Sales Manager Supervisor

Patrick Joseph Keating, Jr.

*** ******** **** ***** ● Catonsville, MD 21228 ● 443/610-7753

Engaging, entrepreneurial individual with over 25 years of recorded achievement and demonstrated successes. Adept at improving team performance at all levels. Tenacious in building new business in an ever-changing environment, retaining existing customers, and developing strong relationships with internal and external partners. Goal driven leader with a focus on maintaining fiscal and procedural responsibilities and goals. Proven uses of a variety of technologies to achieve lean efficiency.

Core competencies include:

● Strategic Market Positioning ● Solution Selling Strategies ● Product Training

● Territory Growth/Development ● High Impact Sales Presentations

● Key Client Retention ● Organizational Leadership

● Event and Project Coordination ● Master of Education in Instructional Technologies (4.0 GPA)

PROFESSIONAL EXPERIENCE

Sales Supervisor: November 2019- Present

Wonderful Brands/FIJI Water: Sales Supervisor-Retail Sales Execution Team (Maryland, Washington, D.C., Virginia, North Carolina, and South Carolina)

Supervise ten (10) outside sales representatives in Maryland, Washington, D.C., Virginia, North Carolina and South Carolina; Sales Territories under my responsibility experienced double digit growth since 2010 in both revenue and case volume; Ensure national sales and marketing programs are executed at store level in each market’s territory; Provide team with daily communications regarding their daily, weekly and monthly priorities; Manage FIJI Water, JUSTIN Wines, Landmark Wines, JNSQ Wines and Wonderful Pistachios business interests within each market; Develop individual yearly goals with each Sales Representative collaboratively; Responsible for business retention and new client development; Responsible for developing customer relationships to ensure top of mind presence for all Wonderful Brands; Analyze market trends, sales data and employees analytics to ensure maximum efficiency; Arrange and conduct targeted ride-along’s with FIJI Water Sales Representatives or Wine Sales Representatives to gauge market/territory knowledge and identify areas of opportunity; Conduct curb-side coaching sessions with Sales Representatives after ride-along; Assist in the maintenance of product inventory within the store with the appropriate store level personnel; Ensure marketing, display and point of sales standards are maintained within the market; Arrange and conduct Justin, Landmark and JNSQ wine product samplings and sponsorships within high-profile accounts and events; Maintain a weekly /bi weekly presence at high volume accounts to achieve top-of-mind status with the management staff at store level; Prepare, develop and present sales and marketing plans to key stakeholders in locally based, non-national accounts; Develop company-wide standardized on-boarding process for all new hires; Conduct appropriate on board training seminars with new sales representative staff in addition to any on-going training as needed; Received advanced training in lean system’s management and am a WOW (Way of Work) Certified Training Coach; Sales Training Specialist for the entire East Coast.

District Sales Manager: June 2010- November 2019

Wonderful Brands/FIJI Water/Justin & Landmark Wines: District Sales Manager (Baltimore)

Managed sales territory comprising of 65 outside field salesmen in a variety of direct service distributors in the Baltimore Metropolitan area; Developed and implemented strategic sales and marketing plans for each distributor and brands; Managed FIJI Water, Justin Wines, Landmark Wines, JNSW Wines and Wonderful Pistachios business interests within the market; Customized sales planning and programming to fit the individual needs of each distributor; Responsible for business retention and new client development; Ensured that sales and marketing plans were executed at distributor and market level; Prepared and presented dynamic sales presentations for sales and management staff on a monthly basis; Arranged targeted ride-along’s with salesmen and District Managers; Assisted in the maintenance of product inventory with the appropriate distributor personnel; Ensured marketing standards were maintained within the market; Arranged and conducted product samplings and sponsorships of high-profile accounts and events; Maintained a constant presence at distributor to achieve top-of-mind status with the sales/management staff; Conducted appropriate training seminars with sales staff. Since June 2010, distributors have experienced double digit growth during my tenure.

Regional Sales Manager: November 2005 – December 2009

O Water: Regional Sales Manager (Mid-Atlantic)

Managed a sales territory comprising of 25 outside field salesmen in distributors from New Jersey to Virginia. Developed and implemented strategic sales and marketing plans for each distributor. Responsible for business retention and new client development. Ensured that sales and marketing plans were executed at distributor and market level. Prepared and presented dynamic sales presentations for sales and management staff. Arranged targeted ride-along’s with salesmen and District Managers. Assisted in the maintenance of product inventory with appropriate distributor personnel. Ensured marketing standards were maintained within the market. Arranged and conducted product samplings and sponsorships of high-profile accounts and events. Constant presence at distributor to achieve top-of- mind status with the sales/management staff. Conducted training seminars with sales staff.

Area Sales Manager, June 2004- September 2005

Apple & Eve: Area Sales Manager, NY

Managed sales territory comprising of 15 outside field salesmen. Developed and implemented strategic sales and marketing plans for 6 brands from the national office and region-specific programs. Responsible for business retention and new client development. Ensured that sales and marketing plans were executed at distributor and market level. Administered separate budgets for each brand. Prepared and presented dynamic sales presentations for sales and management staff. Arranged targeted ride-along’s with salesmen and District Managers. Assisted in the maintenance of product inventory with appropriate distributor personnel. Conducted monthly business reviews with distributor management team. Ensured marketing standards were maintained within the market. Arranged and conducted product samplings and sponsorships of high-profile accounts and events. Constant presence at distributor to achieve top-of- mind status with the sales/management staff. Conducted training seminars with sales staff. Attended weekly sales meetings to update distributor staff on both upcoming and in-progress programs.

Education

University of Maryland University College

Master of Education in Instructional Technologies May 2015

4.0 GPA

University of Maryland Baltimore County

Bachelor of Arts May 1998

Professional Organizations

Phi Kappa Phi National Honor Society: June 2015- Present

Sigma Alpha Epsilon Fraternity: 1990- Present

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