Vice president / Director - Sales

Summary

Edward Cohen
I have always been a ‘feeder’, sending skilled talent that I have trained to the rest of the organizations I have been with.
High-energy leader experienced in leading multi-unit regions with up to 1000 employees and revenues exceeding $700M. Excels in providing strategic sales planning and implementing solutions that enhance customer relationships across multiple categories within the CPG industry. Expertise in turnarounds and market expansion with skills in employee relations, motivation, management development and training.

Timeline

  1. -
    Regional Director of Sales , Direct Store Delivery/Distributor/Dairy -Midwest & Southeast Regions, PEPSICO

    Held full P&L for $150M for Midwest & Southeast Regions, leading 100+ Zone Directors and distributor partners as an active member of the Central Division Leadership team.

  2. -
    Zone Sales Director – Frito Lay, PEPSICO

    2009 to 2011. Led and developed more than 200 Sales & Operations team members, developing strategic plans to drive volume, profit & market share and enhancing in-store presence across 4,000 customers in MA & CT.

  3. -
    National Sales Director - Frito Lay, PEPSICO

    Global food and beverage leader with a product portfolio including 22 brands, including Quaker, Tropicana, Gatorade, Frito-Lay and Pepsi-Cola, that generate more than $1B each in annual retail sales.

    Led $300M turnaround for the Frito Lay business unit at Stop & Shop & Ahold Natural Foods.

  4. -
    Vice President - Sales, Wise Snack Foods

    90-year old snack food company, a wholly-owned subsidiary of Arca Continental, a Mexican beverage manufacturing and distribution company headquartered in Monterrey, Mexico.

    Led 50-person team in managing the Wise Salty Snack business included Direct Store Delivery and all retail channels with a heavy emphasis on Grocery Large Format.

  5. -
    Division Vice President / General Manager, Dean Foods Inc.

    The country's largest processor and distributor of dairy products
    Managed the $700M North Eastern US Commercial Operation multiple channels of trade with over 1,000 employees and 10,000 customers. Held full P&L for three manufacturing locations. HQ and retail accountability included Large Format and Small Format customers and Food Service and Distributors SYSCO, US Foods, GFS, 99 Restaurant, Dunkin Donuts, Legal Seafoods, Marriott Hotels.

    Division Vice President / General Manager
    Dean Foods Inc.
    2015 to September 2018
    The country's largest processor and distributor of dairy products
    Managed the $700M North Eastern US Commercial Operation multiple channels of trade with over 1,000 employees and 10,000 customers. Held full P&L for three manufacturing locations. HQ and retail accountability included Large Format and Small Format customers and Food Service and Distributors SYSCO, US Foods, GFS, 99 Restaurant, Dunkin Donuts, Legal Seafoods, Marriott Hotels.

Skills

  • Team Development & Leadership
  • Change management
  • Analysis & Forecasting
  • Multi-Unit P&L Management
  • Fast-Moving Consumer Goods
  • Sales Operations / DSD
  • New Market Development
  • Consumer Packaged Goods

Experience Highlights

  • Grew revenues 8% in 2010, producing 4.7% profit increase and 1% market share growth
    PEPSICO FRITO LAY
  • improved Zone from 110 out of 112 Zones to #3
    PEPSICO FRITO LAY
  • Drove 22% increase in sales for Ahold Organic nine consecutive quarters
    PEPSICO FRITO LAY
  • Produced 103.2% net revenue growth and 105.3% profit growth in a mature market
    PEPSICO FRITO LAY
  • Created innovative packaging and pricing strategy, growing market share by nearly 2%
    pepsico
  • Salvaged $10M Private Label business by leveraging business relationships
    wise snacks
  • Created unique pricing strategy producing incremental $700K in revenues across 170-store region
    dean foods
  • Achieved 12% productivity savings
    dean foods
  • Drove 4% growth in declining business through major Food Service suppliers
    Dean foods

Education Highlights

  • BS - Agriculture & Resource Economics / Food Marketing
    University of Massachusetts at Amherst
  • MBA – Marketing
    University of Southern New Hampshire