Flower Mound, Texas 75022
Cell: 913-***-**** / Email: email@example.com
Experienced CPG leader with a proven track record of growing business and increasing share. Over 25 years of experience in distributor management focusing on financial delivery of AOP. Detail oriented style of managing sales who is experienced in category management, National and Regional chains, marketing and sales leadership. Strategic liaison between headquarter (Corporate) office and local division/state teams that grows organizational capabilities by identifying strategic priorities.
Republic National Distributing Company July 16 to Present
Director of Supplier business development Dallas, TX
Develop assigned supplier’s business across 20 RNDC states working with state EVP’s.
KPI creation & tracking / Training / Pricing / Selling concepts / Contract Negotiations / RTM / Program creation and execution / National Accounts execution / Corporate planning / Budget & ROI planning / Financial Planning / Annual Operating Plan (AOP) / Forecasting / Channel management / Vendor Management / Team leadership / Broker Management (Control state) / Channel program development / Category Management / Nielsen & IRI analysis / Lead Supplier TTT meeting / Work with state EVP & VP level mgt. to drive supplier objectives.
Pernod Ricard USA, Continental Spirits Nov 10 to July 16
Division Director of Sales Operations & Planning Irving, TX
Implemented & managed a consistent sales planning process driving execution across 17 states.
Managed National and Regional chain programming, planning and execution.
Created, implemented and executed the National & Regional brand marketing programs.
Managed, trained, coached, and influenced division Sales, Marketing & Finance team of 71 employees across the 17 states in division. 4.4m cases / $501m gross sales
Drove planning & implementation of new Route to Market structures. Dedicated overlay.
Work with executive team counterparts to drive best practices, ways of working, monthly goals, pricing, KPI’s, brand standards & sales practices.
Developed & implemented program strategy, sales process in franchise, broker & open states.
Executed and developed innovation process and planning to ensure both PRUSA and distributor sales teams achieve goals. (strategy & plans, goals, budgets, orders, pricing)
Developed, implemented, trained and monitored the PRUSA CRM platform BRIEFCASE.
Drive & monitor the implementation of company commercial strategies and the development of new strategies across the 17 states in the division.
Created and implemented new KPI management process across the division.
Pernod Ricard USA Spirits May 08 to Nov 10
Area Manager Missouri Kansas City, MO
Managed state budget of $4.1m to ensure delivery value & profit goals by brand. (Overhead cost, direct reports T&E, DI shipments, Domestic ordering, etc.…)
Hired, managed and trained direct reports several of which were promoted to elevated roles.
Created & implementing pricing programs that achieved volume and KPI objectives.
Conducted training seminars on brand standards, knowledge & selling fundamentals.
Managed two distributor networks with branches across four markets in the state holding each branch accountable for executing objectives. (standards, KPI’s, innovation & volume)
Drove sales execution achieving budget each year across the following channels.
oNational & Regional Chains, Independent Grocery, Chain Liquor, Restaurants & bars)
Drove execution in National & Regional chain’s creating and presenting programs. Program execution rate of 98% across chain accts.
Pernod Ricard USA Wine Jan 06 to May 08
North Plains Division Wine Manager ( 6 states ) Overland Park, Kansas
Manage and develop the Wine portfolio across six states with multiple distributors hitting volume & budget goals each year. (MN, WI, MO, SD, ND, NE)
Created & implemented pricing & program calendar for all states on the new Allied brands.
Work with headquarter brand managers to develop and implement pricing and programs that drive sales execution to achieve annual plans.
Created & successfully managed each state budget to drive profit goals without overspends.
Created pricing & programs for National & Regional chain buyers to achieve volume goals.
Drove, managed and monitored distributor accountability driving share of mind for Pernod.
Created and implemented annual AOP plans that drove volume forecast by brand & month making needed monthly adjustments to ensure plan is on track to achieve budget.
Ernest & Julio Gallo Winery April 99 to Jan 06
State Manager Kansas All Wine Brands Overland Park, Kansas
Managed and developed the Gallo portfolio in 13 distributors across the state.
Conducted consistent educational and training seminars with distributor management and salespeople on Gallo products and standards of performance.
Hired managed and trained direct reports that were promoted to elevated roles.
Create & manage state budgets: (i.e. Program allowance, POS, coupon, incentive and display)
Created price programs to achieve sales volume, distribution and financial goals.
Launch Innovation: (State approvals, Pricing, Launch Meetings, Present to National Accounts)
Implemented creative local activation of National focus calendar to achieve 94% of objectives.
Other Gallo Roles
-Field Marketing Manager: OP, KS Wine Brands
-Field Marketing Manager: Western, KS Wine & Malt
-Field Marketing Manager: Wichita, KS Malt
-Sales Mgr. General Beverage: Oshkosh, WI All Wine
-Sales Rep: Tulsa, OK College recruit for Mgt. training program
Oklahoma State University, Stillwater, Oklahoma
Bachelor of Science in Business Administration Degree
Major: Marketing: Minor: Economics; GPA 3.6
Babson College Wellesley, Massachusetts
Executive Management Program, 10/2011
Advanced Strategic Leadership, 07/2012
Entrepreneurial Leadership, 9/2013
Executive Coach, New York, New York
Executive Team Leadership with Vivian Rigney, 12/2015
Columbia Business School Norwalk, Connecticut
Finance and Accounting Principles, 01/2012
Gallo Advanced Wine Academy 1,2 and 3 1998, 2000, 2002,
WSET Level 2 Wines & Spirit certified Aug,2017