Leigh Erickson
Owensboro
Summary
Highly efficient, innovative, and methodical sales & brand management professional with strong leadership, planning, business development and marketing management skills. Expertise in managing development & implementation of promotional plans and handling communication for brands including all above the line and below the line activities. An effective communicator & team leader with strong analytical, problem solving & organizational abilities.
Overview
16
16
years of professional experience
Work History
Business Development Manager
Grover Gaming
01.2025 - Current
- Created long-term business plans to align organizational goals with market trends.
- Developed comprehensive market analysis to identify growth opportunities.
- Identified key target markets for strategic initiatives to increase brand presence.
- Coordinated project timelines and resources for seamless delivery.
- Cultivated client relationships, driving long term customer loyalty and retention.
- Implemented innovative approaches for lead generation and conversion.
- Increased client base by identifying new business opportunities and cultivating strong relationships with key decisionmakers.
- Facilitated regular communication with clients to ensure their needs were met, fostering long-lasting relationships built on trust and mutual respect.
- Represented company and promoted products at conferences and industry events.
- Reached out to potential customers via telephone, email, and in-person inquiries.
- Established relationships with key decision-makers within customer's organization to promote growth and retention.
- Negotiated and closed long-term agreements with new clients in assigned territory.
- Mentored junior team members in effective sales techniques, fostering a high-performance culture within the organization.
- Kept meticulous client notes and updated account information in company databases.
- Leveraged industry events to network with potential clients, generating significant brand exposure and driving new business acquisition efforts.
- Collaborated closely with marketing teams to develop targeted campaigns that generated high-quality leads for the sales pipeline.
- Participated in trade shows and conferences to network and generate leads.
- Negotiated favorable terms in partnership agreements, ensuring long-term profitability and stability.
- Managed accounts to retain existing relationships and grow share of business.
- Organized promotional events and interacted with community to increase sales volume.
- Implemented systems and procedures to increase sales.
- Prepared sales presentations for clients showing success and credibility of products.
- Compiled and analyzed data to determine approaches to improve sales and performance.
Senior Regional Sales Director - Southeast
Citadel Beverages
01.2022 - 01.2024
- Secures lucrative new listings by overseeing sales functions of the Southeast Regional States
- Controls budgets to optimize resource allocation and financial efficiency
- Pioneers the development of comprehensive Annual Operating Plans for the territory, encompassing programming, pricing strategies, sales targets, and key account activations
- Forges and nurtures strategic alliances with key regional accounts to enhance brand visibility
- Achieved 133% YOY Regional Growth by spearheading strategic alignment of Distributor partners in the Southeast Region
- Executed specialized local programs that tapped into evolving consumer trends to elevate revenue streams
- Empowered VP of Sales with all-encompassing sales support, resulting in increased sales efficiency
- Developed Trade Marketing programs and events that received remarkable success in coordination with Senior Management, Distributors, Accounts and External Agencies
- Coordination, planning and execution of all Distributor sales meetings, trade shows and consumer facing events for 4 states and 5 brands
Southeast Regional Manager - Spirits
St Killian Importing
01.2020 - 01.2022
- Managed the portfolios of over 10 distributor relationships while directing a diverse territory spanning GA, FL, TN, KY, NC, SC, AL, and TN, resulting in substantial enhancement of promotion, distribution, and visibility in both control and non-control states
- Executed GSM meetings, collaborated with peers, facilitated comprehensive product training sessions, and meticulously coordinated exclusive special events
- Cultivated and maintained National and Chain account relationships, resulting in strengthened partnerships and heightened market penetration
- Conceptualized financial strategies, propelled tactical sales growth, and fostered market development, supporting dynamic teamwork and essential contacts, including distributor principals, sales managers, sales professionals, and key account buyers
- Accomplished growth by defining quarterly objectives, KPIs, and incentives and customizing market programs in liaison with distributors to reach substantial YOY growth
- Provided consultative expertise on accounts, generating ideas and solutions for POS management, product placement, drink menus, features, and promotions, resulting in elevated account profitability and a significant boost in gross profit
- Remained informed about industry-specific legal changes within assigned territory by sustaining the highest ethical standards and professionalism to ensure responsible and compliant business practices
