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
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