Sales Manager Regional
Resume:
DAVID KOUZMANOFF
Email: ***********@*****.***
Cell: 816-***-****
Crystal Lake, IL 60014
Professional Experience Midwest Regional Sales Manager March 2022 – December 2023 Tosti 1820, Canelli, Italy
Responsible for rebuilding and rebranding eighth generation family-owned winery in the Asti region with a focus on Sparkling wines in central US and establishing new wholesale distribution. Two-year sales projection of 10x increase. Distributor Sales Representative December 2019 – February 2021 Vintegrity Wine and Spirits, Kansas City, MO
Responsible for opening new accounts for a boutique wine and spirits wholesaler and expanding distribution and sales in on and off premise channels with targeted regional and national accounts. Doubling territory monthly with assessment for additional resources to maintain growth and profitability. Central Regional Manager April 2015 – March 2019
King Estate Winery, Eugene, Oregon
Responsible distributor management in the 13 state Central Region territory for 3 brands in the portfolio – King Estate and North by Northwest. 2018 sales of 59,500 cases including Acrobat Brand. 2019 goal 30,000 cases. Region: AR, IN, IA, IL, KS, KY, MI, MN, MO, OK, TN, TX, WI Recent experience in: LA, MS, ND, NE, OH, SD
Responsible for pricing, programming and financials including DA spend, incentives and bill-back processing.
Calls on key regional and national buyers in region in On and Off premise channels.
Established key distributor personnel relationships and a full working knowledge of the Estate for trade visits and representation in consumer and trade market tastings.
Key account Retail contacts – HEB, Spec’s, Twin Liquor, Costco, Binny’s, Kroger, Hy-Vee, Schnucks.
Key account On-Premise contacts – Darden, Landry’s, CRO, Cameron Mitchell, Flagship, Frontburner. West Central Regional Manager September 2011 – March 2015 C. Mondavi & Family, St. Helena, California
Responsible for all aspects of distributor management in 13 states for 3 brands ranging from value to super premium price segments.
Managed pricing, programming, incentives, profit and loss including cost of goods sold, new brand launch, distributor re-assignment and inventory control.
Regional and national account sales calls in On and Off premise channels individually and in conjunction with national account sales team.
Trained two additional regional managers to assist in sustaining growth in region (+20% volume in territory for fiscal 2014).
Successfully shifted from broker market to direct distributor contact in Texas. (Business +23% vs prior year).
Effectively raised pricing and grew sales volume in two consecutive years, FY 13 and FY 14.
Highest rated regional manager with Charles Krug brand growth in FY 2012/2013/2014.
Succeeded in reaching annual sales goals and attained highest rated regional manager in FY 2013/2014. Vice President-Sales & Marketing May 2010 – September 2011 Portrait Winery Company Limited, Hong Kong SAR ~ Footstone Jive Winery, Medford, Oregon
Responsible for new wine brand launch including creation of all sales and marketing materials not limited to retail pricing, packaging, point of sale materials, establishing wine club, wholesale and retail distribution and working with president and winemaker on varietal composition and blending of wines produced.
Conducted Hong Kong and China market research and established locations for new winery, warehouse and tasting room.
DAVID KOUZMANOFF
Email: ***********@*****.***
Cell: 816-***-****
1474 Tanglewood Dr.
Crystal Lake, IL 60014
Midwest Regional Sales Manager June 2006 – January 2010 Grgich Hills Estate Winery; Rutherford, California Responsible for distributor sales management, key account contact and representation of company agenda while achieving sales and depletion goals.
Established sales goals to increase sales outside California 20% – 200% by market (based on sales history and US c` Wine Stat data)
Created Powerpoint presentations for distributor and staff trainings on winery history, Biodynamic farming principles, sales objectives and sales strategies.
Targeted key accounts on and off premise throughout region for placements, features and wine dinner/event potential
Implemented distributor staff and account programs and incentives to drive depletions.
Tracked shipments and depletions to achieve winery and distributor sales goals.
Trained alongside winemaking, cellar and vineyard staff to educate all facets of winery operations to target audiences.
