707 Brownbert ct, St. Louis MO, 63119 – (314) 480-2435 – Dylan.Cunningham@pfgc.com Mr. Dan Carroll, With a proven track record of driving multimillion-dollar revenue growth and transforming sales teams, I am eager to bring my strategic leadership and market expertise to the Vice President of Sales role at Performance Food Service – Middendorf. As District Sales Manager, I led a 31% sales increase, 20% case growth, and 29% gross profit lift by formulating strategic budgets, fostering a culture of excellence, and leveraging tools like PowerBI and Circana to strengthen market positioning. My ability to inspire sales professionals, cultivate high-value customer partnerships and empower teams aligns seamlessly with our vision for achieving aggressive financial targets and expanding market share. My leadership philosophy centers on sparking performance and building collaborative cultures that drive results by focusing on people first. By designing innovative training programs, including as a certified STAR Performance Trainer, I’ve empowered my teams to continually exceed performance metrics, leading to sustained, long-term results. My hands on leadership and people-centric approach have forged enduring relationships with sales teams and customers, fostering a deep level of trust and loyalty with associates and key accounts. These experiences and other key attributes position me to lead our sales and marketing strategy with precision and impact. I am excited about the opportunity to continue my contributions to Performance Food Service – Middendorf’s success as a member of the senior leadership team. I would welcome the chance to discuss how my vision and proven results will continue to drive our organization’s objectives forward. Thank you for your consideration and continued support. With gratitude, Dylan Cunningham
PROFESSIONAL SUMMARY Dylan.Cunningham@pfgc.com Dynamic sales leader with a proven track record of driving multimillion dollar revenue & profit growth as a District Sales Manager. Expert in crafting strategic budgets, cultivating key customer partnerships, and transforming teams through innovative training and development to exceed objectives. Poised to lead as Vice President of Sales by delivering visionary strategies and operational excellence. 314 480 2435 CREDENTIALS District Sales Manager 707 Brownbert Ct St. Louis MO 63119 Core Competencies Strategic Leadership • Regional Leadership Development Program Graduate: 2024-2025 • Certified STAR Performance Trainer • Developed Performance Foodservice Middendorf Value Proposition • Peak Performance Developing Leaders Graduate: 2018-2020 • Track record of delivering strong Independent Sales, Case, & GP growth o Team Building District Manager: Sales +31%, Cases +20%, GP +29% ➢ FY22 - $30MM sales / 534k cs / $4.4MM GP Performance Catalyst Problem Solving NLP Market Share - Circana PowerBI ➢ FY25 - $39MM sales / 643k cs / $5.7MM GP EXPERIENCE DISTRICT SALES MANAGER Performance Food Service – Middendorf: 2021 – Present • Responsible for leading, developing, staffing, training, performance management, and problem resolution for high performing sales team: 9 Area Managers & 250+ active customers • Leverage Circana market data and PowerBI insights to develop dynamic sales strategies, achieving 29% gross profit growth and strengthening market share through targeted customer acquisition and retention MarketWatch Collaboration Detail Oriented Critical Thinking Emotional Intelligence Goal Setting Change Management Culture Architect o FY26 projections: sales $48MM, cases 878k, GP $6.5MM • Establish District and AM performance metrics in alignment with OPCO targets and corporate initiatives • Conduct innovative district meetings and training programs as a certified STAR Performance trainer emphasizing current needs of sales team and territory • Foster robust interdepartmental collaboration, aligning sales initiatives with company objectives to drive operational efficiency and customer satisfaction ACHIEVEMENTS Circle of Excellence Winner AREA MANAGER PFS Middendorf – DSM FY24 Performance Food Service – Middendorf: 2015 – 2021 PFS Middendorf – DSM FY22 • PFS Middendorf – AM FY19 Responsible for managing and growing a $5MM territory of 30 active customers o FY16 $1MM sales / 20k cases - FY21 $4.2MM sales / 92k cases • Prospect new business through targeted cold calling techniques • Utilize technology to identify category and margin opportunities BACHELOR OF INTERDISCIPLINARY STUDIES • Partner with customers to develop marketing campaigns, establish social media footprints, menu analysis + costing, and increase overall profitability University of Missouri, • Maintain strong relationships with customer base, leadership team, internal departments, and support community EDUCATION St. Louis - 2014
First 100 Days • Meet with sales leaders to identify barriers to sustainable, profitable growth o Team and individual needs o Margin & eBrand enhancement • Training/Development programs o Identify needs, frequency, and create schedule ▪ 3 & Under, Coffee & Collaborate, Virtual, Sales: 101 • Collaborate with Transportation leadership on opportunities to build underperforming/ high cost per case routes. o Aggressive penetration with current customers. ▪ Starting with 5 least profitable/lowest case count standard routes per day • Clearly define our competitive advantage in the market o Poll sales, leadership, & partnered customers for accuracy • Redesign the structure and material of monthly DSM meeting o Content based on current needs of business and DSMs ▪ Emphasis on leadership development ▪ SWOT analysis – Sales Leaders • Evaluate processes to enhance overall Customer Experience o Establish goal of ‘Best in Class’ standards ▪ Obsess about the customer instead of the competitor o Develop strategies to enhance customer experience, fostering trust and loyalty with customers, leading to AM confidence. Confidence generates margin and case growth • Develop Top 30 prospect ‘Hit List’ o Is the correct AM assigned? o Active DSM involvement o Provide solutions through value added sales strategies – 10 business needs • Identify Top 30 penetration target list o What’s preventing us from securing business? • Leverage Circana and Firefly data to continue Market Share growth in all DMAs o Prioritize focus to Segment and Category level • Review current sales metrics and MarketWatch utilization to pinpoint training needs for DSMs/AMs o Develop MarketWatch performance targets to align with OPCO margin goals o Champion MarketWatch training to address margin erosion and boost AM confidence o Measure progress, adjusting strategies as necessary to exceed targets
Dylan Cunningham District Sales Manager Performance Foodservice Middendorf 10 Years Experience 314-480-2435 Dylan.Cunningham@pfgc.com Family, Friends, Food, Football – these four F's are the pillars of his life, though his wife and young boys, Reid and Nolan, might argue about the order of importance! His journey in the culinary world began unexpectedly in 2006 when he took on a part-time role as a dishwasher. Little did he know, it would ignite a passion for food and the science of cooking within him. He immersed himself in learning every aspect of the kitchen, from mastering basic techniques to leading culinary teams. This dedication led him to the role of kitchen manager, where he honed his skills and embraced the dynamic St. Louis restaurant scene. In 2015, he embarked on a new chapter of his culinary career with Performance Foodservice – Middendorf, initially as an Area Manager. Here, he found a platform to share his expertise and passion with restaurateurs, culinarians, and fellow food enthusiasts. In 2021, he was honored to step into a leadership role as District Sales Manager. He’s proud to be a 2-time Circle of Excellence award winner; in 2018 as an Area Manager and again in 2022 as a District Sales Manager. In his spare time, you'll find him taking orders as a short order cook for his children, connecting with nature (playing golf!), or savoring a meal with those closest to him. Because, in the end, it's the shared experiences around the table that truly nourish the soul.
