Qualifications

Summary
Jim Williams is a results-driven individual with a high level of integrity, sound communication skills, enthusiastic, aggressive, and committed to excellence. He has exceeded plan consistently throughout his career attaining increasingly responsible positions.

Career Assets

Management
Supervised semi-skilled, skilled, semi-professional and professional employees. Directed customer and technical services, sales, purchasing and marketing functions at the manufacturer, distributor, and operator levels. Designed, organized and monitored effectiveness of departments. Total P&L (EBIT). Defines management as the skill of attaining predetermined objectives with and through the voluntary cooperation of others.

Marketing
Product, procurement, pricing, promotion, merchandising, sales and supply chain planning/management. Strategy and tactic planning and implementation. Media advertising and public relations experience. Established, developed and managed brand equity programs. Defines marketing as all those activities involved in getting the goods and services from the producer to the consumer.

Sales
Developed sales of commodity, consumable, perishable, intangible and capital goods. Built and revitalized sales directly, with and through the voluntary cooperation of others. Exceeded plan throughout career with double-digit growth in both sales and profit attaining increasingly responsible positions. Receivables, budgets, expense accountable. Defines selling as simply sound communication skills built on the bedrock of truth.

Several Career Highlights

"Convinced merging distributors to integrate COP programs producing an additional 14% margin due to efficiencies in logistics, production, marketing, etc. effectively driving sales while reducing expenses at the same time." The largest foodservice distributor account merged with another major potential account that had partnered with competitors. Because of Jim's distributor and operator background, his center-of-plate product knowledge, and taking the time to understand his company's capacity and the customer's priorities of the merger plan, he was able to package a total program that facilitated profitable growth for both who have maintained their positions in the industry today.

"Secured major chain’s capital equipment business by including layout and design services as a key component of program." Developed collaborative solutions based business relationships with major accounts in the sales of consumable, perishable, durable, and capital goods throughout career and at all levels within the supply chain." From Bentonville to Chicago, New York to LA, Atlanta to Seattle; many national, regional and independent players within the industry have been seen at some point and time, by Jim Williams and/or associates, throughout career.

"Drove turn around first time profitable incremental sales through revitalization of authorized dealer/distributor network. Coined and trademarked 'The Power of The Dealer Network'." Principal OEM company unintentionally had established an adversarial relationship with its dealer/distributor network of more than 40 independent businessmen/women across North America. Initial business reviews in-person allowed the dealers to express their dissatisfaction and provide ideas on new direction that was implemented immediately. With a marketing plan, accountability put in place, a few regularly scheduled teleconferences and a well-planned Dealer Conference, Jim and his team were able to make the dealers feel very important and provide the climate necessary to yield profitable growth quickly.

"Spearheaded major premium branded beef program to market, both retail and foodservice segments." Initiated sales from first kill through the first 2 years of the program as producer's sales and distribution arm, and largest customer. Today that branded program is one of America's premier quality beef suppliers both domestic and abroad. The quality program, product and processing has recently been held in high regard, responsible for exceeding major quality and safety standards, and in part for revitalizing the USA beef export business to Japan and South Korea.

"Led market introduction and penetration on trademarked Hot-N-Cold temperature monitoring system." Acting on an idea coming from a field salesperson, this initiative was part of a line expansion as a vehicle into other target market segments that could then be penetrated with entire product mix. Worked to develop in a cooperative relationship with both US and Canadian inspection requirements regarding the temperature monitoring of food as it moves throughout supply chain.

"Developed industrial segment business leveraging brand equity to introduce higher capacity meat processing equipment." As part of a directional change in the sales and marketing approach to smaller and medium size processors due to industry consolidation, initiated assertive product line expansion for medium and larger processors moving into industrial classified segment. Execution on a practical marketing plan, taking into account end-user expectations and a revitalized dealer network, allowed for a successful entry into the industrial segment.

"Pioneered 'pre-cooked' beef, prime rib, sausage, and bacon products in deli/foodservice segment leading to consumer acceptance in the retail environment." Worked extensively with over 600 foodservice Distributor Sales Representatives, Merchandisers and National Account personnel to develop the sales and use of this focus product group. Directed organized and formalized classroom/kitchen training followed by a congruent field development and work-with program. Highly conceptual sales process at time of market introduction.

"Planned, organized, and accomplished first ever senior management business reviews between an OEM client-supplier and their 2 largest accounts (major vegetable processors)." These processors acknowledged client-supplier as a once major vendor that had become marginal primarily as a result of poor account relationship management. However, the OEM supplier was able to revitalize a collaborative relationship and as a result of these business reviews expose expanded product lines and participate in potential turn-key solutions that will allow them to build a true and profitable supplier partnership.

Developed Skill Sets

Computer

Use of all Microsoft Office Suite products Outlook, Word, PowerPoint, Excel, etc.

Website Development

Recruitment, Training and Development
Adhere to EEO guidelines
Discuss company personnel policies with potential employees
Discuss wages, benefits and career opportunities with candidates
Interview applicants
Select candidate
Forecast personnel requirements
Assess and identify training needs
Plan and organize training activities
Teach basic business education

Evaluate effectiveness of training programs

Management Analysis
Conduct organizational studies and evaluations
Design systems and procedures
Develop solutions to problems

Marketing
Analyze competition
Analyze market trends
Coordinate, direct and plan marketing activities
Develop pricing strategies
Identify potential customers
Monitor product trends
Provide marketing or technical advice
Select products and accessories for display at trade shows
Determine market demand for products and services

Procurement
Analyze proposals, negotiate price and authorize payment
Authorize invoice payment or return of merchandise
Conduct staff meetings
Negotiate limited source or long term contracts

Advertising and Promotions
Formulate recommendations, policies, or plans
Plan advertising policies and programs
Read trade publications

Sales
Learn product/service lines
Cold calling using phone and in person
Positioning via appointment settings
Prepare promotional plans
Prepare sales literature
Assist sales force in sale of company products
Calls on management at establishments
Demonstrate and explain product or service to customers
Prepare sales or service contract
Advise dealers and distributors on policies and operating procedures
Confer with department heads, or support personnel to coordinate sales

Sales Management
Coach, advise or consult
Assign or prepare work schedules, duties, tasks, or responsibilities
Develop sales campaigns
Eliminate unprofitable items
Establish sales goals, territories, quotas and training programs
Interview, recruit, hire, or discharge personnel
Negotiate or approve contracts
Resolve customer inquiries or complaints

Formulate policies

Executive

Plan, coordinate and direct operations

Set deadlines
Delegate responsibility

Monitor compliance with contracts
Monitor performance reports and business records
Review company financial statements
Direct financial planning, budgeting, procurement or investments

Contact Information:

Email jimwilliams@jvwilliams.com Phone 815-520-3161

JV WILLIAMS

A Food Industry SALES MANAGEMENT ASSOCIATE