​​​​Scott Postma

Acosta, Inc., Atlanta, Georgia 

Hired to lead the East Region and promoted to lead Acosta's entire Category Management (BI) and Analytical Services National teams including East/Central/West Grocery, Small Format (Convenience, Drug, Value, Club), Natural Channel, Foodservice.

​2023 - 2024

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Vice President - Business Intelligence

2023 – Present

Leading, coaching and managing a team of BI professionals (125+) who deliver best-in-class category, customer, and shopper insights focused on achieving objectives for clients and customers. Collaborative partner for Sales Hub leaders and clients in customer-focused objectives with the national analytics team and clients while building the future talent pipeline.

• Provide leadership and guidance, ensuring achievement of national/regional objectives and provide optimal results to clients and customers. Leadership role for category management, shopper marketing, RGM, client/customer relationships.

• Strategic collaboration with sales/client development leads to support sales objectives.

• Strategic collaboration with other Business Intelligence teams to achieve strategies and objectives.

• Develop/execute breakthrough client/customer strategies, both short/long-range, to accelerate profitable growth and expansion for company, clients, and customers while leading data & technology strategy to ensure maximized tool usage.  

• Contribute to financial management of the P&L by managing assigned team with a focus on financial compliance and control.

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Hexagon Consulting Group, Atlanta, Georgia 

Sales, Marketing, Category Leadership consulting firm where I developed strategies for numerous small to large CPG companies in the areas of Sales, Collaborative Business Planning, Category Management, Insights, Shopper Marketing, Revenue Growth Management, Org Design and Research.

​2022 - 2023

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Founder / Owner

2022 – 2023

With a deep understanding of client business and operating environment, our food and consumer packaged goods consultants focus on opportunities that deliver both short- and long-term value, specifically to drive brand awareness, category growth, and marketing efficiency. I’ve guided teams to profitably grow brands through collaboration with strategic internal/external teams (sales, trade, finance, shopper, broker, IT) to effectively manage the customer base and drive brand priorities/initiatives with tier 1 retail customers for a wide variety of trade channels.

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Amscan, Inc. (div. of Party City), Atlanta, Georgia 

Amscan (party goods) is about having fun and being helpful, passionate, and creative while inspiring customers with exciting concepts, themes/ideas and providing everything they need to bring them to life to make it easy to create unforgettable moments.

​2021 - 2022

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Vice President - Trade, Customer, Shopper Marketing

2021 – 2022

Critical executive level role designed to translate brand plans into sales and channel specific strategies and objectives that drive sustainable, profitable growth through strong revenue growth management.

• Built a new brand P&L focused on key revenue drivers and compliance process for Strategic Revenue Growth Management.

• Modeled, developed, and tested completely new RGM model from the ground up to enable slotting/markdowns/trade & shopper marketing execution of new brand ($100MM in year 1) never available at Amscan or for the category.

• Engaged best practice focus on Trade Promo Effectiveness, Strategic Pricing, Price Pack Architecture and Trade Architecture.

• Created/developed high-performance sales strategies/forecasts/materials to enable selling excellence.

• Critical member of the annual business planning process, owning the commercial planning function. Began the structure of Collaborative Business Planning with Sales/cross-functional/Enterprise departments for total P&L management.

• Gate keeper of all materials/content required for annual selling season manifesting in customer meetings.

• Built complete Channel/Category Strategies, org structure, Agency Partner Plan, pricing structure, Board of Directors Plan.

• Built tools, processes, and management routines to ensure best in class sales execution with numerous systems changes.    

• Increased White Label sales from $9.2 to $24MM in one year through development efforts and organic lead generation.

• Critical partner in Commercial Innovation leading to 3 new brands in the market in under 1 year driving $50MM annually.

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The Partnering Group, Cincinnati, Ohio 

The Partnering Group (TPG) is a global strategy and general management consulting firm designed to accelerate the growth of leading retailers, distributors and consumer products companies by identifying and addressing clients’ greatest challenges and opportunities.

