ROBERT J. DILLAHEY, JR.

Lead sales and marketing initiatives with full portfolio responsibility

• Oversee $60MM portfolio of wine and spirits, managing several supplier divestitures while expanding margin by 2.1%.
• Manage 4 Direct Reports, 1 Portfolio Manager, 1 Business Development Manager, 1 Business Analyst and a Division General Manager along with oversight in 5 Selling Divisions comprised of 24 Division Managers and 154 Sales Reps.
• Build an annual Sales and Revenue Plan including a Local Marketing Fund aligned to supplier initiatives to drive growth
• Established Daily, Weekly, Monthly and Quarterly Routines to ensure optimal success focused on inventory, forecasting, pricing, programming, sales execution, budget analysis and operating profit.
• Conduct Quarterly Business Reviews with Senior Leadership, Division Leads and Supplier Management to discuss successes and opportunities.
• Utilized feedback, market insights and syndicated data to adjust plans moving forward to evolve with market conditions.
• Successfully managed change within the organization, ensuring smooth transitions during periods of restructuring or process improvements (Sept 2019 and Sept 2024).
• Implemented several engagement platforms to foster inclusion, recognition and celebration of accomplishments.

Relocated to Newport for our family to settle down and learn the Wine and Spirits side of the beverage business

• Led 4 Managers and 27 Reps in the Constellation dedicated division comprised of the top 600 Retail Accounts in MA producing $65MM Revenue.
• Hired, Trained, and developed via an ongoing development curriculum.
• Established employee recognition programs to drive higher levels of engagement and celebrate accomplishments.
• Implemented innovative solutions to raise the bar organically in the division with tools like WhatsApp, Suggestion Ox, Form Stack and Go Spot Check.
• Grew sales by 10.1% in 2018 and 8.8% in 2019.
• Re-established Key Acct contacts and frequency to improve touch points and increase engagement with our brands.
• Adjusted budget spends to better activate brands with tastings, retail events and premium POS.

Relocated to lead sales, marketing and execution strategy in the state of Georgia

• Provided leadership and direction to a team of 12 District Managers, High-End District Managers, On-Premise and Off-Premise Trade Marketing Managers, and a Non-Equity Trade Marketing Manager to manage relationships and deliver revenue targets.
• Performed regular market visits with team members to 27 independent wholesalers selling 42 million cases and over $850MM in revenue annually to manage wholesaler business partnership to deliver KPI results.
• Led sales efforts in the 6th largest volume state; finished 2 (out of 32) Sales Directors in Q4 2016 Scorecard KPI Incentive.
• Oversaw long-term strategic business planning and assisted wholesalers with the development of business plans to deliver targets on distribution, taps, and displays to drive volume and revenue.
• Developed annual sales, price, and promotional plans, cultivate and maintain retailer relationships, ensure effective execution of national, regional, and local priorities, and oversaw employee development and evaluation process.
• Used data insights from the Beer Institute Report, IRI and Spectra to identify opportunities to grow sales and share.
• Worked directly with Regional Vice President on key opportunities and issues within the state.
• Implemented programs to increase engagement through recognition programs and team acknowledgment meetings to set a clear focus on winning by defining purpose for each team member to perform at a high-level.

Promoted and relocated to North American HQ to drive business with off-premise independent retailers selling 45M barrels annually in the U.S.

• Steered strategy and program development through leadership and direction to a team of seven direct reports with individualized focus on Convenience, Grocery, and Package Liquor Channels; covered 45.7% of ABI's annual volume.
• Cultivated a culture of innovation by promoting creative thinking and encouraging employees to take calculated risks in pursuit of solutions.
• Worked directly with brand teams to gain an understanding of brand platforms to enable development of below-the-line solutions that worked at retail to deliver each brand's message in a consumer-facing manner that resulted in strong ROI.
• Conducted an extensive segmentation on 240,000 Points of Connection to predict consumer buying patterns through key retail attributes to be more predictive and provide better solutions; utilized the segmentation to identify and change approach at Latino-specific stores; worked with third-party vendor to add shopper buying habits and seasonal trends into data base.
• Developed and supported every member of the team to receive promotions within the company during uncertain times.
• Delivered topline growth within each channel through market-level strategy and 360 holiday programming.

Promoted to lead communication efforts and alignment of region plans with national high-end priorities.

