Michael Kasper
Fort Lauderdale
Summary
Dynamic sales leader with proven expertise in the wine industry, notably at Vignobles Sullivan Estate Wines. Excelled in sales team training and territory management, driving revenue growth beyond 220%. Skilled in team management and sales process optimization, demonstrating a confident approach to surpassing business targets and fostering significant market expansion. Accomplished Sales Manager offering high performance leading development and implementation of superior sales strategy. Proven track record of identifying and creating profitable business opportunities, qualifying authentic prospects and cultivating strong partnerships. Demonstrated expertise in team leadership and development. Seasoned Director of Sales with a track record in strategy development and market analysis. Known for building strong relationships, leading cross-functional teams, and driving sales growth. Skilled in leveraging data to drive strategic direction and increase revenues. Proven ability to lead sales teams in new and established markets. Results-driven Director of Sales known for high productivity and efficiency in task completion. Specialize in strategic planning, customer relationship management, and market analysis. Excel in negotiation, team leadership, and problem-solving to achieve sales targets and drive business growth.
Overview
17
17
years of professional experience
Work History
US Director of Sales
Vignobles Sullivan Estate Wines
Miami Beach
04.2021 - Current
- Implemented CRM systems to streamline sales processes and improve customer relationships.
- Coordinated with the finance department to develop pricing strategies and manage invoicing issues.
- Established ambitious goals for employees to promote achievement and surpass business targets.
- Attended trade shows, conferences and industry events to promote the company's brand image.
- Directed sales forecasting activities and set performance goals accordingly.
- Developed and maintained sales materials and current product knowledge.
- Collaborated closely with other departments on cross-functional projects.
- Negotiated contracts with vendors, suppliers, distributors and other businesses.
- Developed budget plans for marketing campaigns and promotional activities.
National Sales Manager
Gamble Family Vineyards
Napa
01.2016 - Current
- Direct development of sales plans and unique marketing solutions for profitable growth
- Expand current distributor sales network beyond original level and correct flawed distributor partnerships
- Course Correction Action initiated at monthly planning meetings and quarterly business reviews
- Quarterback of Marketing Cycle calendar, managing a multi-brand portfolio using cyclical promotion calendar
- Coach and Team mentor, develop FSM's to meet short and long-term goals, setting clear Sales Incentive Plans and formally discussing their progress on a monthly basis
- Budget Management; Ensure Travel and Entertainment, Discount and Rebate and Divisional Advertising and Promotions budgets do not exceed plan
- Created new brands and launch plans for chain driven business
- Distributor management and development for 9 states and 14 distributors
- Set goals and budget by market to execute sales and growth of more than 220%-480%
- Initiate and execute Quarterly Business Reviews in each market
- Measured engagement of social media using Hootsuite and Google analytics
- Conducted market research by mining and analyzing user surveys to identify purchasing trends
- Used this data to design new marketing strategies to target existing customers
Southeast Director of Sales
John Anthony Vineyards
Napa
01.2015 - 01.2016
- Management of Planning through Annual Operating Plan while managing 3 Regional Directors
- Driver of Performance Evaluation, supervision of monthly planning meetings and personal facilitation of key market QBR's
- Fiscal Responsibilities include management and delivery of $10.6 million in annual sales while maintaining brand integrity
Vice President
Luna Vineyards
Sonoma
01.2012 - 01.2015
- Improved profitability by accurately maintaining P&L to meet prime fiscal responsibility.
- Implemented process improvement procedures that resulted in cost savings across the board.
- Analyzed market trends to identify opportunities for growth within existing markets or new ones.
- Cultivated a culture of collaboration among department heads to facilitate cross-functional project execution.
- Spearheaded efforts to enhance customer service processes while maintaining quality assurance standards.
- Worked with SEC to file amendments and achieve compliance targets.
- Hired, trained and mentored sales and marketing staff dedicated to employing Google AdWords, Google Analytics, and other SEO techniques and metrics sources.
Midwest Regional Sales Manager
TOG Wines, Sebastiani Family
Napa
01.2010 - 01.2012
- Created, implemented and maintained oversight of budgets over all 50 markets
- Growing existing and created new alliances with national and key accounts
- Continuous analysis of business models and leverage programming for growth
- Team building guidance and consistency in distributor management
- Continuing to grow business from 2012 - 28K cases - 2.5 million/2013 - 37K cases - 3.2 million/2014 - 54K cases - 4.7 million in sales
- Budget Management; Ensure Travel and Entertainment, Discount and Rebate and Divisional Advertising and Promotions budgets do not exceed plan
- Created new brands and launch plans for chain driven business
- Primary role was to lead all field level sales activity with a hands-on approach in the mid-west region
- Set goals, incentives and coordinated budgets with each distributor to encourage business development
- Initiated meetings with key buyers including regional and national chains to pro-actively achieve state and regional goals
- Review and manage DA/SPA programs for accuracy through industry software and hard copies
- Business growth from 2010 - 43K cases - 2.8 million/2011 - 64K cases - 4.4 million/2012 - 92K cases - 6 million in sales
National Sales Manager
South America Wine Importers
Denver
01.2008 - 01.2010
- Worked directly with importer establishing bulk and luxury brand development
- Direct management of distributors developing and establishing successful execution of new brands through pricing and programming
- Successfully developed and sustained profitable and non-existing markets growing from 3 to 10 markets within 1 year
- Specialized in improving failing markets through new partnerships and cooperative efforts with existing distributors
Midwest Regional Manager
Michael-David Winery
Lodi
01.2008 - 01.2010
- Worked closely with winery owners to plan and execute the growth of one of the most popular Zinfandels in the market
- Managed distributors in 13 states while managing their depletions and DA/SPA programs
- Created annual and monthly reports summarizing goal and attainment and actualization, fiscal year goals, and strategies for account management
- Was part of the largest growth spurt of business in this family owned business from a production of 185 cases to 450 case production winery
Education
Associate of Arts - Business
College of DuPage
Glen Ellyn, IL01.1996
BBA - Business Administration and Management
San Diego State University
San Diego, CA01.1992
Skills
- Team Management
- Sales training and leadership
- Account Management
- Wine Industry Experience
- Budget Planning
- Training Experience
- Sales team training
- Supplier sourcing
- Vendor management
- Territory management
- Sales process optimization
- Sales training
- Revenue growth
- Sales presentations
Timeline
US Director of Sales
Vignobles Sullivan Estate Wines
04.2021 - Current
National Sales Manager
Gamble Family Vineyards
01.2016 - Current
Southeast Director of Sales
John Anthony Vineyards
01.2015 - 01.2016
Vice President
Luna Vineyards
01.2012 - 01.2015
Midwest Regional Sales Manager
TOG Wines, Sebastiani Family
01.2010 - 01.2012
National Sales Manager
South America Wine Importers
01.2008 - 01.2010
Midwest Regional Manager
Michael-David Winery
01.2008 - 01.2010
Associate of Arts - Business
College of DuPage
BBA - Business Administration and Management
San Diego State University
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