Twin Peaks Category Manager

Jodi Duncan

*******@*******.*** • +1-404-***-****

linkedin.com/in/jodi-duncan-48843b4 • Roswell, GA

Director, Sales & Strategic Category Management Profile

Enabling the achievement of full business potential through strategic direction, operational oversight, and sales leadership. Develop creative and fact-based strategies that drive results.

Award-winning and performance-driven executive with comprehensive experience directing all aspects of sales and account management to propel revenue growth, market share, customer base, and profitability. Repeated success leading and executing strategic business plans, uncovering potential opportunities, and securing the bottom line in a high-growth market. Adept at building, mentoring, and managing cross-functional teams to accomplish targeted sales goals. Recognized as a trusted advisor, conducting continuous analysis of customers’ needs and ensuring top-notch services accordingly. Elite communicator distinctively committed to establishing profitable, long-term relationships with stakeholders and business partners for continuous growth.

Areas of Expertise

Strategic Planning & Execution

Category Management

Account Management

P&L Accountability

Wholesaler/Broker Management

Sales & Marketing Management

Revenue & Profit Growth

Exceeding Sales Targets

Program Development

New Business Development

Vendor/Agency Management

Relationship Development

Leadership & Team Building

Issues & Problem Resolution

Strategic Planning

Notable Career Accomplishments

Credited with opening new distributor channels for SLIQ across TX, AZ, FL, GA, NY, CO, IL, and IA.

Launching over 75 brands throughout career.

Winning & Owning first ever Category Captainship for import beer & RTD’s at Diageo, recognizing and assisting in the beginning of the explosion in growth of RTD’s (Smirnoff Ice) and imports in a space completely dominated by domestic beer (increased SPIM footage by over 2,000 ft, affecting 450 stores through space to sales analysis; Category growth increased over 35% first 6 months).

Private Label creation, development, delivery, execution, and strategic planning within Nuts (60% increase in sales of Category while increasing Planters Peanuts Brand), Wine, Spirits and Malt Beverage Categories.

Recognized White Space and created new products for front end at Wal-Mart $3 Million first year opportunity; created and sold in new Sam’s Club Dramamine value pack; marketing creation of new PDQ 4-way at Wal-Mart for Pediacare to help moms shop children’s cold & cough category.

Recognized for building and strengthening long-term strategic alliances/partnerships with retailers and distributors, resulting in driving sales profit and business growth, while enhancing corporate brand image.

Honored with receiving many awards:

o1999 Recipient of Nabisco’s “All Star Award”

o2001 Pharmacia 3rd Quarter “Wal-Mart Supplier Award of Excellence”

o2003 Diageo Special Recognition Award– For relationship with Food Lion and acquisition of the role of category manager. First role acquired in company history

o2007 Diageo “Blue Award” – South Division National Account Manager of the Year

o2008 Diageo Golden Bar Award Innovation – GA Crown Distributing, Crown Royal Cask 16

o2010 Diageo Captain Morgan National Brag Book Winner

o2010 Diageo Golden Bar Award for Nuvo – GA Crown Distributing

o2010 Diageo Golden Bar Award for Rokk Vodka – GA Crown Distributing

Golden Bar Awards nationally celebrate Spirits distributors across the US for their excellence in the industry and the important role they play in their respective industries.

oThe Wine Group “Retailer of the Year Award for HEB”

o2015 “NAPW VIP Woman of the Year”

Professional Experience

21 Holdings LLC, Atlanta, GA 2021 – 2022

The Jel Sert Company started manufacturing ice pops in the 1960’s and has been at the forefront of innovation within the category ever since. SLIQ cocktails are frozen cocktail pops for grown up good times.

Director of National Accounts - USA

Lead the company’s efforts to maintain and expand relationships with customers focusing on achieving sales quota and strategic account objectives. Engage with distributor account managers, merchandising leads, and regional/national account buyers to drive all aspects of account management for the country. Manage regional and national account programming around price and distributor incentives (QD’s, DA’s, Scans, IRCs, etc.) to boost growth. Build and strengthen solid business relationships with distributor partners and national chain accounts in all classes of trade, including regional, national, club, convenience, e-commerce, military, dollar channel, etc. Research and analyze category, industry, and market trends to capture potential distribution and promotional/display opportunities.

