12 months. § Division Process Leader, generated $1.9M of incremental sales.

Zone Sales Leader - Indianapolis, IN........................................1991 – 1994

§ #1 Zone in Chicago Area, net sales growth of 116%. § Built and executed sales plan, ranked #1 in North Division, #2 Nationally, based on net sales

growth of 115%. Key Account Manager - Indianapolis, IN ................................1989 – 1990

§ Increased Kroger’s sales volume 12% in 1989, 10% in 1990, included 3ft. shelf space gain annually.

§ Improved Marsh’s sales 18% with incremental perimeter placements for the first time in seven years.

§ Managed trade spending, improved sales volume at Preston Safeway 14% in 1989, 15% in 1990.

Chris Garlieb

Vice President of Sales / General Manager

PAR Statements (PROBLEM / ACTION / RESULTS)

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Market Expansion

Problem

§ Our top-line growth was not accelerating fast enough so there was a need to re-engineer the Southern California marketplace. This disrupted more than 60% of our customer relationships but greatly improved our ability to cover customers.

Actions

§ Set cross-functional goals and objects ($100M incremental revenue in 5 years)

§ Determine investment needed

§ Re-design selling territories & analyze customers and relationships

§ Build selling segment verticals

§ Communicate strategy and new compensation plan region wide

§ Build customer communication

§ Staff, hire and train

§ Execute

Results

§ There was no unplanned turnover through the rollout of the initiative and the Southern California market delivered double-digit growth over 5 years including achieving the $100M in incremental sales.

Chris Garlieb



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Profitability

Problem

§ Slipping company profits and no accurate costing / pricing model existed.

Actions

§ One by one evaluation of over 7000 manufactured parts on 10 different characteristics including complexity, volume, scrap rates and metal type.

§ Reviewed findings with Production, Quality, Sales and Finance functional teams

§ Narrowed list down to 50 most problematic parts to manufacture profitably

§ Met with customers to look for design improvements

§ Determined pricing structure to ensure bottom line profit

§ Delivered recommendations to Board of Directors which included elimination of a large customer.

Result

§ Executed 25%-50%, part specific, price increases and eliminated a $4M customer with whom we had been losing money with for 5 years straight. This ongoing initiative delivered over $2M in bottom line profit annually.

Chris Garlieb



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Customer Partnership

Problem

§ HEB the #1 grocery retailer in Texas needed a plan to better market salty snacks to the Hispanic consumer. They wanted innovation in products, merchandising and marketing. We needed incremental revenue and space.

Actions

§ Met with HEB executives to lay out joint objectives, goals and timelines

§ Brought in category, marketing and product managers to develop components of the plan

§ Determined investments

§ Negotiated agreement for ads, space and promotions

§ Developed Hispanic product, displays, sales collateral

§ Built communication plan and execution plan

Result

§ Record space gains were a result of this initiative with HEB and it also resulted in >$4.5M in incremental sales at HEB. This initiative was then rolled out at many other high Hispanic populated cities in the following years.

Chris Garlieb



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Project Management

Problem

§ After having a record breaking year and securing $10M of one time only business the region needed to create a plan to drive incremental revenue. There was also a need to create a more competitive and aggressive culture.

Actions

§ Gain support from the Customer Service, Training and Marketing organizations to invest time and resources to a West Coast Competitive Attack Plan

§ Develop web based and classroom training, sales collateral, branch scorecards, customer targets, rollout timelines and ongoing communication plan

§ Agree on goals and objectives

§ Executed 15 rollout meetings

§ Reward and recognize

Results

§ The program rolled out to 15 locations over a 2 week time frame and resulted in over 300 recorded competitive take-a-ways and an incremental $2.5 in incremental sales. This also improved cross-functional partnerships and was a catalyst for driving a more aggressive culture.

Chris Garlieb



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Continuous Improvement

Problem

§ Was challenged with embedding our company into our customers business by selling a Vendor Managed Inventory Solution to the right customers. This was new to our team and confidence was low.

Actions

§ Partner cross-functionally to align resources and set goals and objectives

§ Communicate “why” this was critical

§ Teach people “how” to sell the value and use the experts

§ Gain team commitment

§ Hold team accountable, scorecard results and recognize performance

Results

§ Region grew VMI accounts 17% and delivered > $4M in incremental sales since inception and was first region to achieve 1000 installations which was #1 in the country.

Chris Garlieb


Endorsements

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“Please allow me to highly recommend Chris Garlieb as a general manager and/or sales

executive. I have known Chris since 1985 and I have had the chance to witness quite a

bit of career accession at Frito-Lay and Haagen-Dazs. Chris excelled at every role and

was first among his peers at every level.

Chris is a disciplined leader with a bias for delivering results. He builds strong teams with

these same attributes and uses great communication skills to ensure alignment and to

seek mutual understanding. His personal character is above reproach.” Mike Crone, Senior Vice President, Sales Wells’ Dairy, Inc.

___________

“Chris is a tremendous business leader and an exceptional sales executive. I was blessed

by having Chris on my team for five years and in that time he achieved outstanding

business growth, developed a high performance sales team, and created a culture of

teamwork and performance. Chris has many professional attributes but those that truly

distinguish him are his character and integrity. Anyone who has ever worked with Chris

would describe him as a great teammate, a great friend, a great leader and a great

person. It was a privilege working with Chris.” Steve Newland, VP Americas, Mouser Electronics

___________

“I had the privilege to report to Chris Garlieb for nearly 7 years. During this time I

witnessed a transformation of our region under his leadership, taking one of the poorest

performing regions in the country to the top in just a few short years.

One of Chris' greatest strengths is getting the 'buy-in' from not only his direct reports but

also the field sellers in his region. To do this, Chris showed the highest level of personal

integrity and also an innate ability to connect with people up and down the

organization. I have had a number of my direct reports go out of their way to comment

on how they would do anything for Chris and how much he inspired them. For me

personally, I benefited from another of Chris' strengths: his passion for developing people

Chris Garlieb


Endorsements

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and coaching me to become the best that I could be. My confidence soared under his

tutelage and he made me a better leader. He made me feel that I could grow within

the organization and also deliver greater results. I was fortunate enough to be promoted

and also lead one of the top sales teams in the country--something that I attribute a

great portion to Chris. I am confident that I can speak on behalf of my peers and say

that we all are much better off to have worked for Chris and he made a tremendous

impact on our careers. I am certain that wherever Chris works next the next group of

leaders will feel the same way.” Jon Newsom, District Sales Manager, Grainger ___________

For seven years I had the fortunate opportunity to work with Chris as a direct report, a

business partner and a peer. As I reflect on my experience with Chris, I realize that the

relationship we developed was one that has been extremely valuable for me personally

and professionally. I feel fortunate to be the recipient of Chris’ coaching, leadership,

development, support, trust, and business thinking, There are only a few people you will

encounter during your career that help define who you are as an individual, and for me,

Chris is one of those people. Mark Spanswick, Regional Sales VP, Grainger Industrial Supply ___________

CONTACT

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MR. CHRIS GARLIEB VICE PRESIDENT, SALES & GENERAL MANAGER

925.785.5713 [email protected]

mr. chris garlieb - dean tracy...grainger industrial, nestle / haagen-dazs ice cream and frito-lay....

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