National Account Manager

DEREK K. SAULS, MBA, CSS

*****.*****@*******.*** 720-***-****

NATIONAL SALES MANAGER MARKETING MANAGER

Strategic sales and marketing leader with profound ability to build and grow profitable brands, operations, and

sales programs from the ground up. High business development and sales acumen with ability to drive revenues

through effective long range planning and implementation. Prepares and executes profitable business plans in

support of accomplishing business objectives. Partners cross-functionally company-wide and builds strategic

external relationships. Reliable manager, individual contributor, and committed team player who aligns corporate

needs, while increasing market share. Excellent interpersonal, verbal, written communication, presentation,

motivation, and negotiation skills. Analytical, technical, detailed and organized.

SKILLS & QUALIFICATIONS

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Needs Analysis Account Management

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Innovation Management Consultative Selling

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Strategic Planning Leadership & Management

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Business Reviews Benchmarking & Best Practices

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Sales Plans Customer Planning & Development

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Metric Management Contract Management & Renewal

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Budget Management Consumer Marketing

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Business Development Shopper Insights

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Motivate & Team Development Spirit & Wine Specialist

PROFESSIONAL EXPERIENCE

Bacardi USA, Oakbrook, IL 2013 –

Present

SR. NATIONAL ACCOUNTS MANAGER, PHARMACY CHANNEL

• Spearheads national sales strategies with oversight of Spirit and Wine business for Walgreens and Rite

Aid; with total revenues in excess of $40M

• Accountable for P&L management of major global brands including Bacardi, Grey Goose, Dewar’s,

Bombay, and Martini wine and spirits

• Organizes and facilitates quarterly business meetings with account buying team and other stakeholders

• Strategically builds and sustains lucrative business relationships, resulting in profitable accounts

• Effectively negotiates programs and pricing, optimizing supply chain management for assigned channels

• Heads program development and implementation through partnership with category managers

• Leverages U.S. distributor relationships in selling, merchandising and executing sales initiatives

• Develops, designs, and leads executive-level business overview sessions

• Awarded National Accounts Manager for increased performance in NSV and volume in 2013; exceeded

goals by 25%

Beam Global Spirits & Wine, Deerfield, IL

SR. NATIONAL ACCOUNTS MANAGER, MASS GROCERY & CLUB CHANNEL 2011 – 2013

• Implemented innovative sales strategies, and managed Spirit and Wine business for Wal-Mart and Sam’s

Club USA; total business valued at over $100M

• Developed sales initiatives and plans, increasing sales volume to over 400K cases for global brands such

as Jim Bean, Makers Mark, Sauza, Canadian Club, and Skinnygirl Margarita

• Developed territory development plans and networking relationships, increasing market shares by 15%

• Achieved recognition as fastest growing supplier at Wal-Mart; increased sales YOY by 30%

• Acknowledged for numerous sales awards including National Accounts Manager of the year, Champions

Club Recipient, and Accredited Gold Level Spirits Trainer

DEREK K. SAULS *****.*****@*******.*** 720-***-**** Page 2 of

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U.S. DIRECTOR, DISTRIBUTOR SALES STRATEGY 2010 – 2011

• Developed and implemented distributor and broker sales strategies nationwide for U.S. markets

• Administered contract compliance for new and existing distributors

• Developed route to market distribution initiatives, governing new products acquisitions

• Conceptualized and executed specialized programs for core brands and regions, significantly increasing

brand shares by 5%

U.S. BRAND MANAGER, SAUZA TEQUILA 2009 – 2010

• Managed brand strategy and P&L for Sauza Gold & Blanco, Tres Generaciones, Sauza RTD, Sauza Giro,

and El Tesoro Super Premium Tequilas

• Grew Tequila programs and increased brand recognition, fostering alignment of brand strategy with

company’s vision and goals

• Leveraged digital media and custom market to drive national brand awareness and sales growth

• Collaborated with regional marketing teams to ensure business development and growth in local markets

• Directed sales and marketing strategies for the U.S. National Tequila Brand Ambassadors Program

• Spearheaded the successful launch of newly packaged Tres Generaciones Tequila

DIRECTOR OF REGIONAL MARKETING, ROCKY MOUNTAIN DIVISION 2007 – 2009

• Oversaw brand strategies for Beam Global Brands and managed P&L and marketing strategies; region

included Nevada, Colorado, Arizona and New Mexico

• Charged with driving local brand volume and profits through strategic partnerships with brand managers

and DVP

• Directed strategies for brand activation such as buying local media space, designing high impact local

programs, and developing local marketing calendars

• Developed and executed key account tactics with Sauza Brand Family; led division in sales growth by

35%

• Accomplished the 2007 Bourbon Masters Distributor Champion.

Moet Hennessy USA, Irvine, CA 2006 –

2007

REGIONAL DISTRIBUTOR MANAGER

• Drove sales volume for key accounts and performed account management across broad geographic

regions; increased sales by 20% ($200,000)

• Created incentive programs to strengthen distributor relationships and increase sales

• Managed and developed distributor relationships through targeted sales leadership and brand initiatives

• Generated, reviewed and tracked monthly goals and KPIs

• Accomplished and maintained track record of triple digit sales increases on key brands

EDUCATION

• MBA, Global Marketing, Lake Forest Graduate School of Management, Lake Forest, IL

• LFGSM Certificates; Management Analytics, Global Marketing Latin America, Strategy

• BS in Marketing, Craig School of Business, California State University Fresno, Fresno, CA

PROFESSIONAL TRAINING, EXPERIENCE, & LICENSING

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Category Management Retail Link Aperity / Sales Nav

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Change Management CPG (Nabisco, Helene Certified Spirits

Curtis) Specialist

• IRI, Nielson, NABCA

• Strategy & Execution

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