Zachary Ulrich
Director of Sales
Deerfield Beach,FL
Summary
To bring my vast experience, polished expertise, existing relationships and proven ability to build relationships to a company that will recognize, empower, compensate, and provide a long term career path suitable for my accomplishments, skill sets, and dedication.
Qualified [Desired Position] with proven track record in driving revenue growth and leading high-performing sales teams. Successfully implemented strategic sales initiatives that resulted in significant market expansion. Demonstrated expertise in building strong client relationships and leveraging market insights to optimize sales strategies.
Experienced with strategic sales planning, consistently identifying and capitalizing on market opportunities. Utilizes data-driven insights to inform decision-making and drive sales performance. Track record of cultivating strong client relationships and leading teams to achieve ambitious sales targets.
Overview
26
26
years of professional experience
1
1
Certification
Work History
Director of Sales
BREZ
04.2024 - Current
- Responsibilities: Managing existing distributor networks while seeking, vetting and forming new strategic partnerships throughout the South Eastern USA, prospecting chain account business while building success stories in the neighboring indy markets, program development (both chain and independents), program execution, incentives, and/or Key accounts within South Eastern United States
- Ongoing Duality in marketing campaigns- both in development and execution with our marketing and ecommerce teams to ensure the maximization of our investments as well as alignment on brand message, image, and go-to market strategies
- Developing and Managing Internal Sales Team, Distributor Sales Force, as well as potential cross merchandising / branding partners
- Launching new brands – From business plan to distribution to volume objectives to hosting launch parties to Distributor GSM activities to chain and independent activations
- Developed strategic partnerships and programs to grow our different lines throughout the Hotel, Resort, Country Club, and Restaurant (On-Premise channels)
- South East United States
- Developed and executed sales strategies to drive revenue growth and market expansion.
- Established training programs for sales staff to improve performance and product knowledge.
- Analyzed market trends to inform product positioning and competitive strategies.
Area Sales Manager
Swoon Beverage
01.2023 - Current
- Responsibilities: Management of the South Florida territory throughout all grocery chains, On-premise chains, all independent retail accounts as well as our distributor networks and merchandising team and Florida District Managers.
- Develop state and local programing as well as implementation and execution of National programs.
- Grow distribution within existing and gain new placements in prospective accounts.
- Coordinate, track and incentivize our broker networks.
- Corporate buyer calls and trade show events.
- South Florida
District Manager
D.G. Yuengling & Son, Inc.
01.2019 - 01.2023
- Responsibilities: Management of distributor and local marketing agency – working with & supporting sales force, consistent time with brand manager to fight for market share, brand portfolio focus, and to develop creative/impactful programs, incentives, and promotional strategies; then presenting to distributor sales and management teams
- Building upon recently launched secondary brand – Growing the Golden Pilsner brand within all formats specific focus points: On-Premise; (Primary) Make placements (Immediate secondary’s) cultivating/developing the new and existing distribution both (1)draft & (2)package while combining my efforts by strategically supporting the Lager flagship brand pairing & draft revitalization, Large Format: display execution, and Small Format: distribution & program support (Golden Pilsner was a brand that needed the most supplier help in the On-Premise to gain focus, faith, and distro for the distributor’s On-Premise reps & to help drive demand in the Off-Premise)
- Launching new brand (Flight) - From business plan to distribution to volume objectives to hosting launch parties to Distributor GSM
- Developing local plans for seasonal and/or limited time release brands to capitalize on incremental holistic growth for the South Florida territory (Oktoberfest, Hersey, Etc)
- South Florida
Business Development Manager
Spiribam
01.2017 - 01.2018