Traveled weekly throughout region performing consumer and trade tastings and wine dinner events along with distributor account calls and trade lunches.
Conducted quarterly and annual business review meetings with distributors to deliver company agenda, vintage release and pricing information and discuss market opportunities.
Reported market and competitive information to ownership and management. Mideast/Midwest Regional Sales Manager May 2003 – June 2006 Francis Ford Coppola Presents; Napa, California
Management of distributor sales in seven states in the Mideast and Midwest regions
Conducted meetings and improved relationships with distributor management, increasing business over 30% for two consecutive years
Developed and maintained relationships through key account sales calls to targeted on and off-premise accounts
Performed sales blitzes and temporary assignments in outside markets to achieve overall company objectives.
Managed marketing, travel and entertainment budgets
Hired and managed district manager in Chicago market. Provided industry guidance, sales and budget training
Conducted regional manager candidate interviews.
Analyzed sales data via Diver and TradePulse reporting systems. Midwest Regional Sales Manager January 2001 – January 2003 Chalone Wine Estates; Napa, California
Responsible for sales and distributor management of eleven brands in the twelve-state Midwest region
Directed, tracked and delivered company sales objectives and market plans to distributor management and sales staff
Increased sales by 10% above ultra-premium national sales trends while keeping expenses below budget
Budgeted expenses versus sales to achieve maximum return on investment.
Launched successful new brand and line extensions.
Performed key account sales calls and regional chain account sales calls.
Managed and monitored broker business in five states.
Tracked and reported monthly depletions by distributor and conducted quarterly and annual business reviews.
Negotiated end of quarter shipments
DAVID KOUZMANOFF
Email: ***********@*****.***
Cell: 816-***-****
1474 Tanglewood Dr.
Crystal Lake, IL 60014
General Manager – Wine Division August 1994 – January 2001 Baumgarten Distributing Company; Peoria, Illinois
Responsible for purchasing and managing wine inventory, managed wine and beer sales force, office and warehouse staff
(totaling 40 employees.)
Served as key account manager, generating 35% of company wine sales.
Interviewed and hired candidates for employment.
Created point of sale, sell sheets, price lists and creating restaurant wine lists.
Strategized on new items and brands to include in the portfolio, as well as programming and pricing applicable to the market through sales meetings and trainings.
Partnered with suppliers to achieve sales goals and create incentives for sales staff.
Maintained gross profit margin of 25% or better while increasing gross sales by at least 20% per year (1999 - gross sales of $2.3 million. 2000 - $2.8 million)
Education
Belmont University; Nashville, Tennessee
Economics Major
References Available upon request
DAVID KOUZMANOFF
Email: ***********@*****.***
Cell: 816-***-****
1474 Tanglewood Dr.
Crystal Lake, IL 60014
Market Experience State Distributor(s)
Arizona Glazers
California Henry Wine Group, Southern Wines & Spirits Colorado Grand Vin
Hong Kong Self Distributed
Illinois Heritage Wine Cellars, Southern Wines & Spirits, Breakthru Beverage, Romano, Louis Glunz Indiana National Distributing Co., RNDC
Iowa Quality Wine & Spirits/Johnson Brothers, Glazers, SGWS Kansas Standard Beverage, Glazers, SGWS
Kentucky RNDC, Southern Wine & Spirits, Bryant Distributing Michigan Vintage Wine, Decanter Imports/Great Lakes Wines, Imperial Beverage, RNDC Minnesota Johnson Brothers, Quality Wines & Spirits, World Class Wines, Breakthru Beverage, Paustis Missouri Glazers, SGWS, Lohr
Nebraska Sterling, RNDC, Synergy
New York Lauber Imports/Southern Wine & Spirits
North Dakota RNDC
Ohio Vintage Wine Distributor, Glazers, Heidelberg, Superior Oregon Self Distributed
South Dakota Sodak, Johnson Brothers, RNDC
Tennessee Lipman Brothers, Athens, Horizon, Knoxville Beverage, Star, Robilio, B&T, Empire, SGWS Texas RNDC, SGWS, Glazer’s
Wisconsin Edison, Breakthru Beverage, General Beverage, Leftbank
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