ASHLEY O'LEARY
Dallas,TX
Summary
Dynamic sales professional and strategic leader with results in both achieving goals and exceeding category trends. Extensive knowledge of working through the distributor network to achieve results. Recognized for building strong working relationships with all levels of management. Expertise in market data analysis and identifying trends, realizing opportunities to gain market share. Proven leader with a passion for structuring a dynamic sales team and mentoring with integrity. Grounded in strategic CPG brand building, demonstrated success across ownership structures: family-owned, privately held, private equity, and publicly traded.
Overview
18
18
years of professional experience
Work History
Vice President, West Division
The Duckhorn Portfolio
Dallas, TX
04.2017 - 12.2023
- Instrumental in growing the division to approximately $100M F23 (F20 $65M)
- Lead and coached five direct reports, mentored a total team of 18 employees across 25 states in the US, including TX, LA, IL, AZ, NV, WA, HI
- Consistently worked with CEO, C-suite, National Accounts and distributor partners to launch new products, develop pricing strategies, improve processes
- Grew West Division for the company to $100M
- Increased the business 6X in F21, navigated 9 distributor changes, increased accounts sold by 45% for Decoy Cabernet in F22, regularly strategized with distributors category team to create targeted programs to grow market share
- Worked closely with the marketing team to develop new products and line extensions that propelled the company to a new phase of growth
- Achieved budget of one million cases shipped for F23, increasing sales by 10% more than 2.5X the category growth
- Collaborated between sales, demand planning, sales operations, finance, marketing to improve processes
- Developed long-term sales strategies to gain market share, uncover new sales opportunities to achieve quarterly sales targets and increase revenue
- Actively engaged with planning, presentations and execution in National Accounts, on and off premise
- Accounts: HEB, Target, Kroger, Total Wine and More, Whole Foods, Landry's, Darden, Marriott, Front Burner Restaurants
Regional Sales Manager
The Duckhorn Portfolio
Dallas, TX
04.2011 - 04.2017
- Grew the region 10X that significantly under-indexed the market into a major sales engine for the company
- Achieving +55% shipment growth year one
- Continued to achieve exceptionally high double digit growth year over year, both in shipments and depletions, exceeding all budgets and category trends
- Fiscal year 2016 +35%
- Generated detailed sales reports and forecasts to analyze performance and track progress
- Instrumental in building a best-in-class sales team with a history of high performance
- Managed region budget to confirm proper use of resources and maximize profitability
- Executed successful marketing campaigns to generate new business and expand our customer base
- Developed sales strategy based on research of consumer buying trends and market conditions, positioning brands to be star performers
Regional Manager, Texas
Jackson Family Wines
Dallas, TX
04.2008 - 04.2011
- Tracked distributor performance to identify deficiencies and adjust go to market sales strategies
- Managed and mentored 3 District Managers through daily and special project work
- Conducted fun and informative wine seminars educating distributors and key customers as well as managed all state-wide wine events
- Earned the company national sales award two times for on and off premise sales performance
District Manager
Jackson Family Wines
Dallas, TX
12.2005 - 04.2008
- Built positive and productive relationships with distributor sales team and managers, to enhance brand knowledge and learn strategies to gain distribution
- Organized trade events and conducted sales presentations on a regular basis
- Managed distributor pricing, programming and inventory levels for full portfolio
- Consistently exceeded quarterly sales goals
Education
BBA - Marketing
Texas Tech University
12.2000
Professional Leadership Coaching- Own Your Better, Founder Kimberly White, Leadership Circle- assessment and executive coaching
UC Davis Executive Wine Program
Court of Master Sommelier - level one
Skills
- Microsoft Office
- Microsoft Excel
- Microsoft Teams
- Microsoft PowerPoint
- PowerBI
- Diver
- IRI (Circana)
- Nielsen
- Salesforce (CRM)
Key Qualifications
- Inspiring public speaker
- Mentoring and empowering the team
- Sales planning and strategy implementation
- Financial planning
- Pricing and marketing strategy
- Product forecasting
- Communicating strategic initiatives
- Distributor management
Timeline
Vice President, West Division
The Duckhorn Portfolio
04.2017 - 12.2023
Regional Sales Manager
The Duckhorn Portfolio
04.2011 - 04.2017
Regional Manager, Texas
Jackson Family Wines
04.2008 - 04.2011
District Manager
Jackson Family Wines
12.2005 - 04.2008
BBA - Marketing
Texas Tech University
Professional Leadership Coaching- Own Your Better, Founder Kimberly White, Leadership Circle- assessment and executive coaching
UC Davis Executive Wine Program