Michael Manchen
Riverside,Illinois
Summary
Highly motivated Sales Manager with exceptional analysis and leadership skills. Known for building collaborative relationships and bringing value. Experienced building brands by understanding each products unique qualities and showing how that brings value to the customer. Consistent sales goal achievement and opportunity seeking to drive business forward maintaining brand standards. Expertise in building sales plans, executing objectives and performing headquarter sales calls.
Overview
26
26
years of professional experience
Work History
Regional Sales Manager - IL/WI/MN
Infinium Spirits
San Diego, CA
01.2024 - Current
- Developed strategies and plans for all channels across my states.
- Established relationships with key accounts in the region through sales calls and promotional support.
- Generate reports detailing regional sales metrics, such as revenue goals and sales objectives.
- Collaborate weekly with my distributors to build relationships across the sales teams and management.
Regional Sales Manager
Delegat USA
, IL/MO/WI
06.2018 - 12.2023
- Develop and execute annual business plans across all channels and states
- Increased Oyster Bay sales by 18% in Illinois with growth across all varietals
- Illinois On-Premise channel led the country in sales growth through strategic planning and consistent execution
- Member of Leadership team involved in brand and team development
- High level of distributor engagement through consistent collaboration and monthly reviews
- Lead and coach team of Account Managers building their skills and insights into actionable objectives
- Call on Regional Chain buyers and distributor KAM teams (Jewel, Mariano’s, PNS, Schnuck’s, Binnys, etc.)
Area Sales Manager
Delegat USA
, IL/WI/MN/MO/IA/KS
06.2013 - 06.2018
- Built and executed sales plan collaborating with our Regional Sales Manager and National account team
- Implemented innovative sales promotions increasing brand awareness and sales (Fannie May partnership)
- Utilized customer relationship management tools to maintain records of customer activities and sales opportunities.
- Developed quality relationships with key stakeholders at our distributors and key accounts across all states.
- Analyze and use market data (IDIG, Nielsen, distributor reports) to build actionable plans to achieve brand objectives.
- Manage 2 Account Managers and 12 tasting hosts that represent our brands.
- Grew territory five consecutive years through targeted sales plans and collaborative distributor engagement.
Area Sales Manager
Kobrand Corporation
, IL/IN
05.2009 - 05.2013
- Developed and executed sales plan for all trade channels (F&D, Ind Retail, On Premise)
- Conducted brand education and sales calls to build relationships with our distributors and key accounts
- Led monthly reviews with sales managers to identify opportunities and make appropriate changes
- Created and managed list of target accounts key to success of sales and distribution goals.
- Created meaningful incentive programs that deliver goals and stay within assigned budget
Fine Wine Specialist
Brown Forman
, IL
04.2007 - 05.2009
- Responsible for building the sales and distribution plan of our boutique wine portfolio
- Conducted monthly and quarterly sales reviews with our distributors to set objectives and brand initiatives
- Developed training programs, incentives and promotional calendars to achieve portfolio objectives
- Effectively advocated for market needs and opportunities with brand teams and Division Manager
- Created promotions for retail chains to secure promotional support (PLU's, consumer offers, sweepstakes, festival activation, POS)
Market Brand Manager
Brown Forman
, Midwest
04.2003 - 04.2007
- Field marketing resource responsible for implementation of national brand strategies
- Developed sales promotions with sweepstakes and consumer offers through market partnerships (Chicago Marathon, Chicago Wolves hockey team, House of Blues, Live Nation, etc.)
- Responsible for Midwest promotional materials, promotion calendars and inventory forecasting
- Achieved sales goals for Old Forester, Canadian Mist and Early Times through activation of branded promotions
State Manager
Brown Forman
, IL/IA
07.1998 - 04.2003
- Responsible for delivering market goals & managing distributor teams to execute sales plan
- Managed implementation of marketing campaigns across all channels and distributor teams
- Conducted sales meetings, trainings, tastings events and distributor reviews
- Created new price structures resulting in $100,000+ savings and aligned brands to our price standards
- Called on Independent chain buyers and local grocers to expand distribution and secure display activity
Sales Representative Gallo Division, Retail Chain Manager, District Manager
Romano Brothers Distribution Company
- Salesperson of the Year” award & completed Gallo Sales & Management training program.
Education
BA - Business Administration
St Norbert College
Skills
- Territory & Account Management
- Inventory management & forecasting
- Strategic Planning
- Commercial Thinking
- Relating & Influencing
- Distributor Management
- IRI/Nielsen/IDIG data systems
- Marketing & Promotional Campaigns
- Analytical Thinking
- Financial acumen
Community Affiliation
- Fenwick High School Alumni Board
- Riverside Little League Board
- Asst. Football Coach, Fenwick High School
Certifications
- CSW Certification
- Gallo Sales & Management Training, Karass Negotiation Skills and Consultative Selling
- Foundations of Leadership seminar, Breakthru Beverage Wine and Spirits Academy
Timeline
Regional Sales Manager - IL/WI/MN
Infinium Spirits
01.2024 - Current
Regional Sales Manager
Delegat USA
06.2018 - 12.2023
Area Sales Manager
Delegat USA
06.2013 - 06.2018
Area Sales Manager
Kobrand Corporation
05.2009 - 05.2013
Fine Wine Specialist
Brown Forman
04.2007 - 05.2009
Market Brand Manager
Brown Forman
04.2003 - 04.2007
State Manager
Brown Forman
07.1998 - 04.2003
Sales Representative Gallo Division, Retail Chain Manager, District Manager
Romano Brothers Distribution Company
BA - Business Administration
St Norbert College
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