Resume

Sign in

Sales Manager

Location:
2093, United States
Posted:
March 23, 2011

Contact this candidate
Sponsored by:
TalentDesk
Post Jobs to
Multiple Job Boards &
Get more Candidates
Try it Free!
Start your 30-day
Free Trial

MICHAEL P. SHERMAN

** ****** ****** *****

Wrentham, MA 02093

W 508.***.****

C 508.***.****

abhpkz@r.postjobfree.com

Executive Summary

Accomplished in developing and implementing sales, marketing,

and pricing strategies for consumer products, with background in

planning and financial analysis.

Experience

2008 - 2009 LONG TRAIL BREWING COMPANY Bridgewater

Corners, VT

Regional Sales Manager Brewery sales and marketing manager for

CT, RI, and MA.

Managed eleven wholesalers, responsible for pricing, inventory, shipments

and depletions. Key account coverage for chain liquor outlets. Managed

four direct reports with customer level responsibilities to achieve sales

and distribution goals.

Developed annual business plans in accordance with marketing strategy and

gained commitments on volume, investment levels, strategies and tactics

within each market.

2003 - 2007 MILLER BREWING COMPANY

Westborough, MA

Distributor Sales Manager Brewery business development manager

for three wholesale distributors in the Massachusetts market

with responsibility for seven sales representatives.

Selected to develop annual sales and marketing plans for a portfolio of

beverages across all pricing segments for the region. Exceeded plan of

2.4M case equivalents and $7M in marginal contribution in 2005;

distributors led state performance in the off-premise in 2004 and 2005.

Responsible for warehousing, operations, sales, and merchandising at

distributor level. Localized national programs and gained strategy

alignment with principal, sales management, and salespeople.

Negotiated investment levels and directed spending for $1M in sales,

marketing, and incentive budgets. Provided business insights by detailing

retail observations, analyzing trend data, and developed recommendations on

tactics to meet plan objectives.

1999 - 2003 PEPSI BOTTLING GROUP

Cranston, RI

Key Account Manager - On Premise Restaurant and fountain key

account manager and channel strategist for the Massachusetts and

Rhode Island Market Unit.

Responsible for developing area operating plan and strategies for the

fountain and restaurant channel. Developed plan to attack cold bottle

sales in this segment, which contributed over $1.7M in marginal

contribution growth to the Mass/RI Market in 2000.

Managed and developed twelve account representatives through one-on-one

coaching and joint sales calls. Ensured salespeople were continually

focused on plan objectives through monthly meetings and reporting.

Key account responsibility for 14 multiple-outlet customers with over 90

total locations, 150K units and $1.1M in marginal contribution. Managed

over $100K in customer development agreements.

Developed sophisticated Excel spreadsheets to assist selling teams in

setting targets, identifying product and package voids, and improving sales

capability. Spreadsheets were identified as a market " Best Practice" and

developed for the entire Northeast Business Unit.

1997 - 1999 PEPSI BOTTLING GROUP

Cranston, RI

Market Development Representative Key account manager for the

convenience and gas segment for the Massachusetts and Rhode

Island Market Unit.

Responsible for selling in new products, national marketing programs, ad

plans and chain development agreements for regional key accounts. Executed

national initiative aimed at combating competition in this segment, leading

to an increase of +5.0 sharepoints in 1998.

MICHAEL P. SHERMAN

Page 2 of 2

Developed relationship with large beverage distributor which led to a 70%

increase in marginal contribution by driving package shift. Captured over

90% of the on-premise business in this territory.

Selected to serve on seven-member task force re-engineering the pricing

process for the Eastern Business Unit. Improvements led to a reduction of

customer bill-backs and short pays in excess of $2M.

1994 - 1996 PEPSI-COLA COMPANY

Cranston, RI

Account Development Representative Lead salesperson for

territory representing 1.3 million cases and $10 million in

sales revenues.

. Responsible for targeting and acquiring all new retail and

on-premise business, in addition to developing existing

business relationships.

Primary call coverage for 2 local supermarket chains and several

independents to develop ad schedules, sell in new products, and execute

national marketing programs with account specific ties. Grew volume in

these accounts over 11% from 1994 to 1996.

ESPN Extreme Games-Mountain Dew key marketing contact in 1995 and 1996, and

developed local X-Games in-store programs which led to a brand increase of

34% over two years.

1990 - 1994 PEPSI-COLA COMPANY

Waltham, MA

Financial Analyst Financial planner and analyst for the New

England Area.

Assisted in the development of area operating plans for $10M on-premise

sales group.

Project leader for process improvement group aimed at centralizing

financial operations nationally. Project saved the company $1.5 million in

controllable costs.

Conducted quarterly balance sheet reviews with MFO and CFO of New England

Area.

1987 - 1990 THE MCCOURT COMPANY, INC Boston,

MA

Staff Accountant Accountant for real estate development group

with over $175 million in assets.

Education

1983 - 1987 BABSON COLLEGE

Wellesley, MA

Bachelor of Science Degree in Accounting.

Captain Men's Lacrosse 1986 and 1987.

1980 - 1983 LONGMEADOW HIGH SCHOOL

Longmeadow, MA

Computer Skills

Proficient in Microsoft PowerPoint, Outlook and Word; advanced knowledge of

Excel.



Contact this candidate