- Sewell, NJ
- January 16, 2019
SENIOR LEVEL SALES & MARKETING EXECUTIVE
A Record of Success Leading High Priority Initiatives to Drive Awareness, Sales, Distribution, and Market Share Growth
AREAS OF EXPERTISE
- Sales & Marketing Strategy • Team Leadership • P&L / Budget Management • Field Sales Management • Sales Forecasting
- Business Planning & Analysis • Key Account Development • Trade Marketing • Wholesale Operations • Retail Execution
- Pricing & Promotions • New Product Launch • Geographic Marketing • Category Management • Competitive Analysis
- Media & Sponsorship Planning • Market Optimization • Negotiation • Customer Service • Relationship Building
Promoted and relocated to oversee operations of 6 corporate-owned wholesaler operations with full P&L responsibility (Nov 2016 - January 2019)
•Provided leadership and direction to 4 Directors of Sales & Operations with management responsibility for 6 wholesale operations in New York, New Jersey, Massachusetts, and Ohio, with a total team of 350 employees.
•Oversee efforts to achieve total sales of 26 million cases of beer annually, generating $470 million in gross sales.
•Ensure proper execution of sales and market efforts in each market; build relationships with key high-profile retailers.
•Cascade national programs into all operations, identify gaps within each marketplace, coach and lead teams to drive results, including employee engagement, volume, gross profit, market share, EBITDA, and adoption of TapWiser app.
•Direct all people initiatives, including identifying candidates, developing a career path and supporting growth & development.
•Build effective relationships in collaboration with field and headquarters personnel in logistics, operations, and brands.
•Meet regularly with domestic and global senior executives; manage introduction of pilot programs for new sales structure, package and brand testing, revenue planning, and market diversity.
Promoted to lead sales and marketing development and execution strategy in major markets with full P&L responsibility.
•Provided leadership and direction to 9 District Managers working with 30 wholesalers in New Jersey, Maryland, Virginia, and Washington, D.C to maximize performance, drive profitable volume and positive share growth, and achieve target objectives.
•Drove sales performance in a geographic territory representing more than $250 million in margin contribution through effective business planning and enhanced market execution of in-market programming; managed a $3 million local marketing budget.
•Managed relationships and directed business with 30 independent wholesalers selling 35 million cases and generating $250 million in revenue placing emphasis on developing business plans to deliver targets on the ‘building blocks” of the business including distribution, taps, displays, merchandising, and shelf management; managed wholesaler consolidation process.
•Performed regular market visits to align wholesaler focus on brand priorities, motivate sales teams, and manage compliance with Equity Agreement; participated in performance reviews to close execution gaps, monitor KPI performance, and retail execution.
•Recognized as four-time winner of the "Share the Dream" sales incentive (2014, 2015), three-time winner of the "Hi-5" share incentive achieving positive market share for territory for three of four quarters in 2016.
•Achieved positive share growth in each state every year from 2013 through 2016 by developing strategic plans focusing on sales and revenue, utilizing knowledge of local economic conditions, competitive activity and marketplace dynamics.
•Cultivated and maintained relationships with key retail decision makers to improve overall performance, ensured effective execution of national, regional, and local priorities, and oversaw employee development and evaluation process.
•Drove positive employee and wholesaler engagement through team / individual recognition and motivational incentive programs.
•Managed and developed field managers to achieve National, Region and Individual KPIs through teamwork, collaboration and relentless focus; executed annual performance reviews/evaluations and provide department plans for all team personnel.
•Collaborated with Trade Marketing and Sports Marketing teams to leverage ABI professional sports team sponsorships (NFL / MLB / NHL); member of the 2014 Met Life Super Bowl execution team with focus on planning and execution in the NJ market.
•Provided leadership and direction to 6 District Managers working with 17 wholesalers in the complex markets of Pennsylvania and Delaware to maximize performance, generate sales of 20 million cases annually, and achieve target objectives.
•Held full P&L budget responsibility; managed a local marketing budget of $2.5 million.
•Achieved positive share and profitable volume growth for all states in 2011.