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Click here or scroll down to respond to this candidateCandidate's Name
Indianapolis, IN Street Address
Phone: PHONE NUMBER AVAILABLE Email: EMAIL AVAILABLE Web: LINKEDIN LINK AVAILABLEResults focused Vice President of Sales with Street Address + years of success in strategic planning, resource allocation, team leadership and supplier collaboration. Skilled at operational analysis, branding approaches, innovative marketing and sales program design, and big-picture penetration.AREAS OF EXPERTISETeam Development, Forecasting, Coaching, Strategic Planning, Operational Analysis, Resource Allocation, Pricing Strategies, Program Development, Negotiation, Building Relationships with Key Decision Makers, Problem Solving with Acute Analytical Ability, Excellent Organization Skills.RECENT PROFESSIONAL EXPERINCEVice President/General Sales Manager Southern Glazers Wine & Spirits 2022-PresentCommercial sales: National chains, Independent package, Convenient stores, and On-Premise.Responsible for the success of all channels of business. Primary relationship between suppliers and sales team. Ensuring the development and growth of long-term partnerships that profitably grow brand positions, market share, and distribution in all channels of business. Directing full range of sales activities.Primary ResponsibilitiesIdentify and implement strategies to achieve sales goals and objectives for growing $415 million in revenue.Responsible for maintaining and growing relationships with over 140 suppliers ranging in size from Constellation & Beam Suntory to regional suppliers like Hard Truth Distilling & St Julian Winery.Setting short and long-term priorities and developing annual goals while adhering to budgeting, forecasting, and financial control processes.Conducting sales reviews with each assigned division to address market-specific tactics, revising forecasts, and supporting achievement of supplier priorities.Monitoring performance to meet expense and revenue objectives.Developing and implementing effective sale plans and programs to generate revenue, drive growth, and increase market share.Established and maintain high-level, executive contact with accounts, focusing on the establishing and maintaining strategicrelationships.Managing the execution of sales processes and leveraging appropriate resources to drive sales objectives & hit KPIs.Building and developing a high performing sales team of over 240 team members.Evaluating market activity and business intelligence and recommending action plans as needed.Coaching, directing, and counseling team on overall performance; defining expectations and monitoring progress.Attract, motivate, and retain over 240 team members while maintaining an engaging work environment ensuring sound policies and procedures adhered to.Key Accomplishments:Grew Market Share on Wine & Spirts in the challenging 2023 industry environment.Achieved company growth expectation on Revenue & GP year after year.Many direct reports advancing in their careers.Leading team to win numerous supplier awards.PWS Trade Development Director Southern Glazers Wine & Spirits 2020-2022Ongoing coaching & development of 15 TDMs and 6 BDMs.Maintaining individual team member accountability to financial levers within their supplier community to achieve the overarching statewide corporate initiatives for the following: Supplier Accounts Receivable, Forecast Accuracy and Corporate Initiative Achievements.Serving as the primary contact for managing and enhancing supplier partnerships.Responsible for supplier portfolio pricing, selling expenses, profitability, and margin objectives.Providing sales teams with promotions and programming to successfully execute depletion and distribution objectives and corporate mandates.Identifying opportunities and potential barriers and recommending solutions for brand performance.Primary lead for supplier planning meetings, fiscal reviews, and industry related events.Attending supplier meetings on a regular basis.Forecasting inventory needs and monitoring demand changes in conjunction with SGWS supply chain.Maintaining all item pricing, discounts, and recoveries to allow for efficient execution of portfolios.Director Chain Division Southern Glazers Wine & Spirits 2019-2020Leading Southern Glazers Chain Division in the State of Indiana: National & Region Chain Grocery Accounts Managing to financial budget within channel. Forecasting accurate monthly results. Capturing monthly sales results with analysis and commentary including competitive insights. Training and developing sales team. Directing interaction with top retailers in the channel. Contributing sales programming ideas (incentives, quota management, etc.) to effectively grow market share. Supporting ROI analysis against market level activity. Scheduling and leading division meetings, division management meetings, and long-term strategy meetings with stakeholders.Key Metrics Achieve volume and distribution growth. Achieve all key brand KPIs.Financial Targets Improve gross profit. Grow revenue ahead of volume. Grow key brand value/volume.Director Universal Division Southern Glazers Wine & Spirits 2017-2019Commercial sales: National chains, Independ package, Convenient stores, and On-Premise AccountsLeading Southern Glazers Universal Division in the State of Indiana:Managing attributes mirror the Director of Chain role listed above except scope of accounts was broaderVice President/General Sales Manager Glazers Distributors 2009-2017Commercial sales: National chains, Independ package, Convenient stores, and On-Premise AccountsLeading Glazers Business Unit in the State of Indiana working hand in hand with suppliers to maximize the companys presence in the market:Planning and managing yearly operational budgets for the business unit.Negotiating with suppliers to create expectations and strategies that are mutual and realistic to optimize marketing investments.Developing a high level of engagement with suppliers while acting as a liaison for Glazers.Ongoing development, training, and evaluation of the sales team and management.Coaching and leading the Business Unit to ensure that all account execution initiatives are implemented, communicated, and evaluated to achieve optimal outcome.Developing clear and concise sales goals that are measurable and align supplier and company goals.Being a visible leader who is engaged in all facets of the Business Unit and Statewide.Leading and developing the units managers to clearly identify expectations to maximize Trade Development, Supplier Relations, and Consumer Awareness.Evaluating the companys marketing efforts and defining new and creative strategies that will assist the sales team and suppliers to reach stated goals.Additional Professional ExperienceOlinger Distributing Company- Sales Manager, District Manager, On Premise Sales Manager, Territory Manager, Merchandiser.Industry Training & CertificationsCSSWSET 2 Wine & SpiritsCompleted Southern Glazers Advance Leader ProgramCompleted Glazers Leadership ProgramBachelor of WineBachelor of SpiritsBachelor of SakeCompleted over 200 SGU online courses ranging from SAP to Strategic ThinkingCompleted Glazers Product Expert Certification (GPE) in-room classes and management classes.EducationUniversity of Southern Indiana BS, Marketing and CommunicationComputer/Technical SkillsMicrosoft Word, Microsoft Excel, Microsoft Power Point, Outlook, TEAMs, OneNote, SAP, DIVER, Business Objects, Sales Nav, Compass, Nielsen, and a variety of industry-specific data management packages.Professional Associations Member of Bourbon Women Association Member Women of Wine & Spirits |
