MIKE GILROY 1845 Longmoore Lane [email protected] (425) 381-9830 Brentwood, TN 37027
MIKE GILROY 1845 Longmoore Lane [email protected] (425) 381-9830 Brentwood, TN 37027
MARS EXPERIENCE – EXECUTIVE SUMMARY
• 22 years of Mars experience both in US & Canada o 11 years of dedicated Mars Wrigley experience o 7 years of dedicated Petcare experience o 4 years of Multi-sales experience • 2013 – inducted into the Mars Tie & Scarf Club o Awarded based upon criteria of loyalty (10+ years); strong performance; and living up to The Five Principles of Mars Inc. (Quality, Responsibility, Mutuality, Efficiency and Freedom) • Team leadership experience – o VP, Trade Development & Sponsorship (4 direct reports) o C-Store National Broker Sales Director (6 direct reports) . 2 broker partners (ASM & EA Berg w/ ~75 broker associates) o Costco Team Lead (2 direct reports); o Petcare Category Management Team Lead (11 direct reports) • Have worked with top tier customers daily – Walmart (US & Canada) and Costco • Have extensive experience with wholesale/distributor partners to optimize route to market • Have had several interactions with other top customers – Target, Kroger, Petsmart, Petco • Have worked both remotely and in office environments (BOL, KKV, BRN, BEN) • Possess strong analytic/fact based selling skill set and background • Completed two GAP negotiation training courses • Completed courses on Managing High Performing Team & Crucial Conversations • Completed Leadership@Mars1 and Leadership@Mars2 training
MIKE GILROY 1845 Longmoore Lane [email protected] (425) 381-9830 Brentwood, TN 37027
CORE COMPETENCIES
Strategic Agility Business Acumen Analytical Skills Relationship Builder Problem Solver Composure Integrity & Trust Self Motivated Learning Agility
MARS INC., McLean, VA 1998 – Present
Mars Wrigley – VP, Trade Development & Sponsorship (2018-Present) Brentwood, TN Represent Mars Wrigley (MW) with all trade associations (ex. NACS, NCA, FMI, NACDS, CDA, NAMA) • Work with and in support of trade associations to address and be a resource/advocate for key issues impacting the category and channels. • Be the key liaison at trade association gatherings/meetings/conferences/conventions/boards/committees, etc. • Provide clear customer centric corporate messaging by working closely with Mars Inc. Corporate Affairs and Public Affairs teams. • Work with key stakeholders to build strong and meaningful relationships with customers • Build strong relationships with trade media Drive customer engagement and category growth through sponsorship asset activation which include: • NFL, Super Bowl, NASCAR, WWE, MLB, NHL and others
Mars Wrigley Confectionery – C-Store National Broker Sales Director (2014-2018) Brentwood, TN Responsible to assemble and manage a high performing team of broker managers to achieve company, broker and individual business and personal objectives for the Mars Wrigley Confectionery. Provide leadership to and maintain strong relationships at every level of the broker partner to best create and execute company and customer plans that deliver objectives of: revenue, growth, profit, product assortment, (everyday) placement, off shelf merchandising, pricing, promotions, and seasonal execution. • Responsible for the delivery of $324.7MM in sales revenue through a direct team of 6 and two broker partner teams of ~50 people • Ensure broker partners receive clear objectives, expectations, assessment, training, oversight, incentives, direction, assistance and feedback that delivers alignment between broker, customer and company • Assessing potential and co-creating development plans with direct reports; providing coaching, championing to realize individual potential and fulfill development plan • 2016 finalist for Sales Achievement Awards under the category of Role Model Leadership / team Gallup Engagement score of 4.96 • 2018 team Gallup Engagement score of 4.90
Mars Chocolate –National Account Director – Costco/Smart&Final (2010-2014) Seattle, WA Responsible for achieving sales and strategic objectives while continually working to strengthen relationships with Costco Wholesale at various levels and functions. These include GMM/VPs, National Buy Team, (Regional) Buyers, Assistant Buyers and Inventory Control Specialists. Internally, was required to vigilantly monitor and communicate changes in business conditions to several cross-functional partners most notably Sales Planning/Brand Management Teams, Demand Planning, Supply Chain and Finance. • Responsible for the delivery of $183MM in sales revenues through a mix of strategic portfolio and promotional management as well as strong ROI governance. • Lead a team comprised of Sr. National Account Managers (2), Sales Analysts (1), Strategic Insights Manager (1), Customer Care/Supply Chain Managers (3), Demand Planner (1) and Finance Manager (1). Direct reports 2. • Help drive a +4% increase in the Costco P&L (2010-2013) resulting in $6.7MM of incremental operating profit • 2011 – Oversaw two successful price increase implementations without any distribution losses • 2012/2013 - Successfully defended a potential +$70MM business risk due to Mars’ Calorie Management Program initiative • 2013 – Inducted into the Mars Tie & Scarf • 2011/2012 - Selected to participate in Mars Leadership Quest program
