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