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RISING STARS 2018 Top Women in Grocery

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RISING STARS 2018 Top Women in Grocery COVER FEATURE RISING STARS 2018 Top Women in Grocery Danielle Bunch Kimberly Cowen Director of Sales, Regional Manager, Enterprise Strategy, Advantage Rising Stars Advantage Solutions Solutions To help increase Bunch provided EBITDA, Cowen crucial leadership and strategic stepped in to offer her organiza- direction as some Advantage tional skills for major events and Solutions employees became activations such as the Meijer SAS Retail Services employees, LPGA Classic and Back to Col- ensuring that the transition went lege events. smoothly by holding 200-plus meetings with individual suppliers She maintains a regular and associates to communicate presence in stores and at events, the path forward and the added doing whatever’s needed, benefits of the partnership. whether it’s event prep, setup or cleanup, to help the team and She gained responsibility for her company. the retail analytics team, working with its leader to implement This past January, Cowen was new processes and technology given several additional responsi- enhancements to gain operation- bilities, including crafting weekly al efficiencies for the sales and client updates, summarizing retail teams. field execution, and highlighting key operational initiatives driving Bunch created the first web- innovation and creativity to meet based vendor portal for the Advantage’s platform annual largest retailer, giving it real-time EBITDA and revenue goals. visibility to results. Kelli Ficke Jennifer Gruber Brooke Heintz Amanda King Senior Category Senior Director, Client Service Sales Manager, Manager, Team Analytic Solutions, Manager, Advantage Leader, Advantage Advantage Advantage Solutions Solutions Solutions Solutions When Advan- Ficke’s analysis Gruber devel- Tasked with tage transitioned led to a brand’s expansion of its oped an online training program securing 30,000 in-store activa- to a new financial system, King twin-pack solutions business at a specifically focused on proper tions, Heintz surpassed the goal developed a new approach to major retailer, and she also iden- data use for all professional by an extra 2,000 events, equiv- the month-end reporting and tified opportunities in the retailer’s associates; the course was a alent to an additional 7 percent processes, providing enhanced divisions; the brand’s business critical element of Advantage’s increase to the overall profit. revenue detail and helping with subsequently grew more than efforts to ensure proper use of, the preparation of the month-end 6 percent, driving the retailer’s and compliance with, high-value For Family Meals Month in financial summary. eye care category growth of 3 data assets. September, she helped introduce percent. an event for Mars’ Uncle Ben’s She was recognized as a She led the development of brand; the customized event significant contributor to the She identified the right organic new data visualizations and strategy, featuring uniquely success of the headquarters items for a brand undergoing applications for Adlumina, a branded carts with recipe cards, sales services division’s ending SKU rationalization at a retailer, next-generation Speed to In- led to results exceeding those of the year 2 percent to budget. so that its business grew 16 per- sights analytic tool for clients and previous programs. cent with a reduced SKU count, internal users. King began serving as a coach while the retailer’s category rose Having determined that it for an Advantage leadership more than 5 percent. Gruber pioneered the creation would be beneficial not only to development associate team, of a three-part shopper analytics herself, but also to Advantage, which entailed collaborating with Ficke received a brand’s Cate- online workshop, in which Heintz is pursuing a business members on their responsibili- gory Manager of the Year award; 50-plus associates participated degree while continuing to excel ties and learning assignments, she also volunteers as a coach in a fun, engaging program to at her full-time job. and enrolled in the company’s for youth soccer and basketball develop their panel analytics and year-long Accelerated Career teams. storytelling skills. Experience program. COVER FEATURE RISING STARS 2018 Top Women in Grocery Amy Knox Amanda Reaves Crystal Rossel Bethany Account Executive, Sales Team Client Team Schwartz Advantage Leader, Advantage Leader, Advantage Client Team Solutions Solutions Solutions Leader, Advantage Solutions Knox secured Chosen as a re- In a year of a divisional part- tailer’s and a CPG declines for most Schwartz was nership with Kraft to promote brand’s Top Branded Broker, of the categories in which her a key member of the team that its Hockeyville local community Reaves achieved 16 