Michael Hanna

• Led the development and execution of annual Business Plans. Directed the development of annual account business plans; strategy, tactics (NPD, distribution, category segmentation, etc.).
• Championed Broker/Partner Team Development (training, orientation, coaching, motivation). Managed performance, established KPI’s and monitored progress vs. plan with regards to volumes, budgets, spending, etc. Directed and participated in Quarterly Broker Review Meetings and provided input into preparation of Broker selling tools.
• Developed and implemented strategic pricing models to enhance competitiveness and maximize profitability while maintaining strong partner relationships; managed promotional activities including trade programs.
• Owned the growth plan by identifying what is needed to drive Ocean Spray ingredient sales in the market in terms of partners and the capabilities needed to expand Ocean Sprays business (distribution/ warehouse partners, sales agents, products for the market/applications, marketing support to drive awareness or other key strategies positioned against the trade, industry, retail or consumer markets audiences.
• Penetrated customer’s key decision makers to understand their business model and key initiatives to meet customer needs and Ocean Spray business objectives.

• Worked with BDM’s to support development of annual fiscal and long range Internal broker business plans by providing customer data and regional insights.

• Supported International agents, distributors and BDM’s on initiatives to increase volume and sales revenue per the strategic plan.
• Conducted research to identify growth opportunities and competitive insights particularly in regards to country specific expansion and recommendations of alternative routes to market.

• Managed contracts on a regional, broker and customer level and analyzed it to provide reporting on monthly sales volume, pricing, forecasting, and market trends.
• Provided analysis on country’s import/export data and market share and leveraged it to create specific customer and/or specific category presentation for business managers.

• Managed monthly Ingredient product forecast development and analysis; interfacing with Ingredient Sales, Finance, Production Planning, and the external agent network.
• Performed financial analysis, ad hoc reporting and modeling, to produce and develop analytical tools which monitor and measure objectives against plan.
• Responsible for measuring forecast accuracy, understanding drivers, and interfacing with agent network to help identify problems and drive improvements.
• Presented findings from data-driven analyses to senior management, influencing strategic decision-making processes.
• Conducted competitor analysis to identify gaps in the market and capitalize on unique selling points.