Devise and implement strategic short/long-term business plans for customers that increased sales and market share.

Identified and executed an ideal sampling program for strategic accounts to gain mandatory placement and attain customer needs throughout the entire country.

Utilize project management to create a new private label item for Aldi and drive strategic planning for other account private label projects.

Zing Zang LLC, Atlanta, GA 2018 – 2021

America’s #1 Bloody Mary Mix and soon to be #1 Mix company. $52 million dollar company with new All-Natural Items and Ready to Drink Spirits. Doubled company revenue in 3 year’s time.

Director of National Accounts, All Channels

Contributed to the success of company’s progression by overseeing the drug, club, high-end retail and mass customers including Target, Costco, Walgreens, CVS, Rite Aid, Restaurant Depot, Military, Darden, Landry’s, Twin Peaks, and Mellow Mushroom, Aldi and others) generating $5M in annual sales. Steered company’s strategy, on-premise sales initiatives, and P&L accountability for managed accounts. Built strategic plans to boost direct-to-consumer and distributor-driven business.

Attained 34% targets ahead of plan during the pandemic compared to on-premise business trending at 40% of full sales.

Grew base business by over 25% in off premise accounts.

Twinings USA, Atlanta, GA 2016 – 2018

$189 Million dollar company with a rich history of tea with depth of flavors for over 300 years.

National Accounts Manager, All Channels

Devised and executed effective business development strategies/initiatives for the drug, club, and high-end retail and mass channels producing $3M in annual sales. Monitored and maintained financial account level P&L to accomplish the company’s volume and market share growth targets.

Consistent over-delivery of the plan in double digits with +25% sales in 2018 start of the year.

Ensured new channel success for Costco & Sam’s club by identifying consumer needs and creating new items accordingly.

The Wine Group, Atlanta, GA 2011 – 2016

Privately held and management owned wine company for over 60 award winning brands like Franzia and Cupcake.

Senior Director Trade Development

Led, coached, and empowered a high-performing team of three national account directors as well as dotted line partnership with category management team to drive the entire wine portfolio for strategic customers based in the Southeastern portion of the US and national partners representing +$400M in retail sales; customers include Publix, 7-11, HEB, Total Wine & More, Costco, Cost Plus World Market, Harris Teeter, Whole Foods, Fresh Market, SE Grocers and Delhaize America. Integrated field and inside sales trade accounts in collaboration with the director of consumer insights east focusing on creating best-in-class services/presentations to win set captaincy.

Developed and grew the most profitable strategy for a premium brand by +7% in a very well-developed market; promotional activity by +140%.

Successful creation and execution of upscale Private Label item for Publix as well as management of base private label for accounts. Managed Total Wine Private label brands to right size forecast and increase sales by 30+%.

Additional Career Accomplishments

Diageo/Guinness USA 2002 – 2011

Diageo owns many of the world’s most iconic brands such as Crown Royal, Johnnie Walker, Guinness, Smirnoff Vodka, Ketel One, Don Julio, Captain Morgan, Tanqueray, Baileys and many others.

Director Reserve Brands, Multi-Cultural & On-Premise Strategy Atlanta, GA – 2010 to 2011

Oversaw sales initiatives for Reserve Brand, on-premise and multi-cultural sales and marketing for Georgia, South Carolina, Kentucky and Tennessee which represented 190,954 cases, net sales of $63 million and GP of $47 million. Managed the region’s multi-cultural sales and marketing agenda with an A&P budget of $1.4 million for MC and $1.7 million for on-premise. Brands included Ketel One, Cîroc, J. Walker, Crown Royal – HM, Platino, Don Julio, Classic Malts and Nuvo. Managed sales and business management with full distributor management and programming for 12 wholesalers throughout AL, GA, SC & TN. Provided organizational oversight to a team comprised of five Brand Ambassadors for whisky, tequila, vodka and full reserve portfolios.