​2020 - 2020

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Partner

2020 – 2020

With an extensive Industry background, drove several Product areas that impacted client success:

• Sales / Customer JBP / CBP / RGM, Shopper Journey, Digital Commerce, Research (with 3rd party), Org./Talent Development

• For each client and internal needs, developed Insights to unlock levers for growth & profitability; built strategic platforms leading to creation of consumer & customer-centered leadership go-to-market solutions; embedded leading planning & demand generation practices; designed & developed winning capabilities & cultures for a variety of organizations.

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OTHRSource, LLC, Atlanta, Georgia 

Provided multiple services for challenger brand support in merchandising, ecommerce, digital, content, data, and more. Real Merchandising muscle for handling in-store merch needs through a gig-based platform of 4,500 Brand Helpers. 

​2020 - 2020

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Senior Vice President - Business Development (Sales) & Partnerships

2020 – 2020

Senior level/Leadership role designed to oversee company sales, partnerships, strategic alliances and business development efforts across all business units (OTHRSource, OTHRDigital, OTHRStore, OTHRFoodNetwork) to close/increase sales.

• Increased sales from $45,000 to $4MM in four months through development efforts and organic lead generation.

• Built Strategic Sales Strategy, full org structure, Partnership Plan, Pricing structure, Board of Directors Plan.

• Strategically aligned with over 25 core industry partners for mutual growth (grew mutual sales by +75% in 2 months).

• Small, emerging brand focus with blend of large customers: Home Depot, Georgia-Pacific, SAS Retail Services, Acosta

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Caprē Group (Hexagon Consulting Group), Atlanta, Georgia 

Caprē Group specializes in building wide-ranging Marketing Strategies, Go-To-Market/Channel Strategy, Sales & Marketing Capabilities, Training and Insights application to guide companies with integration, alignment and activation for success. .

​2016 - 2020

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Director 

2016 – 2020

Senior level role focused on establishing client priorities and building a system of interdependent capabilities to drive shopper conversion (loyalty) and profitable growth. Negotiate proposals with clients to develop strategy, design team capabilities, and implement initiatives to accelerate profitable growth. Leverage industry expertise to close/increase sales.

• Advance insights activation, collaborative planning, Path to Purchase engagement, GTM strategies, Loyalty programs, Trade / Shopper / Customer Marketing, full Training protocol, Negotiation and eCommerce strategy and execution.

• Integrate across multiple teams within small to top 10 CPGs (FMCG) to build team capabilities and program activation.

• Gained significant increases in project objectives / measurements with top clients: Coca-Cola (12 Retail / 17 Food Service teams), Saputo Dairy, Land O’ Lakes, Hallmark, Dawn Foods, Hershey, Pernod Ricard, AHOLD, NASCAR, Colgate.

• Lead Collaborative Business Planning with branded/private label teams to achieve sales/profit goals.

• Consistently scored in top decile of company new sales and client satisfaction (NPS), well above company norm.

• Built customized, actionable output on Trade, Pricing Structure, Assortment, Shelving, Merchandising, and Promotion.

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Georgia-Pacific, Atlanta, Georgia 

One of the world's leading privately held manufacturers of tissue, pulp, communication paper, packaging, building products and related chemicals. The Communication Papers division is a retail leader in providing copy/printer paper to all channels.

​2008 - 2016

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Senior Director – Channel Marketing & Customer Development - Communication Papers

2011 – 2016

Defined/executed an integrated, holistic channel sales/marketing strategy grounded in insights & value-based solutions.

• Overhauled the enterprise go-to-market sales strategy with Category Selling Platforms. Achieved growth while delivering on critical P&L benchmarks, translated the strategies/capabilities with a customer-back mindset.

• Led the sales team to develop and implement a comprehensive turnaround plan to reverse an ongoing 5% volume loss to +5% YOY. Channels encompassed all CPG Retail and B2B distributors and customers.

