John Cariglio: Acc in Portland, Oregon

• Design candidate profile for new hire interviews, onboarding and training program. • Work with outsides sales team in the field for in-store training. • Create go to market strategy for raw pet food category in pet specialty as to areas of focus for retail and distributor mapping. • Manage and partner with a distribution network of thirteen distributors for growth nationwide. • Ride-a-long with distributor representatives growing sales via modeling on product education and sales tactics to increase market share. • Strategize with distributor management and their sales teams to establish programs and promotions for growth. • Manage the freezer program for pet specialty as to approval process, placement and account follow up. • Negotiated mutual cost sharing programs with distributors on ISO's, national promotions and freezer programs. • Created retail call procedure for prospect and active calls and KPI's for sales team and advise management on market trends. • Call on independent retail stores and key accounts to increase sales with virtual or in-person seminars, fact based selling and asking for the recommendation at retail. next page

Created sales playbook for pet specialty and natural grocery channels of business for wet retort category and biscuits segment of business. • Served as Key Account Manager for pet specialty channel for the PNW top key regional accounts in grooming and growing their accounts. • Expanded distribution points for pet specialty channel with VSI (Veterinary Supply Inc.) on West Coast and Phillips Pet Supply on East Coast. • Set up ride along with distributor representatives and broker teams for natural grocery and pet specialty channels. • Establish detailed training program for third party brokers, distributors and pet speciality retailers. • Attended trade and distributor shows to promote line and expand growth in the USA and Western Canada. • Perform retail price survey at pet specialty for competitive pricing strategy and increase margins.

Manage sales segment for company for raw frozen and freeze-dried category of pet for domestic and international business. • Increased GSV by an additional $3M for 2019, above and beyond expectations. • Cultivate and motivate broker sales team of 11 people for the US to increase sales, gain recommendation and velocity at independent retail. • Establish an e-commerce strategy for company and establish policies for price integrity in the marketplace. • Strategize company playbook for regional markets for increased distribution points to increase market share nationally and achieved a 30% increase by yearend 2020. • Responsible for new product launches with distributor partners and broker team for successful retail execution. • Perform ride along with distributor representatives and broker teams at pet specialty. • Liaison for international sales broker and responsible for export forecast & sales. • Create sales, marketing and forecast plan for increase in consumer take-away and expand market share. • Attend distributor and trade shows, perform product and category seminars for distributor sales and broker teams.

• Responsible for key accounts in the Pacific Northwest and Northern California. • Negotiated agreements with key account partners for future growth. • Succeeded goals in first half of 2017, on pace to meet and potentially exceed sales goals in all segments of business for 2017.

• Accountable for a portfolio of business of $16M GSV with two national accounts in 47 states. • Assigned by leadership team to set up Amazon.com as direct buyer customer for main meal brands in Q2 2014. • Decreased buy back credits by $2M for POG reset by establishing a clear and concise strategy for growth with advertising and marketing plans. • Project leader for Mars Petcare cross-divisional collaborative session to create a successful business model for pet division at national accounts. • Forecasted and projected with 80% accuracy for supply & demand for the entire brand portfolio. • Worked with territory managers in the field throughout the country and gave supplemental feedback for the company's Talent Management System for their development plan.