Debra Lentz
Business Development Manager
Cocoa,FL
Summary
Experienced business development leader with a 30-year proven track record of leading operations and driving revenue growth. Recognized for expertise in client acquisition and contract negotiation, leveraging exceptional interpersonal communication, relationship-building, and team leadership abilities. Consistently surpasses sales and revenue objectives, showcasing a results-driven and proactive approach to achieving success.
Overview
2025
2025
years of professional experience
1
1
Certification
Work History
Business Development Manager
Fractional Business Development Leader
Cocoa , Florida
6 2019 - Current
- Concentrated on driving distribution and overseeing national accounts in the Consumer-Packaged Goods (CPG) industry.
- Providing Sales & Business Development services to small or start-up CPG manufacturers
- Specialize in route-to-market strategies, S&OP processes, recruiting, and team building for National, Regional, and Independent Retailers
- Focused on driving distribution and managing national accounts within the CPG industry
- Collaborated cross-functionally with headquarters, regional and other teams nationally to maintain consistent message and experience.
- Increased sales volume and expanded product line to new retailers, warehouse clubs and natural food chains.
- Boosted marketing, reviewed pricing strategies and expanded distribution channels to increase sales revenue.
Director of Sales and Marketing
Russell's Bromeliad's, Inc.
Clermont, Iowa
10.2023 - 06.2024
- Analyzed sales and marketing data for improved strategies.
- Analyzed industry trends and competitor activities to inform strategic decision-making and maintain a competitive edge.
- Boosted company's brand visibility through targeted advertising campaigns and social media engagement.
- Developed comprehensive sales plans for business growth, resulting in significant market share expansion.
- Secured major client contracts by delivering persuasive presentations that highlighted the value of our products and services.
- Championed the adoption of new technologies within the Sales and Marketing department, bolstering the team''s capabilities and equipping them for success in an ever-evolving business landscape.
- Spearheaded trade show participation to showcase products and services, generating valuable leads and networking opportunities.
- Facilitated regular communication between Sales and Marketing teams to ensure seamless collaboration on campaigns and client outreach efforts.
- Held one-on-one meetings with sales team members to identify selling hurdles and offered insight into best remedy.
- Implemented systems and procedures to increase sales.
- Collaborated with upper management to implement continuous improvements and exceed team goals.
- Prepared sales presentations for clients showing success and credibility of products.
- Boosted marketing, reviewed pricing strategies and expanded distribution channels to increase sales revenue.
National Sales Account Manager
DMD Importers
Cocoa , Florida
01.2023 - 10.2023
- Company Overview: DMD Importers is a company based in Shailer Park, Queensland, Australia
- Led US sales and business initiatives with major retailers
- Directed go-to-market strategies and service delivery, cultivating B2B relationships with Buyers and C-level decision makers
- Collaborated with international designers and suppliers on new item rollouts
- Managed vendor activation, set-ups, and logistics
- Launched US presence, driving B2B relationship growth and securing a major distribution deal with Ross for significant annual sales potential
- DMD Importers is a company based in Shailer Park, Queensland, Australia
Director of Sales & Marketing
Spectra Baby USA
Davie , Florida
10.2018 - 05.2019
- As Sales and Marketing Director in Davie, FL, I crafted and implemented growth strategies while managing daily sales
- My role expanded to managing a diverse team of 32 across the organization directing all growth strategies and operational activities
- Key achievements include transitioning the account model from a 2-tier system to direct distribution, increasing profitability
- Identified and corrected operational inefficiencies, uncovering $1.1M in annual revenue opportunities
- Redefined internal teams and onboarded new talent to drive strategic growth
Trade Development, Inventory Manager
Southern Glazer's Wine and Spirits
Miramar , Florida
04.2013 - 07.2018
- Company Overview: Southern Glazer's is the world's largest distributor of adult beverages
- It was formed in 2016 by a merger between Southern Wine and Spirits and Glazer's Distributing
- With over 40 distribution centers in the US as well as operations in Canada, Central and South America, and the Caribbean, the company employs over 24,000
- Forbes Magazine lists Southern Glazer's as the 10th largest privately held company in the US
- Reporting to the corporate Trade Development team and played a key role in balancing supply with demand.