• Led eCommerce activation. Trajectory path of 26% growth YOY. Best-in-class example used for all of GP retail team.

• Created research and rollout of a comprehensive shopper segmentation strategy and aligned to marketing strategy.

• Launched a re-branding strategy with measurable success through deep understanding of customers in all channels aligned to shopper behavior. Built new Shopper Marketing team while aligning agency to new brand needs.

• Division lead for JBP, Shopper Marketing, Category Management and Revenue Growth development/execution (KPIs) with every strategic customer. Created all multi-year channel portfolio growth strategies to include merchandising, assortment, pricing, shelving, supply; built overall shopper strategy, directly connected insights to Brand objectives.

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Senior Director - Customer Strategy & Business Development - Consumer Products

2010 - 2011

Led Revenue Growth Management efforts to drive operational efficiency and gross margin improvement in support of Grocery/Mass Channel sales and marketing strategies. Embedded scan data and shopper insights into scorecard output

• Developed and administered trade spending budget of over $200M for Target, Costco, eCommerce, regional grocery. Primary executions drove 1.8-3x ROI, YOY sales growth and under budget spending while leading a team of 8 field managers.

• Accountable for planning, volume forecasts, pricing, trade fund guidance, product launches and competitive activity while contributing to the in-house development of the planning/forecasting tool to improve management reporting, increase flexibility and eliminate redundant systems.

• Led all analytical projects (quantitative/qualitative custom research) to provide strategic new business opportunities and competitive intelligence to field sales team.

• Built transformational pricing/revenue management guidelines grounded in insights and balanced with risk assessments.​

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Senior Director - Insights & Activation - Consumer Products

2009 - 2010

Led enterprise-wide efforts in consumer insights, joint business planning, consumer research, category management and shopper marketing for a team of 32 direct and indirect reports. 

• Singular focal point for development of the JBP process and timeline, and complete management of the execution internally and externally with top 20 retail customers.

• Developed Emerging Retail Headlines lead in to enhance broad sweeping knowledge sharing with retail partners through regimented consumer/shopper research.

• Developed, communicated and activated a shopper insights & marketing strategy that drove improved customer perception, and improved ROI.

• Built selling insights platform and enhanced category management capabilities to move our sales focus from transactional to strategic and enabled deeper, more actionable, scalable activation tactics.

• Established a consistent delivery method and process to deliver insights and leadership within the organization through principles of Distribution, Shelving, Merchandising and Pricing (DSMP).

• Developed a breakthrough process of brand/insight delivery for the sales team, termed “One Box”, with coordination of two launch periods consolidated from 14 unlinked launch periods. All tools available for sell-in to customers

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​Director - Category & Shopper Insights - Consumer Products

2008 - 2009

Led shopper marketing, consumer insights, category management, JBP, and consumer / shopper research for a team of 32. 

• Built shopper marketing capability at GP incorporating Nielsen insights for ROI evaluation and built policies/procedures.

• Defined category evaluation criteria and developed a category review council based on industry strategic metrics.

• Commissioned foundational shopper segmentation research with IRI for all categories with an insights activation plan.

• Completed team re-org to align with company needs and defined category team’s roles, responsibilities and training.

• Led JBP process development and execution with top 20 retail customers

• Developed eCommerce platform from ground up for all Pure Click & Brick & Click customers.

• Activated a shopper insights & marketing strategy that drove improved customer perception and ROI.

• Developed a breakthrough process of brand/insight delivery for the sales team (“One Box”) with coordination of two launch periods consolidated from 14 un-linked launch periods including all scan data tools available for sell-in to customers.

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Director - Selling Insights - Bath Tissue

2008 - 2008

Led the development of Global Selling Initiatives for the bath tissue business.   

• Gained new distribution for bath tissue at a large national mass retailer (new channel/customer for GP)

• Conducted the analysis and created the sell story that became the basis for regaining distribution at four strategic retailers (~$6M retail revenue).

