Paolo Milani
Pompano Beach
Summary
Experienced Regional Sales Manager with a successful track record in the beer and wine industries. Skilled in negotiation, business planning, sales, teamwork, market research, and trade marketing. A strong sales professional with an Economics major degree from the University of Brescia, Italy.
Overview
29
29
years of professional experience
1
1
Certification
Work History
Regional Manager
The Harvest Importing, LLC
09.2017 - Current
- Responsibility of managing the existing business and developing the distribution network with a special focus on the Florida’s market
- Manage a portfolio made of wine, beer and spirits
- Suggest the introduction of new brands based on the market trend
- Handle the relationships with the producers, discuss with them possible new opportunities in terms of quality and packaging
- Implemented additional distribution and increased sales by an average of 15% annually
- Create and discuss sales plans and marketing strategies with the company’s CEO
- Organize kick-off meetings with the sales teams of the distributors to introduce new brands, present promotional activities, and give support during their implementation
- Organize and handle in-store activities and wine dinners
- Manage OCM funds for promotional purposes
- Attend local and international trade fairs
- Analyze the sales progress and compare it with the previous years
- Identify growth margins and new opportunities offered by ON and OFF PREMISE markets
Export Manager US Market
INTERWINE SRL
01.2013 - 08.2017
- Gave support for selecting the Italian wineries that better fitted in the portfolio and managed the relationships with the producers and importers/distributors
- Managed the US export sales, developed the existing distribution network, and created new business
- Direct responsibility on volumes, payments, and profitability
- Introduced the wines to the sales force of importers and distributors and worked the market
- Planned wine tastings and events to promote the brands
- Analyzed the markets and their profitability to better determine long-term strategies
- Suggested personalized packaging and brands to cover any upcoming opportunity
Export Manager for US and Canada
Consorzio Selezione Vini Italiani
03.2003 - 12.2012
- Managed the export sales of ten associated wineries with the goal of creating a distribution network in the US and Canada
- Signed agreements in 10 US States and 2 Canadian Provinces
- Responsibility for volumes, payments and marginality
- Developed the sales plans and the annual budget which included the promotional plans for the top accounts as well as the advertising budget (in US specialized magazines)
- Introduced new brands to the sales force of the distributors and given support during their implementation
- Analyzed the markets and their profitability
Regional Manager FL
Fischer Beverages Int. (Heineken USA Group)
10.2000 - 06.2002
- Responsibility of sales in the State of FL
- Managed the relationships with local distributors
- Developed sales plans as well as marketing strategies to be presented to the Management and the sales force of the distributors
- Worked the market with the sales reps during their implementation
- Managed relationships with advertising agencies to develop promotional activities
Export Area Manager
Heineken Italia S.p.A.
02.1996 - 10.2000
- Managed turnover volume, payments and margins of the Italian brands of the Heineken Group (Moretti, Messina) on the following markets: USA, Canada, and South America
- Analyzed new markets conditions to determine the most viable entry strategies in terms of brand selection, distribution channels, profitability and long-term growth
- Three new markets opened and increased sales by an average of 20% annually
Education
MASTER UNIVERSITY DEGREE - Economics
Università degli Studi di Brescia
Skills
- Sales strategies development
- Team management and training
- Vendor and supplier relationship management
- Sales data analysis
- Negotiation skills
- Communication skills
- Problem-solving abilities
Certification
- CICERONE, Level I – Certified Beer Server
- WSET, Level III – Wine and Spirits Education Trust
Personal Information
- Nationality: Italian
- Marital Status: married
Languages
English
Full Professional
Timeline
Regional Manager
The Harvest Importing, LLC
09.2017 - Current
Export Manager US Market
INTERWINE SRL
01.2013 - 08.2017
Export Manager for US and Canada
Consorzio Selezione Vini Italiani
03.2003 - 12.2012
Regional Manager FL
Fischer Beverages Int. (Heineken USA Group)
10.2000 - 06.2002
Export Area Manager
Heineken Italia S.p.A.
02.1996 - 10.2000
- CICERONE, Level I – Certified Beer Server
- WSET, Level III – Wine and Spirits Education Trust
MASTER UNIVERSITY DEGREE - Economics
Università degli Studi di Brescia
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