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Sales Manager

Location:
Richardson, Texas, United States
Posted:
March 13, 2019

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Resume:

MICHAEL C. HOWARD

**** *. ******* *****

Richardson, TX 75080

ac8r09@r.postjobfree.com

972-***-****

PRESIDENT – SENIOR LEVEL EXECUTIVE

SALES, MARKETING, OPERATIONS, FINANCE, CORPORATE STRATEGY 1

PROFILE & VALUE

Wide-Ranging General Management Experience

Adept at guiding large and small organizations that deliver revenue growth & profit growth. Proven track record of increasing corporate & brand equity value through market share expansion and improve operational performances. Corporate Strategy Specialist

Characterized as a visionary strategist and tactician. Consistent record of delivering results through collaborative management, team building, empowering employees and creating a culture of accountability.

Innovative Sales & Marketing Leader

Successful product management from concept to category leadership positions through a highly regulated industry Develop and shepherd sales teams through solution based tactics that focused on sales execution. In-depth sales experience in a consultative-selling environment. Manage marketing teams to impact consumers at the point of consumption. Directly worked with creative agencies to produce brand campaigns that utilized multiple media platforms that generated consumer awareness and consumer trial. Beverage industry public relations expertise and public speaking proficiency. Strong Financial & Operational Capabilities

P&L success and clarity among different types of organizations. Solid financial and transactional background including direct experience in mergers, acquisitions, and complicated debt financing. Assisted the supervision of operations of complex production processes. Aided the production management through large growth curves. Supported the production planning efforts, inventory controls and packaging designs that increased output and significantly lowered cost.

Michael Howard

2417 W. Prairie Creek • Richardson, Texas 75080 • 972-***-**** cell • ac8r09@r.postjobfree.com 2

PROFESSIONAL EXPERIENCE

Southwest Spirits & Wine LLC, Dallas, TX 2012 – Present President

Founder of the company and led organization through merger and then equity placement. SSW produces and markets spirit brands to distributors, customers and chains throughout the USA. Currently report directly to board and equity ownership. Under my leadership, SSW is the 3

rd

largest distillery in Texas as of 1/1/19

• During my tenure the developed sales strategies created marketing plans, implemented business initiatives, designed new packaging and production processes that led to the following results;

• Sales and production has increased from 46,000 cases annually to over 340,000 cases annually

• Minor packaging changes and operational efficiencies have led to a drop on COG’s for leading product NUE Vodka (-3.7%) per case

• Revenue has grown from $3.5 million in 2013 to over $25 million annually in 2018

• Increased Equity Brand revenue from $1.5 million in 2016 to $10 million dollars annually

• Chain grocery and liquor store sales efforts at the national buyers’ office directly increased Private Label / Agency Brand revenues from $2.5 million in 2015 to $15 million dollars annually

• Refined and sharpened private label models to create general market brands that generated higher margins and achieve brand related equity

• Focus on sales execution and effective trade promotions have generated over 300% growth in chain grocery consumer pull the past two years according to Nielsen Data 12/21/18.

• Enhanced and expanded fledgling distributor network from a few states to (42) states.

• Led the negotiations for a national agreement with the 2nd largest distributor network in the USA, RNDC

• Directly managed and negotiated creative debt facility to provide more liquidity to the business and reduce debt service related costs

• Initiated a “go-to” supplier relationships with key distributors to increase Control brand opportunities and revenue

• Implemented a barrel aging program that allowed us to develop higher margin brands to sell and enhanced the company’s inventory value which allowed the company access to a larger borrowing base

• Leadership of product development, packaging design, and production related formula work has produced brands that have won over (30) industry related awards and (10) products with quality ratings over 90 points

• Marketing campaigns and trade promotions for NUE Vodka have increased distribution over +100% the past three years and increased retail account yields by approximately

+200%.

3

PROFESSIONAL EXPERIENCE

TY KU LLC, New York, NY 2008 – 2012

Executive VP of Sales & Marketing

North American executive who worked directly for the private equity ownership. Role was to develop and manage a distributor network. Develop and implement national marketing campaigns that created brand awareness and consumer pull for startup Asian wine and spirits manufacturer

• Grew company from initial sales to one of the sake category leaders. Top line revenue exceeded $20 million dollars and sales exceeded over 200,000 cases in 2012. Full P&L responsibility for sales and marketing aspects of business

• Created and implemented chain grocery and national accounts that made TY KU sake the fastest growing sake in the USA according to Nielsen data; TY KU was the 2nd largest selling sake in the USA in 2012.

• TY KU won “Hot New Brand award in 2009 and 2010

• Assisted the change in production from Japan to USA for line extensions and reduce the cost of goods GLAZER’S WHOLESALE, Dallas, TX 2006 – 2008

Vice President – Spirits Sales – Cactus Division

Challenged by the largest distributor of distilled spirits, wine and beer in the state of Texas to drive top line revenue and profitability for a +$450 million dollar operation.

• Direct P&L responsibility and strategic direction for (280) person organization that included sales, marketing, finance and operations.

• Grew revenue from $385 million dollars to $450 million dollars over a 2 year period. Increased operating profit by $13.1 million dollars during that same period

• Developed and enhanced Glazer’s selling and operational skill sets as an organization. Led Glazer’s from a “Pre-Level I distributor to a Level III” Distributor within the Diageo national network

• Exceeded Diageo sales objectives both years. Glazer’s was awarded Diageo’s Golden Bar of excellence in 2007 & 2008

• Managed over-all operations and inventory of 2.8 million of cases of products through (13) branch locations in Texasut Texas ABBY LANE INC. Los Angeles, CA / Dallas,TX 1995 - 2006 CEO

Established and built beverage company from inception, joint ventures, and brand divestures. Led the merger of the company with Independent Distillers and had full P&L responsibilities of 3 business units across North America before global business was sold for approximately $800 million.

• Negotiated a joint venture agreement with Allied Domecq, large UK public company, to create Sauza Margarita Mix, Kahlua Mudslides and Malibu Pena Coladas.

• Trademark and distribution rights to the brands were sold for an above industry multiple in 2002

• Partnered in the creation of Knappogue Irish whiskey, the first single malt, vintage Irish whiskey marketed in the USA; Awarded the Spirit of the Year by Food & Wine Magazine in 1999

• Results from the Independent Distiller’s merger were;

• Led turnaround of Independent Distillers Canada from a $3 million dollar annual loss to a $2 million dollar operating profit. Created a profitable business moving forward in heavy regulated country

• Renegotiated terms with national importer in Mexico to create a self funding model for Independent’s products in the chain grocery segment. Stabilized existing distribution that drove sales up 30% ALLIED DOMECQ SPIRITS & WINES USA, Los Angeles, CA 1986 – 1995 Senior Division Manager / Division Manager / State Manager Promoted to increasingly more responsible sales management positions in multiple regions across the USA. Allied Domecq was one of the world’s largest spirit manufacturers until 2007. Final position was spent managing Western USA with P&L responsibility for $68 Million of revenue.



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