percent over clients participate, Rossel led the RFP process to win a sports outreach initiative; the pro- last year and secured $14 million managed to deliver impressive German chemical and con- gram generated 370-plus events in gross shipments by developing overall combined growth of sumer goods business; during over five weeks in the Eastern and executing key promotional 108.4 percent compared with the transition, she integrated division. plans to gain top- and bot- the prior year. the Advantage organization tom-line growth. into the new business while She was instrumental in secur- Her dedication, analysis, and building trust and credibility ing Albertsons’ Eastern division’s Her focus on building new desire to create win-win situa- with senior leadership. first community involvement brands through category lead- tions for both Advantage and her program, facilitating the donation ership, commitment to identify- clients resulted in a more than She co-developed content and of 15 cases of food and toiletries ing and communicating trends, an $800,000 (four-point) margin led a course for Advantage mid- on behalf of Albertsons/Safeway eye for developing presenta- improvement for her businesses. level managers, “Investing in Your to a local food bank. tions, successful track record Team Through Coaching.” in regard to the overall strategy, Rossel played a key role in Asked by Rasmussen Col- and expertise in identifying re- identifying and closing incre- Schwartz teamed with multiple lege to assist college students tailer opportunity gaps resulted mental business-to-business business units to finalize a con- in enhancing their interviewing in two new vendors/brands opportunities across her port- tract with a Turkish cookie com- skills to gain employment after being sold into a retailer. folio, successfully addressing pany focused on private label graduation, Knox volunteered specific client business needs expansion in the United States, her time to conduct mock Reaves is a board member of that have delivered $1 million leading to further business with interviews and provide coach- NFRA’s Central Florida Chapter. in incremental revenue to allied companies. ing and feedback. Advantage. Marilu Robles Lindsey Pruitt Elena Skaletsky Samantha Director, Marketing Director of Business Influencer Marketing Weinstein Operations, Development, Supervisor, Director, Media Advantage Advantage Advantage Operations, Solutions/ Solutions/Advantage Solutions/Advantage Advantage Advantage Media Solutions Media Solutions Solutions/Advantage Marketing Partners Media Solutions Pruitt drove Skaletsky Following various changes to more than 50 percent of 2017 implemented influencer trade- Working with upscale grocer the Advantage Retail Experience sales for her division across a desk capabilities and new ways The Fresh Market, Weinstein Group, including the name, sales team of six people and of working that have brought in came up with a plan to improve Robles led efforts to promote the exceeded personal revenue goal three new clients and $382,000 the correlation between ad expo- “new” ARX, a strenuous educa- by more than 250 percent. in campaign budgets. sure and in-store traffic. tional task that involved collabo- rating with business leaders and She created and implement- She developed, maintained and She also boosted her team’s becoming fully knowledgeable ed new processes to ensure strengthened Advantage Media efficiency to keep up with on each new sector of ARX. effective program delivery; Solutions’ vendor partnerships, revenue growth of more than these processes have since and led a rebuild of the vendor 50 percent, without increasing She created initiatives to been rolled out across all sales platform, tailoring it to the com- incremental cost. keep business leaders ac- team divisions. pany’s needs to help streamline countable and showcase their process flow, reduce wasted time In collaboration with leadership work, including a monthly retail Pruitt formed a collaborative and improve campaign results. at Advantage Media Solutions, platform best practices phone partnership with an external as well as with Retailtainment, call, capabilities decks for ARX video team to produce new/ Skaletsky conducted an in- Advantage’s demonstration part- services and innovative pro- undiscovered company revenue; depth review of Advantage’s nership with Walmart, Weinstein gramming presentations. managed the creation, scripting campaign execution process was a key part of the team that and production of 10 documen- to identify areas of improve- devised a video demo product Robles was a mentor and role tary-style videos for client media ment, and subsequently put that could be delivered program- model to a new hire just out of programs; and led the testing of in place changes that have re- matically, thereby broadening
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