Kerry McConnell
Dallas,TX
Summary
Experienced and highly organized Sales Manager with over 25 years of sales expertise. Proven track record in business development, including prospecting, cold calling, leading meetings, conducting client needs assessments, overcoming objections, and closing sales. Skilled at resource management, team leadership, relationship cultivation, key account oversight, customer loyalty fostering, and revenue growth driving.
Overview
21
21
years of professional experience
1
1
Certification
Work History
South Central Regional Sales Manager
Tooth & Nail Wine Company
06.2022 - Current
- Manages 7 wholesalers in a multi-state (TX, LA, OK, AR, MS & TN) territory to ensure volume and profit goals are realized
- Oversees the execution and compliance for all channels of trade
- Responsible for achieving annual shipping, depletion, and distribution goals
- Responsible for planning, directing, and coordinating all sales efforts in territory
- Develops pricing and program strategies that help achieve goals while maintaining brand standards
- Manages and communicates wholesaler performance against market goals using VIP and wholesaler reporting systems
- Responsible for managing annual operating expenses that include travel expenses, depletion allowances, trade samples, incentives, office supplies, etc
- Manage and attend distributor sales meetings, trade tastings, wine dinners, and selling consumer events
- Trains and coaches’ sales representatives to create brand ambassadors to improve selling and wholesaler management performance.
South Central Regional Sales Manager
St. Supery Estate Vineyards & Winery
05.2017 - 06.2022
- Manages 12 wholesalers in a multi-state (TX, AZ, LA, OK, AR, NM, MS, TN & AL) territory to ensure volume and profit goals are realized
- Responsible for achieving annual shipping, depletion, and distribution goals
- Responsible for maintaining current business and establishing new business in National Chains, assigned retailers and key On/Off Premise accounts
- Develops pricing and program strategies that help achieve goals while maintaining brand standards
- Monitors competitive pricing
- Maintains up to date sales records on account calls, placements, pricing, merchandising and promotions
- Manages and communicates wholesaler performance against market goals using VIP and wholesaler reporting systems
- Responsible for managing annual operating expenses that include travel expenses, depletion allowances, trade samples, incentives, office supplies, etc.
District Manager, On-Premise Wine & Spirits
REPUBLIC NATIONAL DISTRIBUTING COMPANY
08.2011 - 04.2017
- Responsible for 'street execution', the training and development of six Sales Representatives as well as executing all sales/promotional programs for both wine and spirits
- Develops, trains, and directs sales reps to achieve sales goals, and placement objectives and to ensure company standards are met
- Sets up schedules and appointments to obtain new accounts and to service existing accounts along with Sales Representative
- Surveys market area, quotes, and orders to detect business trends and opportunities for new products or new applications for existing products
- Assist in the development of sales forecasts and scheduling of product
- Plans for activities by forecasting conditions, defining objectives and strategies, and securing resources
- Controls and manages sales performance by measuring and reporting results, evaluating and correcting performance and administering policies and procedures
- Organizes activities by structuring the territories, delegating work, and staffing positions.
Diamond Fine Wine Specialist
REPUBLIC NATIONAL DISTRIBUTING COMPANY
09.2012 - 11.2015
- Manage and oversee sales of wines in the company’s fine wine portfolio to 65 hotels, restaurants, and fine wine retail, generating more than $823,000 in on- and off-premise sales revenue for the 2nd largest beverage alcohol distributor in the United States
- Build and maintain strong relationships with Food and Beverage Directors, Sommeliers, restaurant General Managers, and designated wine buyers
- Set appointments, lead sales presentations, overcome objections, and close sales
- Assess client needs, use consultative sales techniques, and sell the features and benefits of the company’s portfolio of wines
- Develop relationships with new clients and grow business within existing clientele
- Prospect for new clients and identify new customer opportunities
- Maintain thorough understanding of competitors, customers, and client needs
- Market and promote new products to new and existing clients
- Prepare and deliver reports on expenses and sales activities and volume.
On-Premise Wine Account Manager
REPUBLIC NATIONAL DISTRIBUTING COMPANY
08.2011 - 09.2012
- Managed and oversaw on-premise sales of the company’s entire portfolio of wines
- Set appointments, led sales presentations, overcame objections, and closed sales
- Assessed client needs, used consultative selling techniques, and sold the features and benefits of the company’s portfolio of wines
- Developed relationships with new clients and grew business within existing clientele
- Prospected for new clients and identified new customer opportunities
- Marketed and promoted new products to new and existing clients.
Senior Applications Sales Manager
ORACLE CORPORATION
04.2008 - 08.2011
- Sold Oracle CRM and Oracle PeopleSoft ERP software licenses to public and private institutions
- Managed a Sales Representative and a Business Development Representative
- Managed all aspects of customer accounts
- Resolved issues, performed needs analysis, negotiated pricing strategies and contracts, and educated customers on software solutions
- Created and analyzed business requirements and performed competitive analysis
- Worked closely with business development consultants, solution and sales consultants, implementation partners, and third-party vendors.
Senior Sales Representative
KINTERA, INC.
08.2007 - 04.2008
- Sold an enterprise technology platform to higher education institutions, government entities, health and human services agencies, hospitals, public policy groups, and faith-based organizations.
Senior Sales Representative
MPOWER SYSTEMS
02.2007 - 07.2007
- Created relationships with large media ministries and other non-profit organizations, selling enterprise donor and customer relationship management solutions.
Senior Sales Representative
FELLOWSHIP TECHNOLOGIES
01.2004 - 01.2006
- Managed all aspects of account management for a web-based church management software solution
- Developed a sales pipeline and grew territory
- Ranked among the company’s top sales representatives.
Senior Sales Representative
MEDAPTUS
01.2003
- Sold charge capture, patient management, dictation, and clinical content software; assessed needs and sold software features and benefits to physician practice groups and hospitals.
Education
TEXAS STATE UNIVERSITY
San Marcus, TXSkills
- Account Management
- New Business Development
- Growing Territories
- Relationship Building
- Negotiating Prices & Contracts
- On-Premise/Off-Premise Sales
- Sales Goals & Activity Metrics
- C-Level Sales
Customer Support
Presentations and public speaking
Certification
- Court of Master Sommelier Level 1
- Wine & Spirits Education Trust, Level 2
Timeline
South Central Regional Sales Manager
Tooth & Nail Wine Company
06.2022 - Current
South Central Regional Sales Manager
St. Supery Estate Vineyards & Winery
05.2017 - 06.2022
Diamond Fine Wine Specialist
REPUBLIC NATIONAL DISTRIBUTING COMPANY
09.2012 - 11.2015
District Manager, On-Premise Wine & Spirits
REPUBLIC NATIONAL DISTRIBUTING COMPANY
08.2011 - 04.2017
On-Premise Wine Account Manager
REPUBLIC NATIONAL DISTRIBUTING COMPANY
08.2011 - 09.2012
Senior Applications Sales Manager
ORACLE CORPORATION
04.2008 - 08.2011
Senior Sales Representative
KINTERA, INC.
08.2007 - 04.2008
Senior Sales Representative
MPOWER SYSTEMS
02.2007 - 07.2007
Senior Sales Representative
FELLOWSHIP TECHNOLOGIES
01.2004 - 01.2006
Senior Sales Representative
MEDAPTUS
01.2003
TEXAS STATE UNIVERSITY
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