Erin S. Dotson
West Milton,OH
Summary
Sales leader with proven track record in driving revenue growth and improving market share. Skilled in strategic planning, team collaboration, and customer relationship management. Adaptive to changing market conditions and focused on delivering measurable results. Expertise in sales forecasting, performance analysis, and developing high-performing teams.
Overview
10
10
years of professional experience
1
1
Certification
Work History
Area Sales Leader
Hiedelberg Distributing
07.2024 - Current
- Help conduct weekly sales meetings with sales management and sales professionals to address key information; prepare content to discuss monthly and yearly progress, goals and developments.
- Lead, mentor, and motivate a team of sales professionals to ensure high performance and achieve individual and team sales targets.
- Provide ongoing training, support, and feedback to enhance the team’s sales skills and product knowledge.
- In coordination with the Director of Sales Operations, hire and oversee training of all On Premise sales associates as needed.
- In coordination with the Director of Sales Operations, initiate, document and oversee performance improvement over all On Premise Team Leaders and Sales Professionals as needed.
- Develop and contribute to effective sales approaches for various brands, suppliers and in-house sales divisions.
- Monitor and analyze sales performance metrics and KPIs to ensure alignment with business objectives.
- In collaboration with the Sales and Business Strategy Team, prepare and present regular sales reports and forecasts to senior management.
- Conduct in-market activity days each month, including but not limited to Sales Professional and Sales Manager Ride-Withs, Store Surveys and Secondary Call requirements on top volume accounts.
- Maintains knowledge of key market measures, including but not limited to market share, sales vs. budget, sales trends (including chain and independent trends) and scorecard performance.
- Knowledgeable of competition in market and proactively address “at-risk” situations for Heidelberg brands.
- Identify and pursue new business opportunities and potential markets within territory.
- Manage and optimize the sales budget for the area, ensuring cost-effective allocation of resources.
- Monitor expenses and provide recommendations for improvements or adjustments as needed.
Director of On Premise Customer Development
Heidelberg Distributing Co.
09.2022 - 07.2024
- Charged with building this role from the ground up.
- Work with the Team Leaders to develop and implement strategic sales plans for key accounts, aligning with company objectives and market trends.
- Build and maintain strong relationships with key decision-makers at national and regional chain accounts.
- Help develop our sales associates through on premise sales training and market work.
- Conduct regular market research and competitive analysis to identify new opportunities, trends, and potential threats.
- Develop and execute innovative sales strategies and initiatives to differentiate our offerings and drive sales growth.
- Manage and optimize the key account on premise portfolio, identifying areas for growth and streamlining processes for efficiency.
- Track and analyze key performance indicators (KPIs) to measure sales performance, identify trends, and make data-driven decisions.
On Premise District Manager
Heidelberg Distributing Co.
07.2021 - 09.2022
- Train and manage assigned sales professionals on selling and merchandising strategies for assigned territory.
- Communicate, enforce and monitor sales programs as they develop.
- Analyze sales performance to help assigned sales professionals enhance their sales volume.
- Conduct weekly sales team meeting for assigned sales professionals to communicate sales progress, goals and concerns.
- Initiate, document and oversee disciplinary action over assigned sales professionals as needed.
- Identify new opportunities in assigned territory for increased market share and new accounts.
- Build relationships with new and existing accounts to lay foundation for distribution and special requests.
- Assist sales professionals on daily sales calls as needed.
- Evaluate market conditions for assigned territory and proactively approach risks and needs.
- Summarize and review sales and market information with General Sales Manager.
- Attend weekly sales leader and general sales meetings.
- Weekly in-market time spent riding with sales professionals, assisting with store resets and other duties as requested by General Sales Manager.
Off Premise District Sales Manager
Heidelberg Distributing Co.
04.2019 - 07.2021
On Premise Sales
Heidelberg Distributing Co.
03.2015 - 04.2019
- Drive Sales by following established procedures and guidelines to promote and sell the organization's products within an assigned geographic area, product range, or list of customer accounts to meet sales targets.
- Pre-work daily to prepare for next day calls to maximize sales and pursue sales leads
- Personally visit existing and new customers to assess customer needs and suggest appropriate products and services
- Manage territory and service obligations to meet established revenue targets.
- Develop sales skills and knowledge of the organization's products, services, and customers by working closely with managers, suppliers, and more experienced sales representatives.
Education
College -
Kent State University
High School -
Centerville High School
Skills
- Leadership
- Sales
- Training/Development
- Vendor Management
- Budgeting
- Strategic Planning
- Sales Presentations
- Competitor Analysis
Certification
- Certified Specialist of Wine
- Fox Selling Certification
- Fox Coaching Certification
- Trinchero Italian Wine Specialist Certification
- Gallo DM Sales Coaching Certification
- WIL- Women in Leadership
Timeline
Area Sales Leader
Hiedelberg Distributing
07.2024 - Current
Director of On Premise Customer Development
Heidelberg Distributing Co.
09.2022 - 07.2024
On Premise District Manager
Heidelberg Distributing Co.
07.2021 - 09.2022
Off Premise District Sales Manager
Heidelberg Distributing Co.
04.2019 - 07.2021
On Premise Sales
Heidelberg Distributing Co.
03.2015 - 04.2019
College -
Kent State University
High School -
Centerville High School
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