Brittany St Clair
Charlotte,NC
Summary
Award-Winning National Account Manager experienced in exceeding sales plans, growing territories and building client loyalty. Well-organized with top strengths in problem solving, lowering client churn, and project management. Offering nearly 20 years of progressive sales experience.
Overview
14
14
years of professional experience
Work History
Senior National Account Executive
REPUBLIC NATIONAL DISTRIBUTING COMPANY
Charlotte, NC
05.2020 - Current
- Developed sales strategy based on research of consumer buying trends and market conditions.
- Provided analytical rationale to identify, develop and implement activities within allocated account base.
- Created custom presentations for national chain partners consideration.
- Forecasted sales and established processes to achieve sales objectives and related metrics.
- Operated within budgetary constraints, participated in development of annual budget forecasts, and reconciled operating budget.
- Worked diligently to resolve unique and recurring challenges, promoting loyalty and enhancing operations.
- Shaped solutions and approaches by leveraging trends in customer marketplaces and industries.
- Created representative and customer sales reports and recommended initiatives for marketing and promotional programs.
- Improved bottom-line profits by creating new product penetration and retail market opportunities.
- Managed, supported and grew business relationships with existing accounts and developed strategies to increase sales and revenue.
- Tracked sales data to assess trends and make proactive strategy changes.
- Decreased process lags and managed hundreds of account executives spanning 35 states.
- Increased market penetration by growing brand awareness.
- Resolved complex problems to positively impact sales and business direction.
NATIONAL ACCOUNT MANAGER
Electronic Payments
Charlotte, NC
06.2018 - Current
- Self-sourcing and on-boarding multiple partnerships from a variety of verticals, resulting in over 500 million in collective annual revenue added to portfolio.
- Expertly navigates enterprise organizational structures to connect and work directly with decision makers.
- Proposes solutions and leverages cross-selling opportunities to existing and new clients.
- Works directly with C-suite and executive leadership to define, present, and market material used regionally and nationally.
- Pro-actively identify and resolve complex challenges that arise unexpectedly.
- Generates multi-million dollar revenue stream, and increased profit margins 387% through new client acquisition and expanding market penetration throughout US and Canada.
- Negotiates contracts, and finds common ground with customers to reach agreement on sale terms.
- Responsible for the creation, partner recruitment, pipeline growth & development of the national partner programs.
- Collaborates with product teams to learn new technology and developing market trends.
- Conducts routine performance reviews with clients to understand strengths, as well as evolving needs and areas of opportunities.
- Authors intensive sales reports on representatives and customer categories to recommend detailed plans, and implement through marketing and promotional programs.
- Reduces process gaps, updating sales collateral and training materials while mentoring new hires on protocol and best practices.
- Achieves client loyalty through quality, productivity, service and proactive management.
SENIOR REGIONAL ACCOUNT EXECUTIVE
WorldPay
Charlotte, NC
02.2016 - 06.2018
- Attains and exceeds monthly sales quota.
- Consistently above monthly sales plan with average of 9 million dollars boarded in 30 day period.
- Tactfully but aggressively pursues perspective business leads via email, calls and in-person events.
- Grew territory to be largest in the south-eastern market, generating more than 200 million dollars in annual processing volume.
- Received "Rookie of the Year" award for top performing salesperson company-wide.
- C-Level executive relationship creation and development.
- Experience with major transformation efforts involving significant organization and technology change.
- Experience with organizational and process re-design and implementation.
- Implements a holistic approach to provide consultative solutions for enterprise organizations.
- Continually develops a strong pipeline for new revenue growth
- Establishes and manages referral partnerships with Point of Sale Dealers, restaurant associations, and banks.
- Successfully schedules and manages appointments with perspective clients.
- Familiar with sales force development, training, and re-engineering for solutions-based selling.
- Provides processing solutions and technology to clients that streamline efficiency and generates revenue growth.
- Initiates and maintains relationships with existing accounts and partners.
- Strategically self-sources outside leads and referrals.
OPERATING PARTNER
Orsini Wines
Asheville, NC
05.2014 - 03.2017
- Launching and establishing new fine wine distributor statewide in North Carolina.
- Establishes and oversees marketing and sales promotions to generate new business.
- Interacts with a panel of my colleagues to analyze potential brands looking for distributor representation to determine which wineries, brokers and importers are well suited for partnership.
- Oversees and manages sales activities of On-Premise sales division.
- Develops and implements targeted strategic sales plans to achieve company goals.
- Monitors key account sales goals and develops strategies to increase business.
- Directs sales forecasting and defines performance goals accordingly.
- Acts as representation for organization at trade association meetings to promote products.
- Develops programs and pricing with suppliers that will provide positive impacts in the market.
- Collaborates with internal leadership team and suppliers to schedule work-withs, dinners, and trade show appearances.
- Analyzes market data to determine customer needs, volume programming, and pricing trends.
- Reviews sales representative's performance reports, and discusses progress and areas of opportunity with appropriate channels.
- Orchestrates staffing, training, and performance evaluations to develop and control sales program.
- Conducts supplier and sales representative work-withs.
- Assigns territories to sales representatives.
- Operates as liaison between sales team and other departments throughout company.
- Communicates and reviews sales priorities with other partners and owner.
TERRITORY/KEY ACCOUNTS MANAGER
Tryon Distributing
Charlotte, NC
03.2011 - 06.2014
- Increased sales by over thirty percent the first year to expand route to exceed million-dollar territory.
- Obtained title of Certified Specialist of Wine after completing program and certification with The Society of Wine Educators in January of 2014.
- Grew designated territory to be the largest on-premise route in the Charlotte market.
- Magnifies key account visibility.
- Maintains and improves account condition in the market through execution of sales programs and relationship management.
- Provides wine, craft beer and sake to over 150 accounts including fine-dining restaurants, specialty retailers and national chain accounts while focusing on quarterly product placement goals.
- Trains and mentors incoming employees on company policy and day to day operation of account management.
- Acts as consultants for both wine and beer lists in hundreds of accounts, and compiled several menus specializing in food and beverage pairings.
- Hosts wine/beer dinners in conjunction with wine makers and national portfolio managers.
- Conducts staff trainings for employees of all skill set ranging from novice to advance.
- Used Microsoft Word and other software tools to create documents and other communications.
Education
Certified Specialist of Wine -
Society of Wine Educators
Certified Sommelier -
Court of Master Sommeliers
Bachelor of Arts -
Furman University
WSET-Level II Spirits Certified
Skills
Account/relationship management, communication, partnership development, proficiency in CRM software including Salesforce,
strategic perspective, problem resolution, skilled negotiation,
value-based selling, cold calling, leadership, project management, customer relationsundefined
strategic perspective, problem resolution, skilled negotiation,
value-based selling, cold calling, leadership, project management, customer relationsundefined
Timeline
Senior National Account Executive
REPUBLIC NATIONAL DISTRIBUTING COMPANY
05.2020 - Current
NATIONAL ACCOUNT MANAGER
Electronic Payments
06.2018 - Current
SENIOR REGIONAL ACCOUNT EXECUTIVE
WorldPay
02.2016 - 06.2018
OPERATING PARTNER
Orsini Wines
05.2014 - 03.2017
TERRITORY/KEY ACCOUNTS MANAGER
Tryon Distributing
03.2011 - 06.2014
Certified Specialist of Wine -
Society of Wine Educators
Certified Sommelier -
Court of Master Sommeliers
Bachelor of Arts -
Furman University
WSET-Level II Spirits Certified
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