Sales Manager

KAREN R. FLECK

la531n@r.postjobfree.com Mobile: 954-***-****

**** ***** **. *********, *****

LinkedIn: www.linkedin.com/in/karenfleck

PROFILE

Sales & Marketing Professional

Consistently Top-performing Wine & Spirits Sales Professional with an exceptional record of success in building markets and account relationships with national restaurant and hotel chains. Passionate advocate for brands and the industry with a well-established network of professional relationships with key buyers throughout the casual and upscale dining and hotel industries. Strong team player and manager with proven strengths in mentoring junior and distributor representatives. Innovative in designing and executing training programs for wait staffs, designing sales collateral, assisting client organizations with menu development, and organizing such promotional events as tastings and educational programs. Very strong interpersonal communication and presentation skills. Recognized by both employers and clients for excellence in performance and strengths as business partner.

Multi-state Sales & Sales Management • National Accounts Development & Management

Revenue & Volume Growth • Proposal Development • Category Management • Presentations • Negotiations • Closing Sales Management • Team Player • Mentoring • Advocacy • Relationship Management

Market Share Growth • Competitor Analysis • Account Retention

PROFESSIONAL EXPERIENCE

PALM BAY INTERNATIONAL – PORT WASHINGTON, NY 2007–2011

A privately held importer of wines and spirits with a portfolio of more than 80 wine brands from 11 countries, the firm is the exclusive importer in the U.S. Tier 1.

Director of National Accounts

Emphasized education in opening new accounts and managing relationships with national, on-premise chains based in the Eastern United States. Assisted buyers in casual, fine-dining, and hotel organizations in developing the wine and spirits list and menus to promote sales, especially of the Imported Wine Category. Guided the work of distributors and field representatives, developed proposals, and coordinated the distributor quantity and schedules for the entire program. Developed special programs for banquet and catering clients, designed and implemented wait-staff training programs and educational seminars, and built creative marketing programs.

• Built the account base, which has traditionally emphasized California wines, from 4 national accounts to more than 46, including such national luminaries as Ruth’s Chris Steakhouse, Morton’s Steakhouse, Carrabba’s Italian Grill, The Palm Steakhouse, Bravo and Brio Restaurant Group, Intercontinental Hotels, Starwood Hotels & Resorts, Hyatt Hotels, and the Melting Pot.

• Increased sales from $1.M to $13.2M and case volume from approximately 10,000 to more than 100,000 in 2010; was on trend to exceed 120,000 in 2011.

• Succeeded in displacing major competitors at multiple key accounts with effective national pricing systems and coherent market-development strategies.

Top Priority Brands

• Santa Rita, Chile: 140% of goal, 42% case variance.

• Cavit, Italy: 102% of goal, 10% case variance.

• S.A. Prum, Germany: 147% of goal, 41% case variance. Substantially grew the Riesling category.

• Portillo, Argentina: 119% of goal, 41% case variance.

MAJESTIC FINE WINES – SANTA ROSA, CA 1993–2006

A family owned and operated wine company, with an Award Winning portfolio of wineries and estates located in premier growing regions of California, Chile, Italy, France and Australia.

National Account Director, On-Premise, 1997–2006

Developed new national accounts among casual and upscale chains based in the eastern U.S. and sold the full portfolio of wines to new corporate accounts. Was instrumental in building the firm to becoming one of the leading national marketers by creating and conducting educational seminars, innovative marketing programs, and tools to drive sales. Assisted client organizations in implementing nationwide training programs for wait staff, hosted winery tours in Sonoma and Napa for large groups, and managed budget.

KAREN R. FLECK PAGE 2

MAJESTIC FINE WINES (CONTINUED)

• Expanded the firm’s market from casual and hotel chains to fine-dining organization and from the original 18 accounts to 51 accounts.

• Grew annual case volume to national accounts from 44,000 to 170,000 and revenues from $4.6M to $18.6M.

• Acquired relationships with Applebee’s, Ruby Tuesdays, Morton’s Steakhouse, and Bonefish Grill; recovered the Outback Steakhouse chain.

On-Premise District Manager, South Florida, 1995–1997 / Metro New York, 1993–1995

Consistently met or exceeded targets for revenue and volume growth and market share in highly competitive markets.

• District Manager of the Year Achievement Award 1997

CHARMER INDUSTRIES – NEW YORK, NY 1991–1993

A leading wine distributorship.

On-Premise Manager, Metro New York

Managed a sales team of 5 for wine and liquor in Manhattan and Westchester County. Established team goals, conducted market calls with team members, assisted clients with menu development, and conducted trainings for wait staff. Developed innovative themes for tastings.

• Consistently ranked as a leader in revenue, volume, margin, and market share among 8 peers.

OTHER SIGNIFICANT EXPERIENCE

• Finlandia Vodka Promotions Manager, Heublein, Inc. Palace Brands Division, Metro NY

• On- and Off-premise Wine Sales Representative, Paramount Brands, Metro NY

• Retail Wine & Liquor Sales Representative, Peerless Importers, Metro NY

PROFESSIONAL RECOGNITION

BUSINESS PARTNER AWARDS

• Morton’s Steakhouse, Partner of the Year

• Carrabba’s Italian Grill, Purveyor of the Year

• Longhorn, Vendor of the Year

• Bugaboo Creek Steakhouse, 3 Time Promotional Excellence Award

PRESENTATIONS

• Very Important Beverage Executives (VIBE), Key Note Panel Speaker, Import Wine Category

• Uno Chicago Grill Convention, Key Note Speaker

EDUCATION

SYRACUSE UNIVERSITY B.S. IN MUSIC MARKETING COMMUNICATIONS

CONTINUING EDUCATION & CERTIFICATIONS

• Court of Master Sommeliers, Level One Certification

• Windows on the World Wine Class, Kevin Zraly

• The Wine Program, Magna cum Laude, Harriet Lembeck

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