2011 June finish +96% ahead of 70% AOP goal on Reserve Priority; +25% vs. 19% AOP goal on All Reserve with an A&P budget of $1.4M for MC and $1.7M for On-Premise.

Sales volume of 190,954 cases, net sales of $63M & GP of $47M.

Manage the Region’s Multi-Cultural, On-Premise sales & marketing agenda

Asked to serve on the board of the Atlanta GLAAD Leadership Council.

Georgia Market Manager Atlanta, GA – 2008 to 2010

Led on-and off-premise sales initiatives and maximized field marketing opportunities within the Georgia market for Georgia Crown Distributing and Empire Distributing. Responsible for distributor management by delivering NSV annual goals and budgetary guidelines. Created and delivered local sales strategies and planned and executive market sales activities. Developed, managed, and analyzed discount and tactical budgets and created US Spirits knowledge and sales capabilities within the distributor. Managed 1 On-Premise Specialist.

Integrated and expanded the spirits portfolio after a major acquisition and line extension with flawless execution and beat the launch goal plan in less than 90 days.

Successfully launched 18 new brands and/or line extensions. 90-day Depletion and distribution targets achieved week of launch

National Account Manager – Total Beverage Alcohol, Delhaize, Harris Teeter, Bi-Lo, Winn Dixie (SE Grocers) Atlanta, GA – 2006 to 2008

Oversaw the day-to-day implementation and execution for Diageo’s total portfolio of brands across Total Beverage Alcohol at the national level that represented 450 thousand beer case volume and over 95 thousand wine case volume. Incorporated Category Management in finding customer business solutions to drive volume, profits and relationship. Developed and executed annual account plans that utilized priority sales drivers to deliver Diageo’s financial and volume targets. Led in understanding the major competitive activity at the market level.

Manage SPIM captaincy at Food Lion; increased SPIM footage by over 2,000 ft, affecting 450 stores through space to sales analysis. All space was taken from domestic sets

Over-delivered 2007 Fiscal AOP by 35,000 cases in beer and 7,000 cases in wine depletions

Increased Diageo share of Wine over 1.4 points

Ad activity +85% on beer; wine ads +120% at Food Lion

Achieved distribution of 18 new items in Food Lion sets for wine

Sold in first ever chain wide summer rack program on PABs/RTD’s at Food Lion for 589 stores

PREVIOUS ROLES:

Diageo / Guinness USA – Region Chain Manager, Southeast Region Atlanta, GA – 2004 to 2006

Diageo / Guinness USA – Category Development Manager, Southeast Region Atlanta, GA – 2002 to 2004

Special Recognition Award – For relationship with Food Lion and acquisition of the role of category manager. First role acquired in company history) (2003)

Pharmacia Corp. – Category Development Manager, Consumer Healthcare – Walmart & Sam’s Club Team Atlanta, GA – 2000 – 2002

Pharmacia Category Manager of the Year Award - For projects and fact-based selling presentations that add value to the customer that delivered double digit growth to both Pharmacia and Wal-Mart Cough Cold and Analgesic categories

Nabisco – Senior Manager of Customer Marketing, Target Team Atlanta, GA – 1998 – 2000

Managed Category Captainship for Pet Foods & Treats, Nuts & Snacks, Front end Candy & Seasonal Candy Aisle.

Worked closely with Marketing to leverage Target Chip Ganassi Cart Racing Team Sponsorship with Juan Pablo Montoya as lead sponsor,

AC Nielsen – Senior Sales Assistant, Bristol Myers Squibb – On-Site Consultant Atlanta, GA – 1997 – 1998

Nabisco – Area Information Analyst, Non-Grocery Accounts Atlanta, GA – 1994 to 1997

Education

Bachelor of Administration; Major in Organizational Management & Behavioral Sciences (Cum Laude)

Oglethorpe University, Atlanta, GA

Graduated Cum Laude

Professional Training

WSETI, WSET2, Decker Training, CCL Leadership Development Program, Tom Fox Leadership Training

Technical Skills

MS Office Suite, Access, Nielsen, IRI, Spectra, ProSpace, Retail Link

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