Sales Manager
Resume:
MICHAEL P. SHERMAN
Wrentham, MA 02093
****-****@*******.***
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
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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.
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