• Served as the liaison between brand teams, region sales, and wholesaler sales teams to drive distribution, sales, and market share of the ABI high-end brands in the 12-state Northeast region selling 14 million cases of high-end brands annually.
• Enhanced organizational effectiveness by adding five High-end State Coordinators, and five high-end Reps. covering 74% of the Region high-end volume; increased sales of focus brands +16.7%, driving total high-end growth of +12.6%.
• Set-up a new high-end brand/package process to routinely communicate with wholesalers and field sales on plans, targets, and execution status on points-of-distribution, shelf space opportunities, selling collateral and wholesaler forecast/ordering.
• Managed risk effectively by identifying potential threats, developing contingency plans, and implementing mitigation strategies in line with overall business objectives.
• Worked closely with 36 non-dedicated wholesalers to ensure best efforts in selling 1.8 million annual cases of ABI high-end brands.
• Successfully launched Goose Island into 43 markets in 2012; implemented a new process to monitor supply vs. demand.
• Served as liaison between M&A Dept. and wholesalers to integrate St. Pauli Girl and Presidente brands into the region.
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Promoted to provide total account management and lead sales initiatives by managing key regional decision points.

• Developed and managed sales, marketing, and distribution goals to grow volume, market share and profitability at independent package liquor stores in the states of Massachusetts and Rhode Island.
• Called on decision points to build relationships, develop account plans, and align sales goals/controllable targets with eight key wholesalers and field sales managers by selling-in and implementing sales, pricing, ad features, displays, and shelf space plans.
• Grew volume from 5.5 million cases to 5.5 million cases (300,000-case increase) at 250 retail outlets within 37 buying groups.
• Planned and conducted brewmaster dinners to showcase the craft, import, and specialty beers to consumers and retailers.
• Over-indexed total off-premise by 145% on critical high-end brands growing volume +31% and outpacing the market by +2%.

Promoted to develop and execute annual marketing plans, sponsorships and special events in Upstate New York and Vermont.

• Led ABI brand marketing with a $5 million budget, by communicating with, planning, and coaching field sales personnel at 17 wholesalers to execute promotional plans to support national marketing initiatives with local customization.
• Negotiated, planned, and executed sponsorship and activation with partners including NFL Buffalo Bills, NHL Buffalo Sabres, Saratoga Performing Arts Center, Carrier Dome, Darien Lake Amphitheater, Watkins Glen, casinos, and festivals.
• Facilitated communication of brand strategies and collaboration between field managers and wholesalers to ensure comprehensive execution of retail programs to drive displays, ads, and price features in key retailers throughout the territory.
• Performed in-depth review of marketing budgets by property, and adjusted the annual budget process, with wholesaler buy-in of annual commitments, to allow more flexibility and ability to capitalize on new/emerging marketing investments.

Promoted and relocated to Northeast Region office to coordinate and manage pricing strategy for the 12-state region.

• Improved the region's financial performance through analysis, planning, preparation, and implementation of the annual revenue plan and price increase strategy that increased region revenue by $10 million to $15 million annually.
• Delivered thorough and precise pricing and revenue recommendations to Region V.P., General Manager, and Sales Directors through data analysis, and served as liaison between field sales, Wholesalers, Region Office, and Revenue Management.
• Coached and mentored field managers to become more effective in their pricing discussions with wholesaler and retailers.
• Developed an import strategy to simplify pricing strategy by line pricing like brands which increased chain advertising activity.
• Managed the integration of the Rolling Rock and InBev portfolios into the ABI pricing structure, to achieve desired margins.

• Senior Regional Sales Manager - Atlanta, Georgia (July 2003 - August 2005
• Regional Sales Manager - Columbus, Georgia (Feb. 2001- July 2003)
• On-Premise Marketing Territory Supervisor – New York, New York NY (June 2000- Feb. 2001)
• On-Premise Marketing Coordinator - Chicago, Illinois (Sep. 1999 to July 2000)
• Atlanta Beverage Company - Specialty Beer Manager | Key Accounts Manager - Atlanta, Georgia (Jul. 1997 to Sep. 1999)

• Managed key pricing, sales, marketing and operational actions in diverse territories, working with two wholesalers in Atlanta, selling 17 million cases.
• Provided direction and leadership to wholesalers to maximize brand awareness, distribution, sales, and market share growth through communication of region priorities, sell-in of ABI programs, and development of annual business plan.
• Built relationships within account base of 2,500 stores; exceeded sales volume and revenue goals.
• Achieved regional sales objectives by coordinating sales team, developing successful strategies, and servicing accounts to strengthen business relationships.
• Performed regular market visits to coach and motivate sales teams, implement pricing plans, lead quarterly business reviews and conduct annual wholesaler assessments to ensure compliance with Equity Agreement and IMPACT Selling expectations.
• Identified sales issues and market opportunities, developed action plans, and supported promotional, advertising, and sponsorship programs at retail; managed budgets; monitored competitive activity; developed custom programs.
• Utilized Scorecard as a means of guiding wholesaler execution on key initiatives, and identifying opportunities/threats.