Paul F Downing
St Petersburg,FL
Summary
Result-driven professional prepared for high-level account management. Known for securing and managing key national accounts while driving continuous growth. Valued for collaborative approach and adaptability in dynamic environments. Skilled in strategic planning, relationship building, and problem-solving.
Overview
25
25
years of professional experience
Work History
National Account Manager Southeast Large Format
Monster Brewing Company
12.2022 - Current
- Responsible for total account management for assigned chains Publix Supermarkets, Food Lion, Lowes Foods, Southeastern Grocers, & Ingles.
- Managed existing Craft Brand portfolio with Cigar City Brewing and Oskar Blues.
- Successfully launched new Monster Brewing Flavored Malt Beverage Brands The Beast Unleashed and Nasty Beast resulting in 4,777 points of distribution in assigned accounts.
- Successfully executed the first BOGO for Monster Brewing Company with Cigar City Family 6pks delivering an incremental $966K in retail $ scans and increasing $ share +0.7% in the 13 Week period following the promotion.
- Responsible for introducing Cigar City Family 19.2oz in Publix Supermarkets resulting in over 2,900 POD's and $2.3M in retail scans.
- Managed, supported and grew business relationships with existing accounts and developed strategies to increase sales and revenue.
- Coordinated regular meetings with national accounts to review performance metrics, address concerns, and discuss potential areas of improvement.
Chain Account Manager
J. J. Taylor Distributing Florida
09.2018 - 11.2022
- Responsible for total account management for assigned chains Publix, Winn-Dixie, Total Wine, Fresh Market, Sprouts and Hitchcocks Maket. Represents $180M in annual Gross Revenue for J. J. Taylor.
- Results- Grew Gross Revenue From $116 M in 2018 to $180 M in 2021 for assigned chains. Grew Gross Revenue by $64M in 4 years.
- Management Responsibility for leading large format sales force through creating execution expectations.
- Oversaw category management for assigned chains through validations of sets and presenting opportunities to buyers.
Chain Account Manager
J. J. Taylor Distributing Florida
01.2010 - 09.2018
- Responsible for total account management of all J. J.Taylor's brands at Sweetbay Grocery, Sweetbay Liquor, Total Wine, Winn Dixie, Winn Dixie Liquor, RaceTrac and Cumberland Farms
- Total annual Gross Revenue of $57M
- Management responsibility for a Large Format and Small Format Sales Force
- Guide sales teams on execution and excellence at retail by weekly collaboration with grocery and c-store directors
Chain Account Manager
J. J. Taylor Distributing Florida
03.2008 - 12.2009
- Responsible for total account management of all J. J. Taylor's brands at Sweetbay Grocery, Sweetbay Liquor, Total Wine and Sam's Club
- Total territory of over 1.7 Million cases
- Results: - Grew the business 8.87% over 7 points greater than the total market
- Was the number one case growth CAM for J. J. Taylor Distributing Florida
- Responsible for developing and managing Sweetbay primary monthly promotions with local alcoholic beverages buyer
- Results-2009 +16 incremental ad features versus 2008
- Grew craft feature ads by +27 in 2009
- The 16 incremental ad features resulted in an incremental 52,210 cases or $1.04MM in gross revenue for J. J. Taylor.
Chain Set Specialist/ CAM
J. J. Taylor Distributing Florida
10.2007 - 03.2008
- Responsible for total account management of all J. J. Taylor's brands at Total Wine
- Result: - Grew the business 29.6% in assigned chain 28 points greater than the total market
- Responsible for execution of chain resets in total J. J. Taylor's footprint
- Results- J. J.Taylor chain business +11.9 % over this time frame.
Set Specialist
J. J. Taylor Distributing Florida
05.2006 - 10.2007
- Responsible for availability and placement of all J. J. Taylor brands in independent Convenience stores in Pinellas and Pasco Counties
- Result: -Implemented more than 100 price flow sets which resulted in more than 1,000 new items placed for J. J.Taylor.
Account Manager
I. J. Taylor Distributing Florida
06.2001 - 05.2006
- Of numerous accounts in Convenience trade to generate $2M in annual sales
- Responsible for retail conditions for all chain and independent convenience accounts
- Utilized fact-based selling to grow distribution by 17% throughout total route
- Sold in features through promotion of quantity discounts and merchandised accounts w/ POS to dominate account base vs AB wholesaler.
Sales Relief Representative
I. J. Taylor Distributing Florida
11.2000 - 06.2001
- Responsible to cover 5 different sales routes in all class of trade and the retail conditions of assigned wholesale club.
Merchandiser
I. J. Taylor Distributing Florida
08.2000 - 11.2000
- Responsible for merchandising and building of displays of all J. J. Taylor brands in assigned accounts
Education
Bachelor of Arts (B.A.) - Business Administration Candidate
Florida Tech
Melbourne, FL04-2023
Associates of Arts -
Saint Petersburg College
Saint Petersburg Fl01.1997
Skills
- Marketing strategy development
- Advertising strategy development
- JDA space optimization
- Analytical approach to selling
- Sales-driven merchandising
- Team leadership
- Ensure accuracy in data validation
- Pricing Analytics
Timeline
National Account Manager Southeast Large Format
Monster Brewing Company
12.2022 - Current
Chain Account Manager
J. J. Taylor Distributing Florida
09.2018 - 11.2022
Chain Account Manager
J. J. Taylor Distributing Florida
01.2010 - 09.2018
Chain Account Manager
J. J. Taylor Distributing Florida
03.2008 - 12.2009
Chain Set Specialist/ CAM
J. J. Taylor Distributing Florida
10.2007 - 03.2008
Set Specialist
J. J. Taylor Distributing Florida
05.2006 - 10.2007
Account Manager
I. J. Taylor Distributing Florida
06.2001 - 05.2006
Sales Relief Representative
I. J. Taylor Distributing Florida
11.2000 - 06.2001
Merchandiser
I. J. Taylor Distributing Florida
08.2000 - 11.2000
Bachelor of Arts (B.A.) - Business Administration Candidate
Florida Tech
Associates of Arts -
Saint Petersburg College
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