MARSHALL MEARS
Barrington,RI
Summary
Results-driven sales leader with solid history of success in bringing in new customers, managing revenue streams, building high performing sales teams, and maintaining strong account relationships. Continuously monitor competitors and research market conditions to stay responsive and successful in dynamic environments. Persuasive negotiation and program management abilities. Collaborative leader that thrives in a fast paced environment and supports other teams to deliver strategies that generate revenue and exceed targets.
Overview
19
19
years of professional experience
1
1
Certification
Work History
Director of Sales and Marketing
NEO Manufacturing
06.2022 - Current
- Developed and created a new product line from conception to launch.
- Achieved monthly sales goals and distribution targets by cultivating and securing new customer relationships.
- Evaluated market data to develop and create business strategies and marketing plans.
- Hired and trained a team of 2 direct reports to expand our market penetration and accelerate brand awareness.
- Cut production costs by 32% by negotiating lower prices on all bulk material purchases.
Director of Sales
Garden Remedies Inc.
09.2021 - 04.2022
- Hired and managed a team of territory managers and field marketing representatives providing guidance, coaching and support.
- Delivered wholesale volume exceeding $12M and increased brand distribution by 48%.
- Established strategies to maintain competitive pricing and maximize profits.
- Established ambitious sales targets, managed deployment strategies, and developed go-to-market plans to capitalize on every revenue opportunity.
Regional Sales Director
NOCA Beverages Inc.
01.2021 - 09.2021
- Developed and implement joint business plans with 7 distributor partners covering 5 states to increase sales and distribution which grew sales by 102%.
- Worked with each distributor to train their sales teams on brand attributes and proper positioning at retail.
- Developed sales incentives for distributor partners that led to triple digit month over month growth.
- Hired and managed a team of 5 to develop and grow each of their markets to achieve sales and distribution targets.
Territory Sales Manager
NOCA Beverages Inc.
01.2020 - 12.2020
- Launched new startup brand and worked with 3 distributor partners to activate new accounts within each of their territories.
- Monitored customer buying trends, market conditions, and competitor actions to adjust strategies and exceed sales goals which lead to a 296% increase is volume.
- Forecasted sales and established processes with distributor partners to achieve sales and distribution objectives.
- Coached distributor sales associates in product specifications and selling techniques, which surpassed distribution targets by 72%.
Senior Key Account Manager
Anheuser-Busch, InBev
01.2013 - 12.2019
- Developed joint business plans with distributor partners and field sales managers for a $30M a year account base, resulting in sales gains of 32% for the region’s targeted brands and the highest points of distribution for Mic Ultra and Stella Artois.
- Created award-winning distributor incentives and account programs, which earned top honors in the region and allowed me to finish in the top 2% nationally for the 2016, 2017, and 2018 sales incentives.
- Generated additional volume and distribution for targeted KPIs, by hiring and managing 2 trade activation managers.
- Chosen by the regional leadership team to be a company mentor for new management trainees coaching them necessary field sales and marketing skills which resulted in 6 candidates being placed in the region.
Import Trade Manager
Anheuser-Busch, InBev
09.2012 - 01.2013
- Led implementation of trade best practices for the import and craft brands and created 9 trade-marketing programs with 2 negotiated agencies to support targeted brands resulting in a sales increase of 46%.
- Evaluated the territory’s import volume and restructured sales routes for 4 direct reports covering NYC and NJ, which decreased drive time and delivered a sales increase of 29%.
- Formalized strategic sales and marketing presentations using IRI data for weekly senior leadership calls.
Northeast Regional Manager
Presidente USA, Inc.
01.2007 - 09.2012
- Created and implemented joint business plans with 21 distributor partners covering 9 states to increase sales, distribution and market share, resulting in 43% sales growth.
- Oversaw daily, weekly and monthly business reporting and leveraged information to optimize forecasting and future business plans.
- Tracked KPIs against benchmarking, market trends and competitor activities to develop strategic improvement plans which capitalized on the markets revenue gaps and grew the bottom line by $1.8M.
- Hired, coached and managed a team of 14 on successful sales strategies, retail marketing programs, time management and getting the most from their distributor partners and accounts.
- Produced radio ads and negotiated with media partners on consumer enter-to-win contests and marketing events, which amplified brand awareness and enhanced account partnerships driving up sales 54% during those targeted months.
Market Manager
Presidente USA, Inc.
01.2005 - 01.2007
- Tracked wholesaler ride with schedules, promotions and account visits for 3 direct reports in the companies CRM system and adjusted coverage to focus on areas of opportunity which helped gain over 180 new accounts.
- Achieved sales goals and distribution targets by cultivating and securing new customer relationships. Programmed quarterly sales incentives and display plans for distributor partners which resulted in a sales increase of 41%.
- Built a forecast pipeline with distributors based on market analysis and brand expectations. Created quarterly marketing campaigns, sampling programs, and media blitz for the launch of Presidente Light which surpassed distribution targets by 61%.
Education
Bachelor of Arts - Political Science, Business Administration
Marymount University
Arlington, VASix Sigma Certification, Anheuser - undefined
Skills
- B2B/B2C Sales
- Relationship Builder
- Strategic Planning
- Brand Management
- Corporate Recruiting
- Pipeline Development
- Coaching/Training Teams
- New Product Launches
- Sales Analytics
- Sales Strategy Development
- CRM Software
- P&L Responsibility
Certification
Six Sigma Certification
Languages
Spanish
Native or Bilingual
Timeline
Director of Sales and Marketing
NEO Manufacturing
06.2022 - Current
Director of Sales
Garden Remedies Inc.
09.2021 - 04.2022
Regional Sales Director
NOCA Beverages Inc.
01.2021 - 09.2021
Territory Sales Manager
NOCA Beverages Inc.
01.2020 - 12.2020
Senior Key Account Manager
Anheuser-Busch, InBev
01.2013 - 12.2019
Import Trade Manager
Anheuser-Busch, InBev
09.2012 - 01.2013
Northeast Regional Manager
Presidente USA, Inc.
01.2007 - 09.2012
Market Manager
Presidente USA, Inc.
01.2005 - 01.2007
Bachelor of Arts - Political Science, Business Administration
Marymount University
Six Sigma Certification, Anheuser - undefined
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