Sales Professional

BETH A. WILSON

********@***.***

http://www.linkedin.com/pub/beth-wilson/6/211/7a6

TERRITORY MANAGER

Wholesale and Chain Accounts ▪ Branded Consumer Products ▪ Territory Management and Development

CORE COMPETENCIES

Talented sales and territory management expert with 16+ years experience in tight, competitive markets with shrinking landscape, currently managing the Long Island Territory. Recognized for consistently exceeding expectations in key performance areas and surpassing goals by 20 – 40%. Possess strong relationship building skills, able to develop new business easily and create enticing product sell-stories. Adaptable to changing environments and product lines, quickly positioning self as expert by learning intricate product details. Demonstrated proficiency in data analysis and use of software programs. Ability to promote efficiency to maximize retail profitability. Excellent problem solving and time management skills. Extensive merchandising skills and POG implementation.

 Team Leadership & Supervision

 New Product Launches & Promotions

 Competitive Intelligence & Market Research

 Relationship Management

 Product Knowledge

 Presentations, Proposals, & Negotiations

 Channel & Category Management

 Product Repositioning

PROFESSIONAL EXPERIENCE

AMERICAN SNUFF CO/LANE LIMITED, 1995 – Present

Territory Manager (2006-Present) Strategic Account Manager (2004 – 2006)

Account Distribution Manager (2000 – 2004)

Area Sales Representative (1995 – 2000)

Manage the distribution and sales to independent retail and chain accounts across competitive New York territory for this manufacturer of specialty tobacco products with a fragmented product line. Consistently surpass goals, despite excise pressures, shrinking merchandise space, and restrictive legislation. Direct and manage annual promotion budget – creating promotions, advertising, catalogues, and incentives. Incorporate Nielson and Scan Track ratings to develop enticing presentations that introduce new products and sell existing lines. Previous territories covered include Connecticut, Massachusetts, Rhode Island, and New Jersey.

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Territory Manager

American Snuff Co./Lane Limited

2006-Present

Role responsibility consists of the distribution, merchandising and execution of programs and promotional plan activities for American Snuff brands in a specified geographical area. Implementation of the programs promotional plan which includes volume, profit, market share, distribution and in-store objectives per brand through the most effective utilization of budgets, in order to contribute toward the achievement of the overall sales and marketing objectives. Develop and track new product introductions at retail as well chain outlets. Ultimately responsible for driving volume, account penetration, and product assortment within territory.

Strategic Account Manager

Lane Limited

2004-2006

Develop, implement and evaluate marketing plans within specific wholesale channel based customers. Develop a business plan which aligns with company/brand plans. Manage the implementation of account business plans to ensure that volume/profit objectives per account are achieved though the most efficient use of resources. Use influencing skills to negotiate Lane to a position of strength in accounts though fact based selling presentations incorporating current and future business opportunities. Stay current of competitive activities and analyses and category management initiatives. Lead customer development and market development initiatives. Develop and track new product introduction, merchandising effectiveness.

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Account Distribution Manager

Lane Limited

2000-2004

This position served as an account and distribution manager to Lane Limited's important third-tier direct account and chain account customers in a specified geographic section. As the primary selling manager to these accounts, the responsibility included advocating Lane's trade platform of open completion, maximizing sales, market share, profitability in each assigned account, and coordinating all distribution and merchandising across Lane's brands. Identify outside business partners for go-to-market strategies including distributors. Responsible for the distribution network in Connecticut, New Jersey, Rhode Island, Massachusetts, and New York Metro Territory.

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Area Sales Representative

Lane Limited

1995-2000

Responsible for the launch and distribution of Lane Limited's brands for the NY Metro Region. Achieve territory coverage and call frequency objectives in order to maximize effectiveness and efficiency which meets the objectives of the marketing plan and is in line with the brand strategy and needs of the trade organization. Responsible developing and expanding the retail sales area of Long Island, New York State, New Jersey, Connecticut and Rhode Island and Massachusetts Territories.

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Sales Accomplishments

 Drove 2009 year-to-date sales totals 22% over 2008 same period sales.

 By mid-year 2009, hit 100% annual distribution gain target on one product; completed 85% of sales on other promotional programs.

 Surpassed 2009 annual distribution goals by 20 – 40% across multiple product lines and introduced new brands to market.

 Consistently met or exceeded sales objectives 1995 – 2009.

 Achieved assigned period, quarterly and annual district volume and brand targets while managing productivity.

 Create and analyze reports to find new opportunities to grow volume and, increase productivity and identify future opportunities within the district.

Promotions and Performance Accomplishments

 Yielded 109% client call record in 2009 with average 13.1 calls daily – the highest number on entire team.

 Complimented for rallying sales people and sharing strategies across teams

 Recognized with multiple W.O.W. (We Own Winning) awards for sales performance, mentoring and leadership, and new business achievements.

Early experience includes retail sales with BROWN & WILLIAMSON and HASBRO TOYS,

in addition to securities trading experience.

EDUCATION AND TRAINING

Master of Business Administration

Management and Finance

CW POST, LONG ISLAND UNIVERSITY, 2007

Graduated magna cum laude, with 3.7 GPA; honored with Marketing Excellence Award.

Briarcliffe Collage

Bachelors in Marketing

Graduated summa cum laude, with a 3.92

Ongoing training and coursework include Toastmaster’s programs, presentation development, competitor data mining, cost analysis, market research, and sales techniques.

Silvermine Consulting Training Programs

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