Sales Manager

Wayne A. Smith

**** ********* ******* ****: 407-***-****

Winter Park, FL 32792 E Mail: ********@***.**.***

Objective: To obtain a position with an organization that will utilize my extensive experience and proven abilities in

developing beverage brands within a market.

Summary of Qualifications:

• Experience encompasses management of DSD operations selling over 3,000,000 cases and up to 200 personnel. Brand

Representative for national soft drink, bottle water, ready to drink tea and energy drink product lines. Successful track record securing

product authorizations in National Key Accounts. Responsible for strategic sales planning / implementation; developing multi- million

dollar budgets; sales presentations; hiring and training.

• Unique ability to establish and maintain excellent rapport with people from diverse backgrounds including: DSD Senior

Management and Subordinates, Chain Account Personnel and Team Personnel.

• Proficient in Power Point, Excel, and Word.

Experience: Coast Brands Group, Newport Beach, CA, Product / Brand Representative

Current Southeast Region Sales Manager

• Represented various beverage brands including Craft Beers. Energy Drinks, Protein Drinks, Flavored Drinks, Coconut Water and

Energy Shots.

• Called on all Budweiser and Miller / Coors Distributors in 7 Southeast States. I have a working relationship with key personnel in

each of the Distributor operations.

• Presented beverage products to all major supermarket chains and national C-Store chains in Southeast. Numerous face to face

meetings with Retail Buyers in all National Accounts.

• Positioned protein drink in the Dr. Pepper, Snapple Group, do to relationship with Senior Management in that organization.

• Coast Brands Group, lost contracts with numerous supplier companies, causing a layoff of all Sales Personnel

Experience: Boylan Bottling Co. Teterboro, NJ, Manufacturer of Gourmet Soft Drink Line

2005 - 2011 Southeast Regional Sales Managers

• Responsible for building a DSD Distribution System in 7 Southeastern States

• Successfully established a network of 51 Budweiser Wholesalers in 5 Southeastern States.

• Successfully presented and secured Boylan authorization in Publix, Winn-Dixie, Albertson’s and various Independent key

accounts.

• Duties include, Monitoring Inventories, Processing Distributor Reimbursements, and Key Account Calls, Trade Calls with Off

Premise and On Premise Distributor Personnel, Developing Marketing and Sales Incentive Programs to increase sales.

• Number one in the company in market and distributor development.

Experience: Iceland Spring, North America, Stamford, CT, Manufacturer and Importer Natural Spring Water

2001-2005 Regional Sales Managers

• Responsible for securing distribution in all channels of trade in 9 Southeast States.

• Signed Tree of Life as Master Distributor servicing key accounts including Whole Foods, Wild Oats, The Fresh Markets.

• Opened the Puerto Rico market, obtaining distribution through Molac Imports, Inc a major DSD Distributor on the Island.

• The 911 Tragedy had a dramatic economic impact on the Iceland economy causing the investors to with draw funding, forcing the

company into bankruptcy.

Page 2.

Experience: Naya (US), Inc. Montreal, Canada, Manufacturer and Importer of Natural Spring Water

1996-1999 Regional Vice President

• Reported to President, responsible for sales in Central U.S. region (25 states). Direct reports including two Division Managers and

12 District Managers.

• Responsible for strategic sales planning and execution. Training and Development of subordinates, Key Account Calls and

Maintaining Distributor Relations.

• Developed and monitored and $8 million funding / advertising (print and radio) budget.

• Responsible for 10 million case sales and $80 million in revenue.

Accomplishments

• Increased sales an average of 35-50% in each district with a 70.1% increase in one division. 75% of the business was with Coca-

Cola Enterprises (CCE) Managed six CCE Divisions.

• Naya filed for Bankruptcy when Coca-Cola discontinued distribution of the brand. Eighty per cent of Naya volume was in the

Coke distribution system.

• Played an integral role in restructuring the organization to a hybrid distribution system, which entailed hiring / training brokers

and new DSD distributors. Personally called on Key Chain accounts to establish a direct delivery system.

Experience: Cadbury Beverages, North America, Stamford, CT

1994-1996 Business Development Manager

• Responsibilities in this newly created position included opening distribution for Naya Spring Water and various Cadbury Brands

including: Motts Juices, Hershey’s Chocolate Drink, Country Time Lemonade and Crystal Light.

• Transferred to Cadbury “Red Team” responsible for sales growth of A&W, Schweppes, Squirt and Naya within the Florida Coca-

Cola system.

• Reversed negative sales trends for Cadbury brands. Obtained full bonus payment in 1995.

Experience: Naya (US), Inc. Montreal, Canada, Manufacturer and Importer of Natural Spring Water

1991-1994 Division Manager

• Responsible for developing DSD distribution system in the Southeast (9 states) for this new company.

• Focused on Florida, Georgia, Tennessee, and Louisiana, CCE Operations, conducted kick off sales meetings in 100+ CCE Sales

Centers.

• Obtained 90% brand availability in first year due to development of effective trade promotions, internal sales incentives and

feature ad and promotion activity in key accounts. Resulting in 1 million case sales at the conclusion of the first year.

Experience: Southeast Atlantic Corp. Manufacturer of National Brand Soft Drinks and Waters.

1988-1991 Vice President / General Manager

• Named to Executive Committee due to extensive operational experience and background.

• Supervision of 5 sales centers in Florida, named top Canada Dry bottler in US for Group II markets in 1989.

• Grew the Orlando market 153.0% in 4 years, increasing sales from 150,000 cases to 380,000+ cases.

Prior to 1988: Various Positions within the Soft Drink Industry.

Education: University of Toledo – Toledo, Ohio, Business Administration Studies

Numerous Seminars / Training in Sales, Marketing, Management, Diversity Training

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