Mike Fraioli
Cumberland,RI
Summary
Proven leader at Mass Bay Brewing Co., adept in sales team leadership and relationship building, I drive territory sales growth and team performance through passion, caring, strategic planning, and excellent communication. Achieved top performer status by expanding customer base and consistently exceeding sales targets, showcasing a results-driven approach and a commitment to fostering long-term business relationships.
Overview
17
17
years of professional experience
Work History
Assistant Vice President of Sales
Mass Bay Brewing Co.
01.2022 - Current
- Territories include Rhode Island and Eastern Massachusetts.
- Lead as many as 11 sales representatives, territory leads, regional managers, and 3 interns.
- Hire, manage, and develop a successful sales team through coaching, guidance, performance evaluation, and ongoing training.
- Develop sales forecasts, manage inventory, coordinate shipments, set pricing, and oversee budgets, all through Excel worksheets.
- Create sales presentations in PowerPoint for wholesaler partners and retail accounts, showing successes and credibility of our brands and products.
- Collaborate with marketing team to help commercial unit campaigns reach target audiences.
Sales Director
Mass Bay Brewing Co.
02.2020 - 12.2021
- Territory responsibility included Rhode Island, Southeastern MA, Central MA, Boston, MA, and the Mid-Atlantic (DC, MD, and VA).
- Managed a team of up to 10 sales representatives, territory leads, and regional managers, providing guidance, coaching and support.
- Executed 12 Annual Partnership Plans (APPs) and Mid-Year Plans with wholesaler network, designed to roll out our brand plans, while building a path to successful distribution and volume growth.
- Collaborated with our finance team to build pricing matrices in Excel. Shared with our wholesaler network to set pricing and margins in the marketplace.
- Ordered Point of Sale (POS) items to support relevant brands and programs.
Regional Sales Manager
Mass Bay Brewing Co.
01.2016 - 01.2020
- Territories included Rhode Island, Southeastern MA, Central MA, and Connecticut.
- Managed as many as 7 sales representatives and territory leads.
- Achieved objectives by coordinating sales team, developing successful strategies, and servicing accounts to strengthen business relationships.
- Cultivated partnerships with distributors and retailers to increase product visibility and drive volume.
- Joined sales calls with teammates to meet new customers and uncover opportunities for growth.
- Executed end-of-year reviews and mid-year reviews for all direct reports.
- Collected monthly orders on Excel spreadsheets from our wholesaler network and collaborated with our shipping team to plan deliveries.
Area Sales Manager
Mass Bay Brewing Co.
01.2012 - 12.2015
- Covered the territories of Rhode Island and Southeastern Massachusetts.
- Managed as many as 4 sales representatives.
- Set monthly objectives for direct reports, scored progress, and paid accordingly through payroll.
- Established strong relationships with key accounts, resulting in increased customer satisfaction.
- Enhanced team performance by providing ongoing coaching, training, and mentoring.
- Collaborated with distributors to launch and promote new products.
Brewery Sales Representative
Mass Bay Brewing Co.
07.2007 - 12.2011
- Territory included the state of Rhode Island.
- Expanded customer base through relationship building, networking, cold calling, and promotions.
- Increased repeat business by fostering trust-based relationships with accounts through call frequency and regular communication.
- Enhanced client satisfaction by addressing concerns promptly and providing exceptional service.
- Identified and tapped into new markets, significantly expanding customer base.
- Achieved top performer status consistently by meeting goals and exceeding expectations.
Head Coach, Boys Lacrosse
Moses Brown School
07.2009 - Current
- Help student-athletes grow as young men, both on and off the field, through team building and through the game of lacrosse.
- Foster a positive team environment with clear communication and motivational techniques.
- Maintain strong relationships with players, parents, administrators, and alumni.
- Organize and lead practices to increase competitive approach, skills, and schemes.
- Evaluate player and team performance regularly through assessments, video analysis, and meetings to provide targeted feedback on areas of successes and opportunities.
- Interview, hire, train, and oversee assistant coaches.
- Collaborate with assistant coaches to develop comprehensive game plans tailored to exploit opponent weaknesses while playing to our strengths.
- Manage successful recruiting efforts, attracting top talent to the program.
- Since 2009: 179 wins, 77 losses. Winning pct. of 70%.
- 2-time State Champions and 11-time Finalists.
- Coached 23 USA Lacrosse All-Americans and 10 USA Lacrosse Academic All-Americans.
- Developed 50 First-Team All-State players and 40 Second-Team All State players.
- 45 players have graduated and joined teams at the Division I, II, III, and Club collegiate levels.
Assistant Coach, Boys Lacrosse
Moses Brown School
09.2007 - 06.2009
- Assisted the head coach in all aspects of the program, including team building, player development, practice planning, and roster building,
- Coordinated the defense, as well as the man up and man down units.
- Implemented team clearing and riding tactics.
- Mentored student-athletes on sportsmanship, leadership skills, and maintaining a strong work ethic both on and off the field.
Director
Moses Brown Lacrosse Camp
06.2009 - Current
- Host 70+ boy and girl campers each summer, ranging in ages from 6 to 14.
- Design a 5 day program, which fosters outstanding sportsmanship and tons of fun through playing the game of lacrosse.
- Individual skill development and team play focus.
- Hire, manage, and compensate 14 coaches to work the camp each summer.
Education
BA - Sociology & Anthropology.
St. Mary's College of Maryland
St. Mary's City, MDSkills
- Sales Team Leadership
- Teamwork and Collaboration
- Territory Management
- Relationship Building
- Attention to Detail
- Sales Strategy
- Account Servicing
- Product Promotions
- Sales Presentations
- Organizational Skills
Accomplishments
Founder's Cup, 2016
To that person who has consistently gone above and beyond the call of duty and who best exemplifies the motto "Love Beer. Love Life."
Harpooner of the Year, 2012
To that person whose enthusiasm, initiative, and leadership skills in the last year have contributed most to creating a positive image and personality for Harpoon.
Rookie of the Year, 2008
PROFECIENCIES
Microsoft Office; Outlook, PowerPoint, Excel and Word.
VIP; Sales Software for the Beverage Industry.
KARMA; VIP's Customer Relationship Management App.
Concur; Budget and Expense Tracking / Processing.
Deacom (basic); Software for Manufacturers.
HUDL; Sports Video Capture and Analysis.
Affiliations
- USA Lacrosse, Rhode Island Chapter.
- Harlem Lacrosse.
- Bill Belichick Foundation.
- Cumberland Youth Lacrosse.
HOBBIES
Music. Skiing. Golf. Lacrosse. Guitar.
Timeline
Assistant Vice President of Sales
Mass Bay Brewing Co.
01.2022 - Current
Sales Director
Mass Bay Brewing Co.
02.2020 - 12.2021
Regional Sales Manager
Mass Bay Brewing Co.
01.2016 - 01.2020
Area Sales Manager
Mass Bay Brewing Co.
01.2012 - 12.2015
Head Coach, Boys Lacrosse
Moses Brown School
07.2009 - Current
Director
Moses Brown Lacrosse Camp
06.2009 - Current
Assistant Coach, Boys Lacrosse
Moses Brown School
09.2007 - 06.2009
Brewery Sales Representative
Mass Bay Brewing Co.
07.2007 - 12.2011
BA - Sociology & Anthropology.
St. Mary's College of Maryland
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