Progressive Grocer - June 2018 - 46

COVER FEATURE

2018 Top Women in Grocery
Sarah
Ciccarello

VP of Customer
Strategy,
Clif Bar & Co.

With more than
20 years of grocery industry
experience, Ciccarello is a
consummate people developer,
strategic thinker and passionate
industry veteran.
Company leadership and
sales look to her for her quiet
and humble expertise on topics
covering sales and marketing;
she's extremely thoughtful and
considered a mentor by many
people company-wide.
Cicarello is a key contributor
to City of Hope and Network of
Executive Women, and serves
as the face and voice of both
organizations at Clif Bar & Co.;
she also volunteers for community service efforts through
Rebuilding Together and Habitat
for Humanity.

Amy Davis
VP, General
Manager,
Crossmark

In her most
recent role, Davis
picked up a new
portfolio of clients and established client confidence within
months, which led to expanded
business and improved net
promoter scores.
She ended 2017 at 107 percent
to Crossmark's revenue target
and 109 percent to Crossmark's
earnings target for the baby,
beauty and household portfolio.
Davis also drove expansion of alert-driven coverage
capabilities across channels
to deliver a better return on
investment for clients, and
coordinated the rollout of
Crossmark's OneHub retail
platform, ensuring a seamless transition and improved
functionality for clients.

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Karen Jobb
VP of Sales,
Clif Bar & Co.

Jobb and her
team drove extraordinary results
in 2017, the result three years of
achieving big in-store initiatives
that drove significant revenue
growth for Clif Bar & Co. brands,
as well as sustained growth for
the brands and the category.
Her customers and channels
delivered a three-year compound
annual growth rate of 14 percent
versus total company at 8 percent, accounting for 65 percent
of total company growth.
Jobb led her team through an
organizational restructure, during
which new team leaders were
added to three of her four customer teams, and several large
customer negotiations requiring
CEO approval.

Christine Gard
VP, Daymon

Gard completed
the repositioning
of Daymon's
team by increasing talent and experience,
and shifting the culture while
improving the bottom line; she
reassessed the talent to solve
for growing collaborative services and insights to take the
business to the next level.
By steering the conversation, both internally and
externally, she achieved
results that led to dramatically
increased customer sales.
Gard was acknowledged by
a retailer for the repositioning of
its in-store execution business;
she's also involved with United
Way of Bexar County, the Women's Leadership Council and
Bexar County 4-H.

Melody Richard

Chief Strategy
Officer, Suja,
The Coca-Cola Co.

Richard's
team executed a
collaborative business-planning
session that led to the creation
of a joint business plan for 2018
to drive growth across the Coca-Cola portfolio.
She and her team led efforts
to launch an exclusive USO
program with Sam's Club that
packed 3,556 USO kits with
the club store chain for troops
overseas.
Richard is passionate about
women's advancement in the
CPG and retail industries;
she's the VP of membership
and engagement and a global
ambassador for Women's
Linc, the Coca-Cola Co.'s
affinity group focused on
diversity and inclusion.

Kathleen Owen
VP, Sales,
Daymon/CDS

SENIOR-LEVEL
EXECUTIVES

Shannon
Durham

VP, Customer
Management,
Coca-Cola
Co. Bottling
Consolidated

Durham's team doubled in staff
number and grew in geographic
territory, and as a result, she
was able to execute a radical
organizational shift and a new
customer framework.
At Kroger, her largest customer, Coca-Cola outperformed
total beverage across all joint
business-planning metrics, with
a 4.9 percent increase in retail
sales dollars versus plan and
a 6.3 percent increase in unit
sales versus plan.
She engineered a multiyear
partnership with Dollar General
that resulted in the Dollar General Bowl, the only grocer-sponsored NCAA college football
bowl game.

Nicole LeMaire
VP, Daymon/
Interactions
Marketing

Owen played
a critical role
in developing
an entirely new marketing,
analytics and scorecard
platform focused entirely on
communicating the value of
the experiential demo, from
the front end selling effort to
planning unique events.

LeMaire has
had an excellent
track record in
new business development for
the past year: She successfully won three retail demo
platform businesses for Whole
Foods Market, Giant Eagle and
Price Chopper, and had them
launched within the same year.

Her changes have led to a
fact-based business approach
that positions demo services as
a critical strategic option in any
sales and distribution strategy,
and are making CDS a significantly more important part
of the collaborative planning
process.

She also seamlessly integrated
her group within the Advantage
Retail Experience, which holds
several key AOR appointments
for demos.

The progress on this front
is evidenced by the 50 strategic planning sessions already
booked for 2018.

Through LeMaire's leadership,
the integration saw little to no disruption to existing accounts, and
she's already introducing new
service offerings to her accounts
in the wake of the partnership
with Advantage.


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