KAPRICE A. COLLINS
Scottsdale,AZ
Summary
Over 20 years of distributor management experience in the beverage industry. A manager who has strong leadership, personal drive and excellent at building relationships with key buyers & distributors. Experienced in monthly fiscal forecasting, managing inventory and planning calendars. Focused on creating and implementing successful local marketing programs to keep ahead of competitors.
Overview
29
29
years of professional experience
Work History
Area Manager AZ/NM/KS
Edrington Americas
10.2014 - Current
- Direct and implement Annual Operating Plan, pricing and programming with distributors
- Oversee and manage sales budgets, inventory forecasting & phasing, calendar planning with marketing to help with timing of activation & pricing & compliance.
- Manage & foster relationships with key regional & national buyers.
- Analyze market trends to create consumer programming of IRCs, MIR, Sweepstakes, scans and QD's.
- Manage allocated portfolio of over 90 SKUs within Edrington
- Help secure additional cases to help grow overall region and GP double digits for the first 6 years.
- Develop local chain programs for both On and Off- premise national accounts (Troon, Marriott, Starwood, Albertson's, Safeway, Basha's and Kroger)
- Constant contact with my distributor portfolio managers to ensure we are on plan and they have all tools needed to execute at local level
- On-going education to build my skillset
- Completed 3 day Scotswork Workshop on Negotiations
- Business Results: Annual Sales $3.5mm+ vs LFY $$ Sales & +9% in depletions (all brands/full territory)
Market Manager AZ/CO
Tres Agaves, LLC
02.2012 - 09.2012
- Strategically hired to help increase Tres Agaves market presence both in On & Off Premise to set Tres Agaves up for a new acquisition
- Managed depletions, shipment, budget tracking and forecasting
- Developed & implemented all brand plans for the market and distributor
- Implemented new chain distribution and roll out for Kroger's
- Worked closely with distributor and retailers to ensure increase in sales and market share
- Business Results: Monthly over delivered case sales exceeding annual growth quotas
- Feb2012 - Sept2012: Increased Tequila case sales 37% over previous year
- Feb2012 - Sept2012: Increased non-alcoholic case sales 67% over previous year
- Managed a very conservative 170,000 market budget for all channels and managed within budget.
Regional Sales Manager AZ/CO/NV/NM
Intersect Beverage
10.2011 - 02.2012
- Planned, organized, and implemented sales programs and responsible for achieving sales objectives
- Trained, developed and mentored inside and/or outside sales representatives and distributor management
- Coordinated budgets, forecasts, and reports on quarterly/monthly basis
- Managed all National Account programming with distributor managers on monthly basis
- Handled all pricing and combos per channel to achieve distribution and sales goals
- During the first 60 days increased POs by 100% over the existing rate from previous 3 years
- Business Results: Implemented new pricing and combos to secure 75 new placements in 4 months
- Increased distributor orders by 100% over previous year.
Sales Representative
Young's Market Company
02.2009 - 10.2011
- Managed and maintained professional working relationship with 85 high volume accounts in North Scottsdale
- Continued to manage and excel in customer relationship and supplier ride withs on monthly basis
- Worked closely with Upper Management to secure additional price support and programming for individual accounts that have special needs and potential to increase business
- Continued to strive for excellence by programming days /weeks to optimize time on the streets and in the distributor
- Communicated daily with managers to keep up on reporting blitz weeks, successes, possible problems and ride-along with suppliers
- Asked to coordinate technology training to help educate sales force on tools use to manage my business
- Business Results: As of June of 2010 - relocated to an undeveloped territory of 66 accounts. Grew territory monthly; attaining an average of 120% over financial goal
- Responsible for sales of $500,000 in revenue.
Executive Assistant to CEO/Owner
Atlantic Development & Investments
02.2006 - 09.2008
- Liaison between CEO and foreman for all development projects
- Developed and maintain monthly trackers for sales projections and utility analysis for over 26 properties
- Generated monthly pay applications, lien waivers and insurance certificates for over 50 sub-contractors
- Maintained all man-hour, reports and logs
- Worked closely with legal advisor to maintain all limited partnership documents for refinancing of properties.
Executive Assistant to Rick Smith, Managing Partner
Palomar Ventures, LLC
12.2004 - 10.2005
- Managed complex business calendar
- Screened all incoming calls and monitor voicemail
- Monitored/replied to emails and voicemails in absence of executives
- Compiled and retained all Board Meeting Reports for monthly meetings
- Coordinated extensive business and personal travel
- Worked closely with CFO managing capital calls & wire transfers
- Handled all monthly billings and expense reports for each partner
- Handled confidential and sensitive information with discretion and tact.
