Manager Sales

SENIOR SALES MANAGEMENT

Expertise in managing account relationships, exceeding sales targets, and

enthusiastic customer and distributor relations

CAREER HIGHLIGHTS

Pernod-Ricard Americas Travel Retail: KEY ACCOUNT MANAGER January 2014

- Present

Ft. Lauderdale, FL

Key Account Manager for the highest dollar and case volume Duty Free

Customer for PRATR. Manage 1 direct report and responsible for Sales and

Marketing of the entire Pernod-Ricard Spirits portfolio in over 165

airports, spanning 10 Caribbean, South and Central American Countries.

. Managed a 150,000 case customer, Duty Free Americas (DFA)

. Continually train, direct and develop sales specialists for next role

. Manage Full P+L for both Trade Price and a $1.2MM A+P

. Accountable for programming wholesaler annual business plans,

quarterly business reviews, volume goals, incentives, thematic program

initiatives, and wholesaler pricing

. Implemented Pricing Brand Strategies into local activation FY15 plans

. Responsible for executing all marketing in store promotions

DIAGEO NORTH AMERICA: DISTRIBUTOR / MARKET MANAGER July 2009 - Present

Miami, FL

Wholesaler manager for the third largest distributor in the country.

Responsible for building the beer portfolio throughout South Florida's four

counties. Manage 3 direct reports. (Sales specialist) Managed a $500K A+P

Budget and a $30MM Gross Profit Market.

. Managed a 1MM case wholesaler across Beer and PAB

. Distributor Manager of the Year FY2010

. Achieved FY10 +3% vs. Plan and +5% vs. LY

. FY11 +2% vs. Plan and +3% vs. LY

. FY12 +1% vs. Plan and +2 vs. LY

. Successfully turned a -10% trend vs. LY to a +2.5% finish equaling

340K case change

. Accountable for programming wholesaler annual business plans,

quarterly business reviews, volume goals, incentives, thematic program

initiatives, and wholesaler pricing

. Continually train, direct and develop sales specialists

. Finished +50% on average with all major Hispanic Chains (Sedano's,

Navarro's, Bravo, IGA)

. First market to launch Red Stripe Light in the USA successfully

. Achieved Red Stripe Light Distribution Goals within first 30 days

. Have successfully achieved plan month to month since joining Diageo

CULT ENERGY BEVERAGES: VP OF SALES / MARKETING JUNE 2006 - 2009

Miami, FL

Developed and implemented new product launch for a European Beverage

Company. Managed the entire America's project from idealization to reality

by providing all expert analysis to meet or exceed expectations.

Responsible for setting up all aspects of product production, distribution

networks, key account authorizations, territory management and budgeting.

. Additionally saved $1MM to the bottom line in production costs

. Interviewed and negotiated local distribution assignment contracts

. Achieved over 25% volume target in 1st quarter of launch

. Introduced 2 innovation products within the first year if operations

. Trained and developed cross functional sales teams throughout the SE

distributor network

. Developed and implemented effective retail POS

. Developed and implemented merchandising standards for all brands

. Managed and Controlled $2MM Trade Budget within company guidelines

. Built Relationships with over 23 Major Retail Key Accounts across the

SE, USA

. Initiated key internal relationships with distributors and retailers

RED BULL N.A.: DIVISION MANAGER

2002-2005

RED BULL N.A.: FIELD MARKETING MANAGER

2001 - 2002

Miami, FL

Managed $40MM P+L through 17 distributors across 3 states (FL, GA, AL).

Developed and delivered strategic marketing plans to increase level of

execution in low awareness areas. Worked out in trade with distributor

management personnel to determine trends, issues, and competitive activity.

Led, coached and developed 3 district managers for the overall success of

the division. Managed, developed and executed plans and procedures to

ensure distributor launch in the Caribbean.

. Increased Market share by 30% vs. LY (AC Nielsen)

. Raised overall volume by 100% over previous 2 years

. Division Manager of the Year 2004

. Established successful relationships with key customers to achieve

planogram positioning

. Developed and implemented creative sales incentives and programs to

achieve volume and distribution goals across the SE

. Identified, interviewed and awarded distribution rights to multiple

distributors in the following Caribbean Islands; Puerto Rico,

Dominican Republic, Grand Cayman, and Bahamian Islands.

. Developed and executed 35 strategic, unsponsored "Brand Awareness"

events via local radio and T.V.

. Increased Market share to 85% in grocery channel and 92% in c-store

channel

. Created and presented "Brand Training" seminars at distributor offices

DANONE INTERNATIONAL BRANDS: REGION MANAGER 1999 - 2001

DANONE INTERNATIONA BRANDS: DISTRICT MANAGER

1998 - 1999

Miami, FL

Managed a $20MM P+L for a territory of 7 states (FL, GA, AL, MS, TN, AR,

LA). Managed 12 broker offices within those states to ensure volume and

merchandising standards were met. Created, planned, coordinated and

executed chain sales and marketing activities to ensure profit for both

retailer and supplier. Conducted both distributor and broker quarterly

meetings to ensure budgets and goals were met. Held principals accountable

for successes / short falls to volume and profit goals. Managed business

partner Southern Wine and Spirits to increase volume and distribution goals

for the state of Florida. In charge of developing brokers to result in

increased volume for the food service channel.

. Authorized Dannon Water at Publix, Winn Dixie, Sedanos, and

Albertsons.

. Accountable for programming wholesaler annual business plans,

quarterly business reviews, volume goals, incentives, thematic program

initiatives, and wholesaler pricing

. Developed new business with Sysco, Henry Lee, Alliant food service

operators.

. Managed, coached and developed 2 DM in Florida to grow C-store and

food service business by 35%.

. Responsible for record keeping and compliance of all finances

. Ensure marketing programs were implemented and executed to meet

requirements

. Increased brand market share by 12% in retail stores (IRI Data)

. Coach and develop over 17 different sales teams to execute my budget

and volume goals which increased overall by 10%

. Consistently increased sales and dollar volume by 40%

FLORIDA COCA-COLA BOTTLING COMPANY: ACCOUNT MANAGER

1993 - 1998

EDUCATION

NOVA SOUTHEASTERN UNIVERSITY 1994

B.S., BUSINESS MANAGEMENT / HOSPITALITY MANAGEMENT

TECHNICAL SKILLS

. Proficient with MS Office

. Executrain, Microsoft Executive Series

. Negotiating Skills (Franklin Covey) 2012

. Time Management (Franklin Covey) 2012

. Presentation Skills (Franklin Covey) 2013

INTERESTS / ACTIVITIES

. Family Time, Competitive Fishing, Golf, and Camping

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