Summary
Overview
Work History
Education
Skills
Certifications Education
Timeline
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Michael Sullivan

Ambler,PA

Summary

Results-oriented Sales Director credited with 22 years' of consistently growing bottom-line profits. Savvy negotiator and leader adept at building exceptional teams, improving customer experience through value-added strategies and executing highly-profitable sales plans embracing innovation and continuous improvement for the Wine and Spirits industry.



Overview

23
23
years of professional experience

Work History

Sales Director Control States East - PA/DE/NC/VA/WVA

Constellation Brands
01.2017 - Current
    • Responsible for $182M in sales revenue encompassing Off/On Premise & chain channels
    • Managed teams to deliver KPIs and new product development initiatives often leading the country
    • Accountable for region P&L, non-price budgeting, pricing structures, T&E, and SGP targets
    • Nominated Region Sales Director of the Year 2019, 2020 and 2022.
    • Solved complex problems to increase sales effectiveness and streamline business direction.
    • Exceeded sales goals through effective time management and resource allocations.
    • Implemented territory management strategies that optimized sales coverage while minimizing travel expenses for field representatives.
    • Closed lucrative sales deals using strong negotiation and persuasion skills.
    • Hired, trained and built high-performing team of sales representatives.
    • Developed key partnerships with industry-leading organizations to strengthen professional network and expand future business opportunities.

Sales Director Grocery Channel - Pennsylvania

Constellation Brands
01.2016 - 01.2017
    • Developed and implemented route to market strategy for new PA grocery & C-store channel
    • Including quarterly playbooks and new distribution KPIs
    • Built strong relationships through collaboration and consultation.
    • Created innovative sales strategies through monitoring and evaluating market trends and competitive offerings.

Director of Tactical Business Development – NY, IL, PA, KY, DE

Constellation Brands
01.2015 - 01.2016
  • Responsible for tactical portfolio business development partnering with state leads and distributor stakeholders.
  • Worked closely with organizational leadership to guide operational strategy.
  • Oversaw operations and provided corrective feedback to achieve daily and long-term goals.

National Accounts Manager - Northeast

Constellation Brands
01.2007 - 01.2016
  • Managed up to 27 National On-Premise Chain Accounts with concentration on concessionaire and recreation
  • Accounts included: Aramark, Delaware North Companies, Levy, Live Nation, Legends Hospitality, Four Seasons Hotels, HMS Host, and Amtrak
  • Ideated platforms to leverage brand visibility and sales velocity
  • Consistently met annual sales and POD goals averaging double digit volume growth
  • Earned 16 individual awards for innovation, fine wine, and spirits sale achievement
  • Nominated for Constellation National Contrada Sales Award 2010, 2011, 2012.
  • Boosted sales performance by identifying and securing new national accounts.
  • Developed long-lasting relationships with key clients for increased account retention and growth.

District Manager - Pennsylvania

Constellation Brands
01.2001 - 01.2007
  • Managed statewide On-Premise channel thru multiple distributor sales divisions.
  • Met deadlines by proactively managing individual and team tasks and streamlining processes.
  • Built positive and productive relationships with on trade and field leadership.
  • Worked closely with national account stakeholders.

Education

Bachelor of Arts - Public Relations And Organizational Communication

Temple University
Philadelphia, PA

Skills

  • Database Management
  • Performance Monitoring
  • Sales Planning
  • Networking and Relationship Building
  • Presentations and Public Speaking
  • Client and Stakeholder Relations
  • Market Trend Analysis
  • Goals and Performance
  • Key Performance Indicator Tracking
  • Business Development
  • Sales Strategies
  • Negotiation expertise

Certifications Education

  • WSET LEVEL II Wine and Spirits
  • Harvard Business Publishing – Legacy Leader Program
  • J Wood Platt Caddie Scholarship Recipient / Temple Men's Rugby Club – Treasurer

Timeline

Sales Director Control States East - PA/DE/NC/VA/WVA

Constellation Brands
01.2017 - Current

Sales Director Grocery Channel - Pennsylvania

Constellation Brands
01.2016 - 01.2017

Director of Tactical Business Development – NY, IL, PA, KY, DE

Constellation Brands
01.2015 - 01.2016

National Accounts Manager - Northeast

Constellation Brands
01.2007 - 01.2016

District Manager - Pennsylvania

Constellation Brands
01.2001 - 01.2007

Bachelor of Arts - Public Relations And Organizational Communication

Temple University

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Michael Sullivan