Summary
Overview
Work History
Skills
Certification
Timeline
Generic

Steve Hoberg

Cumming,GA

Summary

Dynamic sales leader with a proven track record at Georgia Crown Distributing, excelling in client relationship building and key account management. Spearheaded business development initiatives, driving significant market growth. Skilled in data-driven, analytical decision-making and territory management, consistently surpassing sales goals through innovative strategies and consultative selling.

Overview

18
18
years of professional experience
1
1
Certification

Work History

Key Account Manager

Georgia Crown Distributing
12.2020 - Current
  • Focus on new accounts as well as new business development throughout the on-premise division.
  • Act as the lead contact for several large restaurant groups including TMac, Indigo Road Restaurants, and Muzo Saritas' ventures (Cuts Steakhouses, Metro Cafe, Atalian, and Truva).
  • Help develop new sales materials and strategies for the on premise division to execute in the market.
  • Drive profitability through structured programs with designated accounts.
  • Personnel management of the on-premise merchandiser.
  • Communicate regularly with upper management about new account openings. This includes maintaining the on-premise master diary for all openings in the North Georgia on-premise market.
  • Work with the sales team in market, both for new accounts as well as any in market needs that may arise.
  • Conduct training seminars and events in accounts such as wine dinners, beer dinners or whisky pairings.
  • Sell all of the Georgia Crown portfolio across all commodities wherever needed.
  • Maintain relationships with keep buyers across the division.

Sales Manager

Georgia Crown Distributing
04.2012 - 12.2020
  • Acted as the first ever on-premise sales manager.
  • Oversaw a team that grew from 30+ outside sales reps, 3 inside sales reps, 5 sales supervisors and 3 commodity managers to become a team of 40+ outside sales reps, 5 inside sales reps, 8 sales supervisors, 5 key account managers and 3 sales managers.
  • Evolved market practices and execution across the entire division, leading to several national awards from our main suppliers including the Diageo Golden Bar for on-premise division of the year and on-premise division of the year for WJ Deutsch.
  • Created and maintained all sales goal assignments and the method for tracking and accountability.
  • Established tracking systems still in use for the purpose of measuring growth, reassigning territories and all other sales quantification.
  • Interviewed, hired, trained, developed and promoted all prospective and current sales members.
  • Evolved territory structure, account assignment and pay structure as the team expanded.
  • Spear-headed and implemented the change to the company's on-premise commission structure which is in place today.
  • Worked with key account managers to develop the process used today for new account assignment and tracking.
  • Acted as the sole voice of authority to the sales team, working as a liaison between the marketing team, senior management and the sales team.
  • Worked directly with the commodity managers and the marketing team to develop effective sales programs for the sales team to execute.
  • Drove training and development of the sales team through regular sales seminars, leadership webinars and hosted trips to producer locations.
  • Developed customized programming for accounts that drove increased overall sales.
  • Found creative solutions to accounts needs across the market.
  • Participated in QBR meetings as well as programming meetings with major suppliers for all commodities.
  • Conducted team meetings on a regular basis.
  • Maintained relationships with key buyers across all territories.

Area Sales Supervisor

Georgia Crown Distributing
09.2009 - 04.2012
  • Managed a team of 4 sales reps covering the eastern half of the North Georgia on-premise division.
  • Conducted regular team meetings to drive expectation and overall sales success amongst the group.
  • Created a culture of competition and winning within team.
  • Drove overall growth across all territories.
  • Developed 3 of my original 4 reps into future leaders within the company.
  • Saw year on year sales growth in all 4 territories.
  • Developed sales training exercises for the reps to complete.
  • Assisted in the market as an adjunct to the reps efforts.
  • Maintained relationships with key accounts in the area.

Key Account Sales Representative

Georgia Crown Distributing
08.2007 - 09.2009
  • Sold wine specifically to the top 50 accounts in Buckhead and midtown Atlanta.
  • Shared accounts with spirits specialist, focusing on growing market share in the wine programs.
  • Innovated approach as the economy swooned in 2008, still driving growth n my accounts through those rough times.
  • Visited several wine producing regions, expanding my knowledge and passion for the commodity.
  • Obtained my CSW, my level 1 ISG certification and a food and wine pairing certification called Zing!
  • Developed abilities to speak and sell to an elevated level of buyer.
  • Regularly hit or exceeded sales goals and incentives with all major suppliers.
  • Recognized as a lead sales associate.

Sales Representative

Georgia Crown Distributing
09.2006 - 08.2007
  • Managed a sales route of roughly150 accounts covering a territory from Dunwoody to midtown.
  • Sold to a variety of types of accounts from dive bars to sushi restaurants to fine dining across all commodities.
  • Regularly grew sales and profitability in the territory, hitting KPI sales goals and incentives.
  • Participated in company hosted trips to supplier locations both in the US and abroad.
  • Frequently won incentive trips through suppliers.
  • Found creative methods to solve problems.
  • Maintained relationships with accounts, many that I still maintain today.
  • Discovered a passion for sales and the alcoholic beverage industry.

Skills

  • Client Relationship Building
  • Business Development
  • Key Account Management
  • Data-driven decision-making
  • General computer skills
  • Sales tactics and analysis
  • Account Management
  • Account development
  • Needs analysis
  • Consultative Selling
  • Territory Management

Certification

  • CSW
  • ISG Level 1
  • CSP - Certified Sales Professional

Timeline

Key Account Manager

Georgia Crown Distributing
12.2020 - Current

Sales Manager

Georgia Crown Distributing
04.2012 - 12.2020

Area Sales Supervisor

Georgia Crown Distributing
09.2009 - 04.2012

Key Account Sales Representative

Georgia Crown Distributing
08.2007 - 09.2009

Sales Representative

Georgia Crown Distributing
09.2006 - 08.2007

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Steve Hoberg