Mark Love
Richmond,VA
Summary
Results-driven sales leader with 10+ years of experience scaling revenue, building high-performance teams, and driving market expansion across digital marketplaces and B2B distribution. Proven track record of leading top-ranked teams, exceeding growth targets, and consistently ranking among top national performers. Expertise in pipeline strategy, forecasting, pricing optimization, and cross-functional leadership.
Overview
14
14
years of professional experience
1
1
Certification
Work History
Sales Director
Homes.com
Richmond, VA
01.2025 - Current
- Recognized in the President's Circle of Homes.com's parent company, Costar, as a top performing sales professional in 2025 4th highest net new contributor out of 80 directors.
- Consistently top-ranked performance on a team of 80 sales leaders: #1 net new revenue contributor (May 2025) #2 net new revenue contributor (July and December of 2025) #5 net new revenue contributor (January 2026)
- Own full-cycle revenue performance, consistently meeting and exceeding annual growth targets in a competitive marketplace environment
- Lead, hire, and develop a team of high-performing sales professionals; build a culture of accountability, performance, and continuous improvement
- Establish and operationalize team-level KPIs, pipeline standards, and activity metrics aligned to company growth objectives
- Drive new business acquisition and retention and expansion of existing accounts through strategic relationship management
- Implement coaching frameworks that improve close rates, sales velocity, and rep productivity
- Partner cross-functionally with marketing, product, and leadership to align go-to-market strategy and revenue execution
- Monitor pipeline health and forecast accuracy to ensure consistent attainment of revenue targets
Area Sales Manager
Republic National Distributing Company
Denver, CO
01.2020 - 01.2025
- Directed a $22.5M book of business across 500+ B2B accounts, driving sustained revenue growth and market share expansion
- Built and led a 15-person sales team, achieving #1 national ranking for on-premise revenue growth (2023)
- Delivered 10.11% revenue growth in Tier 1 portfolio and 30.74% revenue growth in Tier 2 portfolio in 2023
- Developed top talent: 4 direct reports achieved 12 Top-5 national placements in “Best of the West” competition
- Generated consistent pipeline growth, driving 45+ new accounts per month through disciplined activity management
- Led cross-functional alignment across marketing, finance, and supplier partners to execute pricing and go-to-market strategies
- Spearheaded adoption of new CRM (eRNDC), achieving highest user engagement across Colorado market
- Created and launched a new ‘to-go’ alcohol revenue stream, expanding distribution channels and incremental revenue
- Collaborate with suppliers on forecasting, pricing strategy, and market analysis to proactively adjust sales plans and protect revenue targets
- Managed territory P&L, inventory strategy, and territory and SKU margin performance to ensure profitability goals were met; presenting to company leadership
- Maintained full team employment during pandemic by reallocating resources and optimizing coverage strategy
District Sales Manager
Republic National Distributing Company
Denver, CO
01.2018 - 01.2020
- Achieved 100% of FY18 and H1 FY20 ‘by the glass’ goals, and 100% of revenue goal for H1 FY20
- Chosen as the first Brand Ambassador for product launches: Meiomi Sparkling Wine, Simi Rebel Cask, and Unshackled
- Chosen to Represent Colorado at the national CBI conference “Omega Council”
- Led a team of Key Account Representatives to consistent goal attainment across revenue, volume, and activity KPIs
- Scaled team by hiring and onboarding 5 high-performing sales reps
- Restructured the Quarterly Incentive Program to align sales goals across both commissioned and salaried sales teams
- Launched internal marketing and enablement initiatives to improve in-market execution
- Implemented a new bonus program for KAR team to reward individual contribution beyond expected alignment with commissioned sales reps
Key Account Representative
Republic National Distributing Company
Denver, CO
01.2017 - 01.2018
- Grew key portfolio segments, including 107% case volume increase in targeted brands (Q4 FY18)
- Met all major wine initiatives including “Passion for Pinot”, “Cas Days”, and “Account Segmentation”
- Achieved positive growth on Constellation goals during Q4 of FY18 and 100% of brand execution goals during Q4 of FY18
- Managed 300+ accounts and a multi-rep territory, consistently driving monthly revenue and case growth
- Developed profitable and sustainable beverage programs through collaboration with key accounts and buyers
- Designed and led training programs to restaurant staff, increasing sell-through and brand performance
- Prepared proposals tailored to both the target market and price point of the selected account
- Hosted suppliers and partners to foster collaborative connections with buyers in order to build brand recognition and trust
On-Premise Sales Representative
Republic National Distributing Company
Charleston, SC
01.2012 - 01.2017
- Delivered 5 consecutive years of revenue growth across a $1.3M+ territory
- Achieved top-tier state rankings, including #2 annual growth performance (2016)
- Drove significant Constellation portfolio expansion, including: 77% case growth in Tier 1 programs, highest in the state 12% case growth in Tier 2 20% case growth for holiday fine wine initiative in 2016
- Increased case volume by 37% during the On-Premise Relative Distribution program for Kobrand
- Maintained consistent 15% annual revenue growth across 100+ account base
Education
Master of Science - Finance, Minor in Organizational Leadership and Change Management
Colorado State University
Bachelor of Science - Economics
College of Charleston
Awards and Achievements
- President’s Circle – Homes.com / CoStar Group (2025)
- RNDC Talent Review (2017–2022)
- #1 National Team Rankings (Sonoma Focus Month, La Crema Sales Blitz 2023)
- #3 Ranked Team Nationally H1 FY2024 (On-Premise KPI)
Certification
- WSET Certifications: Level 3 Wine with Merit, Level 2 Spirits with Distinction, Level 1 Sake with Distinction
- Cultural Intelligence: Managing Unconscious Bias Workshop
- Development Dimensions International Course Work:, Strengthening Your Partnerships, Reinforcing Leadership Development, Communicating for Leadership Success, Setting Goals and Reviewing Results, Coaching for Peak Performance, Communicating with Impact
Timeline
Sales Director
Homes.com
01.2025 - Current
Area Sales Manager
Republic National Distributing Company
01.2020 - 01.2025
District Sales Manager
Republic National Distributing Company
01.2018 - 01.2020
Key Account Representative
Republic National Distributing Company
01.2017 - 01.2018
On-Premise Sales Representative
Republic National Distributing Company
01.2012 - 01.2017
Master of Science - Finance, Minor in Organizational Leadership and Change Management
Colorado State University
Bachelor of Science - Economics
College of Charleston