Summary
Overview
Work History
Education
Skills
Websites
Certification
Timeline
Generic

W. Thomas Novelline

Cohasset,MA

Summary

Sales leader with extensive experience in strategic pricing and market analysis. Demonstrated ability to drive significant growth and enhance brand positioning through strong distributor relationships. Skilled in team leadership and negotiation, consistently increasing profitability and market share. Proven track record of delivering results in competitive markets.

Overview

25
25
years of professional experience
1
1
Certification

Work History

Northeast Division Manager

Rutherford Wine Company
Napa, CA
04.2024 - Current
  • Manage 12 markets from Maine to West Virginia.
  • Developed educational materials on vineyard areas to enhance distributor sales effectiveness.
  • Executed strategic pricing modifications to enhance competitiveness in market while ensuring profitability.
  • Transformed growth trajectory on two core brands in H2 2024 compared to H1: Predator from -2.7% to +7.2%, and Scott Family from -11.6% to +24.6%
  • Nurtured reliable communication, establishing trust with distributor management that was previously absent
  • Attained second highest gross profit growth within company for 2024 and YTD 2025

President

Vintage Broker Services, LLC
Cohasset, MA
07.2023 - 04.2024
  • Relying on my network of long time business relationships, I started a fine wine broker services company representing three diverse clients in 14 East Coast markets.
  • Grew my top client's volume in their 4 focus markets by exactly 100%
  • To date I have four new distributors on board for 2024, have added 4 sku's each to two existing markets, and have impacted distributors' awareness and focus on the key wines I represent.

New England Division Sales Manager

Delicato Family Wines
Napa, CA
01.2016 - 06.2023
  • Engaged with distributor senior leadership to establish divisional sales goals for 15 wine brands, achieving $73M in FY 2022 revenue.
  • Trained and managed ten direct reports while supervising two indirect reports, enhancing team performance.
  • Drove division sales and market share growth, maintaining profitability across multiple channels.
  • Prepared and monitored budgets, administered P&L, conducted forecasting, and set pricing strategies.
  • Negotiated pricing strategies with distributors aimed at boosting company margins while preserving competitiveness in marketplace.
  • Outlined go-to-market strategy based on market conditions and competitive intelligence to boost revenue.
  • Managed retail assortment; collaborated with Trade Marketing Manager to develop effective retail programs.
  • Identified retail trends with Analytics Team, leveraging insights for strategic decision-making.
  • Achieved 26.4% annual sales growth since 2019 by uniting on innovative pricing strategies.

Northeast Regional Account Manager

Delicato Family Wines
01.2015 - 01.2016
  • Executed strategic sales initiatives, leading quarterly meetings to boost Northeast sales channel growth.
  • Aligned pricing and sales strategies with national priorities, enhancing ROI for underperforming categories.
  • Collaborated with distributors to increase statewide chain program sales volume.
  • Served as sole contact, conducting sales calls to major retail chains.
  • Built long-term relationships with key wholesalers and wine buyers.
  • Launched display planner, coordinating promotions and pricing per buyer specifications.
  • Expanded planner activity, reversing negative trends for core brands in top chains.
  • Increased Shaw's case volume by 49%.

Fine Wine Specialist

Delicato Family Wines
01.2012 - 01.2015
  • Crafted portfolio go-to-market strategy and pricing in collaboration with regional sales managers and executives.
  • Called on on-premise and off-premise accounts across East Coast and Texas.
  • Delivered essential winemaking insights and selling points to sales teams as liaison between departments.
  • Instructed national salesforce and distributor networks with trade education and tastings focused on luxury portfolio.
  • Coordinated winemaker presentations and blending demonstrations with winemaking and public relations teams, creating PR opportunities.
  • Launched new fine wine releases, including Diora Pinot Noir and Black Stallion Winery Transcendent at $150 per bottle.
  • Conducted quarterly business reviews with senior distributor management to identify market growth opportunities.
  • Increased luxury portfolio by 36% within first year, boosting high-end retail volume for Napa portfolio by 31%.

Regional Sales Manager/Area Sales Manager

Delicato Family Wines
01.2001 - 01.2012
  • Collaborated with division sales manager to produce accurate sales forecasts and implement effective sales strategies.
  • Administered regional P&L; coached one direct report as Regional Sales Manager.
  • Cultivated sustainable relationships with accounts and distributors, driving cost-effective GTM strategy.
  • Managed wholesalers by setting objectives, tracking performance, and leading monthly QBR meetings.
  • Successfully launched new products, including Gnarly Head and Bota Box, from 2004 to 2010.
  • Achieved sales, shipping, depletion, and pricing goals while aggressively controlling costs for profit margins.
  • Elevated Bota Box to #1 premium 3L brand through strategic market distribution without a national sales team.
  • Secured shelf space in top grocery chains and executed impactful radio marketing campaigns for Bota Box.

Education

Bachelor of Arts - Economics

University of Michigan
Ann Arbor, Michigan

Skills

  • Strategic pricing and market analysis
  • Sales forecasting and P&L management
  • Distributor and customer relationship management
  • Team leadership
  • Negotiation expertise
  • Problem solving
  • Cross-functional collaboration
  • Sales management

Websites

Certification

  • WSET Level 3 with Merit, 2013
  • Certified Specialist of Wine, 2012
  • CSW
  • WSET 3

Timeline

Northeast Division Manager

Rutherford Wine Company
04.2024 - Current

President

Vintage Broker Services, LLC
07.2023 - 04.2024

New England Division Sales Manager

Delicato Family Wines
01.2016 - 06.2023

Northeast Regional Account Manager

Delicato Family Wines
01.2015 - 01.2016

Fine Wine Specialist

Delicato Family Wines
01.2012 - 01.2015

Regional Sales Manager/Area Sales Manager

Delicato Family Wines
01.2001 - 01.2012

Bachelor of Arts - Economics

University of Michigan

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