Human Resources Account Management

Chris Less

**** ********* ***** • Snellville, GA 30039 • Cell 281-***-**** • ***********@*****.***

Director of Sales and Distribution

Sales and Marketing • Account Management • Distribution • Strategic Planning

Director of Human Resources

Dear Sir or Madam,

I submit my resume in response to the posting for the position as Division Sales Manager. Having the job description at length, I am confident I meet all your expectations for the ideal candidate.

The brief overview of my skills, are detailed in the attached resume, which enables me to present myself because of my goals, ambitions, and experience in the following areas:

Sales Management with over 25 years’ experience in managing coaching, mentoring sales teams, brand management and multi state territories for both suppliers and distributors; responsibilities include profit and loss, profitable sales and retail development, account management, strategic planning, contract development & negotiations, and distribution.

Marketing: develop and implement customized promotional events, participation in the implementation of national marketing events, and coordination with retail venues and or end users to actively participate in promotional events, merchandising and packaging.

Customer service oriented: establishes trusting relationships with customers and business partners through demonstrating an elevated level of integrity and professional character.

Attached is my resume, which outlines my skills, accomplishments, and experiences. I am confident that I can make an immediate contribution to any team.

Sincerely,

Chris Less

Chris Less

2870 Antiquate Court • Snellville, GA 30039 • 281-***-**** • ***********@*****.***

Senior Level Manager

Sales • Account Management • Distribution • Strategic Planning

Resolute, decisive, and meticulous professional with over 25 years of proven experience in New Business Development, Sales, Marketing, Merchandising, and Promotions for both suppliers and distributors.

Motivational leader and active team participant with excellent communication and presentation skills; ability to lead a team and contribute as an active participant.

Develops trusting relationships through integrity and professional character.

Skills and Accomplishments

IRONSHIELD Brewing Company, Director of Sales 2022-Present

Implemented and managed wholesaler network changes that resulted in volumetric increase of 55%

Designed and implemented programs that increased the rate of sale in the on premise and distribution.

In 2023 planned and conducted over 60 on premise pint nights and or tap takeovers in the market place to drive sampling of new customers of the portfolio of products.

Escutcheon Brewing Company, Director of Sales and Marketing 2017-2021

Hired, trained, and led four sales team members in a 4 State Market

Developed the annual business plan and presented to the wholesaler network with scheduled review meetings.

Manage expectations against the business plan with focus on sales and distribution.

Identify and evaluate each team member against key measures in the assigned territories.

Developed chain business in both the off premise including Kroger, Target, Total Wine, Wegman’s and Whole Foods.

Developed chain business in the on premise including, Chili’s TGI Fridays, Longhorn Steakhouse, Olive Garden and Uno Pizzeria and Grill.

Developed venue business at Camden Yards, FedEx Field and Dulles International Airport

Currently on target for annual volume goals.

Aristocrat Beverage, General Manager 2016

Hired, trained, and motivated three sales team members in Texas.

Developed a handmade craft vodka in the Texas and Louisiana markets.

Called on and developed both off and on-premises chain outlets in Texas and Louisiana markets

Designed and implemented sales plans to increase rate of sale in both the off and on premise.

Oversaw the use of assets such as brand identified IMSA race car

Managed all budgets and social media content.

Achieved 96% of the annual sales plan for 2016

Conducted review meetings with each team member and identify corrective steps.

Managed the sale of the product to an outside interest.

Director of Sales and Distribution Big Bend Brewing Co 2015

Led and managed a total of five territory managers across Texas.

Hired, trained, and motivated five sales team members.

Designed and implemented sales processes to increase sales and distribution.

Developed programs that gained mandated status in HEB across Texas

Successfully launched Austin market with over nine hundred off premise placements in 393 off premise accounts

Successfully planned and obtained 130 draught placements in eighty-three on premise accounts.

Increased distribution in the off premise from 2.0% to 10% within territory in the off premise

Designed and implemented a draught building program that gained over two hundred on premise draught accounts.

