Richard A. Waite...

***** **** ******** ***** . ******, CO 80016 . 770-***-**** .

acwuft@r.postjobfree.com

July 25, 2016

Dear HR Director

In today's dynamic marketplace, you understand that hiring an

entrepreneurial and award-winning Sales Executive who brings a solid mix of

strategy, insight, and execution will increase the likelihood that your

organization will maintain and extend its preeminent position in the

industry. I have great confidence that I'm great match for the VP Sales. I

have focused my career on driving growth of adult beverage, food and

consumer product portfolios. In each position, I developed innovative sales

strategies and account management solutions to deliver multimillion-dollar

growth revitalize national account relationships, and expand market

opportunities in grocery, club, C-Store, mass, and liquor environments.

While my rsum will provide more detail, here are six reasons why I may be

the candidate you are searching for the VP Salesr.

I transform or consolidate distribution networks to maximize top and bottom-

line revenue.

I design account-specific sales plans to grow global brands and to drive

higher levels of wallet share from national accounts.

I introduce and launch new products to expand the company's footprint and

to achieve double-digit revenue and market share growth.

I institutionalize leadership development and training to build core

competencies and to drive award-winning sales performance.

I champion use of marketing analytics to capture market insights and to

improve management decision making.

I leverage my extensive sales and business development experience to build

high performing sales organizations and to foster collaboration among

stakeholders at all levels.

I am eager to advance the success of your company, and look forward to

speaking with you to present my qualifications and to discuss the fresh

approach and return on investment I would bring to your organization. I

can provide an extensive list Leaders for reference throughout the

country.

Thank you in advance for your time and consideration.

Sincerely,

Rich Waite

Attachment: Rsum

Richard A. Waite...

21931 East Peakview Drive . Aurora, CO 80016 . 770-***-**** .

acwuft@r.postjobfree.com

Entrepreneurial, Award-winning Sales Executive who has delivered

multimillion-dollar growth for some of the world's leading food, adult

beverage, and consumer product brands. Strengthens product position and

market share, revitalizes national account relationships, and expands

market opportunities in grocery, club, C-store, mass, and liquor

environments. Strategic and tactical leader who builds high-performing

sales organizations and transforms distributor networks to maximize top

and bottom-line revenue. Possesses a natural talent for fostering

collaboration among all stakeholders to conceive and implement business

strategies.

. Wholesaler Management: Negotiated nine distribution contacts for

Phusion to drive higher levels of investments, increasing wallet share

75% from national accounts, and implemented new product brand

addendum, generating $4M. Realigned distribution networks for Diageo,

delivering $10M.

. Strategic Business Planning: Drove volume and profit across broad

range of products and market conditions. Introduced and launched 30

new products, including 3.2 product line at Diageo, delivering $12.6M,

and generating $1.8M first year revenue at Phusion.

. Leadership Development: Championed competency-based training to build

sales team's core competencies, promoting eight to new roles and

responsibilities. Created entrepreneurial spirit, leading Diageo's

Southeast Region to #1 ranking in sales performance for two

consecutive years.

. Organizational Development: Introduced marketing analytics to improve

management decision making, and realigned organizational structure.

Attained more than 15% operational improvement and delivered $1.5M

cost savings at Phusion.

Executive Competencies that Drive Sustainable Business Results

. Strategic Business Planning

. National Sales Management

. Sales Channel Development

. Marketing Analytics

. Wholesaler Management

. Merchandising Programs

. Distribution Network Development

. Sales Operations and Training

. Team Building, Mentoring, and Coaching

. $200M Budget Administration

. Performance Management

. New Product Introduction and Launch

A Career Achieving Market Leadership through Strategy, Insight, and

Execution

Beverage 364,

Co-Founder-Managing Partner, Denver,CO

2014-present

Beverage 364 is a US Importer, Producer, and Developer of brands in

beverage alcohol. Beverage 364 focuses on the development of unique and

innovative brands in growing segments. National Account Management,

Distributor Development, Brand Marketing, and Supply Chain Management.

Phusion Projects, a $200M global adult beverage company. 2011 - 2014

VICE PRESIDENT SALES, Chicago, IL

Recruited to this early startup to grow sales in 28-state Western US

region. Led sales and marketing. Directed 54 employees and $121M budget.

. Grew Western Region revenue from $96M to $121M, growing profitability

from 8% to 12%.

. Launched Island Squeeze 3.2 product, generating $1.8M that represented

39% of portfolio growth.

. Introduced 3.2 products into Oklahoma, Kansas, Minnesota, Colorado, and

UT to expand company's footprint, driving 35% growth in the grocery

channel.

. Designed and implemented uniform pricing to create business

opportunities. Increased pricing for Earthquake product generated $500K

trading profit.

. Institutionalized leadership development and training for Sales

Specialists, Area Managers, and Region Managers to build core

competencies, resulting in dramatically improved employee engagement and

satisfaction.

. Executed corporate restructuring organization to drive company

performance. Eliminated four regions and 12 sales positions, delivering

$1.5M cost savings.

Diageo-Guinness USA, an $18B multinational alcoholic beverage company.

