Blair Bass
Charlotte,NC
Summary
Strategic Sales Director with a solid history of cultivating high-performing teams and achieving significant revenue growth. Expertise in crafting sales strategies that enhance market reach and drive measurable results. Strong analytical skills support effective decision-making and compliance with industry regulations.
Overview
18
18
years of professional experience
Work History
National Sales Director
Alternative Health Distribution, LLC
01.2025 - Current
- Spearheaded sales growth in smoke shops, dispensaries, wholesalers, convenience stores and major retailers such as Total Wine and Lowes Foods, resulting in 22% revenue growth YOY.
- Developed and executed sales strategies that achieved company growth targets, established annual sales quotas, and projected expected revenue.
- Oversaw strategic accounts, negotiated contracts, and managed high-value deals with MSOs (Multi-State Operators) and manufacturers including Total Wine, Lowes Foods, Kure CBD & Vape, Wild Bills Tobacco, and MR Williams.
- Recruited, trained, and managed regional sales managers, territory leaders, and ground sales teams, growing the team from 4 sales representatives to 12 sales representatives and 4 sales managers.
- Proven track record of pipeline growth, executing a sales plan from pitch to close, and hitting KPIs and sales targets.
- Stay updated on state and federal hemp regulations ex. FDA, USDA guidelines, state hemp laws and regulations and ensure all sales materials and products are compliant, and translated to the sales team and major customers.
- Represent the brand at industry events (like MJBiz Con, CHAMPS, TPE, HBE and Alternative Products Expo) and collaborate with in house marketing team to promote new product rollouts.
- Vetted, tested and launched a new CRM system for sales tracking against the established KPIs.
- Formulated new regional growth strategy to establish a rapid distribution partnership in PR through a strategic Master Distro.
National Accounts Director (POD Systems)
Heartland Works DBA Heaven Gift, LLC
01.2024 - 02.2025
- Manage a $50+ million book of business specifically in the disposable and pod based devices.
- Identify and execute revenue-generating programs with chain retail and distributor partners.
- Created growth strategies for national distributors and key accounts in vape and convenience segments.
- Managed sales execution and category leadership for partner distributors and chain retail accounts.
- Worked with regional and national accounts in developing planograms and display opportunities on both the back bar and counter options.
- Work with cross-functional departments to secure necessary resources that support chain retail and distributor programs and initiatives including trade marketing and category leadership materials.
- Serve as an expert on competitive activity, regional key account and distributor needs, pricing, processes, programs, inventory, and sales opportunities.
- Developed and marketed a pod-based vape system from Heavens Gift targeting convenience accounts.
Eastern Region Sales Manager
Heartland Works DBA Heaven Gift, LLC
02.2022 - 12.2023
- Hire and develop a national sales team focused on driving revenue and increasing distribution points throughout the US for the vape and cannabis portfolio.
- Increased sales revenue and market share from 7% to 22% in the disposable vape nicotine segment.
- Establish national distribution partners in both the wholesale channel and through the chain account channel.
- Developed forecast model incorporating new products pipeline, market changes, legislative variables, and potential market growth to inform strategic decisions.
- Establish sales objectives for the account managers, area managers and sales representatives.
- Collaborated with marketing manager to establish go-to-market strategy aligned with sales goals, enhancing visibility and engagement for disposable nicotine brands through targeted events, trade shows, and marketing materials.
- Created regional programs for in-market promotions and customer engagement, along with chain account promotions and distributor push programs to drive sales and strengthen partnerships.
- Work with our Chinese manufacturers to establish a pipeline of new vape and nicotine based products set to launch and test through year in and into the following year.
- Stay in touch with the volatile market and understand legislative changes that occur state by state through the vape industry as well as the cannabis industry.
Sales Director
Body Art Alliance (BAA)
12.2020 - 02.2022
- Develop and execute strategic plan to achieve sales targets and expand our customer base in the US and International markets.
- Established sales objectives by forecasting and developing annual sales quotas for regions and territories, projecting expected sales volumes and profits for existing and new products.
- Set sales goals and establish effective performance metrics (KPI's).
- Implemented sales programs in collaboration with marketing directors from each business unit to enhance cross-functional alignment and drive sales growth.
- Managed analytics for strategic sales initiatives, communicating relevant insights to team members, executive leadership, and cross-functional partners to inform decision-making.
- Developed the Sales organization, continuously seeking to improve organizational capabilities and ways of working.
- In conjunction with the CGO, built and maintained a sales business plan and associated annual and quarterly Objectives and Key Results (OKR's).
- Engaged with national and international distributors to strengthen partnerships.
- Understood and communicated changing trends, economic indicators, competitors and supply and demand.
CBD National Key Accounts Manager
Tip of The Spear Sales Agency, LLC
02.2020 - 02.2021
- Worked as a consultant in the CBD space to assist in launching various CBD brands in large national chains such as 7-11, Walgreens and Circle K.
- Acted as the primary contact for key accounts in home and expansion markets.
- Managed accounts through sell-in programming and brand promotions, tracked execution, increased distribution, and strengthened brand presence in the marketplace.
- Built relationships with wholesalers, KAMs, and management to effectively communicate and execute organizational programs.
- Evaluated accounts based on volume potential and current business trends. by volume potential and current company business and trends.
- Provide business forecast to operations teams to ensure dependable supply of products.
- Maintained and evaluated the key account budget as it relates to annual financial and marketing plans.
- Collaborated with brokerages and merchandising companies to enhance CBD client's visibility across retail partners.
