Mark Schulz - Resume

Mark M.
Schulz
[email protected]
3525 Pierce Street Cell: 650-207-1411

San Francisco, CA 94123 Tel: 415-931-1419
PROFILE
Consultant and food industry expert with over 25 years of experience in management roles from Export
Manager and Vice President of Sales & Marketing to Executive Vice President. Recognized for the ability
to develop programs and execute campaigns that drive foodservice and retail sales volume for
manufacturers thru distributors. Adept at leading cross-functional teams through consolidation and
closure of manufacturing plants, creating strategic plans to direct operations and hiring and mentoring
talented individuals to fill key positions. Broad based expertise includes R&D, product development,
production, quality assurance, IT, HR, finance, sales and marketing. Skilled at establishing partnerships,
implementing strategic initiatives, market positioning, and closing deals with executives, distributor
organizations and key operator customers.
EXPERIENCE
ORGANIZATION CHANGE & DEVELOPMENT CONSULTANT, San Francisco, CA 2010 – Present

Foodservice sales and marketing, product development and strategic planning consulting services
Responsible for helping companies access and grow foodservice sales
 Assisted QFCO, Inc. in developing a new product formula for chicken bouillon by working closely
with food scientists and product experts to produce an exact match to Knorr brand bouillon and
delivering the formula, ingredient list, supplier information, and live testing samples within three
weeks of beginning the project
 Formulated a business plan for the Lazzari Natural Fuel Company in conjunction with an M&A
expert and CFO including developing financial models, obtaining financing, assembling a buy-out
offer and negotiating with the current shareholders to acquire the company
 Performed a complete assessment of Soma Beverage Company and David Rio Coffee & Tea
including assisting the company in developing strategic plans to achieve its goals for the 2011fiscal
year and filling key positions including Director of Operations and Controller and acting as the
interim Director of Marketing and developing comprehensive marketing plans for Metromint,
Metroelectro, and David Rio brands
 Led a team for the Equal Foodservice “Go Direct” sales model with Merisant USA including
designing and implementing a complete sales organization, marking department and front and back
office support systems as well as developing a comprehensive business plan in conjunction with the
Director of Foodservice and obtaining a buy-in from various departments, including supply chain and
logistics, finance, accounting, marketing, and human resources
LAZZARI FUEL COMPANY, LLP, Brisbane, CA 2009 – 2010

Manufacturer and distributor of high quality fuels for foodservice cooking and industrial use
Vice President, Sales & Marketing
Responsible for establishing sales and marketing departments to support brands and new products and
partnering with distributors, retailers, and foodservice operators to increase brand awareness, expand
sales, and improve profitability
 Participated in developing and implementing the overall business plan
 Negotiated groundbreaking new supply agreements with key partners including Darden Restaurants,
Costco Wholesale, Whole Foods Market, US Foodservice and Sysco Corporation
 Improved manufacturing and distribution process
 Conducted marketing analysis and led product positioning and advertising initiatives
 Reversed a 17% decline in sales from the previous two years and increased sales by 3% in the first six
months of 2010
MARK M. SCHULZ
DEAN DISTRIBUTORS, INC., Burlingame, CA 1987 – 2009
Manufacturer of specialty foodservice products including syrups, sauces, seasonings, extracts, powdered
mixes and bases, and organic supplements for the natural retail segment.
Executive Vice President (2003 – 2009)
Responsible for overseeing development and implementation of six branded product lines, participating in
over 50 tradeshows a year, and creating partnerships with food wholesalers, key retailers and operators.
 Restructured a declining division to reverse a 10% annual decline in sales, leading to a 15% increase
in sales over two years
 Designed and integrated a supply chain management program that improved efficiency, performance,
and communication and drove a 10% reduction in inventory
 Created a recruiting system that reduced employee turnover by 40%, saved $100,000 in annual
recruitment costs, and decreased interviewing time by 50%
 Consolidated four manufacturing plants into one facility without disrupting business operations,
which saved $0.8 million in annual costs and maintained a 99.8% customer fill rate
 Decreased material costs by $250,000 annually with a 13% reduction in the leading raw material
 Developed procedure manuals for key positions and cross-trained staff to assume duties as needed
 Implemented processes for budgeting, auditing, analysis, cost estimates, and benchmarking
 Increased efficiency by identifying ways to run 500 SKUs on seven production lines and streamlined
operations to save $150,000 annually
Director, Sales & Marketing (1989 – 2003)

Responsible for developing a marketing department, supporting new product development, establishing a
direct sales force, driving sales growth, and launching brands and marketing campaigns
 Instituted product line extensions that propelled revenue from $4 million to over $13 million
 Raised branded product sales to 70% of total and grew gross profit by 50%
 Transformed the sales organization to drive a $9 million increase in sales
 Led industry and competitor research and created processes for product development teams that led to
a 40% increase in gross profit and propelled new products to over 50% of total sales
 Implemented an annual accounting system to track marketing expenses, reduce errors, and improve
cash flow projections
 Introduced annual sales forecasting to establish goals and create a commission program
Sales Representative/Account Manager (1987 – 1989)

Responsible for creating and launching programs to highlight specialty food manufacturing products and
drive sales with hotels, restaurants, hospitals, schools, universities, and correctional facilities
 Developed a partnership with Sysco, the nation’s leading food service distributor, and bundled
products into a program that was launched during the Sysco Supplier Merchandising Conference
 Increased sales from $1 million to $6 million
 Sysco Corporation’s Top 100 Supplier Award (1998, 2000, 2003, 2005)
SCHEIDEGGER TRADING COMPANY, San Francisco, CA 1985 – 1987

Importer and exporter of foodservice food products and commodities
Export Manager
Responsible for establishing and maintaining relationships with importers and overseas buyers, sourcing
and selecting products, and overseeing export operations, packaging, shipping, negotiations, and payment
EDUCATION
Graduate Studies, Doctor of Education, Organization Change
Master of Business Administration, Management, 1998
Pepperdine University, Malibu, CA
Bachelor of Science, Business Administration in Marketing, 1985
University of Southern California, Los Angeles, CA
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Mark M.

3525 Pierce Street Cell: 650-207-1411

ORGANIZATION CHANGE & DEVELOPMENT CONSULTANT, San Francisco, CA 2010 – Present

LAZZARI FUEL COMPANY, LLP, Brisbane, CA 2009 – 2010

Director, Sales & Marketing (1989 – 2003)

Sales Representative/Account Manager (1987 – 1989)

SCHEIDEGGER TRADING COMPANY, San Francisco, CA 1985 – 1987

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