Summary
Overview
Work History
Education
Skills
Timeline
Generic

Kathy J. Hopta

Director Of Sales
Milford

Summary

Dedicated and accomplished sales professional consistently delivering impressive results through a commitment to excellence. Proven expertise in developing and implementing sales strategies that effectively align with business objectives. Recognized for creating a collaborative team environment and successfully adapting to dynamic market conditions. Proficient in client relationship management and strategic planning, ensuring long-term success and growth.

Overview

38
38
years of professional experience
1995
1995
years of post-secondary education

Work History

Director of Sales

Advantage Solutions
01.2023 - Current
  • Achieved sales goals and service targets by cultivating and securing new customer relationships.
  • Managed team of sales representatives, providing guidance, coaching and support.
  • Spearheaded the adoption of cutting-edge sales tools and technologies designed to enhance team productivity and streamline workflow processes.
  • Established pricing strategies to maintain competitive pricing and maximize profits.
  • Managed and motivated sales team to increase revenue [Number]% in [Timeframe].
  • Connected with prospects through trade shows, cold calling and local-area networking.
  • Launched new products successfully into the market, coordinating marketing initiatives and comprehensive sales campaigns.
  • Collaborated cross-functionally to optimize end-to-end sales processes, from prospecting through post-sales support services.
  • Established strong partnerships with industry influencers to expand brand recognition and drive business growth.
  • Worked closely with product teams to understand customer needs and requirements.
  • Achieved regional sales targets through effective territory management and relationship building with key clients.
  • Enhanced customer satisfaction levels by addressing concerns promptly and providing tailored solutions.
  • Developed high-performing sales teams through targeted recruitment, training, mentoring, and coaching activities.
  • Analyzed market trends to identify opportunities for product expansion, leading to increased revenue streams.
  • Increased sales revenue by developing and implementing strategic plans and setting performance goals for the sales team.
  • Built relationships with customers and community to establish long-term business growth.
  • Demonstrated products to show potential customers benefits and advantages and encourage purchases.
  • Prepared sales presentations for clients showing success and credibility of products.
  • Communicated product quality and market comparisons by creating sales presentations.

Business Development Manager

Advantage Solutions
01.2012 - 01.2023
  • Bakery, deli and food service sales and program development, working closely with approximately 25 clients
  • Consistent sales growth for broker, client and customers, presenting on-trend, current products and relevant holiday products
  • Drive client sales, supporting key initiatives and new product launches as well as finding new uses for existing products
  • Utilize my category management and retail background to provide support, solutions and value to customers, removing obstacles and expediting sales
  • Work with customer and technical support team to train and implement new items or programs at store level, including job aides, planograms, training and/or workshops, and sampling
  • Work with both customer and client on promotional planning and deals to drive sales and profits
  • Develop custom products and private label products with manufacturers
  • Maintain high level of trust, commitment and strong relationships with retailers and distributors
  • Provide superior support to clients, preparing for, setting up and working food shows
  • Generated new business with marketing initiatives and strategic plans.
  • Developed customized solutions for clients based on a deep understanding of their unique pain points, delivering exceptional value and driving repeat business.
  • Monitored market trends and competitor activities to identify areas of potential opportunity.
  • Established relationships with key decision-makers within customer's organization to promote growth and retention.
  • Facilitated regular communication with clients to ensure their needs were met, fostering long-lasting relationships built on trust and mutual respect.
  • Represented company and promoted products at conferences and industry events.
  • Mentored junior team members in effective sales techniques, fostering a high-performance culture within the organization.
  • Delivered compelling sales presentations to prospective clients, highlighting the unique value proposition of our products and services.
  • Leveraged industry events to network with potential clients, generating significant brand exposure and driving new business acquisition efforts.
  • Launched new product lines by conducting extensive competitor analysis and identifying gaps in existing market offerings.
  • Participated in trade shows and conferences to network and generate leads.
  • Developed and maintained strategic partnerships to provide added value to clients and increase competitive advantage.
  • Strengthened client relationships, conducting regular follow-up meetings to ensure satisfaction and uncover additional needs.
  • Drove revenue growth by identifying and securing new business opportunities in untapped markets.
  • Analyzed performance metrics to identify areas for improvement and implement corrective actions.

