Sales Manager

Mark Berry

Email: *********@********.***

Address: **** ******* *****

City: Santa Rosa

State: CA

Zip: 95409

Country: USA

Phone: 707-***-****

Skill Level: Director

Salary Range: $75,000

Willing to Relocate

Primary Skills/Experience:

See Resume

Educational Background:

See Resume

Job History / Details:

Mark Berry

5922 Sunhawk Drive, Santa Rosa, California 95409

Phone: 707-***-**** Email: *********@********.***

Sales and Marketing Executive

PROFILE

Top-performing, and hands-on professional with more than 20 years of progressive management experience designing and expanding supplier and wholesaler sales divisions. Excellent strategic planner with experience developing and executing sales and financial plans for both national leader and start up brands. Experienced in managing all sales channels including outside sales, national accounts, inside sales and internet sales. Repeated success in turning underperforming divisions into company leaders. Enthusiastic, motivated manager with a reputation for recruiting, training and mentoring sales people into leadership positions. Unique background blending sales, marketing, pricing, budgeting, forecasting and market analysis.

Sales Management Brand Management

Field Sales Management

Strategic Business Planning Team Building

Market Positioning & Analysis

Contract Negotiations ROI Analysis Product Launch

Forecasting / Trend Analysis Competitive Analysis

Budget Management

Distributor Network Management B2B Sales Presentation Skills

PROFESSIONAL EXPERIENCE

Purple Wine Company, Graton CA

Western Divisional Manager, 2008-2011

A cutting edge family owned wine company, Purple Wine Company grew 82% over the past three years. Purple Wine offered an exciting opportunity to build start up brands and be involved in every aspect of their development including brand development, marketing, channel strategy and product launches. Their lead brand, Mark West, was named a "Hot Brand" by impact magazine for its meteoric growth. It was recently purchased by a large competitor for $160M.

Managed and mentored the regional managers of the 13 western states to outperform their annual sales goals aggressively and within the set budget every year.

Built 4 proprietary brands from start up size 84K cases to nationally ranked 153K cases in the western U.S.

Increased California market share from an underperforming (and shrinking) 12% of the national business to 16%.

Developed and maintained relationships with the senior management staff of the western wholesaler network convincing them to invest heavily in our brands growing Mark West from the 13th selling Pinot in California to 4th with a 42% growth rate in chain stores.

Kendall Jackson Wineries, Santa Rosa, CA Kendall-Jackson Wineries is the 8th largest wine company in the U.S. with 1,100 employees, 30 wine brands and annual sales of $500M. I contributed there for 14 years in six different positions of growing responsibilities.

Senior Vice President of Sales and Marketing Operations, 2006-2008

A newly created position in the finance department, this SVP position consolidated several functions providing support and oversight for the sales and marketing groups. The department of 13 worked with the managers to prepare budgets and forecasts for ownership. It also drove consumer analysis, product and competitive set analysis, market share reporting, pricing models, sales incentive plans and proprietary wholesaler reporting platforms.

Created report formats and analysis for brand marketing reviews and presented to senior management and ownership for company key planning sessions.

Provided a computerized distributor sales review for use by the 110 person sales force standardizing the company's communication and saving the field sales people hours of administration time.

Streamlined the company pricing platform and developed elasticity models to better identify optimal price strategies.

Oversaw the newly emerging "Winery Direct" sales channels that include tasting room operations and Internet wine club sales as well as communication and promotions to wine club members.

National Sales Manager, 2005-2006

Led the 85 person field sales team in assigning and managing the national wholesale network. Developed and executed monthly profitability and case sale goals by sales channel and brand. Successfully prepared and worked within a $19M budget.

Drove the company in achieving sales of 4.2 million cases while increasing revenue by 13%.

Prioritized brand and channel strategy leading to achieving sales goals on 22 of 30 brands.

Initiated a company wide certified wine education campaign resulting in all salespeople gaining a level 1 Sommelier Award building respect with our buyers.

General Manager / Vice President, 2000-2005 (Regal Wine Company) A company owned wholesaler with 110 employees and $100M in annual sales.

Regal Wine Company is the Kendall-Jackson owned wholesaler for California. I was recruited over five other Division managers by Lew Platt (former CEO of Hewlett Packard) to be GM in 2000 after Regal had struggled to meet goals for the prior two years. Within 60 days, Regal began to hit monthly and annual goals and continued the trend for 5 years.

Grew profitability for five consecutive years; increased sales share from 16% to 22% of national business.

Represented the company to investment bankers as part of Jackson Family sales effort

Changed the business model from company brands only to representing outside brands. Recruited twelve additional wine companies to Regal Wine Company growing profits by 10%.

Hired, recruited, and developed top regional managers to California, and created a national talent pool for Kendall Jackson.

EARLIER CAREER

Kendall Jackson Wineries, Santa Rosa, CA Northwest Division Manager / Cascade Region Manager

E&J Gallo Winery Merchandising Systems Manager / Field Sales Manager

EDUCATION

University of Oregon, Eugene, OR Bachelor of Science in Finance and Marketing

Stanford University, Palo Alto, CA, 2004 Financial Accounting for Non-Financial Executives Certificate

University of California Davis, Davis CA Wine Executive Program

TRAINING

Level 1 Master Sommelier Certificate

MS Access Database design and query program

Visual Display of Quantitative Information Program by Edward Tuft of Yale

ACTIVITIES

Guest Lecturer, UC Davis Graduate Program

Guest Lecturer, Sonoma State Wine Master of Business Administration (MBA) Program

Christian Spiritual Advisor for the Sonoma Probation Department at Los Guilicos Youth Detention Facility

Contact this candidate