FL Key Account Manager
Heaven Hill
01.2015 - 01.2019
- Key Account responsibility and liaison for businesses with high-profile independent retailers and regional chain accounts
- Responsible for all elements of the Account Management process including developing existing listings, generating new business, managing NPD launches, and steering promotional activities to deliver optimal revenue and profit outcomes
- Implemented brand management strategies to position the company's offerings as the top choice among suppliers
- Leveraged data-driven insights to select a suitable portfolio, resulting in increased supplier satisfaction and loyalty
- Implemented brand-strength-based sales goals for sales professionals in specific geographic markets for Heaven Hill Spirits by setting clear, performance-driven sales objectives integrated with brand strengths
- Exemplified meticulous budget management aptitude by consistently staying within programming and Travel and entertainment (T&E) budgets to drive cost-efficient operations that bolstered financial stability
- Planned trimester marketing programs and monthly brand priorities for Heaven Hill field sales and key wholesalers
KY/TN Market Manager- Phillips Distilling
Next Level Marketing
01.2013 - 01.2015
- Supervised marketing operations from inception to execution to generate positive brand awareness
- Established and retained robust business rapport with distributors and key customers to foster a culture of teamwork and collaboration
- Developed an extensive network of business contacts and nurtured relationships with potential account buyers
- Attained 25% growth in the brand portfolio compared to the previous year by initiating the creative local marketing programs for key accounts
- Implemented local merchandising, tasting and promotional programs and direct local distributors' activities to achieve the sales and distribution goals set by corporate management
- Developed and maintained sales contact with all major customers and new prospects
- Accompanied distributor sales managers and oversaw execution of local sales efforts addressing market problems and opportunities
- Sales and Market Budget allocation that included accurate forecasting, program planning and deal pattern analysis and price structures
- Ensured compliance with all national account initiatives, including follow up reporting
- Call on key accounts and chains in the area to ensure distribution, ordering, programming, and proper shelf positioning of brands
- Developed and executed short- and long-term sales objectives
- Work with distributor management and Phillips Distributing to set up monthly programming and performance evaluation
- Maintained accurate records regarding distributor profiles, retail and on-premise distribution, and competitive activity and pricing
- Manage all sales expenses and budgets for state
On Premise Sales Manager - KY
Brown Forman
01.2009 - 01.2011
- Identified and assessed budget discrepancies by evaluating monthly and quarterly reports
- Created and executed forward-looking budget forecasting and analysis plans to enhance financial forecasting
- Showcased extensive interaction and strong communication skills by nurturing top-tier lucrative connections
- Produced an average of $5 million in Gross Profit annually and managed Brown-Forman Kentucky Territory
- Designed high priority and Measurable Performance Standards (MPS) level programs for On Premise KY distributor team with defined goals and success rate to drive results
- Created programs in line the brand prioritization calendar, including Full System Execution Programs
- Creation of Goals and Programming led to 95% goal attainment of set priorities
- Managed and executed key brand events such as Kentucky Derby which required working with multiple layers of teams to include Trade Marketing, Trade Relations, Meeting Planning, Brand Teams, Distributor, Churchill Downs, Levy, and agency
- Responsible for coordination of products for all local Brown-Forman Corporation Community Relations sponsored events (average of about 8-10 per month in Metro Louisville area) with RNDC, the venue, and third-party non-profit organizer
Education
Graduate Studies - Internet Marketing
Full Sail University
Orlando, FLBachelor of Science - Hospitality Management
Western Kentucky University
Bowling Green, KYSkills
- National & Regional Chain Account Sales
- Strategic Account Relationship Building
- Problem-Solving
- Client Strategy
- Sales Planning
- Project Management
- Strategic Local Marketing
- Brand Management
- Brand Event Coordination and Execution
- Cross Functional Collaboration
- Budget Management
- Business development and planning
- New business development
- Sales presentations
- CRM management
- Project management
Timeline
Business Development Manager
Grover Gaming
01.2025 - Current
Senior Regional Sales Director - Southeast
Citadel Beverages
01.2022 - 01.2024
Southeast Regional Manager - Spirits
St Killian Importing
01.2020 - 01.2022
FL Key Account Manager
Heaven Hill
01.2015 - 01.2019
KY/TN Market Manager- Phillips Distilling
Next Level Marketing
01.2013 - 01.2015
On Premise Sales Manager - KY
Brown Forman
01.2009 - 01.2011
Graduate Studies - Internet Marketing
Full Sail University
Bachelor of Science - Hospitality Management
Western Kentucky University
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