State Manager

Jeffrey Wold

Carmel, IN***** 630-***-**** ***********@*****.*** www.linkedin.com/in/jeff-wold-jb2121

Professional Summary

An adept individual with more than 23 years of working as a manager. Managed $85MM+ revenue-generating within the beverage/alcohol industry. Determined and experienced in mentoring and challenging team members to meet and exceed company goals. Proficient in best practices, market trends, and regulatory requirements of industry operations. A talented leader with an analytical approach to business planning and day-to-day problem-solving.

Areas of Impact

Sales Leadership and Project Management

Strategic Planning and Alignment

Brand Development, Budgeting, and Forecasting

Market Trend & Sales Statistical Analysis

Sales Quota Management

Negotiation and Persuasion

Territory Growth and ROI

Sales Program Coordination and Tracking

Establishing Procedures and Policies

Team Recruiting and Onboarding

Professional Experience

Sazerac Company

Sazerac Company, Inc is a privately held American alcoholic beverage company. Sales volume is #1 in North America and #3 globally.

State Manager - Indiana 12/2014 to 02/2022

Grew retail sales volume CAGR in Indiana by 29%, 1.4MM cases through strategic budgeting and product promotion over 7 years.

Grew market penetration and sales figures by leveraging supplier relationships and customer service and personally overseeing negotiations resulting in a +42.4MM revenue increase to $85MM gross sales over 7 years.

Increased Indiana state market share to 18.0%, #1 in the state versus the second closest supplier Diageo with 16.9% within 7 years. Market share growth led by solution selling strategy initiatives to maximize sales of 200+ brands.

Pricing Management. Reduced margin costs by 10.8% through distributor's (RNDC/SGWS/Johnson Brothers) price negotiations.

Owned all aspects of sales planning, development, sales teams (internal-Sazerac sales reps / external - distributor partners), and account management for Indiana state territory.

Achieved double-digit % sales growth goals and service targets by cultivating and securing new customer relationships.

Devised sales strategies to increase brand distribution and shelf space to match sales velocity, and product positioning, increase consumer awareness, trial, conversion, and user acquisition.

Built deep relationships with store managers, business owners, and distribution partner sales teams by employing industry expertise and knowledge, retail strategies, and sales tactics. Sales tactics include industry nights, special events, or the use of sponsorships.

Brand Building. Liaised with sales and marketing to develop solutions and accomplish shared objectives.

Achieved sales goals, and service targets by cultivating and securing new customer relationships with excellent customer service.

Distributor programming. Collaborated with senior leadership to implement continuous improvements, exceeding team goals.

Exceeded sales quotas, and increased profitability through sales strategy and business planning.

Coordinated Sazerac and wholesaler staff sales meetings to discuss brand strategy, best practices, and process improvements.

Organized promotional events and demonstrated products to show customers benefits and advantages encouraging purchases.

Distributor (3) management. Monitored sales team performance, analyzed sales data, and reported results to division managers.

Maintained up-to-date knowledge of competitor products and pricing in assigned markets.

Prepared and implemented yearly strategic growth plans for Indiana based on company goal expectations.

In organizational design, I hired, supervised, and coached 10 employees on sales strategies to optimize performance.

Communicated progress of monthly and quarterly initiatives to internal and external sales teams.

Investigated and integrated new strategies to expand business operations and grow customer/consumer base.

Maintained financial P&L, planned business operations, and controlled expenses while identifying and pursuing opportunities to grow business operations while boosting profits.

Prepared sales presentations for clients illustrating the success and credibility of all products by category.

Breakthru Beverage Group

Breakthru Beverage Group is a leading North American beverage wholesaler driving wine, beer, and spirits in the marketplace. Breakthru is family-owned and operated, with operations across the U.S. and Canada. The company has $6 billion in annual sales.

Channel Sales Marketing Manager - Illinois 02/2012 to 12/2014

Responsible for growing annual sales to $104MM+ spirit revenue and 1.2MM+ spirit case sales statewide.

Responsible for Statewide Channel (On-Premise/Off-Premise/Chain) strategic activities.

Developed monthly/yearly spirit priority calendar with innovation for statewide selling divisions and Key Account Managers.

Coordinated sales activities with market retail partners (On & Off-Premise) to identify and close new business.

Adopted and optimized tool usage among marketing teams to deliver business results.

Developed creative presentations, trend reports, kitted assets, and product data sheets.

National Account Manager - Illinois 07/2009 to 02/2012

Managed 73% of Diageo chain case sales, supported, and grew business relationships with existing Jewel Osco, Walmart, Sam's Club, and Costco accounts, and developed strategies to increase sales and revenue.

Sales responsibility of $88.3MM, set successful programs to achieve 702K case sales objectives in a defined timeframe.

Developed and implemented comprehensive sales plans to achieve designated sales objectives consistent with overall company short- and long-term objectives.

Tracked program execution by the customer, and worked with sales management for timely execution.

Engaged functional areas across prospect or client organizations to uncover future business opportunities.

Built credibility and trust to influence clients' buying decisions. Informed customers of promotions to increase sales productivity.

Worked with sales team to collaboratively reach targets, consistently meeting or exceeding personal quotas.

Fielded customer complaints and facilitated negotiations, resolving issues, and reaching mutual conclusions.

District Manager - Illinois 7/2003 to 06/2009

Generated $42MM in annual sales through distribution and performance metrics.

Oversaw distribution of 100+ brands, managed distribution and performance metrics within Northern Illinois territory.

Supervised over 300+ locations and 7 salesmen, to enforce high-quality standards of operation.

Partnered with sales team members and leveraged strong negotiation skills to close tough deals with lucrative clients.

Located, developed, and promoted talented employees to cultivate, a collaborative and hardworking leadership team.

Awarded merchandising achievements for creativity and territory growth to build salesman morale.

Education

Master of Science, Strategic Business Management, Indiana University, Kelley School of Business - Bloomington, IN

Graduate Certificate, Business Management, Administration & Operations, IU, Kelley School of Business, Bloomington, IN

Bachelor of Science, Economics, Elmhurst University, Elmhurst IL

Additional Information

Awards, Diageo Sales Excellence – National Account Manager of the year for wine and spirits. Diageo Sales Excellence – F&D Chains Wine District Manager of the Year

Data Resources Capabilities & Computer Skills - Nielsen IRI VIP KARMA VISTAAR (PSM & DA Reimbursement) Numerator Microsoft Word Microsoft Outlook Microsoft Excel Microsoft PowerPoint

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