Sheena McAndrew

• Lead a Sales Execution team of 40+ Sales people by engaging a team of managers to drive results out of their direct team
• Achieve sales goals and successfully close supplier programs on a monthly, quarterly, and annual basis by prioritizing, motivating, and leading the teams
• Develop short and long-term sales strategies to gain market share, uncover new sales opportunities and increase revenue
• Bring creative ideas to Suppliers and Portfolio teams to create the tools needed for my team to succeed

• Increased Tito's case sales in WA by a CAGR of +25.5% over 5 years representing the Fifth Generation portfolio (On Premise CAGR +20.9%)
• Increased Tito's case sales in Alaska & Control States by a CAGR of +18.5% over 3 years representing the Fifth Generation portfolio (On Premise CAGR +14.4%)
• Managed a team of 4 RNDC Tito's BDMs in WA and an indirect line managing our RNDC Tito's Area Manager for UT, MT & WY
• Managed a total internal budget of $2.8M between all 7 states to cover incentives, POS, sponsorships, entertainment, pricing support, charity programs, graphics, education, & market support
• Consistently achieved State & Division goals while staying within budget
• Planned and built effective programming for Chain, On Premise & Off Premise to ensure market share growth and supplier goal attainment in 7 states
• Negotiated goals, programming, pricing, and GP with the supplier
• Hosted mentoring and coaching sessions with up-and-coming RNDC Territory Managers

• Managed up to 30 different Wine & Spirits suppliers within my portfolio
• Managed responsible use of supplier LMF budgets of 2M+ to build market relevant programs
• Facilitated the organization of all reports needed for effective supplier review meetings, tracking of programs, & KPI's
• Prepared and conducted quarterly and annual supplier business reviews and planning meetings in all markets
• Created monthly & quarterly sales tools for the team to execute goals by designing programs from top to bottom- ordering POS, building combos, creating incentives, graphics templates, sales sheets, and profitability models
• Developed and implemented pricing strategy by brand for all channels
• Forecasted shipments & depletions and communicating inventory needs for all suppliers within my portfolio
• Extensive field experience in all channels including direct selling, internal and supplier work withs, and Chain surveys
• Managed a dedicated portfolio BDM for Bogle

• Guided a team of 10 Overlay Sales Reps covering all of WA state to deliver on monthly and annual case, revenue, and GP goals as well as monthly tactics & KPIs
• Worked with the team to create a preplan for monthly, weekly and daily strategies to execute assigned programs and meet sales goals
• Prepared and delivered professional sales presentations and executing key selling tactics to gain new distribution, wells, drink menus, back bar displays and promotions in accounts
• Dramatically increased my expertise in wine and spirits, learning trends, gaining market intelligence, and driving brand awareness
• Negotiated large sponsorship deals between suppliers and accounts/venues
• Conducted staff training and education for wine and liquor products in accounts as well as for my sales team

• Lead sales teams to execute on revenue & quota goals
• Coached and lead the team to uncover opportunities in the market
• Executed supplier programming and accurately conveyed program success via market recaps
• Directed sales training and development programs
• Managed priorities within a sales portfolio with thousands of wine and spirits brands

Overall Skills:

• Proficient in MS Word, Outlook, Excel, and PowerPoint, and industry reporting tools such as MicroStrategy, Greatvines, Blue Ridge, Red Truck, Unify IRI, Nielsen data, Oracle, Report Hub & YMCO Supplier Portal