Edward H. Horn III
Mount Juliet,TN
Summary
Enthusiastic business development professional with experience managing high-value territories. Adept in cultivating productive relationships with distributors, achieving superior levels of business development, goal setting, and people management.
Overview
13
13
years of professional experience
Work History
Senior Distributor Sales Executive
Molson Coors Beverage Company
01.2020 - Current
- Responsible for the sales, distribution, marketing, pricing, and retail execution of the Molson Coors portfolio of brands with 4 distributor partners
- Oversee 5.7 million annual case volume and $114.2 Million in revenue for total market
- Grew Total Sales in total Market by +9.72% (501,085 ce’s) in 2023
- Manage two direct reports for Off and On-Premise Channels
- Build monthly routines, oversee progress against individual goals, monitor budgets, and create development plans for Channel Leads
- Conduct Monthly Business Meetings with wholesaler leadership to build and collaborate on joint business plans to drive strategic initiatives to grow Molson Coors sales and market share
- Regularly visit retail accounts and perform distributor work withs, which includes conducting surveys that ensure Molson Coors retail execution standards are met
- Develop sales, distribution, and volume incentives to focus on achieving Monthly Business Objectives and other brewery initiatives
- Monitor and review Distributor Performance Indicators (DPI’s) with distributor management to maintain scores in key metrics of Retail Execution, Retail Service, and Revenue that are equal or better than other Molson Coors Distributors
- Develop and monitor the Annual Distributor Business Plan and sales/marketing budget
- Created and implemented the pricing and marketing plan for the Molson Coors Non-Alcoholic and Liquor Portfolio of products in all markets
Area Sales Manager Craft and Imports
Molson Coors Beverage Company
03.2019 - 01.2020
- Managed and cultivated the 10th and Blake portfolio within the MillerCoors family of brands
- Worked closely with 7 Molson Coors Florida wholesalers where I created and executed market specific business plans centered around 10th and Blake brands
- Responsible for 781,000 cases of volume and +20% volume growth in 2019
- Managed 3 Peroni Brand Ambassadors as they executed special events/sponsorships, retail visits, and focused on growing draft and package distribution on premise
- Collaborated with the Terrapin Brewery team, distributors, and Peroni Brand ambassadors to drive sales, revenue growth, and dollar share in market
- Played an integral role in elevating and enhancing the Peroni brand by choosing sponsorships that delivered strong ROI in terms of sales and brand exposure
- Grew the Florida Management Unit to become the #1 Peroni MU in the country for Peroni Sales
- Won the 2019 Tenth and Blake Team Player of the year award
Area Sales Manager
Southern Tier Brewing Company
10.2014 - 02.2019
- Lead the brand development, sales, marketing, and distributor management of Southern Tier Brewing Company in the states of Florida and Georgia
- Developed and implemented the sales and marketing efforts of Southern Tier Brewing Company for 26 wholesaler partners
- Was responsible for total case volume of 61,800 c/e’s in 2018
- Year to date growth was 14% between both states combined
- Oversaw monthly shipments, seasonal orders, wholesaler inventory, pricing, and marketing budgets
- Monitored sales and distribution versus mutually agreed upon goals using VIP Reporting systems
- Integral in the business development process, which involved planning brewery and wholesaler marketing budgets, volume targets, and distribution goals
- Managed 3 Field Sales Representatives where I helped with coaching, developing, monitoring monthly budgets, setting their individual goals, and coordinating routine market visits
- Developed and implemented Florida and Georgia’s wholesaler price plans and ensured brewery margin integrity
- Aided in Key Account Development with Publix Supermarkets, Southeastern Grocers, Whole Foods, Lucky’s, and Tom Thumb
- Implemented and executed the first Southern Tier program with Publix Supermarkets and Lucky’s Markets
District Manager
Anheuser-Busch InBev
07.2012 - 10.2014
- Managed the direction and coordination of 5 AB-INBEV wholesalers in the areas of sales, business planning, pricing, wholesaler development, sales promotion, merchandising, and market analysis
- Wholesalers within the district had a 60 share of market with a combined volume of 6.7 million cases
- Total market volume is 11.2 million cases
- Developed wholesaler budgets and trimester business plans within multiple organizations to increase sales, distribution, and market share with the objective to deliver and increase profits for the wholesaler and AB-INBEV
- Worked with wholesalers to gain commitment for all AB-INBEV programs while monitoring compliance of the Equity Agreement
- Ensured the achievement of business results including Key Performance Indicators (KPIs) through monthly wholesaler performance reviews
- Routinely analyzed pricing within the competitive landscape and addressed any opportunities or discrepancies with price action plans
- Directed yearly price increases
- Conducted routine trade calls with key wholesaler personnel to ensure superior execution at retail and alignment with key brewery priorities
Education
Masters of Business Administration - Management
H. Wayne Huizenga School of Business And Entrepreneurship
Ft. Lauderdale, FL12.2011
Bachelor of Arts - English
Florida State University
Tallahassee, FL12.2008
Skills
- Word
- Excel
- PowerPoint
- VIP Reporting
- Encompass
- Margin Minder
- Corel Draw
- Adobe Photoshop
Timeline
Senior Distributor Sales Executive
Molson Coors Beverage Company
01.2020 - Current
Area Sales Manager Craft and Imports
Molson Coors Beverage Company
03.2019 - 01.2020
Area Sales Manager
Southern Tier Brewing Company
10.2014 - 02.2019
District Manager
Anheuser-Busch InBev
07.2012 - 10.2014
Masters of Business Administration - Management
H. Wayne Huizenga School of Business And Entrepreneurship
Bachelor of Arts - English
Florida State University
Similar Profiles
Brandon SousaBrandon Sousa
Industrial Electrician at Molson Coors Beverage CompanyIndustrial Electrician at Molson Coors Beverage Company
Iain ToddIain Todd
Technical Services Manager at Molson Coors Beverage CompanyTechnical Services Manager at Molson Coors Beverage Company
Erika HochstaetterErika Hochstaetter
Supply Planning Analyst at Molson Coors Beverage CompanySupply Planning Analyst at Molson Coors Beverage Company