Carlos Ramirez
New York
Summary
Accomplished sales and marketing executive with16 years of experience in dealing with B-to-B and B-to-C markets with a passion for building new client relationships, growing business, and negotiating product development.
Overview
20
20
years of professional experience
Work History
Senior Account Manager
DE-NADA
06.2021 - Current
- Manage, develop, and execute strategic marketing efforts for leading spirits manufacturer in the New York Metro, Upstate, New Jersey and Connecticut
- Key Accomplishments:
- Opened over90 new accounts
- Achieved monthly goals
- Increased visibility of the brand in New York City Metro area, Albany, New Jersey and, Connecticut
- Tripled visibility and case sold for company since the start date
- Work with local Distributor Sales Representatives to train staff, build relationships, and secure placements
- Plan, negotiate and execute trade development programs for key accounts
- Worked closely with several distributors in other states and other markets to ensue sales for the company
- Regularly attended promotional events to oversee, assist and evaluated the quality of the promotion
- Direct account in proper and effective merchandising and consumer awareness of the brand by:
- Ensuring proper placement
- Merchandising the brand
- Developing cocktail features and brand promotion
- Conducted staff training on-premises
- Visit key on-premises accounts3 to4 evenings per week
- Stay within budget limits
- Complete monthly market reports and calendars in a timely fashion
- Drove client retention by implementing tailored account strategies.
- Increased cross-selling opportunities with proactive client engagement.
- Led negotiations to secure favorable terms and conditions for clients.
- Analyzed market trends to identify growth opportunities for clients.
- Created strategic account plans to align with client objectives.
- Developed long-lasting client relationships by providing exceptional customer service and support.
- Enhanced communication between departments for more effective problem-solving and collaboration.
- Coordinated efforts across teams to ensure seamless delivery of products and services to clients.
- Provided extensive support in sales, technical and business areas to key accounts.
- Developed deep knowledge of customer businesses and relationship to company objectives.
- Analyzed data on client behavior patterns to inform future account management strategies, resulting in higher retention rates.
- Mentored junior account management professionals to develop skills and increase company revenue.
- Maintained detailed records of all account activities, ensuring accurate reporting for upper management review purposes later on.
- Provided valuable input during product development discussions, ensuring alignment with customer needs and expectations.
- Leveraged industry knowledge to provide expert guidance on pricing, promotions, and product offerings for clients'' specific needs.
- Regularly updated sales forecasts based upon current pipeline status/anticipated deal closures, allowing for accurate resource allocation/planning within the organization.
- Streamlined account management processes, improving overall efficiency and productivity.
- Mentored junior account managers, fostering their professional growth and skills development within the company.
- Sold new products and services and developed new accounts to maximize revenue potential.
- Conducted regular reviews of each managed portfolio''s performance against objectives/targets – taking corrective action as necessary if any shortfalls were identified.
- Boosted client satisfaction by effectively managing and resolving account issues.
- Increased revenue for the company through strategic upselling and cross-selling initiatives.
- Delivered sales presentations and pitches to clients, upper management and junior sales associates for demonstration.
- Cultivated productive relationships with business representatives and consulted closely to uncover needs and match to available solutions.
- Worked with customers to develop strategic business and account plans.
- Expanded market share by identifying new business opportunities and securing high-value accounts.
- Negotiated favorable contract terms with suppliers/vendors on behalf of clients while maintaining strong relationships with them at the same time.
- Built relationships with customers and community to promote long term business growth.
- Selected correct products based on customer needs, product specifications and applicable regulations.
- Met with customers to discuss and ascertain needs, tailor solutions and close deals.
- Identified new business opportunities through cold calling, networking, marketing and prospective database leads.
- Set and achieved company defined sales goals.
- Increased sales with execution of full sales cycle processing from initial lead processing through conversion and closing.
- Met existing customers to review current services and expand sales opportunities.
- Fostered lasting relationships with customers through effective communication and quick response, resulting in long-term loyalty and expanded client base.
- Performed effectively in self-directed work environment, managing day-to-day operations and decisions.
- Contributed to team objectives in fast-paced environment.
- Developed and maintained strong working relationships with professionals within assigned territory.
- Achieved or exceeded company-defined sales quotas.
- Fielded customer complaints and facilitated negotiations, resolving issues and reaching mutual conclusions.
- Consulted with businesses to supply accurate product and service information.
- Served customers with knowledgeable, friendly support at every stage of shopping and purchasing.
- Maintained current knowledge of evolving changes in marketplace.
