Scott McWilliams
Okahumpka,FL
Summary
National Accounts Sales Manager with extensive experience in fact-based selling and strategic management. Achieved significant brand growth and profitability through effective negotiation and partnership enhancement with major retailers. Committed to team development and delivering outstanding results in competitive environments.
Overview
26
26
years of professional experience
Work History
National Accounts Sales Manager
DG Yuengling & Son
12.2020 - Current
- Manage team of 4 Account Managers covering multiple National Account call points including 7-11, Circle K, Sheetz, WaWa, Racetrac, Walgreens, CVS, Dollar General, Publix, Kroger, Food Lion, Harris Teeter.
- Collaborate, plan, and communicate with Marketing Team & Region Directors to align on account and market specific objectives and goals that over deliver volume and profit plans.
- Improve team competencies by providing feedback during frequent performance meetings, create development plans that foster a winning environment, and help enhance skills to allow for future growth.
- Develop & enhance company National Account strategy focused around pricing, assortment, and programming.
National Account Manager – Eastern Region
Diageo
01.2020 - 11.2020
- Responsible for selling, communication, and development of the Diageo spirits portfolio across Publix, Southeastern Grocers, ABC Fine Wine & Spirits, and Giant Eagle.
- Work cross functionally with shopper marketing, category development, sales analytics, e-commerce, finance, and our local distributor teams to deliver annual operating plan.
- Foster strong strategic relationships with retailers and collectively develop a road map of success by understanding their goals and providing category solution to help achieve.
National Account Manager – East Region
Diageo Beer Company
01.2014 - 12.2019
- Grew Diageo Beer Company USA portfolio of brands volume, share, and profitability in Publix, Southeastern Grocers, and ABC Fine Wine & Spirits.
- Utilized fact-based selling, including; AC Nielsen, IRI, category management, VIP, Market Track, and consumer insights to provide profitable business solutions for the retailer’s beer category.
- Developed strategic price structure that included timely tactical promotions to secure ad features and TPR’s.
- Collaborated and over communicated with Diageo DM network and 75 distributor sales teams in 8 states to ensure flawless execution at store level.
- Consistently tracked, measured, and shared performance results and collectively built a road map of how to ensure better outcomes to deliver more profitable ROI with our 3-tiered distributor network.
- Worked cross functionally with marketing, brand teams, and field sales to conduct quarterly state and distributor planning meetings.
State Sales Manager – Florida
Diageo Beer Company
09.2011 - 01.2014
- Led and developed team of 8 sales professionals responsible for delivering $80 million in revenue while managing over $5 million annual budget.
- Collectively created annual business plans with distributor partners that held both parties accountable for results. Ability to adjust as market dynamics change.
- Managed pricing structure and strategy that aligned entire state to maximize profitability and allowed chain team to effectively secure state promotional activity.
- Conducted monthly P&L reviews, volume forecasts, R&O revisions, and budget compliance meetings.
Distributor Manager – Orlando, Florida
Diageo Beer Company
08.2005 - 09.2011
- Managed shared house distributors representing 25% of Florida's volume and $20 million in revenue by developing strong internal relationships, maximizing distribution opportunities, improving retail execution, motivating the sales force, conducting effective innovation rollouts, and increasing company and distributor profits.
- Championed monthly and quarterly business reviews to ensure accountability on agreed upon goals including shipments, depletions, distribution targets, and wholesaler investments.
- Ensured seamless execution of all National Account programs and mandates with frequent communication between distributor managers, corporate brand teams, regional marketing, and National Account Managers.
National Account Manager – Southeast Region
Miller Brewing Company
04.2004 - 08.2005
- Sold portfolio of brands and programming to buyers including Food Lion, Farm Fresh, Rite Aid, Mapco Express, Miller Mart, Wawa, Fasmart, Outback Steakhouse, Applebees, TGI Fridays.
- Responsible for volume, distribution, pricing, and retail execution in 1,000 outlets covering 6 states, which represented 4 million cases and 30% of total Va. chain account volume.
- Provided consistent communication of programs, promotions, pricing, space management, and execution expectations to over 40 distributors.
Regional Sales Learning Manager – Milwaukee, Wisconsin
Miller Brewing Company
07.2002 - 04.2004
- Created and implemented Miller Brewing Company sales learning curriculum to entire organization and distributor network.
- Utilized fact based selling process to improve analytical skills and selling ability in both corporate employees and distributors.
- Developed multiple educational online modules that included Selling in the 3 tier system, Selling skills, Beer Math, Distributor Financials.
Distributor Manager – Richmond, Virginia
Miller Brewing Company
02.1999 - 07.2002
- Grew Miller Brewing Company volume by 3% and market share by 1.1 points by managing business in 3 shared house distributors with sales volume over 4 million cases.
- Developed annual distributor sales plans and tracked volume, distribution, and display penetration success through monthly review meetings.
- Improved skill level of distributor sales personnel during frequent work-withs.
- Gained share of mind and achieved preferred supplier status by being highly visible and providing distributor with proven volume, profit, and growth recommendations.
Education
BA - Business Management
Radford University
Radford, Virginia01.1990
Skills
- Fact Based Selling
- Distributor Financials
- Effective Wholesaler Management
- Trade Math
- Negotiation and Conflict Management
- Space Planning
- Situational Leadership
- Strategic People Management
- Category Management
- Fiscal Responsibility & Reporting
Timeline
National Accounts Sales Manager
DG Yuengling & Son
12.2020 - Current
National Account Manager – Eastern Region
Diageo
01.2020 - 11.2020
National Account Manager – East Region
Diageo Beer Company
01.2014 - 12.2019
State Sales Manager – Florida
Diageo Beer Company
09.2011 - 01.2014
Distributor Manager – Orlando, Florida
Diageo Beer Company
08.2005 - 09.2011
National Account Manager – Southeast Region
Miller Brewing Company
04.2004 - 08.2005
Regional Sales Learning Manager – Milwaukee, Wisconsin
Miller Brewing Company
07.2002 - 04.2004
Distributor Manager – Richmond, Virginia
Miller Brewing Company
02.1999 - 07.2002
BA - Business Management
Radford University
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