Sales Representative Manager

Michael Connolly

**** **** *** ****** (*E), Brooklyn, NY 11230

Cell: 917 - 881 – 5235; *******.***********@*****.*** Summary

Organized, thorough, detail-oriented manager focused on results. I have an outstanding record as Northeast Regional Sales Manager for a California winery, as a wholesale brand manager, and as a distributor sales representative.

Highlights

• Analytical • Discovers Opportunities

• Motivated • Achieves Goals

• Personable • Communicates Well

Accomplishments

As Northeast Regional Sales Manager: Increased brand awareness with trade and consumers. Increased depletions in all key markets, especially with two super premium wines in portfolio. As Brand Manager: organized and implemented go to market strategy for several dozen suppliers in four markets. Increased overall sales and gross profit for these portfolios. As Regional Sales Manager: increased account base and depletions significantly in two key markets. Opened two new markets and established solid account base in each. As Distributor Rep: specialized in A-list on-premise accounts. Top five performer in dollar and case volume fifteen years running. Increased account base and case volume year over year for twenty years.

Experience

Northeast Regional Sales Manager

August 2017 to July 2020

Round Pond Estate – Rutherford, California

Manage fourteen markets for premium family-owned Napa Valley winery. Responsible for sales of four estate wines in all northeast states (ME, NH, VT, MA, RI, CT, NY, NJ, PA, DE, MD, DC, WV, VA).

Work with all levels of distributors to achieve sales and revenue goals. Maintain inventory levels with each distributor. Generate sales with field work and consumer events. Establish consistent region-wide pricing for portfolio.

Increase depletions on all four skus in portfolio, especially in key states (MA, CT, NY, NJ, DC, VA). Increase shipments to the region. Maintain all relevant budgets (Price Support, Incentives, Samples, T & E).

Brand Manager

November 2013 to August 2017

Winebow Wholesale - New York, New York

Managed portfolio of 40 suppliers of varying size in four markets. (NY, NJ, PA, DC). Used wine knowledge and sales experience to build business for suppliers from California, Oregon, Washington, New York, as well as Germany, Portugal, and Switzerland. Responsible for inventory control and gross profit margins. Implemented pricing, programming, and sales initiatives. Responsible for Beverage Media listings, printed and electronic sales materials, sample budgets, and marketing events.

Managed all supplier interface with every aspect of WBW. Prepared supplier business reviews. Implemented go to market strategies. Assisted vendors with all divisions of WBW including sales organizations, compliance, accounts payable, IT, and purchasing. Northeast Regional Manager

February 2010 to August 2013

Emeritus Vineyards – Sebastopol, California

Executed market plan for super premium California Pinot Noir in four markets (NY, MA, CT, RI). Researched each market to identify opportunities. Worked through distributor sales force to amplify my efforts, expanded distribution, and increased sales. Halted steep downward spiral in NY. Doubled account base, quadrupled depletions. Increased turn rate per account. Energized MA market. Grew account base 25% and depletions 33%. Opened CT and RI markets. Hit depletion goals in each market every year. Sales Representative

May 2009 to January 2010

Lauber Imports – Syosset, New York

Sales Representative

June 1982 to February 2009

Peerless Importers/Empire Merchants – Brooklyn, New York Focused on high end on-premise Manhattan accounts. Sold wide array of products from ultra premium wines to distilled spirits. Used knowledge of restaurant business to sell widest range of SKUs in the company. Expanded sales in territory 10 – 15% year over year. Became trusted advisor to dozens of restaurant operators. Wrote wine lists, developed beverage programs; trained waiters; assisted with customer inventory levels and profit margins. Education

Independent Study and Research

Over my career I have developed my interest in all aspects of the wine world. I have a keen understanding of production and marketing, including but not limited to: Grape growing: soils, weather, varietals, and vineyard management. Wine making: fermentation techniques, aging, and storage practices. Marketing: Packaging, pricing, and product positioning. Regulatory: Laws governing production in all major wine regions as well as those governing sales in specific markets.

Bachelor of Arts: English Literature, 1981

Boston College – Chestnut Hill, Massachusetts

Coursework in World Literature, World History, Philosophy. High School Diploma: General Liberal Arts, 1973

Loyola Academy – Wilmette, Illinois

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