- Worked with sales team to collaboratively reach targets, consistently meeting or exceeding personal quotas.
- Gained customer trust and confidence by demonstrating compelling, persuasive and composed professional demeanor.
- Negotiated prices, terms of sales and service agreements.
- Monitored service after sale and implemented quick and effective problem resolutions.
- Presented professional image consistent with company's brand values.
- Attended monthly sales meetings and quarterly sales trainings.
- Informed customers of promotions to increase sales productivity and volume.
- Developed, maintained and utilized diverse client base.
- Kept detailed records of daily activities through online customer database.
- Contributed to event marketing, sales and brand promotion.
- Stayed current on company offerings and industry trends.
- Greeted customers and offered assistance with selecting merchandise, finding accessories and completing purchases.
- Trained new employees on customer service, money handling and organizing strategies.
- Built diverse and consistent sales portfolio.
- Promoted conversion of casual shoppers into customers through product knowledge and product solutions to meet customer needs.
- Recorded accurate and efficient records in customer database.
- Generated advertising brochure for vendor use.
- Collaborated with managers to provide customer feedback and recommend operational changes to meet emerging trends.
Regional Manager
PURITY ORGANICS
05.2019 - 05.2021
- Managing and leading a group of Account Sales Managers that are accountable for in store execution through a set group of key customers
- Responsible for coaching and developing a team accountable for driving sales and tracking Key Performance Indicators (KPIs) with a set group of key customers
- Establish Sales/Key Performance Indicator (KPI) targets for each assigned Account Manager and appropriately manage the execution of these monthly KPI’s
- This includes, but is not limited to, feedback/coaching, corrective counseling, and performance reviews
- Establish and maintain regular and on-going communications with retail partners/decision makers in order to successfully implement national/local programming
- Spend a minimum of3 full day route rides (gate to gate) per week
- The primary purpose of the route rides is to train, develop, and evaluate the performance of the Account Manager and the executional conditions of his/her market
- Teaching Account Managers selling skills through the established selling process, this will include role plays, overcoming objections, and retail math skills as well as understanding the different buying personalities of decision makers
- Conduct regular Account Manager meetings/workshops in groups and1 on1 to improve operational expertise and recognize/reward results
- Work collaboratively across the organization and share best practices
- Act as a major contributor/leader among peer group
- Build a diverse organization that reflects the marketplace and inspires teams through effective leadership
- Ensure the Account Manager team understands and adheres to Company standards and operating procedures
District Sales Manager
PEPSICO
06.2018 - 04.2019
- Key Accomplishments:
- Achieve sales plan, all distribution and special program objectives
- Partner with assigned independent route owner to achieve AOP goals
- Review the AOP and ensure meeting those objectives
- Upsell products with existing accounts and sell product to gain new accounts
- Sell the placement of permanent, temporary and promotional displays
- Direct store revamps and store resets
- Solicit placement of marketing equipment and cooler resets
- Monitor execution and control of promotional activity in all channels within DSM territory
- Inspect the marketplace to ensure that all merchandising objectives are achieved
- Communicate daily with the Assistant Director, Sales and Director, Sales regarding opportunities in the marketplace
- Coordinate route surveys to ensure thorough and accurate reporting of data
- Conduct Distributor Business Reviews in conjunction with Director & Asst
- Director of Sales after route surveys are completed and follow-up on opportunities
- Complete store audits weekly
- Daily utilization of company Margin Minder software to strategically assess how to increase sales and distribution in each of the DSMs respective distributor areas
Key Account On/Off Premise
GLOBAL SPIRITS USA, LLC
09.2017 - 06.2018
- Manage, develop, and execute strategic marketing efforts for leading spirits manufacturer in the New York Metro, Upstate, and several other markets
- Achieved110% of the New York State case goal for the fiscal year
- Increased visibility of the brand in New York City Metro Area and Albany within a3-month period
- Tripled visibility and case sold for company since the start date
- Work with local Distributor Sales Representatives to train staff, build relationships, and secure placements
- Plan, negotiate and execute trade development programs for key accounts
- Worked closely with several distributors in other states and other markets to ensue sales for the company
Senior Area Sales Manager
VEB Brands – Coca-Cola Company
01.2015 - 09.2017
