- Monument, CO
- March 4, 2019
Deeply accomplished and results-driven senior level sales management professional with a consistent record of developing sales and marketing programming that has met and exceeded sales objectives and opened thousands of new distribution points on key brands. Motivated by internal standards of excellence to overachieve expectations and exceed all set goals. Highly successful driving company sales, marketing, and profit objectives through all levels of distributor network and across all sales channels. An astute learner regarded as a hands-on leader fully capable of training and motivating people with the ability to work effectively in a multi-tasking role without direct supervision.
Drive revenues in excess of 35 million dollars and sales volume of 483,000 cases across the West and Southeast Divisions that include the following states: AK, AZ, CA, CO, HI, ID, MT, NM, NV, OR, UT, WA, WY, FL, GA, and SC. Facilitate field sales plans and strategies for our core sparkling wine brands; Freixenet, Segura Viudas, and Gloria Ferrer, as well as our peripheral brands and ensure field execution metrics across the portfolio. Lead and manage a direct sales team that includes 5 Regional Managers and 4 Area Managers, and a distributor network that is comprised of Southern Glazer’s, RNDC, Breakthrough Beverage, and multiple brokers across the control states. Work directly with major chain accounts across the regions and have achieved notable success with BevMo, COSTCO, QFC, Ralph’s, Smith’s, and Trader Joe’s. Collaborate with distributors in the business unit to establish business plans and track performance against sales goals and key programming objectives and monitor sales metrics to ensure compliance. Establish market-specific sales and shipment objectives, track progress against set goals, and create sales incentive programs. Conduct monthly business meetings and detailed trimester business reviews.
Hired to overhaul and organize sales operations and administrative procedures to meet dynamic sales and company growth. Oversaw Southern California and Nevada region including four district managers in Southern California and one state manager in Nevada and overcame drastic sales depletion and profit objectives for a 28 wine-brand portfolio. Created regional level sales plan and increased distributor communications, negotiations, and established sales volume and shipment objectives, pricing and discount structure, purchasing and inventory management, on and off premise sales incentive programs for channels and chains. Led monthly business meetings and detailed trimester business reviews.
Managed local P&L and all budgetary planning, implementation, invoice processing, and record keeping.
Managed all facets of the business and all distributors in the Western U.S.A. Established regional budgets; inventory; goals and allocations; shipments; sales incentive programming; pricing; profit margins; education of sales personnel. Formulated all marketing plans relative to investment markets and create programs and materials for field execution of said plans and managed all budgets and P&L activity applicable to the U.S.A. West Region. Managed two field merchandisers that worked in the Latin Market base of accounts.
Managed the Los Angeles & Central Coast Division of Young’s Market Company that included 3 Director of Sales and 10 Division Managers for the full range of Remy’s spirits portfolio and wine brands. Responsible for calling on key on-premise & off-premise accounts within territory.
Managed California, Arizona, and Nevada distributors for two developmental spirit brands and a portfolio of Italian wines (Monteoliveto & Guasti Clemente). Recruited, hired, trained, and managed 5 direct reports throughout the region.
District Manager | Wisconsin & Iowa Region (1998 – 2001)
Account Manager | Southern California Region (1994 – 1998)
Sales Representative | Pennsylvania Region (1992 – 1994)