Sales Manager

Norman W. Latham

**********@***.***

Hamilton, NJ (Mercer County)

Cell-609-***-****

Summary: 25 year career with experience on the supplier and distributor level.

Extensive experience in upper level distributor management, sales planning,

product launches and budget management.

Import and domestic field based work gaugeing distributor performance at retail

Coaching field sales on distributor management and sales process, retail execution and

incentive programming for best ROI.

Experienced in MS Powerpoint, Excel, Word, Margin Miner, Cognos and IRI/Neilsen as

it applies to distributor and chain management.

Experience:

Treasury Wine Estates – Napa, CA 9/20127/2014

Market Manager – NJ

NPD introductions – planning of distribution targets, orders and market execution needs.

Intro’d 19 Crimes & Gabbiano Solatio, more than doubling rollout goal of dist/vol.

Strategic Accounts local execution responsibilities for on/off premise.

Educate distributor sales personnel on the TWE brand portfolio using Treasury University

in addition to work withs to re-enforce brand strategies.

Hold QBRs with the distributor(s) management team to course correct as needed.

Plan development & POS resource allocation for luxury, masstige and commercial brands

+12% total volume in F13 in challenging dual market, NJ #4 in US for volume growth

Pong Beer Company – Westport, CT (start-up) 1/20127/2012

Vice President, Sales Director – Eastern US

Appointing and building distributor network for current and future growth

Implement sales performance measures and targets using the core brand priorities with

distributors while assisting in achieving expected results.

Manage wholesale managers and sales representatives to achieve depletion and

distribution goals.

Responsible for communicating brand strategies and implementing off & on premise

standards with distributors.

Pabst Brewing Company – Woodridge, IL 1/2008 – 6/2011

General Manager – Rust Belt Region (NJ-PA-DE-MD) (OH-MI)

Recruit, develop, mentor sales team (15).

Region responsible for 8.5M c/e and $64M GREV in 2010 for all brands

New product launches for McSorley’s, Southampton, Colt High Gravity and Blast

by Colt 45. The region was #1 region for roll out volume of these brands.

Led initiatives for Meijer, Kroger, Buffalo Wild Wings, Giant Eagle, & UDF

leading to increased distribution, ads and volume gains. Aligned local chain calls to

national & regional objectives.

Budget management for T&E, POS, incentives and sponsorships.

Pabst Blue Ribbon +11% for 2010 vs +6% nationally

Plan development for all incentive programming for best ROI.

Lead pricing initiatives and make recommendations for best ROI.

Monitor and manage distributor’s performance against PBC objectives and

recommend corrective action.

Provide management with market intelligence (competitive, distributor and

retailer activity, etc.)

Experience in using VIP/RAD to properly target distribution and execution

opportunities.

Scottish & Newcastle Importers - US HQ/ San Rafael, CA 1/19951/2008

The American branch of the largest brewing group in the UK.

Sales Director - East Division, Mid-At & NE States 1/2007-1/2008

Overall sales and profit responsibility for New England and Mid-Atlantic regions.

Provided leadership to sales team consisting of three RMs and two KA managers and

twelve field sales personnel (17).

Instituted ongoing sales process w/ distribs to identify distribution gaps, then agreeing on

go to market strategies to attain mutually agreed upon goals.

Conduct monthly and quarterly meetings with regional managers and key account

managers on sales figures, budgets, personnel, etc.

Support team members on customer visits and advise regional managers on contact with

key customers both retail and wholesale.

Prepare monthly divisional sales reports and analyzes potential sales activities with

recommendations to VP Sales.

Prepare and provide divisional sales information to the marketing department for the

development of promotional activities.

Ensure national account directives are interpreted and executed w/distribs.

Region Sales Manager - Mid-Atlantic States 1/199512/2006

Led restructure of VA distrib network. Going from master/sub line-up to direct distribs.

Managed eight state areas while building a sales and distribution presence to add and support

additional team members.

Led Mid-Atlantic region to 14% growth in 2006 and 10 previous years of steady double digit

growth vs national average of 7% growth.

Budget accountability for POS, local adverts, promotions, equipment, incentives, and T&E.

Develop price promotions and incentives for each wholesaler based on volume forecasts.

Rolled out new products in NJ, DE, MD, PA, VA, Washington DC, and NYC.

High Grade Beverage – South Brunswick, NJ 9/19851/1995

New Jersey’s largest Anheuser-Busch distributor

Sales Manager 1992-1995

Directed and led fifteen salespeople, five supervisors and five merchandisers

Forecast and analyze monthly, quarterly, and annual sales figures.

Set all distribution and display targets for sales force.

Supplier contact duties for A-B, Heineken, Labatt, and others.

Responsible for all A-B sales programs, on and off premise.

Designed and implemented training course for new sales hires.

Assisted in sales department compensation changeover from base/commission to MBO.

Education: The College of New Jersey

Degree/B.A. Communications

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