- Responsible for building profitable volume of all VEB brands through expansion of outlet distribution, effective merchandising and superior execution of promotional programs with the local bottler/distributor
- Provided technical, customer relations, and personnel management for major programs and projects
- Implemented sales and marketing plans by assisting bottlers/distributors to develop appropriate action plans
- Secured new outlet availability, space and positioning by influencing bottlers/distributors and retail outlets through route rides, crew drives, independent trade days and local key account calls
- Provided ongoing communication of sales, marketing and executional opportunities with Regional Sales Manager and function as a primary contact for all bottler/distributor sales management within assigned market
- Assisted Regional Sales Manager with bill backs, budgeting and other duties as assigned
- Submitted regular recaps outlining objectives, results, barriers and opportunities
Area Sales Manager
HONEST TEA
01.2010 - 01.2015
- Within the Bronx and Westchester, executed sales, managed Trade Development Associates, and worked with distributors
- Responsible for sampling, store resets, placement of glides and POS
- Lead route rides, crew drives, and kick-off
- Worked with distributors, salespeople to open new Honest Tea accounts, expanded SKUs, obtained and tracked resets as well as sampling opportunities
- Followed up weekly on current and potential accounts for sales, resets and demo opportunities
- Submitted daily recaps outlining accounts, resets, samplings between the company and the distributor
- Attended weekly meetings to create strategies for each territory
Retail Sales Representative
MILLER BREWING COMPANY
03.2005 - 04.2008
- Managed an account base of over200 accounts in designated area
- Increased distribution and sales by25% in assigned area
- Organized & executed10 -15 off premise promotions to increase brand awareness in key accounts
Education
Associates Degree - Business
Community College of Rhode Island
Warwick, RI01.2000
Skills
- Strategic & Tactical Planning
- New Business Development
- Negotiations
- Product Development
- B2B/B2C Sales
- Talent Management
- Market Trends/Forecasting
- Customized Analysis- Time Management
- Presentation Skills
- Brand Implementation
- Profit & Loss Organizational Roadmaps
- Budgeting & Forecasting
- Competitive Analysis
- Research and Development Wine and Spirits Specialist
- Business development
- Schedule management
- Excellent negotiation skills
- Partnership development
- Digital marketing
- Customer relations
- Territory management
- Goals and performance
- Operations
- Staff management
- Revenue generation
- Strategic planning
- Sales expertise
- Systems and software expertise
- Database management
- Scheduling
- Order management
- Invoicing
- Sales tactics
- Vendor management
- Budgeting master
- Trend forecasting
- Inventory
- Cold calling
- Client services oversight
- Business strategies
- Leadership management trained
- Account growth
- Incoterms awareness
- Client relationship management
- Teamwork and collaboration
- Contract negotiation
- Client acquisition
- Goal oriented
- Account management
- Business development and planning
- Customer relationships
- CRM systems
- Strategic account planning
- Networking skills
- Documentation and reporting
- Client relationship building
- Customer needs assessment
- Project management
- Relationship building and management
- Revenue growth
- Marketing
- Cold calling skills
- Employee mentoring
- Sales forecasting
- Sales meetings and orientations
- Client meetings
- Customer satisfaction
- Cross-functional collaboration
- Qualifying leads
- Relationship building
- Management collaboration
- Issue resolution
- Converting leads
- Needs analysis
- Market forecasting
- Prioritizing workflows
- Data analytics
- Sales techniques
- CRM software
- Upselling
- Lead generation
- Client relations
- Data-driven decision making
- Goal setting
- Opportunities identification
- Account oversight
- Customer service
- Brand management
- Account development
- Software expertise
- Lead prospecting
- Customer relationship management (CRM)
- Campaign execution
- Customer training
- Client development
- Order processing
- New account creation
- Performance tracking
- Compliance requirements
- Cost reviewing
- CRM proficiency
- Report writing
- Customer rapport
- Sales analysis
- Business process optimization
- Coordinating documents
- Outbound telephone marketing
- Coordinating paperwork
- Event planning
- Client rapport
- Sales reporting
- Administrative oversight
- Sales development
- Persuasive negotiations
Languages
Spanish
Full Professional
Timeline
Senior Account Manager
DE-NADA
06.2021 - Current
Regional Manager
PURITY ORGANICS
05.2019 - 05.2021
District Sales Manager
PEPSICO
06.2018 - 04.2019
Key Account On/Off Premise
GLOBAL SPIRITS USA, LLC
09.2017 - 06.2018
Senior Area Sales Manager
VEB Brands – Coca-Cola Company
01.2015 - 09.2017
Area Sales Manager
HONEST TEA
01.2010 - 01.2015
Retail Sales Representative
MILLER BREWING COMPANY
03.2005 - 04.2008
Associates Degree - Business
Community College of Rhode Island
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