2001 - 2011

WEST CHAIN SALES DIRECTOR, Denver, CO, 2010 - 2011

Selected to develop sales strategies to drive growth of the Company's 15

national groceries, club, C-store, mass, and liquor accounts. Led marketing

analytics, account management, training and development, space management,

and distribution penetration. Directed 6 employees and 130 distributors,

with $200M budget.

. Created national account-specific sales plans, growing revenue 7% year-

over-year, from $174M to $200M.

. Launched 14 new products, generating $11.6M first year revenue.

. Spearheaded competency-based training, increasing productivity 10%, and

leading to two promotions.

. Representative accounts included Guinness, Smirnoff Ice, Red Stripe,

Harp, Smithwicks, and Parrot Bay.

WEST REGION SALES DIRECTOR, Denver, CO, 2008 - 2010

Transferred as part of corporate restructuring to drive sales of 12-state

west region. Led sales, channel development, business planning,

distribution contracts, forecasting, new product introductions, and talent

management. Directed seven employees and 98 distributors, with $116M

budget.

. Increased region sales 12%, from $105M to $118M.

. Negotiated buy back of distribution rights of Diageo-Guinness brands in

Colorado and negotiated new distributor network, generating $10M.

. Consolidated Oregon and Washington State distribution networks, driving

$10.2M revenue, representing 80% of region's total growth.

SOUTHEAST REGION SALES DIRECTOR, Atlanta, GA, 2004 - 2008

Promoted to develop sales strategies to drive sales of second largest

volume region. Led sales, channel development, business planning,

distribution contracts, forecasting, new product introductions, and talent

management. Directed six employees and 74 distributors, with $148M budget.

. Exceeded annual volume and profit targets, increasing sales from $125M to

$148M, while doubling profitability from 4% to 8.5%.

. Forced consolidation of distribution network in Georgia and Tennessee,

delivering $450K profit.

. Revitalized partnerships with Publix-Atlanta, Kroger-Atlanta, Delta, Mid-

South KMAs, Sam's Club, Mapco, Flash Foods, Rite-Aid, and Tom Thumb,

growing wallet share 7-9% annually.

. Launched 12 new products, generating $4.5M incremental revenue.

CENTRAL REGION AREA MANAGER, Oklahoma City, OK, 2001 - 2004

Selected to grow sales of alcoholic beverages in four-state central region.

Led sales, sales planning, marketing, distribution contracts, and talent

management. Directed six employees and 49 distributors, with $87M budget.

. Increased sales in all channels of distribution, driving revenue from

$75M to $87.5M.

. Developed and launched new Smirnoff Ice 3.2 product, generating $4.8M

first year sales, while growing Smirnoff market share from 6% to 10%.

. Created new distribution network, eliminating broker's fee paid to liquor

distributors, delivering $50K savings.

. Increased forecasting accuracy from 72% to 97%, reducing overproduction

of 3.2 product, and saving $500K.

The Gambrinus Company, a $1B alcoholic beverage supplier. 1998 - 2001

REGIONAL SALES MANAGER, Austin, TX

Recruited to manage distribution network and grow sales of eight major

brands, Shiner Bock, Modelo, Corona, Corona Light, and Moosehead, Pacifica,

and Pete's Wicked Ale. Led sales strategies, sales, product portfolio, and

talent management. Directed two employees and 50 distributors, with $41M

budget.

. Architected brand volume plans and distribution objectives, growing

revenue from $41M to $53.3M.

. Supported distributors with on-premise promotion plans, achieving #1

sales ranking for Corona and Pete's Wicked Ale for two consecutive years.

. Launched Shiner Hefewiezen, achieving 90% distribution in region, and

generating $750K year sales.

. Led pricing harmonization, standardizing pricing across distributors, and

increasing margins from 2% to 28%.

ADDITIONAL EXPERIENCE

The Julius Schepps Company, DIVISION SALES MANAGER

Increased division sales 13%, from $50M to $56.5M, growing global brands,

including Heublein, Paddington, and Bacardi-Martini USA. Recruited,

trained, and coached 35 sales representatives.

Robertson Distributing, GENERAL MANAGER and VICE PRESIDENT

Grew sales 5% year-over-year, from $1.9M to $2.2M. Negotiated favorable

shelf space with major grocery chains, and closed six representation

contracts with Pepperidge Farm, High Five Sports Drinks, and others.

Frito Lay, DISTRICT SALES MANAGER, MARKET DEVELOPMENT MANAGER, ZONE KEY

ACCOUNT MANAGER

Grew revenue 16%, from $5M to $5.8M.

Education and Industry Recognition

BS, Business Administration, University of Phoenix

President's Award, Diageo-Guinness USA, 2011

Top Two in Nation, Diageo-Guinness USA, 2006

Top Performing PAB Region, Diageo-Guinness USA, 2006 and 2007

Top Region Manager Texas, The Gambrinus Company, 1999

Top Holiday Performing Division, Julius Schepps Company, 1994

Professional and Community Affiliations

Diageo-Guinness USA Distributor Advisory Council, 2006 - 2011

Future Leaders Tammaron Council, 2007 - 2009

Georgia Beer Wholesalers Association, 2004 - 2008

Alabama, Tennessee, and Mississippi Malt Beverage Association, 2004 - 2008

ACHIEVING NEW LEVELS OF GROWTH AND PROFITABILITY

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