1. ROBERT WOLFE
1776 Botelho Drive #310, Walnut Creek, CA 94596
(H) 925.954.8459  (C) 925.286.6768  bob.wolfe@comcast.net
SALES AND ACCOUNT MANAGEMENT PROFESSIONAL
Proven history of delivering significant and sustained revenue and profit improvements in consumer packaged
goods industry. Track record of building territories, managing key accounts, developing strong client relationships,
collaborating with in-house teams, and sustaining customer satisfaction. Extensive experience creating and
executing operating plans resulting in enhanced sales volume and profits. Areas of expertise include:
 New Business Development  Account & Territory Management
 Training & Development  Vendor & Client Relations
 Process Improvement  Market Analysis
 Product Marketing  Cost/Benefit Analysis
 Financial Analysis  Team Building & Leadership
PROFESSIONAL EXPERIENCE
American Rice, Inc. – Houston, TX 2006 - Present
Global manufacturer of olive oil, olives, and rice with annual sales of $1.7B.
REGIONAL SALES MANAGER
Managed key accounts for world’s #1 producer of olive oil and #3 producer of long grain rice in US. Directed
packaging, production, logistics, and customer service for Costco account. Handled P&L, 15 business managers, and
$50M budget. Facilitated development of regional brands into national brands. Launched new items and product lines.
Key Accomplishments
 Introduced new items for national distribution at Costco Wholesale and guided account into largest
customer with annual sales of $40M.
 Tripled WinCo business and developed it into top-producing account, from $1.3M to $4M within 2
years, by securing enhanced distribution and increasing display frequency.
 Obtained regional distribution for numerous rice brands leading to Restaurant Depot’s status as top 25
customer with annual sales of $2.5M.
C&H Sugar Company – Crockett, CA 1996 - 2005
Refines, packages, and markets cane sugar as part of American Sugar, largest refiner in US. Annual sales of $1B+.
WESTERN REGION SALES MANAGER (2002 – 2005)
Directed largest customer, Costco, and managed various broker regions. Handled account price lists and
presented recommendations directly to CEO. Analyzed conditions of sugar market. Supervised between 4 and 8
business managers depending on region and developed annual operating plans. Managed $120M budget.
Key Accomplishments
 Negotiated national supply agreement with Costco resulting in nationwide expansion and business
enhancement of higher margin C&H products. Increased margins and volume 50%, from 100 million
pounds to 150 million pounds.
 Developed new business and expanded distribution in all regions leading to margin increases and
profit growth.
 Generated $125M in annual sales, increased sales volume by 25%, and improved margins by 10%.

2. Robert Wolfe – Page 2 bob.wolfe@comcast.net
NORTHWEST REGION SALES MANAGER (1999 – 2002)
Managed regional food brokers and Costco Wholesale. Developed financial analysis tools used by all regional
managers in grocery division. Created and executed special promotional programs, customer incentive
initiatives, and broker incentive plans to achieve budget on sales volume and profit in all regions.
Key Accomplishments
 Increased margins by 38%, sales volume by 31%, and market share by 10%.
NORTH CENTRAL REGION SALES MANAGER (1996 – 1999)
Supervised regional food brokers and developed new customer relationships. Expanded distribution in all
markets and exceeded objectives for sales volume, margins, and market share each year.
Tri Valley Growers/S&W Fine Foods – San Francisco, CA 1985 - 1996
Fruit, vegetable, and bean canner with annual sales of $1B.
DIRECTOR OF CLUB STORES & SPECIAL CHANNEL SALES (1995 – 1996)
Designed and implemented pricing, promotional, and incentive programs to maximize profitability and sales
volume. Generated incremental sales by expanding customer base and enlarging product distribution.
Collaborated with marketing department on product launches and packaging. Crafted sales plans and budgets.
Key Accomplishments
 Administered integration of S&W ($30M) and Tri Valley ($20M) businesses for Costco account.
Managed preservation and turnaround of lucrative but poorly run Costco account as dollar
responsibility increased 40%. Controlled price list and improved sales and profits with strategic
decisions and plans.
DIVISION SALES MANAGER (1993 – 1995)
PRIVATE LABEL SALES MANAGER (1992 – 1993)
ACCOUNT EXECUTIVE (1989 – 1992)
SALES REPRESENTATIVE (1985 – 1989)
EDUCATION
Bachelor of Science – Business Administration (Minor in Marketing Management)
California State University – Hayward, Hayward, CA