Shawn M. Cotton
Sales Specialist
Brighton,MI
Summary
Results-driven Senior Account Manager with 20+ years experience driving territory revenue. Adept in communication, negotiation, and problem-solving, ensuring successful outcomes in diverse, fast-paced and competitive environments. Relationship selling and understands product knowledge, identifying customer needs and closing techniques are the foundation for a successful salesperson.
Overview
24
24
years of professional experience
1
1
Certification
Work History
Senior Account Manager
Imperial Beverage
Kalamazoo, MI
09.2009 - 02.2025
- Established strong relationships with 100+ customers and multiple suppliers in order to achieve monthly and quarterly goals.
- Achieved territory growth from $400K to $1.3M by averaging +8.5% per year.
- Created and conducted sales training to the Southeast Detroit Sales Team, field and classroom.
- Collaborated with the Wine Portfolio team and key suppliers to develop new product categories to increase sales for the entire sales team.
- Organized and conducted various beverage staff trainings, tastings, and wine dinners.
Account Manager
L&L Wine World/RNDC
Brownstown, MI
08.2003 - 09.2009
- Managed a territory consisting of chain grocery stores and independent accounts for 16 months.
- Promoted in less than two years to On-Premise Account Manager in Ann Arbor.
- Grew territory from $430K to $1.5M in four years.
- Specialized in developing wine training, tastings, and dinners for restaurants to increase their wine and beverage sales.
Account Executive
Audio Video Distributors
Wixom, MI
04.2001 - 04.2003
- Performed cold and existing account sales calls to advertising agencies, production houses, universities, municipalities, and Fortune 500, BCBSM, AAA, and FCN (Ford Creative Network).
- Developed new territory and customer base that generated over $200k per month in two years.
Education
BBA - Marketing
Adrian College
Adrian, MISkills
- Territory management
- Product development
- Customer relationship management
- Closing expertise
- Sales negotiations
- Sales training
Accomplishments
- Salesman of the Year 2005 & 2006
- Top 10 Sales - Imperial Beverage & L&L/RNDC - multiple years
Certification
- Beverage Certifications WSET 2007 Court of Sommelier 2009 Cicerone 2014
- Personal & Commerical Insurance License - 2017-2019
Timeline
Senior Account Manager
Imperial Beverage
09.2009 - 02.2025
Account Manager
L&L Wine World/RNDC
08.2003 - 09.2009
Account Executive
Audio Video Distributors
04.2001 - 04.2003
BBA - Marketing
Adrian College
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