Andrew DeRito, MBA

Experience

• 

  PepsiCo - Pepsi Beverages Company

  May 2010 - Oct 2011

  Territory Manager
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  Daymon Worldwide

  Oct 2011 - May 2015

  Product Manager | Private Label
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  Hormel Foods

  May 2015 - now

  The lessons that I learned from managing a large, regional grocery chain (WinCo) provided a great experience foundation that prepared me for my promotion to the company’s flagship SPAM® business. I took over the management of SPAM’s Trade Marketing budget. I began this new assignment at the height of the Covid Pandemic. Almost instantly, the goals and strategies for myself and my Business Analyst became focused on keeping the business healthy while maintaining strong customer service levels. We worked closely with Marketing, Supply Chain, Demand Planning, and Sourcing to simplify the business, maintain strong in-stock levels and support our retailers during a most unusual period for our industry. My key contributions included the creation of a Product Allocation Model which was used by the entire Sales Department to quantify volume assumptions and demand forecasts. These guidelines covered corporate promotions, Field Sales promotions, and Ecommerce programming. In addition, we developed channel specific scorecards to better understand the key business drivers, issues, and challenges facing the Grocery and Club Store channels. Once business began to return to “normal” we quickly pivoted and re-introduced ancillary flavors and pack sizes to satisfy a broader range or consumers while maintaining high levels in in-stocks across the entire portfolio.All of these efforts contributed to a record sales year in the Club Channel and we accomplished all of our volume and margin objectives in the Grocery Channel.The pandemic period was a strange and challenging experience. However, I learned how to be flexible while effectively managing time and resources to maximize service levels to our trading partners while satisfying the vast majority of SPAM’s loyal customers. Show less Tasked with managing the Grocery, Mexican, and Meat categories for all WinCo chain stores for Hormel. This amounts to approximately 25% of Hormel’s total business with WinCo. In order to perform at a high level, this position requires establishing and maintaining close working relationships with Category Management, Trade Marketing, Supply Chain and Regional Sales Management. This role is responsible for managing all vertical business relationships and touch-points between Hormel and WinCo. Management authority includes annual planning and programming, trade budget management, account level P&L, promotion/program execution and new item introductions. KPI’s are based on unit and dollar sales, market share, profitability, and trade spending efficiencies. BIG WINS:💠 Grew sales volume 8% over a 3-year period by gaining distribution on 28 incremental new items. 💠 Uncovered an underserved segment for WinCo’s premium lunchmeat section. Capitalized on the opportunity by introducing a line of specialty Italian cuts which resulted in $600K of incremental sales for 2019. 💠 Discovered an opportunity for marinated meats by analyzing WinCo market basket data. Launched the Always Tender pork brand and generated $275K incremental sales for 2018. This line generated 2019 sales of $550K. Show less Promoted into the role to build and execute account level business plans for the Herdez®, Chi Chi's® Tortilla Chips, and Don Miguel® brands nationally for major chains in the Grocery, Club, Mass and other channels. The role was national in scope and was responsible for developing promotions, establishing monthly goals for accounts and for Field Sales territories, establishing and maintaining pricing strategies, allocating trade promotion budgets and managing brand level P&L’s. This role reported into the Category Sales Department and worked very closely with Marketing and Finance. While this position didn’t have primary call responsibilities, it was customer facing to support planning and program execution initiatives. Key accounts included: Walmart, Costco, Ahold, Kroger, Meijer, Publix, Wegmans, Albertsons. BIG WINS:💠 Successful shifting of Trade Marketing budgets from price-driven tactics to Shopper Marketing and Digital led to 7% net sales growth for 2017 while trade spending budgets came in at Plan. 💠 Directed a cross-functional team which analyzed all aspects of business efficiencies at the SKU level. The team identified 104 items that combined to contribute less than 1% of Hormel’s total portfolio sales. Eliminating these items saved the company over $3.0MM. 💠 Created and managed the execution of Hormel’s first-ever secondary display program with a 3rd party partner. Working with Snyder’s of Hanover, special P.O.S. and display racks were developed along with enhanced in-store merchandising service levels. This program was primarily implemented in the Northeast market and drove 10% increases in sales Show less The primary focus for this role was on creating and conducting full category reviews for customers and the National Accounts team. Scope included analyzing business and market conditions, data analysis, and insights generation. Recommendations in the areas of assortment, pricing, promotions and shelf space merchandising were expected. Other accountabilities included tracking the performance of new items, promotions and competitive initiatives and then developing Action Reports to inform the leadership teams. Key Customers included: H.E.B. Brookshire, Stater Brothers, WinCo, and West Coast Independent retailers.BIG WINS:💠 Developed and managed the execution plan for an out-of-department Skippy Smoothie display program which generated a 7% sales increase over prior year. 💠 Sold in a new snack section program to H.E.B. Senior Management. This incremental program grew total category sales by 11% in an 18-month time frame. Show less

  • Customer Business Manager

    Aug 2022 - now

  • National Category Sales Manager | SPAM®

    Apr 2021 - Aug 2022

  • Senior Customer Executive | WinCo Foods

    Jan 2018 - Apr 2021

  • Associate Category Sales Manager | Chi Chi's® & Don Miguel®

    Jun 2016 - Jan 2018

  • Senior Analyst | West Coast

    May 2015 - Jun 2016