Claire Chiesa
Andover,MA
Summary
Experienced sales leader with proven expertise in driving growth through strategic account management, and data-driven insights. Recognized for strengthening relationships with major national retailers and enhancing team performance.
Overview
25
25
years of professional experience
Work History
Senior Director - US Channels
The LEGO Group
Boston, MA
01.2025 - Current
- Led the Grocery, Club, Drug, and Value Channels team to deliver +16.7% consumer sales growth, with kids' audience sales growing ahead of the total portfolio.
- Delivered +18.8% growth in the club channel while maintaining margin-accretive GC3%, and shifting the Costco audience mix in line with the club-channel strategy.
- Awarded in-line space expansion in Fred Meyer, Dollar General, and Wegmans, and secured out-of-department placements in Meijer, Hy-Vee, and Fred Meyer.
- Delivered against revenue and profitability targets, while improving TI effectiveness through customer negotiations, including a cap on contractual NSA obligations with Dollar General.
- Led the Sales Readiness Project, and collaborated with procurement, A&I, and GCD/RCD to improve U.S. sales capabilities.
Senior Director - National Accounts
The LEGO Group
Boston, MA
05.2023 - 12.2024
- Delivered +25% consumer sales, ahead of the +10% ICP target for National Accounts.
- People Pulse: M&S, engagement, eNPS, and People Leader scores ahead of the US BU.
- Collaborated with market operations to implement process improvements at Dollar General and Merlin to address service and inventory challenges, and improve profitability.
- Awarded Sam's Club Supplier of the Year.
- Delivered and secured approval for the club channel strategy to deliver long-term, sustainable growth within the channel.
- Refined AMS travel retail strategy to improve profitability and efficiency within the channel.
Senior Director - National Accounts
Ste. Michelle Wine Estates
11.2021 - 05.2023
- Led the team managing the Ste. Michelle wine portfolio at major national retailers including Target, Walmart, Sam's Club, and Costco, and led the development of channel sales strategies and marketing plans.
- Collaborated with planning and finance teams to ensure accurate sales forecasts and delivery of the annual plan.
- Presented channel performance and strategy updates to the Sycamore Partners board in monthly business transformation meetings.
- Elevated and sustained productive relationships with senior leadership of key retail and distributor partners.
- Implemented a data-driven sales approach across national accounts through category management training, and strategic investments in syndicated data and consumer/shopper insights.
Managing Director - Mass, Club & Liquor
Ste Michelle Wine Estates
10.2020 - 11.2021
- Led the team managing the Ste. Michelle wine portfolio in the club, mass, and liquor channels to increase core brand distribution by an average of +8% CWD and +15% 'any promotion' within the first two reset cycles.
- Established Ste. Michelle Wine Estates is a category thought leader with customer buying teams and distributor partners through consistent engagement and data-driven insights.
- Developed the capabilities of direct reports through ongoing training and feedback.
Vice President of National Accounts
Fermented Sciences, Inc
03.2020 - 10.2020
- Led the national accounts and category development teams in establishing and maintaining Flying Embers' distribution in key retailers, including Walmart, Target, Total Wine, Kroger, Publix, and Costco.
- Presented quarterly national accounts performance and strategy updates to the Fermented Sciences board of directors, influencing key investment decisions.
- Directed the development and rollout of compelling selling materials based on in-depth analysis of syndicated category data, and consumer/shopper insights.
- Increased distribution from less than 2% ACV to 10% ACV (Total US MULO), and grew effective placements from less than 2,000 to over 11,500 in one re-set cycle within the first six months of the national product launch.
- Established key performance metrics for national accounts and developed dashboards to track performance against the plan.
Senior Director of Sales
Fermented Sciences, Inc.
09.2019 - 02.2020
- Established Flying Embers as the segment leader, with first-to-market distribution in key Eastern U.S. Retailers.
- Developed customer-specific marketing plans, in conjunction with trade marketing, to support new distribution and drive velocity.
- Assisted in securing distribution in new markets through engagement with distributor senior leadership.
Vice President of Sales
Curaleaf
01.2019 - 09.2019
- Developed a national sales strategy to launch Curaleaf Hemp products in the rapidly emerging CBD category across multiple channels utilizing syndicated data, market research, and shopper panel data.
