Caesar Malvar
Odessa,FL
Summary
Collaborative leader with dedication to partnering with team to promote engaged, empowering work culture. Documented strengths in building and maintaining relationships with diverse range of stakeholders in dynamic, fast-paced settings.
Overview
31
31
years of professional experience
Work History
General Manager - Southeast Region
Mark Anthony Group
12.2017 - Current
- Managed largest region at MAG of 35 Sales and Marketing professionals. Responsible for over 20M cases in volume, 800M in gross revenue and 450M in gross profit.
- Developed and implemented strategies to increase sales and profitability with our distributor and retail partners.
- Monitored financial performance, set budgets and controlled expenses to provide financial stability and long-term organizational growth.
- Maximized efficiency by coaching and mentoring personnel on management principles, industry practices, company procedures, and technology systems.
- Drove year-over-year business growth while leading operations, strategic vision, and long-range planning.
- Developed and maintained relationships with distributors and retailers through account development.
- Analyzed market trends and competitor activities to create competitive advantages utilizing IRI data.
- Collaborated with cross-functional teams to develop innovative solutions.
- Interacted well with customers to build connections and nurture relationships.
- Responsible for recruiting, hiring, training and growth of team members.
- Observed each employee's individual strengths and initiated mentoring program to improve areas of weakness.
Director of Sales
Craig Stein Beverage
01.2012 - 11.2017
- Managed team of 40 managers and sales representatives, providing guidance, coaching and support.
- Managed over 100 beer and wine suppliers to align with company volume, share and financial growth.
- Built and forecasted sales and established processes to achieve sales objectives and related metrics.
- Established pricing strategies to maintain competitive pricing and maximize profits.
- Compiled and analyzed data to determine approaches to improve sales and performance.
- Exceeded sales quotas and increased profitability through effective sales strategy and business planning.
- Resolved problems with high-profile customers to maintain relationships and increase return customer base.
- Prepared sales presentations for retailers showing current trends and value of products.
- Collaborated with upper management to implement continuous improvements and exceed team goals.
- Coached and promoted high-achieving employees to fill leadership positions and boost company growth.
- Recruited, interviewed and hired employees and implemented mentoring program to promote positive feedback and engagement.
National Account Manager
SIGG USA
02.2008 - 12.2012
- Drove overall sales and attained goals in existing accounts and new national and regional retail chains in Natural Grocery, Sporting Goods, Outdoor Retail and Mass channels of trade.
- Managed, supported and grew business relationships with existing accounts and developed strategies to increase sales and revenue.
- Increased market penetration by growing brand awareness by attending key trade shows in Outdoor Retail and Natural Grocery channels.
- Advanced brand equity and volume growth by developing innovative marketing and sales strategies and tactics.
- Work cross functionally on new product innovation and development with Swiss team.
Senior Sales Manager - Oregon and SW Washington
Miller Brewing Company
12.2004 - 01.2008
- Directly developed and implemented OR/SW WA DMA plan to ensure share, volume and profit growth. Responsible for over 4M cases and over 25M in gross profit.
- Strategically built strong collaborative relationships with distributor partners and key retailers for both off and on-premise retail accounts.
- Effectively developed annual and trimester distributor goals in line with business plan which were mutually agreed to ensure execution by distributor partners.
- Actively participated in distributor's sales meetings to communicate programs, reward performance and incentives.
- Managed market pricing monthly to ensure brands were competitive and made changes quickly based on market demands.
- Executed weekly market visits to measure DMA Plan execution in terms of distribution, pricing, out of stocks, POD placement and display execution.
- Managed outside agencies such as radio sales for media buys while hiring and managing external promotional teams to execute at off and on-premise accounts.
NW Region Market Development Manager
Coca-Cola Enterprises
09.1992 - 11.2004
- Directly accountable for the Albertson's account as their inside category partner while managing business development of all Coca-Cola carbonated and non-carbonated brands. Total account volume represented over 23M cases and 55M in gross profit.
- Successfully built, gained alignment and executed effective Category Marketing Agreements (CMA's) focused against quality ad activity, promotional programs and superior in market execution while maintaining cost that meet annual business plan objectives.
- Ensured brand growth and connected with targeted consumer demographics by developing compelling and innovative Consumer Value Programs.
- Effectively analyzed both IRI and Nielsen data to provide recommendations centered on fact based information which focused on total category growth.
- Seamlessly collaborated with marketing and worked with Coca-Cola Bottlers through market visits to monitor ad activity and execution excellence.
- During my tenure at Coca-Cola I held numerous positions: Merchandiser, Sales Account Manager, District Sales Manager, Key Account Manager.
Education
Bachelor of Arts - Economics
University of Washington
Seattle, WA06.1992
Skills
- Market Analysis
- Cross-Functional Team Management
- Sales Activities
- Supply Chain Management
- Market Growth
- Program Development
- Leadership
- Corporate Social Responsibility
- Verbal and Written Communication
- Sales Team Development
- Vendor Negotiations
- Financial Management
Ex-Athlete
Division 1 Football Player at the University of Washington
1989 Honorable Mention - All Pac 10 Academic Team
Timeline
General Manager - Southeast Region
Mark Anthony Group
12.2017 - Current
Director of Sales
Craig Stein Beverage
01.2012 - 11.2017
National Account Manager
SIGG USA
02.2008 - 12.2012
Senior Sales Manager - Oregon and SW Washington
Miller Brewing Company
12.2004 - 01.2008
NW Region Market Development Manager
Coca-Cola Enterprises
09.1992 - 11.2004
Bachelor of Arts - Economics
University of Washington
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