- Kept the management team informed by submitting weekly status reports that include activity and results, prospecting and sales activity, work plans, and other sales activity analyses.
- Created and implemented sales and marketing programs, including contact management systems including, email, phone call, and social media advertising.
Regional Sales Manager - Southeast & West Coast
Fontem Ventures, Inc.
10.2017 - 11.2019
- Created the go-to market strategy for the newly developed sales team which was established to drive distribution into vape accounts.
- Developed 2018 KPIs for growth of vape-focused accounts and established 2019 KPIs for the 7-Eleven Initiative.
- Hired 11 Area Sales Managers and 57 Sales Representatives to gain distribution and grow volume in 24 vape focused states.
- Focused on driving growth by increasing sales volume in national wholesalers and national accounts.
- Collaborated with team to identify CRM data capture tool enabling Sales Representatives to log daily field visits and obtain focus store list in 24 vape-focused states.
- Led the sales team in establishing over 2,000 points of distribution in the first 6 months.
- Led the sales team to refocus our efforts on growing volume and market share in Fontem Venture's largest account, 7-Eleven.
- Hired an additional 3 Area Sales Managers and 16 Sales Representatives for the 7-Eleven initiative.
- Created a consumer engagement plan to drive consumers to our brands instead of combustible tobacco products or competitive brands.
- Designed three sales incentive plans aimed at increasing volume, distribution, and market share.
- Within 7 months of the 7-Eleven Initiative I led the sales team in achieving coverage in all 8,500 accounts, increasing distribution from 2,800 accounts to 5,542.
- Motivated team to increase market share from 5.4% to 10.2% and increased sales volume over 50%.
Divisional Sales Manager - Southeast Region
Japan Tobacco International
11.2015 - 09.2017
- Launched JTI's first Global Flagship Brand in the US market achieving the fastest single brand growth in the company's 18-year history in the US Market.
- Achieved 354% growth in product sales for 2016 by focusing on improving customer relationships and implementing targeted programs at the local levels to drive sales volume.
- Achieved 134% growth based on the first quarter YTD report and tracking at 280% growth after the completion of the second quarter.
- Hired, trained, and managed nine Territory Managers, enhancing profitability across targeted markets.
- Integral part of the JTI Leadership Team where developed the 'Circle of Excellence' incentive program to incentivize and recognize top sales performers within the company.
- Collaborated with 16 large chain accounts in North and South Carolina to introduce new products from JTI USA's brand portfolio and implement promotions that increased sales volume.
- Coordinated and participated in trade shows, successfully building relationships on both the retail and wholesale levels.
- Observed and adapted to market trends and competitor programs, ranging from adhering to new tobacco regulations to adjusting to new competitor promotional programs.
- Developed new hire training program educating employees on tobacco history, competitor contracts, industry knowledge, and government regulations.
Area Sales Manager
Commonwealth - Altidas, Inc.
04.2012 - 10.2015
- Drove the largest market share growth in the Southeast region during fiscal year 2013 through targeted initiatives.
- Achieved consistent growth over five years by implementing effective sales strategies.
- Managed seven sales representatives, fostering a positive environment to enhance focus on selling and growing CAI brands in their territories.
- Presented cycle goals clearly and effectively to Sales Representatives so they had the knowledge and tools required to exceed their goals and objectives.
- Introduced new products and brands to 11 different chain accounts after signing contracts to ensure they provided growth to CAI distribution and market share.
- Partnered with eight wholesalers and eleven wholesale houses, engaging tobacco buyers to ensure compliance with CAI wholesale contracts.
- Allocated individual wholesale budgets to drive growth for CAI promoted brands and styles.
Territory Manager
Commonwealth - Altidas, Inc.
01.2009 - 04.2012
- Was the first Territory Manager in the country to complete first quarter goals pertaining to new contracts and Phillies Bundle promotions.
- Continually exceeded goals set by the company to secure the growth of CAI brands in my territory.
- Managed territory to drive quarterly growth in market share.
- Introduced new products and promotions, securing growth in market share through effective signage and optimal back bar placement.
- Collaborated with wholesale distributors, advising on product growth to ensure adequate stock levels.
- Advised clients about price increases and enforced contractual obligations between company and client.
Education
Bachelor of Science - Marketing with a minor in Management
WINGATE UNIVERSITY
Wingate, NC05-2008
Skills
- Strategic planning
- Sales forecasting
- Market analysis
- Forecasting
- Client management
- Project management
- Team development
- Trade show coordination
Awards
Young Achievers Award
Timeline
National Sales Director
Alternative Health Distribution, LLC
01.2025 - Current
National Accounts Director (POD Systems)
Heartland Works DBA Heaven Gift, LLC
01.2024 - 02.2025
Eastern Region Sales Manager
Heartland Works DBA Heaven Gift, LLC
02.2022 - 12.2023
Sales Director
Body Art Alliance (BAA)
12.2020 - 02.2022
CBD National Key Accounts Manager
Tip of The Spear Sales Agency, LLC
02.2020 - 02.2021
Regional Sales Manager - Southeast & West Coast
Fontem Ventures, Inc.
10.2017 - 11.2019
Divisional Sales Manager - Southeast Region
Japan Tobacco International
11.2015 - 09.2017
Area Sales Manager
Commonwealth - Altidas, Inc.
04.2012 - 10.2015
Territory Manager
Commonwealth - Altidas, Inc.
01.2009 - 04.2012
Bachelor of Science - Marketing with a minor in Management
WINGATE UNIVERSITY