The document discusses three key areas of focus: 1. DSD People Management/Leadership - Coaching direct reports, developing high-speed leadership to drive success. 2. Flawless Retail Execution - Negotiating sales internally and externally, providing a clear game plan to ensure market success through collaboration. 3. Success in the Market - Achieving major account placements, owning holidays/events, and lifting sales by $2.5M in Q1 2011. It also summarizes a second focus on Diversity and Inclusion through inspirational leadership, community relationships that generated funds for non-profits, and partnering to distribute coats to families in need. Finally

1. Highlights Within CPG
(Consumer Package Goods)

2. DSD People
Management
/Leadership
• Coaching, teaching and
developing direct
reports in a DSD
environment
• The speed of the leader
determines the pace of
the pack
Flawless
Retail
Execution
• Negotiate sales and
execution both
internally (RSR’s) and
externally (DM’s and
store level directors)
• Provide a clear “game
plan” to ensure market
level success
• Collaboration with
Sales Operations (DSD
Warehouse)
Success
in the
Market
• 15+ pallet displays
throughout 20 major
accounts
• OWN the holidays (and
Super Bowl)
• Net = $2.5M lift in sales
during Q1 2011

3. Diversity and Inclusion
(Community Relations)
Inspirational
Leadership
• Effectively communicate cause
branding initiatives
• Drive strong employee
engagement
• Plan, Organize, Lead and Control
the event
Successful
Community
Relationships
• Generated revenue for MS Walk
and Susan G Komen breast cancer
awareness
• Participated in Operation Warm
partnering with CHA in passing out
grocery bags and over 10,000
coats to underprivileged families

4. 30/60/90 Day Plan

5. ONBOARDING ACTIVITIES
 Meet with L&D (Learning and Development Manager) to prioritize and
determine expectation with specified timeframe, discuss major
accounts and develop initial plan of action.
 Review revenue goals and product sales history with assigned territory.
 Research accounts thoroughly by obtaining any additional/previous
information from management/sales team.
 Create detailed Territory Market Analysis and competitive analysis.

6. 30 DAY PLAN
 Continually increase knowledge of all things SWS via biweekly
collaborative discussions.
 Meet with SWS team to coordinate scheduling and develop a priority
list of initial targets.
 Develop target list of high value customers to establish initial call plan.
 Visit each account for personal introductions, identify key office
personnel and decision makers.
 Identify all key Parent Support Organizations

7. 60 DAY PLAN
 Adjust territory routing and targeting as needed based on trainee focus or
set initiative.
 Maintain regular contact with L&D to ensure appropriate progress is being
made.
 Continue self-study to ensure a solid base of wine and spirits knowledge.
 Research creative ways to keep trainees engaged and convey message to
our customers out in the field for driving growth.
 Continue to turn in all assigned paperwork and reports and transmit call
activity as scheduled

8. 90 DAY PLAN
 Tweak territory routing as needed.
 Maintain regular contact with L&D to ensure appropriate progress is
being made.
 Participate in biweekly collaborative call with team.
 Continue self-study to ensure a solid base of wine and spirits
knowledge for continuous improvement.
 Implement creative plan in the field with focus on customers as well as
consumers to increase market share and sales volume.

9. CUSTOMER CENTRIC SELLING

10. I’M A CONSULTANT….NOT A SALESMAN
 Discover Opportunities
 Find solutions to customers problems
 Follow up satisfaction
 Customer understanding
“Continuous Dialogue”

11. WHY ELIJAH HAMILTON? (R.O.I.)
 Proven Track Record of Strong Leadership and Results within competitive
DSD arena
 Innovative thinker
 Customer Management Strong ability to build and leverage Relationships
 Timely Follow up Skills
 Highly Analytical
 Client Relationship Manager who understands that “People buy from
People”

12. So When Do I Start?