MARK M.

SCHULZ
3525 Pierce Street (415) 931-1419 • (650) 207-1411
San Francisco, CA 94123 markmmschulz@cs.com

SENIOR SALES & MARKETING MANAGER

Driven, focused, and strategic senior sales and marketing executive offering rich history of success
accelerating sales, raising market share, fueling profitability, and posturing organizations for
sustainable growth. Accomplished executive with propensity for consistently delivering results
exceeding expectations. Thrive on challenging opportunities to develop solutions or strategies that
drive performance improvements. Expansive manufacturing experience spanning sales, marketing,
quality, manufacturing management, employee recruitment and training, branding, and more.

CAREER CHRONOLOGY

LAZZARI FUEL COMPANY, LLP – Brisbane, CA...................................................................2009 - present

Manufacturer and distributor of premium natural fuel products (mesquite charcoal, hardwood firewood logs,
smoking chips & wood chunks)

VICE PRESIDENT OF SALES & MARKETING

Created and launched a formalized sales and marketing department supporting brands and new
products. Partnered with distributors, retailers and foodservice operators to implement strategies
increasing brand awareness, expanding sales, and improving profitability. Reversed 17% decline
in sales from the prior two years and increased 2010 sales 3% in the first six months.

DEAN DISTRIBUTORS, INC. – Burlingame, CA.......................................................................1987 – 2009

Specialty food products manufacturer (organic supplements, natural seasonings, syrups, sauces, extracts,
powdered mixes and bases)

EXECUTIVE VICE PRESIDENT (2003 – 2009)

DIRECTOR OF SALES AND MARKETING (1989 – 2003)
Direct Reports: Marketing Manager, Territory Sales Manager (Regional Managers), Customer Service
Manager, S & M Assistant.
Earned challenging opportunity to oversee development and implementation of 6 successful
branded product lines. Partnered with food wholesalers to negotiate contracts and strategies
increasing brand awareness, expanding sales, streamlining operations, and improving
profitability. Coordinated participation in 50+trade shows per year featuring 500 new and existing
products to market products to commercial buyers and purchasing agents. Select
Contributions:
 Market Segmentation Strategy – Attained revenue growth of 300%+ (to $13 million
from $4 million), strengthened market share, increased branded product sales to 70% of total
sales, and doubled gross profit by creating and implementing effective market segmentation
strategy for 6 new brands involving 300+new product line extensions.
 New Product Development – Nearly doubled gross profits on new product introductions
within 2 years of launch by researching industry trends, monitoring competition, steering
cross-functional product development teams, creating web-based PERT schedule for new
product process, and creating template for use by all future new product development teams.
 Marketing – Increased branded product sales to 70% of total sales while growing gross
profit ~100% by launching a formalized marketing department supporting brands and new
products. Recruited and trained personnel, oversaw marketing collateral development efforts,
and participated in 50+ trade shows per year to attain Best Trade Show Booth by several
Sysco and US Foodservice Divisions.
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 Sales Team Development – Positioned company for long-term existence and expanded
sales $9 million by architecting sales team organization, identifying sales territories, recruiting
top talent, and facilitating sales organization training.
 Leadership Team Recruitment – Selected top talent team members to achieve a 40%
reduction in employee turnover and recruitment cost savings of $100,000 annually. Crafted
job descriptions, utilized integrated recruitment methodologies, implemented interviewing
protocol improvements, and instituted specific, qualifications –based hiring practices to secure
individuals.
 Brand Revitalization – Led sales increase turnaround initiative focused on boosting sales
with a declining division. Gained 15% increase in sales over 2 years by rejuvenating interest in
2 brands through implementation of a strategic business plan.
 Recognition – Identified by Sysco Corporation as a Top 100 Supplier four times
 Promotion – Received promotion to Director of Sales and Marketing from Sales
Representative/Account Manager after just 2 years’ time.

EARLIER CAREER EXPERIENCE: Export Manager – Scheidegger Trading Company (1985 – 1987)

EDUCATION AND ADDITIONAL HIGHLIGHTS

EDUCATION Graduate Studies – Ed.D. in Organization Change
Master of Business Administration (MBA) in Management
Pepperdine University; Malibu, CA
Bachelor of Science in Business Administration (BS) in Marketing
University of Southern California; Los Angeles, CA
AFFILIATION International Foodservice Manufacturers Association (IFMA)
The Olympic Club – San Francisco, CA (2009 Golf Committee, Chair)
AWARDS Sysco Corporation’s Top 100 Supplier Award (1998, 2000, 2003, 2005)