Mars Petcare - Sr. National Account Manager – Walmart (2008-2010) Rogers, AR Responsible for achieving sales and strategic objectives while maintaining a strong relationship with Walmart at various levels and functions. These include Buyers, Buyer Assistants, Marketing, Divisional VP/DMM, Replenishment, In-Store Presentation and Shopper Insights. Also collaborated with both our retail and creative partners to ensure the highest standards in execution. Internally, was required to vigilantly monitor and communicate changes in business conditions to several cross-functional partners most notably Sales Planning, Demand Planning and Supply Chain. • Responsible for the delivery of $545MM in sales revenues through a mix of strategic portfolio and promotional management. Helped to grow Dog Food sales at Walmart by $42.8MM (+2.8% CAGR in spite of strong recessionary and commodity pressures) • Have shown a strong ability to deal with adversity while successfully protecting the retailer relationship. Buyer changes (2009); Commodity driven pricing increases (5 in 2008); trade spend rate reductions (2009); product recalls (Q4 2008); and supply challenges (most notably Q4 2008/Q4 2009) • Participated in both Cost Separation Initiative (CSI) and Pet Continuity (Co-op) Program negotiations • Led account team in setting up first cross-organizational work team with Walmart (2010) Small Dog Opportunity Team – designed to explore Small Dog possibilities collaboratively with Walmart • Took on responsibilities outside of core deliverables including - Managing the team Sr. Sales Analyst; Actively participate in several Petcare SBU project teams; A founding member of the Sr. Sales Leadership Team with the goal of providing key sales insights to internal planning functions in the effort to drive toward seamless execution of strategic initiatives • Took a lead role in the coordination and presentation of both quarterly and yearly planning meetings/processes. • Part of team that earned Vendor of the Year honors in 2008
MIKE GILROY 1845 Longmoore Lane [email protected] (425) 381-9830 Brentwood, TN 37027
Mars Petcare - National Category Management Team Leader (2006-2008) Franklin, TN Responsible for leading a remote team of 11 individuals in support of the delivery of sales targets, share objectives and the building of customer equity. • Increased Team Gallup Engagement Survey scores 0.95 points from 3.16 (2006) to 4.11 (2007) - based on a 5pt scale • Made several appropriate personnel movements including the realignment of responsibilities for some, the on boarding of new hires as well as making timely decisions regarding underperformers • Managed the team during execution phase of the largest single launch in Mars Petcare’s history (Goodlife Recipe® in 2007) • Participated in several retailer projects designed to deliver shopper insights and enhance Mars’ equity with our retailer base (Safeway, Target, Giant Eagle, Petco) Mars Petcare - Sales Planning Manager – Pet Snacks & Treats (2003-2006) Los Angeles, CA Responsible for delivering sales volume and share objectives at a corporate level by satisfying sales executional elements of the agreed to activity sets. Was successful in accomplishing the task through timely and effective communications between both internal cross-functional teams (Marketing, Supply Chain, Demand Planning, Customer Care, Finance and R&D) as well as the external account teams. • Successfully planned for and executed the launch of several new items (Schmackos®, The Goodlife Recipe®, Pedigree® Jumbone® MegaChew, Temptations® Creamy Dairy Flavor) • Was accountable for periodized corporate forecast calls through an internal Markets & Shares process • Responsible for the coordination of the bottoms-up yearly planning calls • Developed understanding of technologies used during production – co-extrusion; inject molding; baking
Mars Inc (Formerly Effem Inc.).- Key Account Manager – Walmart/Canadian Tire (2001-2003) Toronto, ON Responsible for delivering sales volume and share objectives for these national accounts. • Responsible for sales objectives at Walmart Canada for the Uncle Ben’s product line in addition to the immediate consumption Confectionery portfolio • Responsible for sales objectives at Canadian Tire Corp. for both the Pet Food and Confectionery product portfolios. • Led retail operations at Walmart
Mars Inc. - Category Manager - Snackfood (2000-2001) Toronto, ON Responsible for strategically supporting account teams by providing pertinent and timely shopper insights, trend analytics and space management solutions. • Named Category Captain at Save-On-Foods/Overwaitea Foods (strong regional grocer based in British Columbia, Canada) • Developed strong proficiency in AC Nielsen syndicated and panel data • Developed strong proficiency in space management software (ProSpace)
Mars Inc. - Territory Sales Representative (1998-2000) Toronto, ON Responsible for territory sales and merchandising of Snackfood, Pet Food and Food portfolios to both chain and independent accounts. Also responsible for the in-store execution of corporately negotiated programs of sale. • Gained valuable in-store experience in many retail environments including Mass, Grocery, C-Store, and Drug Channels.
In-Store Focus – Customer Service Representative (1997-1998) Toronto, ON Livingston Logistics – Customer Service Representative (1996-1997) Toronto, ON
EDUCATION / CONTINUING EDUCATION
BROCK UNIVERSITY – St. Catharines, ON, Canada - Bachelor of Business Economics Degree . Brock Baseball Team Continuing Education: • The Complete Negotiator - The Gap Partnership (2008); The Strategic Negotiator – The Gap Partnership (2010); Managing High Performing Teams (2010); Crucial Conversations for People Managers (2009); L@M1 (2015); L@M2 (2017)
COMPUTER PROFICIENCY • Excel, Word, Power Point, Syndicated Data (IRI/ACN), Panel Data (IRI/ACN) and Retail Link (WalMart)
COMMUNITY INVOLVEMENT
• 2008-2010 Volunteer Coach – Northwest Arkansas Hockey Association • 2010 Volunteer Coach – Northwest Arkansas (Cal Ripken) Baseball Association • 2011/12 Volunteer Coach – Seattle Junior Hockey Association • 2012-2014 Volunteer Coach/Umpire – North Bothell Little League • 2015-Present Volunteer Coach – Nashville Youth Hockey League