Dave Johnson is a respected business leader with over 28 years of experience in the consumer packaged goods industry, currently working as a Customer Development Account Manager for Nestle USA. He has extensive experience leading sales teams and managing high-volume beverage distributors. Throughout his career, Johnson has transformed business models, expanded distribution networks, and achieved significant growth in market share and revenue. His core competencies include business development, market planning, product distribution, relationship management, and sales leadership.

1. DAVE A. JOHNSON
C: 661-753-6970
28434 Agajanian Drive, Santa Clarita, CA 91390
Davea.johnson@us.nestle.com
https://www.linkedin.com/pub/david-johnson/4b/293/31a
BUSINESS LEADER
Respected, accomplished business manager with a distinguished 28 year career in the CPG Industry. Extensive
experience, and a successful record. Effective leader of sales account executive teams and high volume
beverage distributors. Expert communicator, presenter, negotiator, and team energizer. Ability to forge solid
relationships and build consensus across multiple organizational levels. Core competencies include:
 Business Development, Transformation &
Expansion
 Market Planning & Positioning
 Multi-Channel Product Distribution
 Product Introduction & Development
 Building Alliances & Partnership
 Sales Team Building, Training &
Leadership
 Key Account Relationship Management
 Distributor Management & Development
PROFESSIONAL EXPERIENCE
CUSTOMER DEVELOPMENT ACCOUNT MANAGER, 2013 – Present
Nestlé USA, Sales Division, DSD / FS Chilled Beverage Division, Valencia, CA
Manager and leader of Customer Development; customers are third party Direct Store Delivery Beverage
Distributors and Convenience store Key Account Retailers. Responsible for growing revenue and developing
shared value behind Nestlé Chilled Beverage trademarks. Success in achieving high performance targets and
growth.
WEST REGION BUSINESS MANAGER, 2007 – 2013
Nestlé USA, DSD / FS Chilled Beverage Division, Valencia, CA
Successfully transformed a strategic business model for Nestlé Chilled Beverages. Nestlé Nesquik Flavored Milk
products and, Coffee-Mate Liquid Creamers, were converted from a co-packed, refrigerated beverage distribution
business model to self manufactured Aseptic long shelf life beverage products with a direct store delivery
emphasis. Responsible for achieving high performance volume and distribution targets across existing traditional
channels of trade and expanding into new channels. Negotiated and appointed exclusive distribution contracts.
Region managed 30 best in class exclusive Direct Store Delivery beverage distributors across the West (CA, NV,
AZ, HI). Built and refined our western United States distribution platform to launch product innovation and
growth, for Nestlé DSD and Food Service.
Accomplishments:
 Increased Nesquik points of distribution across multiple channels of trade by over 3500 locations from
2011 to 2012
 Grew Nesquik Ready to Drink Market Share (2012) in the western United States to a 50.5% category share,
in comparison to Total U.S. category market share of 27.5%. Increased West Share points by 3.7, increased
dollar growth by 9.3% in comparison of Total U.S. share decline of -.8 share points, and dollar share
decline of -1%.

2. WEST REGION BUSINESS MANAGER, 2004 – 2007
Nestlé USA, Chilled Beverage Division, Denver, CO
Was promoted to develop and grow sales revenue and distribution for Nestlé Chilled Beverage trademarks in the
small format and convenience store class of trade for the Pacific Northwest. Goal was to profitably grow Nestlé
Nesquik and Coffee-Mate Liquid creamers by converting them from a licensed dairy business to a co-packed,
direct managed business model, the first step toward a self manufactured and direct managed business unit. Hired
and Managed 2 Area Managers and a multi broker network covering 7 Northwest states. Exceeded high
performance targets all 4 years. Built an impressive record of achievement in order for Nestlé management to gain
confidence and secure funding of $700M to invest in a state of the art self manufacturing aseptic filling beverage
facility.
The Nestlé facility in Anderson, IN still remains as the largest manufacturing/processing investment to date for
Nestlé USA and currently produces Aseptic products (Nesquik, Coffee-Mate Liquid) and has additional
manufacturing capabilities.
Accomplishments:
 Highest brand shares and growth in the country for Nesquik and Coffee-Mate Liquid
 Key Performance Measures consistently and greatly exceeded the national averages
AREA BUSINESS MANAGER, 1995 – 2004
Nestlé USA, Chilled Beverage Division, Dallas, TX
Built an impressive record of achievement and brand growth for the Nestlé licensed dairy business. Consulted and
led our licensed manufacturing partner’s (Dean Foods, Stremicks Heritage Foods) and dairy distributing network.
Responsibilities included: distributor management, broker management, geographic retail coverage, key account
development, trade fund development, analysis and leveraging the Nestlé business portfolio. Was the Nestlé direct
point of contact and manager at key retailers: Wal-Mart, Kroger, Publix, HEB, Tom Thumb, Randall’s, 7-Eleven,
and Valero Energy.
Private Label Region Manager, 1994 – 1995
Nestlé USA, San Francisco, CA
Responsible for growing Private Label ground roast and soluble coffee revenue. Prospected high volume retailers
with the goal of manufacturing their private label ground roast coffee and soluble coffee. Called on Grocery
Channel VP’s; customers included: Western Family, Vons, Safeway, Stater Brothers, Albertson, and Bashas.
Trade Promotion Manager, 1992- 1993
Nestlé USA, San Francisco, CA
Responsible for national pricing and trade budget management and analysis across all channels of trade for high
volume soluble coffee trademarks: Tasters Choice, Nescafe, MJB and Hills Brothers Coffees.
Division Manager, 1990-1992
Hills Brothers Coffee (Acquired by Nestlé USA), Kansas City, KS
Youngest Division Manager in the company at the time, ranked #1 on performance achievement versus annual
goal in 1991.

3. District Manager, 1988 – 1990
Hills Brothers Coffee, Dallas, TX
Pioneered geographic expansion into the North Texas Market. Hired, Trained and managed 10 key account
managers and sales representatives. Successful launch led to Hills Brothers Coffee expansion into the Florida
market.
Key Account Manager, 1986 – 1988
MJB Coffee, San Francisco, CA
EDUCATION & LEADERSHIP SKILLS
B.A. in Speech Communication – California State University, Northridge, California
NCAA Scholarship Athlete – Football (Quarterback)