J. Todd Rainer
Indianapolis,IN
Summary
Skilled Business Development leader offering 20 years of management experience in leading operations and enhancing revenue. Bringing expertise in client acquisition and motivation, along with excellent interpersonal communication, relationship-building and team leadership abilities. Results-driven and proactive with demonstrated record of accomplishment in meeting and exceeding sales and revenue objectives.
Overview
18
18
years of professional experience
1
1
Certification
Work History
Trade Development Manager
Southern Glazers Wine and Spirits Indiana
06.2022 - Current
- Increased R12 depletions for 20 fine wine suppliers by 2.1% while market was down -16.3%
- Increased R12 revenue +2.1% and GP dollars +1..8% while market was down -2.1% and 3.4% respectively
- Achieved all ten supplier programs in 2023 and hit site goals for my two MPP suppliers
- Saved MMD, a $900K supplier from leaving SGWS-IN, growing depletions by 35% in FY 2023
- Managed over 1300 products including item set up, forecasting, ordering, pricing, marketing, and promotions
- Collaborated with VPs, Division leaders, AMs and SCs to create myriad winning national program solutions
Area Manager
Southern Glazers Wine and Spirits Indiana
07.2018 - 05.2022
- Managed $5.9MM in revenue via 6 Sales Consultants in 350 accounts in On/Off Premise Central and Southern Indiana
- Surpassed R12 sales targets with +28.5% revenue and +15.9% 9L case volume growth for Feb 21 to Jan 22
- Collaborated with SCs, Division leadership, TDMs and suppliers to fulfill national supplier goals
- Coached Sales Consultants (SCs) to maximize supplier market days by booking events, resulting in +$75K in revenue (2019)
- Achieved WSET III, French Wine Scholar (FWS), Italian Wine Professional (IWP) and Certified Specialist of Spirits (CSS) certifications
Sr. BWL Team Leader
Market District
06.2015 - 06.2018
- Managed all pricing, purchasing and merchandising for Market District's $8.1MM Beer, Wine and Liquor Department
- Increased margins by negotiating exclusive relationships with 10 national suppliers, bringing 100+ new products to market
- Built culture where exclusives represented 25 out of 100 most profitable skus, including seven in the top 10
- Targeted the underserved ‘at-home mixologist' by adapting merchandising and product mix, resulting in 22.6% growth YOY
Managing Director
Free Market Wine Group
04.2013 - 06.2015
- Trained and developed six sales consultants throughout Indiana via product presentations, sales meetings and coaching
- Increased average deal size 45% by coaching reps in negotiation strategies and by empowering them to make large deals
- Created an activity-based sales management process that resulted in over 300% growth in retail account revenue
- Negotiated DAs and SPAs with 15 suppliers and implemented an aggressive, market-based pricing strategy
Director of Marketing/Store Manager
Kahn's Fine Wines
04.2006 - 03.2013
- Created a staff incentive program that increased Gross Margin by 4%, resulting in $200K in additional Gross Profit (YOY)
- Devised and executed sales promotions that generated over $90K in additional revenue (YOY)
- Increased event attendance by over 300% in one year, resulting in $85K in additional revenue
- Increased Kahnoisseur's Klub (wine club) membership from 61 to 710 members in sixteen months
- Accelerated growth in a previously stagnant email subscriber list (4 yrs, 0% growth), by 91% in eighteen months
- Managed sales floor operations for the top selling wine and spirits shop in Indiana at $6.5MM annually.
Education
MBA -
Butler University
Indianapolis05.2012
B.A. Political Science, Music -
DePauw University
Greencastle, IN05.2001
Skills
- Key decision making
- Stakeholder Communication
- Revenue Generation
- Mentoring and Coaching
- Marketing expertise
- Pricing strategy
- Promotional planning
- Trade marketing
- Business development and planning
- Pipeline Management
- Cross-Functional Collaboration
- Salesforce Management
Personal Information
Title: MBA, WSET III, CSW, CSS
Certification
- WSET III
- Certified Specialist of Wine (CSW)
- Certified Specialist of Spirits (CSS)
- French Wine Scholar (FWS)
- Italian Wine Professional (IWP)
Timeline
Trade Development Manager
Southern Glazers Wine and Spirits Indiana
06.2022 - Current
Area Manager
Southern Glazers Wine and Spirits Indiana
07.2018 - 05.2022
Sr. BWL Team Leader
Market District
06.2015 - 06.2018
Managing Director
Free Market Wine Group
04.2013 - 06.2015
Director of Marketing/Store Manager
Kahn's Fine Wines
04.2006 - 03.2013
MBA -
Butler University
B.A. Political Science, Music -
DePauw University
Similar Profiles
Nicholas J. RiggiNicholas J. Riggi
Sales Representative at Southern Glazers Wine and SpiritsSales Representative at Southern Glazers Wine and Spirits
Ronald AustinRonald Austin
Senior Business Development Manager at Southern Glazers Wine and SpiritsSenior Business Development Manager at Southern Glazers Wine and Spirits
Strephon O'BrienStrephon O'Brien
Outbound Fulfillment Supervisor at Southern Glazers Wine and SpiritsOutbound Fulfillment Supervisor at Southern Glazers Wine and Spirits
Jide AdeshiyanJide Adeshiyan
Associate Operations Manager at CSL PlasmaAssociate Operations Manager at CSL Plasma
Jordan StoneJordan Stone
Customer Service Representative at United AirlinesCustomer Service Representative at United Airlines