Promoter A Promoter is a casual, uninhibited, and persuasive extravert with a tendency for informality. Assessment Date Report Date 08/21/2015 09/21/2021
Dylan will most strongly express the following behaviors: • Socially informal, extroverted, and outgoing; gets familiar quickly. Communicates in an uninhibited, lively, and adaptable manner, drawing others into the conversation. • Interested in people, building relationships, and teamwork rather than technical matters. Affable, optimistic, and easily trusting. • Focused on goals and the people needed to get there, not details or plans; frequently delegates details. • Proactively connects quickly to others; open and sharing. Builds and leverages relationships to get work done. • Comfortably fluent and fast talk, in volume. Enthusiastically persuades and motivates others by considering their point of view and adjusting delivery. • Collaborative; usually works with and through others. Intuitive understanding of team cohesion, dynamics, and interpersonal relations. Summary Dylan is an outgoing, talkative, very friendly individual, a lively and stimulating communicator. A good mixer who is poised, active and responsive in social situations. The complete extravert; informal and uninhibited in their behavior; understands people well and is capable of using that understanding to gain the friendship and cooperation of others. It is important to this individual to be liked and accepted, and they express themself to individuals or groups with warmth and enthusiasm. Easily understands and accepts other viewpoints, ideas, and feelings, and can be effective at getting diverse groups to come together and collaborate. Relatively unconcerned about details and often inclined to consider them unimportant, this individual expresses themself in general terms, aimed more at gaining the interest or attention of others than in communicating specific, factual information. Their interest in details and specifics which are not crucial to success is, at best, casual. As such, they focus on the “big picture” personal goals, and if appropriate, their colleagues, direct reports, or team. They’re flexible about how they attain these goals, often thinking “out of the box” and collaborating widely to get there. Their work pace is faster-than-average and they can learn quickly, but rather generally, if left on their own. Because of their strong social orientation, group learning, mentors, and coaches are most effective. Cheerful and upbeat; makes friends easily and enjoys doing things for people, although they’re rather casual about exactly how things are done. This individual’s friendly, enthusiastic style makes others feel welcome. Strongly persuasive; has complete confidence in their ability to gain others’ trust and buy-in; is persistent and won’t take “no” for an answer. Management Style As a manager of people or projects, Dylan will be:
light follow-up and casual direction • Trusting, cooperative, and persuasive in approach; manages by walking around gathering input from others and using verbal encouragement and enthusiasm to gain support • Confident of their ability to win the cooperation and interest of others; utilizes particularly persuasive talk rather than facts or details to achieve the necessary goals • Sympathetic and understanding of people’s needs and desires; will take personnel issues to heart seeking to resolve them swiftly • Fast paced, energetic, and comfortable with change • Informal and adaptable to others’ styles • Highly communicative; sells ideas, visions, and even themself to gain team buy-in • More comfortable managing intangibles and people than purely technical projects or teams. Influencing Style As an influencer, Dylan will be: • Gregarious and persuasive, communicating very well with almost all levels of an organization • Adept at navigating the “politics” of an organization easily; finding the key players and utilizing persuasive talk to gain agreement • Skillful with the emotional aspects of the situation; connects with others on a personal level • More focused on influencing others with an idea or building the relationship, preferring to rely on experts to present technical features in depth • Flexible and intuitive, Dylan will read others’ needs well and ensure their satisfaction; able to find mutually beneficial solutions that are not immediately apparent • Able to think on the spot and have a go with the flow style; utilizes persuasion to gain agreement more than pressure. Management Strategies To maximize effectiveness, productivity, and job satisfaction, consider providing Dylan with the following: • Frequent, regular contact and communication with people • Recognition for work done right, bearing in mind that rewards which give Dylan additional status in the eyes of coworkers, friends, and family are particularly valuable and are strong motivators • The opportunity to be involved in a variety of different kinds of activities • A flexible work environment, where they’re evaluated on results, team-building, or "outside the box" solutions, rather than following an exact process to get there • If necessary, thorough training, with intense concentration and discipline in teaching the details, routines and systems which are basic to the job. Follow up will be necessary on any specifics or details. © Predictive Index, LLC 1955 - 2021
Credo Dylan Cunningham May 2025
Integrity Trust Fun Family Growth Leadership Credo
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