• Optimized portfolios to meet consumer needs, align packs by key price points and allow for differentiation by channel with sustainable Distribution, Shelving, Merchandising and Pricing strategies

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HJ Heinz - Pittsburgh, Pennsylvannia

One of the premier food companies in the world, Heinz is best known for its iconic Ketchup brand and their many other grocery and frozen food products such as Ore Ida, Classico, Heinz Gravy, etc.

​2003 - 2008

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Senior Manager - Category Business Planning (CBP)

2007 – 2008 

Responsible for setting the strategic direction and tactical course of next generation capabilities for consumer / shopper insights and category management-driven tools through development of business action plans that blends the strategies of Brand, MRD and Field Sales.

• Developed and directed the Joint Business Planning process throughout HJ Heinz with top strategic customers in all channels. Influencer of senior management to enable solid top and bottom line growth.

• Optimized over $350M trade investment, accountable for 31 brands and a resource for over 30 points of contact for Heinz field sales. Managed an annual research and tools budget of $20M.

• Set strategic direction for the Frozen Meals and Snacks team to drive tool usage on regular and promoted price resulting in over $6M in incremental sales at the top 15 retailers.

• Branded a new process for presentation and account call development utilizing a “5C” funnel approach starting with the Consumer and ending with Capabilities. All presentations to the field and customers follow this format.

• Developed Project CORE to incorporate all facets of new item development to driving core item void closure under one accepted process/practice across all departments including R&D, Brand, Category Development and Field Sales.  

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Category Development Manager - Ketchup Brands

2005 - 2007

Responsible for the growth of Heinz Ketchup, Mustard and Picnic Pack volume and profit through leadership of a national sales strategy across all channels of trade.

• Developed Merchandising, Assortment, Pricing and Shelving (MAPS) strategies to support overall Ketchup brand strategies.

• Managed annual trade budget of $70M.

• Led a radical strategy change to reduce the trade budget by $22M while maintaining only a moderate volume decline. Moved from BOGO strategy to an upsized, less promo depth strategy. Delivered a 6% profit increase in FY06 (on an expected delivery of a 12% profit decline) with a 10% volume increase.

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Region Sales Manager - Southeast

2003 - 2005

• Responsible for the attainment of the "Big 6" sales objectives for the Southeast (Florida, Alabama, Georgia) in a $40M volume and $6M trade budget.

• Drove a dramatic volume increase (3rd of 8 regions) in a declining region (7th of 8) within spending guidelines in one fiscal year. 

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Frito-Lay, Inc. - Dallas, Texas

​1998 - 2003

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Director of Category Management 

2001 – 2003

Led Frito-Lay’s Category Management department by developing the strategies and tool processes within the Salty Snacks, Macro Snacks and overall food & beverage categories for all channels, including emerging channels.

• Developed industry accepted, automated tools to easily identify and remedy opportunity areas within any category. Tools included Right Fit (space management), Shopper Insights (consumer-based insights), Right Price (pricing analysis).

• Developed the Frito-Lay Customer Annual Planning process using the automated tools to build template-based presentations allowing for greater insight development and new product development with the Marketing team.

• Uncovered and led Project Blueprint which profiled every store for section size, location, space allocation, display type, number and locations. This allowed for concise planning for route sales to accurately build daily plans through handheld PC technology linking back to corporate initiatives to ensure in-store execution saving critical ordering time.

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National Category Manager - Kroger Team

1998 - 2001

• National Category Manager for the Kroger national team.

• Implemented and executed numerous consumer tests in several divisions for multiple initiatives including a two brand strategy, out-of-stock auditing, and customer shadow traffic pattern analysis.

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Additional experience with The Dannon Company and The Dial Corporation (Henkel) in Sales, Broker Management, Marketing, Insights/Category Management and Learning & Development available upon request.