- Renton, Washington
- April 13, 2020
I am currently seeking a new opportunity to utilize the knowledge and skills that I have learned through my extensive career in the Wine & Spirit and hospitality industries. I know that my interpersonal, analytical, organizational and time management skills would make me an immediate asset to any company.
After the first part of my career in the hospitality industry and my experiences during that time, I was fortunate enough to have my eyes opened to the Wine & Spirits industry. After many years of running multiple restaurants and beverage programs, my passion grew to the point where I knew it was time to take the next step in my career.
In 2010 an opportunity presented itself, and my future had begun with Breakthru Beverage of Arizona (formally Alliance Beverage Distributing Company) as a Sales Representative on the Resorts & Fine Wine team. After two years of growth, I was presented with the opportunity to take over as a Field Sales Manager and oversee 6 Sales Representatives ($15 Million revenue) in the Phoenix Metro area.
Once I had a good grasp of my current position and to continue my education and understanding of the Wine and Spirits Industry, I turned my focused to a Business Manager position for Diageo Chateau & Estates (DC&E); once DC&E was sold to Treasury Wines I transitioned into a hybrid Business Manager position overseeing 50+ import suppliers. During my tenure, I managed over $30 million' worth of revenue while increasing gross profits by 2.5%. I was able to accomplish this by working closely with the On and Off-Premise management teams, marketing and local suppliers to identify opportunities while creating pricing and programming to align with our goals.
My wife and I relocated to the Seattle Area just over two years ago so that both of us could focus on a career path in the supplier world. My most recent position was the Pacific Northwest Regional Sales Manager (WA, OR, AK, ID, MT) with Domaine Select Wine & Spirits. I managed all aspects of the On and Off-Premise business from annual business planning, program creation & execution, market strategy, pricing, and key account management. In this time, we were able to continually show high double-digit growth month over month for the past year. This success was due to focusing on the right opportunities, account interaction, sales rep education and a strong supplier distributor partnership that I was able to foster while with the company.
If you are seeking a person with extensive experience in the food & beverage industry, a continued passion and drive to expand their knowledge and understanding of the business, I am the perfect candidate. I look forward to discussing my qualifications and future goals within your company.
o Effectively represent Domaine Select Wine & Spirits to local distributors, trade and consumers within the Pacific Northwest to drive distribution and volume in both the On and Off-Premise.
o Created and implemented companywide “Go to Market” Playbook, which identifies and targets brand strategy while incorporating all programming and assets to achieve the targeted annual goals.
o Increased Sales Revenue (+300%) in the PNW by identifying opportunities through brand standards, targeted sales, pricing strategy and inventory management.
o Created annual business plan utilizing regional budgets, national and regional marketing programs to help drive Domaine Selects Wine & Spirits $20 million in revenue.
o Increased On-Premise POD’s (+52%) and Off-Premise (+8%) by utilizing market trend analytics and targeted programming for local and regional chains in both the On and Off-Premise.
o Continually educated distributor sales force through participation in team meetings and market WW.
o Worked closely with distributor Account Executives to target local and regional off-premise account authorizations, program planners and new item set up to allow for easier DSD placements.
o Worked with trade development to adjusted local, regional programming and pricing monthly based on market trends to achieve goals.
o Review and manage all bill back invoice’s regarding depletion allowance’s, samples, unsaleable items, DI pricing and incentives.
o Work with local distributors to manage inventory levels based on domestic and DI ordering processes and shipping lead times.
o Built relationships throughout each market with key buyers in both the On and Off-Premise to expand brand awareness, market penetration and distribution.
o Maintain professional and industry knowledge by attending educational workshops, reviewing professional publications, establishing personal networks and participating in professional societies.
o Effectively represented Zonin USA to local distributors, trade and consumers within the assigned region to achieve distribution and volume goals within both the On and Off-Premise channels.
o Work with the local Portfolio Manager, Sales Manager and Sales teams to Identifying new opportunities in the market to expand the portfolio’s footprint within the specified region.
o Work with direct manager to create an annual business plan utilizing regional budgets, national and regional marketing programs to achieve Supplier and distributor agreed upon Annual Plan.
o Increased Sales Revenue (+100%) in the PNW by identifying opportunities through brand standards, targeted sales, pricing strategy and inventory management.
