Sales Manager

JOSEPH R. COLLINS

www.linkedin.com/in/josephrcollins

** **** ******* ***** **** 207-***-****

Eliot, Maine 03903 *************@****.***

A CCOMPLI SH E D S ALE S AND M ARKE TING P ROFE SSIONAL

Performance driven sales executive with a record of successfully selling and marketing products to key customers. Strong history of

driving business through aggressive sales initiatives, delivering revenue growth, expanding market share and effective account

penetration. Highly goal oriented; focused on achieving ambitious goals through leadership. Experienced in the sales cycle

with the ability to successfully lead highly productive teams to drive business results.

A R E A S O F E X P E RT I S E

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Sales and Marketing Strategy Retail Store Operations Program Development

• • •

Relationship Building Team Leadership Field Sales Management

• • •

Key Chain Account Sales Technology Solutions Franchise Management

• • •

Revenue and Profit Growth National Sales Initiatives New Product Roll Out

P RO FE S S I O N A L E X P E R I E NCE

CRAFT BREWERS’ CONSULTANTS 2010 to Present

Provides strategic business and organizational advice to help start up and existing small brewers get to the next level.

Director of Business Development

Identify opportunities and apply specific category and brand building tactics to increase sales and share growth.

• Develop marketing plans to effect maximum brand and package penetration.

• Provide executive coaching and strategic planning.

• Evaluate core competencies and organizational development.

NEW HAMPSHIRE STATE LIQUOR COMMISSION 2012 to 2013

Regulates the sale, distribution, and consumption of alcoholic beverages in the state of New Hampshire.

Director of Store Operations

Directed all aspects of liquor and wine outlets to achieve objectives relative to profitability, service and efficiency.

•

Provided direction to regional supervisors, and administrative staff for an organization consisting of 77 Liquor

and Wine Outlets, employing 1,000+ full and part time employees, generating $565MM in annual sales.

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Planned short and long term organizational goals; reviewed, developed, and revised program recommendations

and policies, managed and executed numerous store marketing initiatives.

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Provided guidance and assigned duties to professional and technical employees on procedures, methods, and flow

of work to ensure quality and quantity of work were at a high level of technical competence.

•

Planned and implemented programs to improve sales and store operations to maximize state revenues.

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Coached, trained, and motivated staff with a focus on merchandising, inventory control, fraud prevention and

customer service; analyzed store staffing requirements and developed annual store operations budgets.

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Developed criteria, and evaluated store operations on efficiency, profitability and service.

J O S E P H R. C O L L I N S P AGE T WO

ANHEUSER BUSCH, INC. (A B) 1987 to 2009

America’s leading brewer, producing and marketing the world’s best selling beers including Budweiser and Bud Light.

Senior Key Account Manager (On Premise), National Retail Sales (2000 – 2009)

Managed relationships and programs with key chain accounts to increase sales and distribution of A B products.

• Managed relationships with high profile chain accounts in multiple geographical territories.

• Increased sales in several geographies at multiple accounts through development and execution of custom account level programs

and promotions utilizing syndicated data (IRI, Crest, Scarborough, and Nielsen).

• Built effective relationships with key decision makers to increase sales and market share and deliver revenue growth, expand

market share and account penetration.

• Recognized for achieving and exceeding goals set by both A B and chain account customers.

• Developed and managed sales budgets ranging from $3.5 million to $5 million annually.

Boston, Massachusetts

(2008 – 2009)

• Relocated to assume responsibility for accounts in the entire New England region including states of Maine, New Hampshire,

Vermont, Massachusetts, Rhode Island, Connecticut and New York.

• Improved Anheuser Busch account management and visibility in key chain accounts, adding Ruby Tuesday and Texas Roadhouse

to previous account base.

• Achieved 2.5% increase in sales and distribution in a declining industry market.

• Recognized by A B National Retail Sales with “Whatever It Takes” sales award for increasing sales 25% by developing

customized promotions for Applebee’s and Texas Roadhouse region locations.

Philadelphia, Pennsylvania

(2000 – 2008)

• Promoted to manage 16 key accounts in upstate New York, and the states of Pennsylvania, Maryland, Delaware, and New Jersey

with subsequent addition of 14 account decision points in 2004 for the states of Virginia, West Virginia, Ohio and Kentucky as a result

of reorganization.

• Account base included Applebee’s, Outback Steakhouse, Bonefish Grill, Fleming’s, and Hooters.

• Developed and executed localized programs at corporate and franchised account locations, leading to significant increases in

sales and distribution, far exceeding average region sales growth.

• Awarded “Silver Apple” for outstanding support of Applebee’s, and twice received “Purveyor of the Year” from Outback

Steakhouse “in recognition of outstanding contribution to their success”.

Key Account Manager (On–Premise) – Philadelphia, Pennsylvania (1998 2000)

Promoted to manage key on premise accounts to increase sales and distribution of A B products.

• Provided total account management and led efforts in executing A B sales and distribution strategies at 20 regional on premise

accounts with $2 million annual sales budget.

• Coordinated wholesaler key account activities, and participated in wholesaler communication meetings to ensure consistent

retail execution and extension of national sales promotion programs to grow sales.

• Built relationships with key decision makers of accounts including Aramark, TGI Friday’s, Chili’s, Applebee’s, Outback

Steakhouse, Pittsburgh and Philadelphia International Airports, Amtrak.

• Awarded TGI Friday’s “Director of Operations” award for outstanding vendor support.

• Honored with regional sales performance award for increasing sales and distribution by 10%.

Regional Marketing Manager – Charlotte, North Carolina (1996 1998)

Promoted to develop and execute marketing programs, negotiate sponsorships, and plan media to promote A B brands.

• Developed regional and local marketing programs for the Baltimore, MD, Washington DC and Charlotte, NC media

concentration areas to maximize visibility and awareness of the A B brands.

• Negotiated sponsorships, and developed promotions with major league and college sports teams, music venues, and other prime

demographic targeted special events.

• Created and managed annual regional marketing budget ($2.5 million).

Additional Anheuser Busch Experience

Key Account Manager (Off Premise) Senior District Sales Manager

Baltimore, Maryland (1995 to 1996) Baltimore, Maryland (1992 to 1995)

District Sales Manager Delivery Manager

Windham, Maine (1989 to 1992) Boston, Massachusetts (1987 to 1989)

E D U CAT I O N

• Bachelor of Science, Business Administration – Major: Marketing – Boston College; Chestnut Hill, MA

• Participated in MBA Program – Bryant University, Smithfield, Rhode Island

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