Summary
Overview
Work History
Education
Skills
Certification
Interests
Timeline
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Margaret (Cass) Walker

League City

Summary

Experienced sales professional with a proven track record in account management and relationship selling. Performance-oriented, organized, and a hardworking team player with unwavering integrity. Utilizes strategic planning, industry experience, and attention to detail to achieve results. Strong interpersonal skills focused on empathy and patience for effective relationship building. Proficient in utilizing digital communication tools and platforms to enhance productivity and reach target audiences.

Overview

25
25
years of professional experience
1
1
Certification

Work History

Territory Manager

Bacchus Importers (Internal Transfer)
01.2022 - 06.2023


  • Established strong relationships and rapport with key decision-makers, fostering trust and loyalty, driving sales and consistently exceeding Company market share consistently
  • Consistently achieved and exceeded sales goals and service targets by 25-30% during difficult post-pandemic market conditions.
  • Analyzed and tracked account buying trends, market conditions and competitor activity to adjust strategy
  • Expanded territory coverage by strategically identifying and targeting high-potential accounts.
  • Designed and marketed promotional events using Social Media, Supplier collaboration, Social Media, third-party promotional companies to drive brand visibility and sales
  • Collaborated with upscale Restaurant Groups to host wine maker dinners and staff trainings

Account Development Specialist

Gallo, Breakthru Beverage Group
09.2019 - 12.2021


  • Developed and maintained Key Accounts for the Gallo Spirits & Fine Wine Global portfolio, by effectively collaborating with multiple Sales divisions to drive sales, optimize opportuities and expand the Company's objectives
  • Support role as a training and information resource by presenting and sharing account trends and brand knowledge as well as analyzing and tracking competitive activity
  • Wholesaler and Account liaison facilitating the goals and objectives of both
  • Manage POS inventory, opportunities and objectives
  • Coordinated account visits with Admin staff, wineries and winemakers to organize, promote and conduct wine dinners for Global supplier representatives


Business Development & Tasting Room Manager

Wholesale, Crow Cellars
09.2018 - 07.2019
  • Maximizing both Tasting Room and Wholesale sales by building consumer loyalty by and reflecting the brand essence and portfolio while achieving established financial goals and ensuring a rich consumer experience,
  • Managed employees on effective sales techniques, inventory control and POS operations, as well as assisting with daily Sales
  • Managed online marketing database to maximize online footprint and exposure
  • Event planning and execution of large tastings and parties in the Tasting Room, ensuring optimal customer service
  • Inventory management of wines, farm raised beef, and various locally sourced products
  • Community outreach, acting as brand ambassador, leveraging social media to promote Crow Farm and Tasting Room sales within the community
  • Identifying, qualifying, and developing new wholesale opportunities through cold calling in order to achieve business development objectives
  • Collaborating closely with Farm management to ensure execution of annual sales plans, while overseeing the day-to-day retail partnership management of the client base by communicating and enforcing policies, procedures, and the agreed business development plan.

Sales Director

DrayMaster Enterprise, A Division of TCompanies
03.2016 - 07.2018
  • Came aboard after being directly recruited by Tom Burke of TCompanies after selling him a POS system while at NCR, hired simply for the way he was treated as a customer, and quickly learned every aspect of the drayage and logistics business at this SaaS start-up
  • Developed a sales and marketing strategy for a SaaS startup with first year annual sales of $90k by maximizing customer outreach, data analytics and customer service and support
  • Leveraged a past relationship with a key account, which led to increasing sales by over 100%, as they had few actual paying accounts.
  • Initialized and implemented annual sales plans by both unit/gross-profit standards, continually examining the trends and outcomes that emerged from these implementations, while creating sales goals by predicting sales figures for areas and groupings
  • Initiated cold calling and marketing strategies that boosted unit/gross sales at the national, regional, and local levels and analyzed the efficacy of these strategies, implementing process improvements as needed.