Executive Assistant to the Chairman
Oakwood Worldwide
01.2004 - 12.2004
- Provided business & personal support to the Owner/Chairman of the leading Corporate Housing Company in the world
- Organized 100% of the business calendar on a daily basis
- Handled business and personal travel arrangements domestics as well as international
- Acted as the liaison between the Chairman and Oakwood employees through heavy correspondence
- Entrusted with highly confidential matter and materials both professionally and personal.
On Premise Distributor Manager
Diageo
11.2000 - 07.2003
- Utilized Diageo West Strategic Plan and Strategic Account Customer Plans to develop annual operating plan for all brands within AZ on premise market by sub channel
- Developed on-going systems to plan, track, monitor and develop action plans to achieve monthly/annual targets
- Reviewed monthly sales by sub channel with Regional Sales VP
- Presented upcoming programs distributed quarterly from customer marketing and reported changes and POS requirements to support each brands
- Successfully launched line extensions for several brands within portfolio (Bailey's, Smirnoff, Jose Cuervo and Crown Royal)
- Organized and conducted in market surveys during key program periods (Holiday, St
- Patrick's Day & Cinco de Mayo)
- Business Results: Increased company goal of 23% vs FY'2002
- Market P & L Responsibility: Effective & efficient controllable tactical spending (approximately $650,000), price supports and direct/controllable overhead management
- Successfully managed 4 (15 person) teams running local programs.
On Premise State Manager AZ/NV
SKYY Spirits, LLC
02.1999 - 09.2000
- Successfully launched SKYY Vodka in AZ & NV with local distributors and market
- Developed key buyer contact for AZ/NV premium accounts
- Assisted wholesalers on premise personnel in gaining distribution and promotional support for SKYY spirits
- Trained distributor staff and promotional teams on all products
- Provided synopsis to management on success of events by sales volume
- Coached, trained and developed local Los Angeles and Orange County on premise managers
- Planned and managed on premise blitz for Arizona, Nevada and Southern California
- Launched SKYY Citrus and 1st flavor extension
- Also, acted as test market for additional flavors
- Business Results: Secured regional account distribution to increase sales 12%
- Attained 100% distribution in first 90 days in top 150 'A' accounts
- Called directly on Basha's buyer to obtain first chain distribution in AZ.
TOP Business Development Representative
Allied Domecq
10.1997 - 01.1999
- Implemented promotions with distributor reps to increase sale of products within local and national establishments
- Participated as part of a publicity team which canvassed the US initiating promotional campaigns in Los Angeles, Orange County, Houston, Orlando and Atlanta
- Presented corporate programs to key accounts; determined best possible times and locations to have promotions based upon target market segment
- Set up and executed wait-staff trainings of products that coincide with ongoing promotions
- Maintained relationships with 75 local market accounts on monthly basis
- Developed extensive recap on each market visit
- Business Results: Consistently attained average of 350 placements per market visit
- Helped grow Kahlua by 6% over previous FY'1998.
Intern
Helms Briscoe Performance Group
10.1995 - 05.1996
- Coordinated extensive travel and agenda/guest list for conferences
- Accounts receivable and data entry information for 75 sales representatives
- Scheduled and organized company luncheons and dinners
- Faxed and filed all correspondence from vendors and clients
- Prepared presentation information and binders for meetings and site selections.
Education
Bachelor of Science, Travel & Tourism Management -
Arizona State University
Tempe, AZ05.1996
Skills
- Goals and performance
- Business Development
- Territory Management
- New Business Development
- Business development and planning
- Strategic development
- Brand Development
- Sales and marketing strategies
- Sales Planning
- Financial Management
- Time Management
Timeline
Area Manager AZ/NM/KS
Edrington Americas
10.2014 - Current
Market Manager AZ/CO
Tres Agaves, LLC
02.2012 - 09.2012
Regional Sales Manager AZ/CO/NV/NM
Intersect Beverage
10.2011 - 02.2012
Sales Representative
Young's Market Company
02.2009 - 10.2011
Executive Assistant to CEO/Owner
Atlantic Development & Investments
02.2006 - 09.2008
Executive Assistant to Rick Smith, Managing Partner
Palomar Ventures, LLC
12.2004 - 10.2005
Executive Assistant to the Chairman
Oakwood Worldwide
01.2004 - 12.2004
On Premise Distributor Manager
Diageo
11.2000 - 07.2003
On Premise State Manager AZ/NV
SKYY Spirits, LLC
02.1999 - 09.2000
TOP Business Development Representative
Allied Domecq
10.1997 - 01.1999
Intern
Helms Briscoe Performance Group
10.1995 - 05.1996
Bachelor of Science, Travel & Tourism Management -
Arizona State University
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