Sales Manager

Trish Toye Western Regional Sales Manager

*********@**********.*** 949-***-**** Redondo Beach, CA 90277

A dedicated, passionate, professional offering extensive experience in Sales Management in the wine industry on behalf of highly reputable organizations. Skilled at: establishing client relations, defining needs, and offering products and solutions to meet those requirements. Proficient at: delivering presentations, educating clients, and maintaining vast knowledge regarding the wine industry. Lauded as an expert among peers that offers a high level of engagement to all customers. A leader, consistently rewarded with greater levels of responsibility due to a track record of achievement.

Areas of Expertise include:

Account Management

Data, Analysis, & Trends

Revenue & Profit Growth

Business Development

Relationship Building

Project Management

Sales Planning & Marketing

Territory Expansion

Vendor Relations

Client Experience

Pricing & Cost Control

Consultative Sales

Staff Training & Mentorship

Product Development & Launch

Product & Service Knowledge

Budgets & Sales Plans

Growth Objectives

Sales Benchmarks & Goals

Distribution Channels

Accounts Payable & Receivable

Customer Relationships

Sales Life Cycle

Presentations & Proposals

Events & Conferences

Professional Experience

Guarachi Wine Partners 2020-present

Sales Manager- Western Division

Managing a region of 11 states and 16 distributors in highly competitive markets. Representing a premium group of imported wines from Chile, Spain, and Italy and US. Executing company sales goals, managing pricing, programming, and incentives at wholesale trade levels. Responsible for national and regional chain calls both on and off sale. Develop and create sales presentations, business reviews and account presentations. Manage distributor inventory and provide accurate pricing and order parameters for each. Manage all direct reports and communicate company strategy.

Key Accomplishments:

Introduced new internal team strategies for brand responsibility

Manage National Chains for Western Region in interim

Will guide successful launch of 2 new brands in 2020

SUMMERLAND WINE BRANDS (aka Terravant Wine Company) 2019

National Accounts Manager – Western Region

Successfully led sales efforts for national brand and private label sales across the Western region of the US for on and off premise chain accounts. Reviewed the client portfolio and developed innovative strategies to expand sales opportunities through increased awareness and outreach efforts. Contributed to advertising and marketing campaigns, aligning corporate messaging with sales strategies.

Key Accomplishments:

Introduced unique brand objectives and strategies for each line under the flagship of the company.

Communicated with the distributor to identify growth opportunities across all chain submissions in the region.

Monitored inventory and production levels for the private label business ensuring the appropriate amount of product was produced to meet market demand.

Collaborate with the development team to create private label products. Guided those products from inception through testing and market launch.

Utilized the “Custom Crush” winery programs to acquire new clients and maximize the production output.

Achieved and exceeded sales goals on a monthly basis.

Developed quality relations with top national account buyers and facilitated business transactions for new product development initiatives.

Partnered with the winery production team to strategize on how to increase the quality level of wine. Invited customer feedback, industry experts, and sales partners to weigh in in an effort to serve the marketplace.

Credited with launching several new products and re-packaging older items which directly engaged top retail chains.

MILLER FAMILY WINE COMPANY 2014 - 2019

West Coast Sales Manager – National Sales Manager – Private Label Wines

Directed sales operations both nationally and regionally identifying strategic business partnerships and actively pursuing the conversion of leads. Successfully expanded the client roster, increasing sales, and driving business growth. Defined and implemented short and long-term business objectives subsequently adopted by corporate.

Key Accomplishments:

Created a new sales division comprised of private label wine, that directly increased company sales by 30,000 cases in just a single year.

Lauded by executives for achieving annual shipment goals for five consecutive years.

Liaised with national and regional accounts on and off sale.

Coordinated and negotiated distributor pricing and programming securing favorable terms for Miller Family Wine.

Developed initiatives to enhance brand awareness, increase outreach efforts, and acquire new clients.

Attended industry conferences and events in an effort to continuously identify new partnerships.

Engaged with the production team offering valuable consumer feedback and data in an effort to achieve top quality wine for private labels. Additionally, worked on a complementary line of dry goods.

Delivered engaging and educational presentations to distributor executive teams, regional teams, and local teams to consolidate and promote corporate sales messaging.

PURPLE & SONOMA WINE COMPANIES 2003 - 2014

Western Regional Manager, Strategic Accounts

Offered a high caliber of service developing and implementing effective sales strategies aimed at growing market share and achieving significant growth. Worked in a true start-up environment growing sales from the inception of business and reaching 25,000 cases in a single year. Focused on sales in the Western portion of the US with a portfolio comprised of brands and private label wines being sold across an 18-state region.

Key Accomplishments:

Captured sales for over 150,000 cases annually across regional, national, and off sale accounts.

Collaborated with private label wines from inception through product launch advising on: brand definition, advertising strategies, pricing, and market positioning.

Orchestrated distributor performance to achieve depletion goals on an annual basis. Utilized data forecasting to accomplish such objectives.

Oversaw and maintained compliance for inventory across all national account programs.

Utilized IRI data and Trade Pulse Systems to effectively develop winning business strategies.

Assessed quarterly business reports determining the most effective courses of action, and defining areas in need of improvement during subsequent quarters.

Recognized as a key contributor among a team of high-performance professionals.

Expanded efforts into the highly profitable airline and cruise industry capturing significant margin on sales.

Grew sales significantly YOY ultimately reaching 800,000 cases company wine by 2014.

Additional Professional History

KENDALL JACKSON & COTERRA WINES California & Nevada State Sales Manager 2001 - 2003

CHALONE WINE ESTATES California State Manager 1999-2001

Education & Training

B.A. in Psychology – Minor: HR Management

SAN DIEGO STATE UNIVERSITY San Diego, CA

Certificate Course Completion

COURT OF MASTER SOMMELIERS 2001 & 2014

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