Account Manager

Southwest Territory, NCR Corporation
03.2014 - 03.2016
  • Developed and executed the sales strategy and business plans for targeted accounts in the Southeast Territory, as well as led a robust sales management system focused on funnel, orders, backlog, revenue, gross margin, plus expense and profit contribution
  • Developed strategies to decrease overhead by at least 10% and increase profits by at least 15%, as well as implemented software enhancements and POS hardware replacements
  • Built and strengthened long-lasting client relationships based on accurate price quotes and customer-centric terms.
  • Oversaw new business development to generate sales leads, negotiate client pricing and forecast revenue.
  • Set clear sales goals to identify activities and behaviors to advance sales process and close deals.

Territory Manager

Johnson Brothers of Nevada
01.2011 - 01.2013
  • Established successful Account relationships by building rapport and maintaining consistent communication. Achieved sales goals and service targets by securing, cultivating and maintaining customer relationships.
  • Prepared sales presentations for clients showing success and credibility of products and Managed over 75 accounts within territory.
  • Conducted regular market analysis to identify new opportunities for territory sales growth.
  • Demonstrated products to show potential customers benefits and advantages and encourage purchases and increase Company market share. Monitored customer buying trends, market conditions, and competitor actions to adjust strategies and achieve sales goals.
  • Communicated regularly with territory, regional, and strategic managers for daily support and strategic planning for accounts.
  • Successfully Completed Gallo Gateway Training


New Accounts Specialist

Wirtz Beverage Nevada
05.2001 - 02.2011
  • Came aboard the company initially as a Category Management Consultant, working with Chain category management and using schematic software to design department schematics, while managing implementation and resetting stores to the approved changes
  • Moved to the Off-Premise Sales Consultant role in October 2001, increasing sales revenue in a high-profile, high-volume survey territory by 31% in the first year by calling on large retail chains including Albertsons, Smiths, and Vons
  • Advanced to the General Market Division calling on gaming taverns and independent off-Strip accounts. Drove Full-Book sales and launched new products in Wine, Spirits and Beer to increase company share and Supplier priorities. Consistently exceeded targeted sales goals by 15-20%
  • Advanced to Sales Consultant of the Fine Wine Division in June 2005, calling on major resort properties including Caesars, MGM and South Point, maintaining close relationships with buyers and purchasing departments to increase Company's footprint and marketshare
  • Received a promotion to New Accounts Specialist in January 2008, prospecting and opening all new on-premise accounts in Southern NV including Resorts and casinos, fine dining independents, and gaming taverns


  • Attained a Certificate from the Court of Master Sommeliers in April 2007, as well as worked directly with Sommeliers and Mixologists


Off-Premise Sales Representative

United Beverage
01.1998 - 01.2001

Education

High School Diploma - General Education

Cactus High School
Glendale, AZ
1981

Skills

  • Excellent Written and Verbal Communication Skills
  • Critical Thinking and Strategic Planning Skills
  • Detail & Goal Oriented
  • Collaboration & Teamwork
  • Time Management & Prioritization Skills
  • Self-Motivated & Works Well Under Pressure
  • Proficient in Office Suite

Certification

WSET I & II Liquor and Wine

Gallo Academy Graduate

Court of Master Sommeliers Pin and Certificate

American Red Cross CPR Certification


Interests

  • Puzzles
  • Practicing the tin whistle
  • Gardening
  • Motorcycling - exploring the road less traveled
  • I enjoy sketching and drawing and watercolor, which helps improve my creativity and attention to detail
  • Language - studying Spanish to become bi-lingual
  • Family Genealogy and History

Timeline

Territory Manager

Bacchus Importers (Internal Transfer)
01.2022 - 06.2023

Account Development Specialist

Gallo, Breakthru Beverage Group
09.2019 - 12.2021

Business Development & Tasting Room Manager

Wholesale, Crow Cellars
09.2018 - 07.2019

Sales Director

DrayMaster Enterprise, A Division of TCompanies
03.2016 - 07.2018

Account Manager

Southwest Territory, NCR Corporation
03.2014 - 03.2016

Territory Manager

Johnson Brothers of Nevada
01.2011 - 01.2013

New Accounts Specialist

Wirtz Beverage Nevada
05.2001 - 02.2011

Off-Premise Sales Representative

United Beverage
01.1998 - 01.2001

WSET I & II Liquor and Wine

Gallo Academy Graduate

Court of Master Sommeliers Pin and Certificate

American Red Cross CPR Certification


High School Diploma - General Education

Cactus High School
Margaret (Cass) Walker