Steven R. Gilworth
Foothill Ranch, CA 92610
Preferred method of contact: telephone or email
Results Oriented, Values Driven Self Starter Sales Executive with 15+ Years Experience In Branded and Private Label Consumer Products.
I am a strategic, top-performing sales executive with demonstrated accomplishments and a successful track record in channel management within consumer products verticals. A recognized solutions-oriented collaborative motivator who communicates a clear vision for the execution of comprehensive strategic marketing plans.
An exceptional negotiation, presentation and organizational skills I am a cross-functionally literate, operationally savvy relationship-builder who is committed to shaping and reinforcing a high integrity culture of entrepreneurship based on core values of trust, “business partner” alignment and profitability.
I possess critical expertise in solution selling to regional/national grocery, food service, drug, convenience, mass merchandise, hardware and club store accounts in the United States and Canada.
- National and Regional Account Management
- Recruiting, Coaching, Training and Leadership to Broker, Direct & Distributor Sales Groups
- Channel & Category Management
- Promotional Planning, New Product Launches & Merchandising
- Solution-Oriented / Consultative Sales Approach
As a sales professional, I really enjoy taking products to market and building sales and market share – and repeating this process over and over again either through new items or line extensions.
I think one of the most important qualities for success in any business leader’s career is the ability to make tough decisions and to know when to walk away from business when it is unlikely to be profitable in terms of gross margin or dollar volume.
Success in a senior sales role requires that one take a genuine interest in helping a customer grow their business. I am not interested in just “selling something.” My goal is to add value to my customers’ businesses. I am someone who brings an opportunity or solution to my customers that will increase sales volume in the whole category. If you take this approach you will be successful and build long-term, mutually profitable relationships. Also you must have excellent customer service skills, return phone calls & e-mails, turn information around quickly, and under commit and over deliver.
During my consumer products career I have had the opportunity to work with (and learn from) some amazing people.
My perfect boss is someone who allows me to take the ball and run with it; gives me my decision making guidelines, and then becomes my mentor, answering questions and guiding me on issues that are out of my decision making realm. I think my boss would describe me as:
- Self motivated, results oriented, goal driven, and a team player
- Tenacious and professionally persistent
- Possessing excellent follow up and follow through skills, detail oriented, with good communication skills.
I have always worked from a remote, home office environment, writing my own travel schedule and setting my own priorities. I am given my region, customers, and marching orders for building the business. My superiors have typically occupied more of a mentoring role for me and I have had excellent working relationships with other departments within the company. I am a true team player.
When hiring staff, I look for people that do research on the company, are well prepared for the interview, and have work samples that show their results and demonstrate that they are a self-starter and are highly motivated. Those professionals who are persistent in the follow up process after the interview definitely get my attention. I think the people that work for me would describe me as motivational, educational, mentoring – a “roll up the sleeves” guy who will work directly with them on calls. My management style is definitely based on results achieved against mutually agreed upon goals that have been set.
The biggest challenges I have faced in my career have been when I have replaced regional managers that had created ill will with customers, direct brokers and/or sales groups.
In these situations customers are leery about doing business with you. Sales groups are wary of a new manager and it can be a real challenge to change this attitude. To overcome this type of issue, I make daily calls on all customers and brokers on a continuous basis and provide excellent customer service, follow-up and follow-through. This sends a consistent message that I am serious about building the customer’s business and long-term, positive relationships.
In one instance, this approach resulted in a turnaround in perception and sales with 31 new accounts being opened in a year and sales increases of 60%. Customers and brokers had an increase in their commission checks! Results build trust.
One of my proudest career achievements thus far was when I was working for Destination Products International. As the National Account Manager I grew sales at Safeway stores from $29 to $40 million.
I think what differentiates me is that I take the time to do the little but important things well – good communication, excellent follow-up and follow-through – and I take personal pride in my work. This sets me apart from my competition. I also keep in mind that I am not superior to anyone. If you take time to learn about people and build rapport, you will learn the secrets to their motivation and know how to manage them to success. This same principal leads to successful working relationships with your customers.
As the economy improves I think we will see an increased demand for sales professionals who take the time to learn about the business dynamics of their customers as a way to increase sales volume and profitability for their companies and customers. It will be an energizing time in this business, and I am especially excited about finding new ways to bring products to market and gaining exposure to consumers through social media marketing and other new channel technologies like mobile.
Steve is an exceptional CPG sales executive with a breadth of experience in the branded and private label frozen and deli foods and plastic disposables categories. He has extensive experience across top national grocery and chain store channels including Costco, Safeway, Smart & Final, Bashas, Fred Meyer, and United Western Grocers, to name a few.
A recognized sales leader, Steve has consistently delivered results that exceed sales goals, opening new business and growing existing customer relationships in the face of historically declining sales and customer acquisition.
Steve’s leadership style is decidedly “hands on”, goal oriented, and metrics-driven. He has built and managed several successful sales organizations to top performance through creative retail planning, category management and product development initiatives.
As National Accounts Manager for Destination Products, International, Steve planned, implemented and executed the successful “Safeway Select” and “Signature Café” private label brands for Safeway’s 1500+ retail stores. He has been honored on multiple occasions for sales performance and leadership by such organizations as Borden, DPI Marketing, Staples and many more.
Steve Gilworth is a top-notch CPG professional with a passion for his work and a solid history of outstanding performance – a true asset to your senior sales management team.