Sales Manager

PAUL S. CANAVAN

** ****** ****, ******, ************* 02169

617-***-**** i51dci@r.postjobfree.com

Value-Proposition: Driven, strategic Sales, Marketing & Business Development Leader with the ability to return organizations to profitability by capitalizing on strategic focused management experience and use of best business practices to produce bottom-line results. Progressively grew in increasingly responsible management & leadership roles for the largest wholesale spirits, wine & malt beverage distributor in New England.

Highlighted Competencies & Awards

Competitive Industry Intelligence Corporate Decision Making

Gross Margin Enhancement Programs Cohesive Team Development

Accountability-driven Sales Leadership Business & Financial Management

Two (2) time winner of the Diageo North America “Golden Bar Award”.

Two (2) time winner of the Pernod Ricard Company “On-Premise Excellence Award”.

Two (2) time winner of the “Wine Spectator Award of Excellence”.

Professional Experience & Achievements

Martignetti Companies – Excel Division – Braintree/Norwood Massachusetts

Divisional Vice President - On-Premise Sales Oct. 2006 – Sept. 2010

Developed and managed a budget $2.4 million.

Employee recruitment, training, and development.

Managed a $140 million Sales division comprised of 7 Managers and 50 Sales People in

3 departments: The Excel, Century, and Telemarketing divisions driving revenue and margin.

Managed 4 of the largest key suppliers in the beverage industry, Diageo, Pernod Ricard, William Grant, and Moet Hennessey. Developed Brand marketing programs and incentives which increased brand distribution by 25%, increased sales by $4 million and profit by 2% annually.

Managed over 150 National and Regional Accounts representing over $48 million in annual sales.

When United Liquors was purchased by the Martignetti companies in 2007, a consolidation was necessary. Within 2 weeks, successfully placed 100% of the displaced salespeople into the division they would serve best in.

By consolidating the divisions, a net sales increase of 5% in the years to follow as well as a net .25% gain in gross profit.

THE UNITED GROUP – UNITED LIQUORS, LTD. – Braintree, MA

Vice President, General Sales Manager, On-Premise Sales Nov. 2003 – Oct. 2006

Promoted to this senior leadership position based on a track record of increased profitability, sales, gross margin, market share, and sustained customer relationships.

Researched and identified a software company with the capacity to collect and report back essential qualitative info to the suppliers & manufacturers from sales individuals.

This new application generated a significant savings in labor of over 7%, more efficient reporting to our suppliers saving over 10% of in time, and became a key data source to improve sales execution and market by 3%.

This new application and process earned recognition as one of the most efficient distributors in the country on execution and reporting of qualitative information

PAUL S. Canavan page 2

The United Group – United Liquors, Ltd. – West Bridgewater, Massachusetts

General Sales Manager Oct. 2001 – Nov.2003

Managed a $70 million business unit of 4 managers, and 24 salespeople and 1 department.

Managed over 100 key regional and national accounts representing $23 million dollars in annual sales.

Executed over 50 major supplier programs and sales incentives which increased brand distribution by 12% and a substantial growth in sales of 2%.

Monitored and executed yearly sales goals through the sales team utilizing Diver Dimensional Insight Sales Software.

Streamlined the organizational structure and incorporated a new communication process for 3 sales divisions with 3 product portfolios, which improved customer satisfaction, reduced customer frustration, increased overall sales by 2% and greatly improved internal team work. Satisfaction was quantified by our annual customer satisfaction survey.

The United Group – United Liquors, Ltd. – West Bridgewater, Massachusetts

Divisional Sales Manager Jan. 1995 - Sept. 2001

Reorganized sales and marketing strategies to targeted business segments.

Increased revenue incrementally by 15%.

Executed innovative and successful market launches for all new products to on-premise customers.

Formulated new product marketing strategies to maximize sales profitability.

Increased market share annually by 3% through new account distribution and analyzing market trends.

Successful interaction and relationship building with key vendors, suppliers and customers.

Commonwealth Wine & Spirits / Gallo – Mansfield, Massachusetts

Director of Fine Wine Jan. 1994 – Dec. 1995

Responsible for marketing, programming and distribution plans for new product launches.

Served as Portfolio Manager for their high-end fine wine product line.

Developed and delivered employee and customer fine wine education and training programs.

Key account management.

Increased customer base by the addition of 400+ new accounts.

EDUCATION & Professional Affiliations

B.S. Management/Leadership, Northeastern University – Boston, MA.

A.S. in Business, Northeastern University, Boston, MA

Enrolled in Masters Program in Leadership and Finance, Northeastern University, Boston, MA

• Member of the Board of Directors, “Massachusetts Restaurant Association”.

• Member of the “Sigma Epsilon Rho Honor Society”.

• Member of the “Italian Wine Commission”.

• Member of the “Ray Tye Medical Aid Foundation”.

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