MADELEINE GARCIA
District Sales Manager
Paso Robles,CA
Summary
Performance-oriented sales leader with 10+ years of industry success. Tenacious manager with strategic and analytical approach to solving problems, leading the sales team, bringing in customers, accomplishing goals, and growing business. Demonstrated track record of success in expanding business, increasing revenue, developing people, and building customer loyalty and retention. Skilled in learning and adapting to changing environments in competitive landscapes.
Overview
12
12
years of professional experience
1
1
Certification
Work History
District Sales Manager
Regal Wine Company
04.2021 - Current
- Hires, trains, develops, and leads a team of five sales representatives covering Mammoth through Burbank in the Central Valley and Cambria/Paso Robles through Studio City on the coast in multiple channels (independent retail, on-premise, hotels, regional and national accounts).
- Manages all aspects of the sales force covering a large district including long-term and short-term strategies, customer relationships, sales execution, supplier relationships, and supplier program execution.
- Conducts market-work with sales representatives and suppliers to service accounts and develop new business.
- Calls on key accounts in district and works with sales representatives and management to develop overall sales strategies and achieve growth.
- Coordinates, executes, and supports special events with sales representatives, suppliers/wineries, and key accounts.
- Executes the monthly sales objectives set by mutually developed sales plans and budgets.
- Develops the market by expanding distribution for existing customers as well as the acquisition of new accounts.
- Contributes to the development and improvement of sales through collaboration with the suppliers and marketing teams.
- Won Spire Incentive, Santa Barbara Incentive two years in a row, Kendall-Jackson Yeti Incentive, August Wine Group Incentive, Marques de Caceres Spain Trip Incentive, Juan Gil Family H1 Benchmark Incentive, Vineyard Brands FY22 Benchmark Incentive, Carmel Road Trip Incentive, and Chateau Malet Roquefort Incentive.
District Manager
Jackson Family Wines
04.2018 - 04.2021
- Managed Jackson Family Wines business in the Central Coast/Central Valley territory in multiple channels (hotels, national and regional on premise chains, independent retail, independent on premise, and off premise chain accounts) and worked closely with Regal Wine Company to grow business in all channels.
- Grew territory year after year, including in 2020 and 2021, for a total growth of +33% revenue, +31% cases, +27% PODs, and +21% accounts sold.
- Located, trained, and developed six distributor sales representatives.
- Won Blue Ring for DM of the year (top national sales award), Santa Barbara Incentive three years in a row, and Brewer-Clifton/Diatom Incentive two years in a row.
- Worked collaboratively with backyard winery DTC and marketing teams to execute buyer events.
- Coached distributor sales representatives in products, sales incentives, and selling techniques, significantly increasing sales and customer satisfaction.
- Assessed each sales representative and team performances, analyzing trends to determine best methods to improve sales results.
- Created and executed team incentives quarterly to achieve growth on company priority brands.
- Devised strategies for retaining and growing accounts, delivering polished sales presentations and promoting brands and products.
Sales Representative
Regal Wine Company
04.2017 - 04.2018
- Responsible for maintaining and growing all on and off-premise account sales in Santa Barbara and Ventura Counties (including eight cities/towns from Goleta through Camarillo).
- Increased territory revenue by 23% and cases sold by 33%.
- Developed new business and grew territory by independently identifying and opening over 40 new accounts, increasing total accounts sold by 36%.
- Developed and maintained strong relationships with account base through constant communication, follow up, and customer service.
- Demonstrated commitment to company priorities and goals by performing within the top five in Regal South for goal program and incentives.
- Won Spire Incentive, Brewer-Clifton Incentive, and November Sales Rep of the Month.
- Moved to #1 from #38 on KPI Ranking for the state.
- Increased presence of backyard wineries in territory by integrating backyard DTC and marketing teams through increased regular communication, supplier work withs, and events.
Manager
Corks n' Crowns
06.2013 - 04.2017
- Successfully manage daily operations of tasting room and wine shop, serving up to 500 customers a day - includes managing staff, the wine and beer program, driving sales of both wine and wine clubs, and organizing both private and public events.
- Hired, trained, and managed a staff of up to 20 team members, including: ongoing training in customer service, sales strategies, wine club, and wine education; monthly scheduling of shifts; coaching and evaluating performance; and shift supervision.
- Responsible for scheduling, ordering, inventory, and maintaining/establishing relationships with vendors.
- Expanded and direct wine and beer program.
- Set long and short term goals for sales and growth and successfully developed plans and strategies for achieving them.
- Increased net sales by 5% in first year as Manager, with annual net sales consistently over $500,000. Increased margins by 21% over the last two years. Increased average transaction by 28% over last year.
- Hit three record months of wine club sales over the last three years.
- Build ongoing relationships with local hotels, restaurants, and wineries, including our Partner Restaurant and Hotel Program to encourage reciprocal business.
- Book, plan, and successfully execute an average of three private events a month and at least one large public event each month.
- Update and maintain website, social media, and email newsletters.
Tasting Room Associate
Brander Vineyards
08.2011 - 08.2013
- Ensured that customers received excellent customer service through direct salesmanship, prompt, courteous service, and keen assessment of needs.
- Cultivated successful relationships with retail customers and wine club members.
- Worked as a team to increase sales goals in first year by over 10%.
- Actively pursued personal learning and development opportunities by, including, but not limited to, attending wine tasting classes and helping out in the vineyard and during crush.
Assistant Manager
Au Bon Climat
04.2012 - 06.2013
- Enhanced customer service experience by assessing needs, providing quality assistance and educating within-depth knowledge of brand and wines.
- Excellent sales record for both wine sales and wine club sales.
- Responsible for training all incoming sales team members, developing a comprehensive training program for new sales associates, creating a monthly schedule, and overseeing a team of up to 4 staff members.
Tasting Room Associate
Summerland Winery
07.2011 - 09.2012
- Handled all customer relations issues in a gracious manner and in accordance with company policies.
- Educated customers about the brand to incite excitement about the company's mission and values.
- Helped to maintain and grow wine club, including through wine club sales, updating information, billing, and packing/shipping club shipments.
Education
Master of Arts - Cultural Anthropology
University of California
Santa Barbara, CA2011
Bachelor of Arts - Anthropology and English
Kenyon College
Gambier, OH2009
Skills
- Wide range of experience with wine sales
- In depth knowledge of wine varieties, winemaking, characteristics, and brands
- Great at interpersonal communication - effective coordinator, excellent verbal and written communication skills
- Ability to develop and implement effective sales and marketing strategies
- Adept at developing and nurturing productive customer and vendor relationships
- Independent self-starter and highly self-sufficient
Certification
- CMS Level 1 and WSET Level 2
- [Area of certification], [Company Name] - [Timeframe]
Timeline
District Sales Manager
Regal Wine Company
04.2021 - Current
District Manager
Jackson Family Wines
04.2018 - 04.2021
Sales Representative
Regal Wine Company
04.2017 - 04.2018
Manager
Corks n' Crowns
06.2013 - 04.2017
Assistant Manager
Au Bon Climat
04.2012 - 06.2013
Tasting Room Associate
Brander Vineyards
08.2011 - 08.2013
Tasting Room Associate
Summerland Winery
07.2011 - 09.2012
Master of Arts - Cultural Anthropology
University of California
Bachelor of Arts - Anthropology and English
Kenyon College
- CMS Level 1 and WSET Level 2
- [Area of certification], [Company Name] - [Timeframe]
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