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Personal Resume

Bob McShane


2655 N. Burling Street #1-South, Chicago, IL 60614  



Information Resources, Inc., Chicago, IL


Vice President, Product Management and Marketing

Responsible for the product development, marketing and management of services, applications and data that are used to address common CPG industry business needs.

  • Category Analysis Suite™ insight analysis applications used to automate the development of category management analysis and planning.  Clients include Albertsons, Food Lion, Target and Sara Lee, plus many more.

  • Data Detective™ training program used to train internal employees and 300+ external clients on CPG industry category analysis best practices.

  • Retail Execution™ data and applications used for retail item distribution, new item speed-to-shelf and store clustering analysis and management.

  • IRI Product Dictionary™ data and services used for the creation of custom product hierarchies, data warehousing solutions and UCCNet on-boarding.

Development and presentation of IRI Consumer Connection™ client seminars.

Work directly with CPG retailers on the development and automation of best practices.

Vice President, Knowledge Group Insights and Delivery

Leadership for the development and delivery of analytical services and training offerings focused against CPG client sales and marketing departments.

Management of the Tactical Sales Consulting, Broker Sales & Services, InfoScan Service Bureau and Project Management departments (total of 26 team members).

Responsible for the development and presentation of client sales proposals.


Crossmark, Inc., Plano, TX


National Vice President, Category Management

Directly responsible for total U.S. category management leadership and the management of 120+ category analysts and seven category management directors.

Led national reorganization of department, saving $1.3 mm annually, while managing through company’s national expansion involving twelve mergers and acquisitions.

Led the development of suite of proprietary analysis applications (TrakSuite™).

Core member of highly successful national new business interview team.


Sales Mark, Inc., Memphis, TN


Director, Marketing and Space Management

Managed five department members supporting all retailers in marketing area.

Developed new client representation interview process and presentations that were successful growing company to number one revenue position in all three markets.

Produced and implemented nine category management planning projects for Kroger Delta KMA during 1996 alone, averaging 27% incremental volume growth.

Director, Retail Sales

Responsible for a 60-person grocery channel and 10-person convenience channel retail sales team covering the states of Tennessee, Arkansas and Mississippi.

Developed a professional sales training program and PC-based retail tracking system.


Nestle Foods Corporation, Purchase, NY


Unit Manager – Albuquerque, NM

Directly responsible for all Nestle business in West Texas and New Mexico as well as the management of two direct account managers and ten retail sales representatives.

Increased unit direct account sales volume 29.2% to $8.5 million in annual sales and achieved 116.1% versus unit sales and display quotas over a two-year period.

Developed multiple local marketing promotions leading to incremental sales volume.

Selected to lead National Advanced Selling Skills Seminar.

Business Development Manager – Atlanta, GA

Developmental business support position reporting directly to Zone V.P. of Sales.

Developed and implemented a PC-based quota allocation and tracking system.

Business Development Analyst – Purchase, NY

Pioneered new corporate support position to act as liaison between the sales and marketing departments, providing fact-based selling support and training to the field.

Recruited and selected from the entire national sales force for this position.

Key Account Manager – Wilmington, NC

Responsible for Quinn Wholesale, Wilson’s, Piggly Wiggly and IGA retailer accounts.

Achieved 103% versus direct account quotas (after tracking at 85% on transition).

Retail Sales Representative – Wilmington, NC

Selling and merchandising to all classes of trade in the Eastern North Carolina market.

Winner of numerous regional retail sales, display and distribution contests.



University of South Carolina, Columbia, SC


Bachelor of Science – Marketing, June 1986

Graduated with honors (3.63/4.00 GPA, 4.00/4.00 GPA in major).

Selected as member of Who’s Who Among Students in American Universities and Colleges, winner of AFROTC 4-year scholarship and officer in Sigma Chi fraternity.



Married to Elisa since 1992, no children.

Born in Hamburg, NY and attended high school in South Carolina.

Trained as a Six Sigma Green Belt with experience leading a DMAIC project.

Guest lecturer at Indiana University’s Kelley School of Business MBA program.

Extremely experienced working with IRI and ACNielsen scanner and panel data.

Highly knowledgeable in the use of Microsoft Office applications and Microsoft VBA.


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