Senior Category Manager, Bakery Marketing

Great Atlantic and Pacific Tea Company
01.2000 - 02.2012
  • Responsible for financial objectives of A&P and Pathmark banners and accountable for annual revenue of $150M
  • Responsible for overseeing and leading the bakery marketing team in all aspects of the business including category management, buying, merchandising and pricing
  • Responsible for new item and product line introduction and development as well as sku rationalization based on industry trends, competitive activity and internal trends
  • Developed category business plans, utilizing syndicated data, internal data and market trends to achieve category goals
  • Drove double digit increases in sales in 2006 and 2007 and continued positive sales trends through 2008
  • In 2008 achieved $6.8 million sales positive to budget and $10.3 million positive IDs as well as profit $3.8 million positive to budget and $5.7 million positive IDs
  • Achieved overall gross profit objectives for four consecutive years
  • Consistently deliver cost savings in product lines, packaging and production
  • Negotiated annual cost savings in excess of $500K in 2008 and 2009
  • Developed and rolled out shrink tracking tool with Information Technology Department, resulting in 1.5% reduction in shrink in 2009/2010 YTD
  • Successfully integrated Pathmark business with A&P Banner business, resulting in synergy and negotiated cost savings $1.2 million annually
  • Responsible for promotional planning and profitability for all banners
  • Development of fresh concept stores, price impact and discount models and their respective planograms and marketing strategies
  • Work with operations team to roll out new programs, train associates, grow sales and reduce shrink
  • Responsible for the analysis, growth and profitability of all product categories
  • Responsible for training and development of category manager, pricing manager and buyer
  • Strong negotiation skills
  • Strong analytical skills with the ability to utilize syndicated data, store scan data as well as warehouse shipment data to make fact based decisions regarding products, product lines and categories
  • Detail oriented with excellent follow through
  • Visited supplier offices and plants to investigate facilities and capacity to meet quality requirements, specifications and delivery dates.
  • Researched, prepared for and led supplier negotiation process for managed category.
  • Assisted in conducting audits of key suppliers and monitored supplier performance.
  • Identified and reported key performance indicators to define successful category management.
  • Delivered consistent results against financial targets through rigorous budget planning, tracking, and control measures.
  • Increased efficiency by streamlining procurement processes and implementing best practices in category management.
  • Achieved significant cost savings by negotiating contracts and developing strategic partnerships with suppliers.
  • Managed a diverse portfolio of categories while maintaining focus on driving long-term value creation for the business.
  • Developed comprehensive category strategies to drive growth, profitability, and competitive advantage in key markets.

Category Manager, Bakery Marketing

Great Atlantic and Pacific Tea Company
01.2000 - 01.2012
  • Responsible for the procurement and implementation of new product lines and programs for A&P banners
  • Responsible for contract negotiations will manufacturers
  • Responsible for financial objectives of select categories within A&P banners
  • Responsible for the growth and profitability of select product categories
  • Delivered cost savings of $1.5M in fiscal year 2005

Buyer, Central Purchasing

Great Atlantic and Pacific Tea Company
01.2000 - 01.2012
  • Maintained 97% plus service level to A&P, SuperFresh and Waldbaum’s stores
  • Managed inventory levels to meet or exceed inventory budget
  • Ensured timely delivery of products by closely monitoring vendor performance and addressing any issues promptly.
  • Collaborated with internal departments to better understand needs and determine purchasing requirements.
  • Coordinated with logistics teams to resolve any shipping delays or discrepancies while minimizing impact on operations.
  • Maintained key item stock levels and wrote or expedited purchase orders.

Fresh Bake Merchandiser

Wakefern Food Corporation
01.1998 - 01.2000
  • Enhanced customer satisfaction by providing product knowledge and recommending suitable items based on individual needs.
  • Inspected merchandise for quality and arranged proper display location on floor.
  • Boosted sales by implementing effective merchandising strategies and visually appealing displays.

Field Merchandiser

Kings Super Markets, Inc.
01.1987 - 01.1998
  • Assistant Buyer - Grocery
  • Department Manager
  • Bakery Clerk

Education

B.S. - Business Administration

Ramapo College of New Jersey
Mahwah, NJ

Skills

Sales team motivation

Sales funnel management

Sales team training

Sales training and leadership

Timeline

Director of Sales

Advantage Solutions
01.2023 - Current

Business Development Manager

Advantage Solutions
01.2012 - 01.2023

Senior Category Manager, Bakery Marketing

Great Atlantic and Pacific Tea Company
01.2000 - 02.2012

Category Manager, Bakery Marketing

Great Atlantic and Pacific Tea Company
01.2000 - 01.2012

Buyer, Central Purchasing

Great Atlantic and Pacific Tea Company
01.2000 - 01.2012

Fresh Bake Merchandiser

Wakefern Food Corporation
01.1998 - 01.2000

Field Merchandiser

Kings Super Markets, Inc.
01.1987 - 01.1998

B.S. - Business Administration

Ramapo College of New Jersey

Similar Profiles

CREATE PROFILE
Kathy J. HoptaDirector Of Sales