MATTHEW J. LANE
Napa,CA
Summary
As an experienced C-Suite in the luxury wine and CPG sector, my leadership has consistently yielded outstanding results. My approach combines skilled business insights, branding and sales expertise, operational efficiency, and a forward-thinking attitude. I excel in creating and implementing innovative growth strategies, proven by my track record of increasing sales while effectively controlling costs and development expenses. I have led the formation of cross-functional teams, establishing processes that enhance efficiency and profitability. My strategic and tactical vision is complemented by strong leadership skills, enabling me to build and mentor high-performance teams. I foster a culture of success, empathy, accountability, and ongoing development, promoting team unity through effective communication, coaching, and motivating my team members to reach their highest potential.
Overview
21
21
years of professional experience
Work History
Chief Operating Officer
iPROOF, TECHNOLOGY
03.2022 - Current
- Recruited by board to envision, scale, and execute iProof's organizational strategic vision & operational framework in winery relations and wine technology, with forecasted revenue from $2M to $4M by 2025
- Implemented innovative tactics to increase operational efficiency of the iProof RFID and ablading technology to improve overall performance - built and achieved revenue target in 18 months of $1M GP
- Increased client base by +85% in 9 months due to high-tech approaches to client branding i.e.: the innovative iProof WineLoop
- Secured a 3-year contract with the largest drinks company on the planet to use the iProof technology platform for authentication, tracking and anti-counterfeiting resulting in a +$1M contract.
Chief Operating Officer & Executive Vice President (Dual-Position)
KERR CELLARS
01.2019 - 02.2022
- Recruited to fill first SVP and COO role at one of Napa Valleys most distinguished luxury wineries
- Responsibility for $1.7M GP across multi-channels, +10 SKU's & direct responsibility for 5 FTEs
- Improved brand health, pivoted channel-of-trade and increased GM by 15% - 25% YoY
- Created a high-performance 5-year growth strategy for luxury brand tier on value % +10%, +18%, +26% respectively.
Vice President The Americas
TORBRECK VINTNERS
02.2015 - 10.2018
- Recruited by executive board to execute Torbreck Vintners, Americas entire +$2M sales and luxury tier marketing strategy
- Complete sales & marketing / P&L responsibility, also encompassing +47 global wholesaler management
- Grew value & volume, GM, and operating profit by +10%, +14% and +19%, respectively, in a 3-year period through brand / SKU development and two margin-enhancing initiatives, specifically DTC
- Developed and implemented an innovative sales strategy to improve operational sales performance and increase profitability - Reached 5-year $2M GP in 36 months.
Vice President - Americas
PETER LEHMANN WINES
12.2012 - 02.2015
- Recruited by Peter Lehmann AM/OBE himself to lead Peter Lehmann's inaugural VP role in Americas - noted as one of Australia's largest by volume/value brands (+2M cases) in USA premium luxury sector
- Managed all operational aspects, including entire Americas distribution network of +60 wholesalers in 11 countries - 10 FTE's with a $3M S&M budget and $5M P & L
- Executed PLW's first national account BTG program to 67 units resulting in +%80 sales growth in 6 months
- Held entire responsibility for overseeing the comprehensive day-to-day operational management of the organization, encompassing finance, personnel, sales, marketing, and strategic efficiencies.
Americas Director Sales & Marketing - Heirloom Wine Group
TREASURY WINE ESTATES
03.2009 - 12.2012
- Internally promoted to lead the development and implementation of TWE's first every elite luxury national sales and marketing strategy team named Heirloom Wine Group
- Achieved 69% GP in year 1
- 35 FTE's & 5 direct reports, +$2M S&M budget & +$5M P & L
- Exceeded 3-year EBIT of $6M in 24 months.
Americas Penfolds Winemaking Ambassador (Dual-Position)
TREASURY WINE ESTATES
01.2005 - 12.2012
- Exercised daily responsibilities as executive Americas ambassador for Penfolds Winery, representing the brand with excellence in the art of winemaking diplomacy
- Built powerful relationships with distributors, national retailers, and key stakeholders in the Americas to expand brand awareness and distribution channels - managed +65 wholesalers
- Tasked to meet +$500K GP individual sales goal, exceeded by double digit growth YoY
- Collaborate with the winemaking team to provide valuable feedback and insights on consumer preferences, market trends, and potential SKU enhancements to ensure the continuous improvement of the luxury wine portfolio.
Americas Manager of Wine Education
TREASURY WINE ESTATES
03.2003 - 01.2005
- Recruited by TWE USA Executive board to relocate to USA from Australia to develop and deliver comprehensive wine education program for the Americas
- Completed and rolled out program, under timeline & under $.5M budget
- Tasked to create engaging and interactive training materials, including presentations, workshops, and online resources, to ensure consistent and effective dissemination of wine knowledge across different platforms and locations, empowering staff, and partners to confidently communicate value and story of luxury wines, received +500 sign ups in 6 months, +35% above forecast.
Education
MA Hospitality Management -
BELLEVUE UNIVERSITY
NEBRASKA01.2021
Master Of Wine Scholar -
INSTITUTE MASTERS OF WINE
LONDON01.2019
BA Wine Business Management -
CITY UNIVERSITY OF NEW YORK
NEW YORK01.2017
Undergraduate BS Degree Winemaking & Winery Production -
UNIVERSITY CALIFORNIA DAVIS
DAVIS01.2008
Skills
- Inspirational Leadership
- Client Focus
- Strategic Vision
- Brand Development & Marketing
- High-Performance Sales Management
- Performance Management
- Fiscal Acumen
- Operational Excellence
- Decisiveness
- Change & Ambiguity Navigation
- Stakeholder Engagement
- Innovation Leadership
- Emotional & Optical Intelligence
- Global Operational Knowledge
- Negotiation Skills
Public Engagements
I have delivered more than 300 speaking engagements worldwide, covering a range of topics including the business of wine, winemaking, the luxury wine sector, CPG distribution, digital packaging, global industry trends and winery management.
Timeline
Chief Operating Officer
iPROOF, TECHNOLOGY
03.2022 - Current
Chief Operating Officer & Executive Vice President (Dual-Position)
KERR CELLARS
01.2019 - 02.2022
Vice President The Americas
TORBRECK VINTNERS
02.2015 - 10.2018
Vice President - Americas
PETER LEHMANN WINES
12.2012 - 02.2015
Americas Director Sales & Marketing - Heirloom Wine Group
TREASURY WINE ESTATES
03.2009 - 12.2012
Americas Penfolds Winemaking Ambassador (Dual-Position)
TREASURY WINE ESTATES
01.2005 - 12.2012
Americas Manager of Wine Education
TREASURY WINE ESTATES
03.2003 - 01.2005
MA Hospitality Management -
BELLEVUE UNIVERSITY
Master Of Wine Scholar -
INSTITUTE MASTERS OF WINE
BA Wine Business Management -
CITY UNIVERSITY OF NEW YORK
Undergraduate BS Degree Winemaking & Winery Production -
UNIVERSITY CALIFORNIA DAVIS