- Secured Curaleaf corporate board approval for the sales strategy, annual plan, and budget.
- Negotiated and secured national broker representation with Advantage Solutions after an extensive capability evaluation process.
- Recruited and onboarded a national sales team with extensive traditional CPG experience to call on major retail customers in the drug, club, grocery, natural, and convenience channels.
- Secured distribution in national retailers including CVS, Wegmans, Safeway-Albertsons, and Ahold-Delhaize within the first six months of launching the Curaleaf Hemp product line.
- Negotiated supplier agreements with major national distributors, such as KeHe, UNFI, McLane, and C&S Wholesale Grocers.
National Sales Director
Heineken USA
10.2017 - 01.2019
- Developed a team of five Key Account Managers calling on 43 off-premise customers in the Northeast Region, with a focus on joint business planning and analytical capabilities.
- Partnered with cross-functional teams to develop sales and channel strategies by leveraging knowledge of the category, key customers, and the competitive landscape.
- Advanced the interests of all national accounts through engagement with the senior leadership of Northeast region distributors.
National Account Manager
Heineken USA
01.2016 - 03.2017
- Led the national team responsible for executing HUSA sales objectives at CVS Pharmacy.
- Delivered against volume, share, and profit targets through CVS' joint business planning process.
- Aligned with the internal HUSA team, distributors, and retailer stakeholders to effectively implement the HUSA drug channel strategy at CVS.
- Optimized performance of key account managers through ongoing coaching and implementation of personal development plans.
- Awarded category advisor status in the West and Southeast regions by delivering exceptional service and data-driven insights.
- Selected for the Heineken Global 'Hei Impact' Leadership Development Program.
Senior Chain Account Executive
MillerCoors
10.2012 - 12.2015
- Delivered volume, profit, and share targets, and advanced relationships at Ahold-Delhaize banners in the Northeast U.S.
- Awarded category captaincy at Hannaford for the first time in MillerCoors' history.
- Led onboarding training for managed chain new hires in the region, and served as regional chair of the Women in Beer ERG.
- Recognized by the Hannaford buying team in 2013, 2014, and 2015 as Beer Supplier Partner of the Year.
Chain Account Executive
MillerCoors
09.2011 - 10.2012
Unit Manager
Altria Group Inc.
07.2004 - 09.2011
Sales Development Associate
Altria Group Inc.
05.2004 - 09.2004
Territory Sales Manager
Altria Group Inc.
06.2002 - 04.2004
Boston College Student Ambassador
Altria Group Inc.
09.2001 - 05.2002
Summer Sales Intern
Altria Group Inc.
05.2001 - 08.2001
Education
Bachelor of Arts - Economics
Boston College
05.2002
Timeline
Senior Director - US Channels
The LEGO Group
01.2025 - Current
Senior Director - National Accounts
The LEGO Group
05.2023 - 12.2024
Senior Director - National Accounts
Ste. Michelle Wine Estates
11.2021 - 05.2023
Managing Director - Mass, Club & Liquor
Ste Michelle Wine Estates
10.2020 - 11.2021
Vice President of National Accounts
Fermented Sciences, Inc
03.2020 - 10.2020
Senior Director of Sales
Fermented Sciences, Inc.
09.2019 - 02.2020
Vice President of Sales
Curaleaf
01.2019 - 09.2019
National Sales Director
Heineken USA
10.2017 - 01.2019
National Account Manager
Heineken USA
01.2016 - 03.2017
Senior Chain Account Executive
MillerCoors
10.2012 - 12.2015
Chain Account Executive
MillerCoors
09.2011 - 10.2012
Unit Manager
Altria Group Inc.
07.2004 - 09.2011
Sales Development Associate
Altria Group Inc.
05.2004 - 09.2004
Territory Sales Manager
Altria Group Inc.
06.2002 - 04.2004
Boston College Student Ambassador
Altria Group Inc.
09.2001 - 05.2002
Summer Sales Intern
Altria Group Inc.
05.2001 - 08.2001
Bachelor of Arts - Economics
Boston College