Successfully maintained 33% volume mix with draught beer

Region Manager Warsteiner-USA 2011-2013

Managed wholesaler network in Louisiana and Texas

Exceeded delivery plan for calendar year 2012 by 9.0%

Exceeded sales plan by 6.5%

Increased regions profit margin from 30.9% to 35.7% October YTD 2013 and managed profit and loss

Developed and implemented sales programs for Grocery and Liquor Classes of Trade

Grew Liquor Class of Trade by 12%

Developed Oktoberfest programming that increased volume in 2011 from thirty-seven case units to 1670 cases in 2013 in Liquor Class of Trade

Designed and Implemented display programs within the Liquor and Grocery Classes of Trade that resulted in increased sales and velocity.

Developed and implemented on premise programs that resulted in increased trial, sampling, and retention.

Directly lead and developed sales teams within eighteen independent wholesalers in the areas of product knowledge, product attributes, and competitive landscapes in the areas of coaching, mentoring and skill development

High End Brand Manager Silver Eagle Distributors 2008-2011

Managed Above Premium Priced Brands in Houston and San Antonio

Integrated AB-InBev European Brands into sales systems

Integrated Glazer’s acquisition into sales systems that added twenty-seven new suppliers to the sales system.

Designed and implemented brand development programs that increase package and draught distribution

Actively communicate to all 220 sales team members for market opportunity and brand programs.

Developed and maintained call frequency in key accounts.

Directly and indirectly lead and trained eighty-two sales teams in the areas of product development, product attributes and competitive landscape for brand profiles in the areas of coaching, mentoring and skill development to increase profit and limit losses

Regional Sales Management 2004-2008

The Gambrinus Company-Dallas

- Designed and implemented sales programs for the largest Spoetzl market in Texas that grew sales by 9.0%

and exceeded state sales growth by 7.1% by coaching, mentoring and skill development of sales teams.

- Designed and implemented distribution programs that grew Spoetzl draught distribution by 198 accounts.

- Successfully introduced Shiner Black Lager and gained eighty-six draught accounts in first 60 days.

- Designed and implemented distribution programs that increased package placements by 808 accounts.

- Successfully gained 562 Black Lager accounts in first 60 days of introduction

- Introduced Trumer Pils to North Texas and achieved 118 draught accounts and 421 package accounts.

- Designed Trumer Pils off premise sampling program that resulted in 127% increase in sales.

The Gambrinus Company-Houston

- Designed and implemented sales programs that exceeded Texas Modelo trends for the fourth largest wholesaler in The Gambrinus Company Modelo network and have consistently exceeded Texas sales trends via coaching, mentoring and skill development.

- Increased Modelo sales volume by 37.6% and Spoetzl sales volume by 26.0%

- Designed and implemented distribution programs that gained 2,245 new Modelo package placements

- Designed and implemented draught distribution programs that gained sixty-seven new draught placements

- Obtained overall 53.2 share in Import and Specialty Brand segment

- Implemented plan of action to grow Modelo cooler space via Velocity Sets against the largest off premise class of trade resulting in 58 percent increase in shelf space

- Secured incremental zone funding to add on premise target position to maintain call frequency, promotion activity schedule, merchandising maintenance and target on premise distribution matrixes

-Increased wholesaler cents per case investment by 38% in the two largest sales footprints.

Schenck Company 1994-2004

-In 9 years, increased volume from 347,000 cases to over 3.2M; and increased market share by 570% from 2.2 to 12.6 by leading and communicating programs to over one hundred sales team members.

-Instituted package and draught distribution building programs resulting in 4,268 off & on-premises package placements; on premise general market draught distribution grew 150% by four hundred placements.

-Achieved 85% market share in the Import & Specialty segment (based on A.C. Nielsen and IRI Data); designed and implemented Import & Specialty Beer shelf set programs for off premise trade channel resulting in 400% growth in shelf space.

-Active participant on the Accident and Safety Committee reviewing accidents and making recommendations to prevent repeat accidents.

-Directly lead and trained thirty-two sales teams in the areas of product development with emphasis on retail development around category management and display penetration.

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Experience

Premium Beers Inc. Vinita, OK; Ardmore, OK 1990 - 1993

Sales Manager

The Stroh Brewery Company OK; PA 1986 - 1989

District Sales Manager

American Potomac Distributing Co. Washington, DC 1986

Distribution

Education

University of North Alabama 1985

BS: Health Sciences and History

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