- Enhanced inventory productivity and contribute to the company's overarching business objectives
- Worked closely with SGWS Buyers, Logistics, and suppliers to maintain appropriate stock levels
- My efforts were pivotal to the Trade Development teams and the company's success, leading to the state meeting the volume plan for all three suppliers
- As a recent addition to the Corporate Trade Development team, I oversaw new item setups for suppliers (Diageo, Moet Hennessy & Nolet's) and managed rollout communications to sales and senior leadership
- I engaged with senior leadership in chain processes to create effective programs based on chain parameters and oversaw the Reserve system for allocated inventory and value-added packaging (VAP), significantly contributing to the implementation of JDA and Sales & Operations Planning (S&OP)
- Southern Glazer's is the world's largest distributor of adult beverages
- It was formed in 2016 by a merger between Southern Wine and Spirits and Glazer's Distributing
- With over 40 distribution centers in the US as well as operations in Canada, Central and South America, and the Caribbean, the company employs over 24,000
- Forbes Magazine lists Southern Glazer's as the 10th largest privately held company in the US
Chain Account Executive
Southern Glazer's Wine and Spirits
Orlando , Florida
07.2006 - 04.2013
- Represented Coastal Pacific Wine & Spirits (CPWS) and managed supplier portfolios including Moet Hennessy, Diageo, and Nolet's
- Responsible for driving performance and uncovering opportunities for revenue and margin growth while maintaining strong Retailer/Supplier partnerships
- Consistently grew sales volume in existing accounts, surpassing case depletion and supplier point objectives
- Created and executed retail sales plans and training programs, ensuring effective product sell-through
- Designed and implemented a comprehensive 360º promotional strategy in collaboration with suppliers, SGWS, and customers
- Established partnerships with key decision-makers in major accounts, enhancing customer relations and becoming the preferred vendor
- Received the Top Performer Statewide Chain Division award for sales excellence (2009-2012) and earned Sales Incentive trips for exceeding depletion targets
Education
Bachelor of Arts - Business Administration
University of New Hampshire
Brunswick, ME 01.2024 - 05.2024
Skills
Business Development
Sales Leadership
Strategic Partnerships
Verbal and written communication
Market Trend Analysis
Order Management
Key decision making
Analytics
Sales and market development
Promotional planning
Account Management
Issue Resolution
Cross-Functional Collaboration
Business Intelligence and Analysis
Vendor Management
Partnership Development
Accomplishments
National Account Management: Secured 100% DSD authorization for Russell's resulting in 5,000 domestic and 1,000 international ACE Hardware store locations through unique assortments, competitive pricing, promotional programs, fixtures, merchandising support, and trade show presence.
Sales Strategies and Execution: Developed and expanded a pioneering liquor coupon promotion program for Costco at Southern Glazer's Wine & Spirits (SGWS), starting in Florida and growing to national adoption.
Operations Leadership: Automated the inventory allocation and reserve system at SGWS, reducing staff time, improving inventory management, and ensuring more accurate and efficient order fulfillment. Oversaw the expansion of this initiative to other company divisions.
Sales Leadership: I led the Chain Sales & Trade Development training to align with Publix's new Auto Replenishment system. Conducted formal training for the sales division offering ongoing coaching on best practices and store-level order influence. This shift in business practices had a positive effect on shelf sets, assortments, sales programming, and inventory productivity.
Certification
Sandler Sales Methodology
Timeline
Bachelor of Arts - Business Administration
University of New Hampshire
01.2024 - 05.2024
Director of Sales and Marketing
Russell's Bromeliad's, Inc.
10.2023 - 06.2024
National Sales Account Manager
DMD Importers
01.2023 - 10.2023
Director of Sales & Marketing
Spectra Baby USA
10.2018 - 05.2019
Trade Development, Inventory Manager
Southern Glazer's Wine and Spirits
04.2013 - 07.2018
Chain Account Executive
Southern Glazer's Wine and Spirits
07.2006 - 04.2013
Sandler Sales Methodology
Business Development Manager
Fractional Business Development Leader
6 2019 - Current
Similar Profiles
TRENTON D. WILLIAMSTRENTON D. WILLIAMS
BIORIGIN at Business Systems Leader ( Facility closed )BIORIGIN at Business Systems Leader ( Facility closed )
Daisy TorresDaisy Torres
Extend-A-Care at YDL (Youth Development Leader) Child CareExtend-A-Care at YDL (Youth Development Leader) Child Care
Brian JuarezBrian Juarez
Executive Leadership Coach at Leader Evaluation, Assessment, And Development LabExecutive Leadership Coach at Leader Evaluation, Assessment, And Development Lab