o Increase On-Premise POD’s (+20%) and Off-Premise (+4%) by utilizing market trend analytics and targeted programming for local and regional chains in both the On and Off-Premise.
o Educate distributor sales force of Supplier’s portfolio and brand standards through participation in team meetings and continual market WW.
o Create and adjust annual and monthly pricing, regional and local programming and targeted incentives to achieve monthly goals.
o Review and Manage all bill back invoice’s regarding depletion allowance’s, samples, unsaleable items, DI pricing and adjustments and incentives.
o Work with the distributor to manage inventory levels based on domestic and DI ordering processes and shipping timeline.
o Build relationships throughout each market with key buyers and accounts to continually expand distribution.
o Managed $30 million’ worth of revenue and increased gross profits 2.5% working with management, marketing and suppliers to identify opportunities while creating targeted pricing and programming.
o I built annual pricing plans, promotional calendars and designed incentives that aligned my supplier and Breakthru Beverage goals.
o Grew gross profit for the company by negotiating price supports, validating internal depletion allowances, and managing budgets for the year.
o Defined, managed and approve all Supplier and internal banks to accomplish our annual plan by creating and tracking budgets monthly.
o Forecasted sufficient supply for all sales programs and ensured that appropriate inventory levels were maintained by closely collaborating with sales and purchasing.
o Developed and participated in supplier business reviews and monthly supplier communication meetings.
o Continually achieved annual supplier plans by translating into divisional goals, defined key target accounts and communicated performance to management.
o I participated in the planning and preparation of all General Sales Meetings by translating brand features and benefits into sell sheets, concept selling and presenting brand initiatives and marketing strategies.
o Coordinated supplier meetings, market WW, winery visits, blitzes, target account, spend activity, as well as managing workflow, and calendars.
o Guided supplier decision making by employing strong comprehension of the competitive landscape and market dynamics.
o As a Field Sales Manager, I managed $15 Million worth of revenue while coaching a tea of 6 Sales Representatives who called on the majority of the Phoenix Metro Key Accounts
o As a Field Sales Manager, I managed $15 Million worth of revenue while coaching a tea of 6 Sales Representatives who called on the majority of the Phoenix Metro Key Accounts.
o Planned, organized and directed the sales team to identify and expand distribution according to goals set by the Supplier Execution Plan.
o Assist Sales Team in meeting and/or exceeding Sales, Distribution, Core Case & Merchandising goals through coaching.
o Work with VP, DM’s and ADS’s to ensure maximum market knowledge for competitive pricing.
o Demonstrates strong customer orientation by maintaining relationships with key accounts, identifying account opportunities, performing customer business reviews, developing opening orders with new accounts, managing open territories and resolving customer complaints.
o Assists in the planning and development of sales programs by collaborating with VP, DM and Business Managers to strategize on how best to achieve corporate objectives and allocate spends.
o Informs sales teams of company/supplier activities and contributes to the on-going education of sales associates by working with the applicable departments (ADS’s, In House Trainers and Business Managers) in the planning, preparation and execution of general sales meetings to effectively communicate programs, strategies, policies, sales and training objectives.
o Ensures that the sales staff has the appropriate selling tools for upcoming programs by reviewing goals, sales programs and relevant selling materials, then identify any gaps and work with the associates to develop the necessary plan.
o Maximizing the sales of supplier brands to the trade through effective territory planning, selling, merchandising and communication that enables the achievement of company and supplier objectives.
o Analyzes entire account base by visiting each account and identifying opportunities; completes all necessary surveys and ensures national account compliance where applicable.
o Prepares and delivers professional sales presentations to customers by balancing the company's priorities and customers' needs to include selling display ideas, new products, cold box, shelf, well and back bar placements and resets drink and wine lists, and promotions.
o Ensures maximum brand visibility within accounts by maintaining account standards as determined by management and using effective and current point of sale materials when appropriate.
o Educates account staff on priority brands by administering educational staff training seminars.
o Supports account openings by developing opening orders for new accounts in collaboration with Field Sales Manager.
o Maintains professional relationships with all suppliers by participating in effective supplier work with sales calls and sales blitzes.
o Maintains professional and industry knowledge by attending educational workshops, reviewing professional publications and establishing personal networks.