- Responsibilities: Managing all territory distributors, Spiribam Brand Ambassadors, marketing agency and broker partners, all chain account business, program development (both chain and independents), program execution, incentives, and/or Key accounts within South Eastern United States
- Launching new brands – From business plan to distribution to volume objectives to hosting launch parties to Distributor GSM activities to chain and independent ativations
- Developed strategic partnerships and programs to grow our different lines throughout the Hotel, Resort, Country Club, and Restaurant (On-Premise channels)
- Territory- SE Region US / Caribbean
National Accounts Manager
Lorina
01.2014 - 01.2016
- Responsible for all chain and/or corporate accounts with corporate headquarters in Eastern United States (Florida to Texas all the way up to Maine) - From traditional or specialty grocery and restaurants to discount outlets, distributors, transportation/hospitality, closed groups, and exporters
- Current contacts and familiarized practices throughout Eastern US include but not limited to Chain Accounts, Distributors, Total Territory Misc. Contacts list throughout the Eastern US – from Distributor sales reps to Distributor Managers to from store Mangers to Corporate buyer
- Developed Spirits partnerships and programs to grow the Lorina line throughout the Spirits and Restaurant or On-Premise channels
- Managed all distributors, fulfilment warehouses, and direct ship accounts within Eastern US
- Represented Lorina in specialty foods and distributor shows or events including the annual Fancy Food and PLMA shows
- Developed annual business plans for internal objectives and budgets
- Developed, sold , and executed specific corporate chain account programing, strategies, business plans and goals
- Developed and implemented distributor business plans, goals, independent account programing, incentives, while working with Key account managers and participating in Sales Meetings, presenting products and objectives to salesforce
- Developed National chain programs, nationwide compatible independent programs, national incentives, and strategic deal pricing
- Chain accounts / Territory Contacts - Total list is to extensive for resume: A few to list: Publix, SouthEastern Grocers, Total- Wine, ABC, Wegmans, Fresh Market, Big Lots, Rite-Aid, Ollies, HEB, Specs, European Imports, United, Premier, Fairway, Meijer, Nash, Ingles, Earthfare, Stew Leonards, Gristedes, Walmart, Club Stores and Military Channels. ( Eastern US distributor networks ..Kehe, Unfi, Haddon House, Sysco, and many more )
- Territory- Eastern United States
Territory Manager
Premier Beverage
01.2013 - 01.2014
- Maintained Bacardi and Brown Forman standards for partnership accounts
- Managed the Bacardi and Brown Forman portfolios and the sales force
- Managed Chain accounts within territory including Publix, Winn Dixie, Albertsons, Total Wine, Crown, and Big Daddy’s Liquors
- Developed independent account and chain account programs, incentives, and strategic pricing
- Placed each of the new packages introduced by Bacardi and Brown Forman achieving 100% distribution
Regional Accounts Chain Manager
Sapporo USA/ Unibroue USA
01.2008 - 01.2013
- Developed state compatible /specific programs for the 26 Eastern States within my territory
- Responsible for managing 25 chain accounts (On & Off Premise) and working with 16 focus wholesalers (Chain Departments)
- 2011-2013 The Unibroue USA portfolio of craft beers were added to my responsibilities (covered both portfolios)
- Worked with 4 Sapporo USA Regional Sales Managers and with 4 Unibroue USA Regional Sales Managers
- Placed new products, increase space, and created momentum
- Made difficult on-premise placements outside the Japanese Market including Fountain Blue (South Beach), Tiki Bar (Islamorada), Rock Bar (South Beach), Murphy’s Law (Hard Rock, Hollywood, FL)
- Created a rack and IRC program - triple digit growth for 3 months in Publix, maintained double digit growth
- Set up survey programs that eliminated out of stocks and insure program participation outside of incentive periods.
- Quickly promoted from District Manager to Florida State manager, and then again to Regional Chain Manager responsible for the entire East Coast – Promotions reflecting success with Florida’s chain accounts and focus distributors
- Territory- Eastern US
Realtor/ Assistant Office Manager
Capitol Real Estate Group
01.2004 - 01.2008
- Recruit new and experienced agents
- Set daily activities to generate business
- Over 3 million in personal real estate transactions annually
- Implemented training courses for new recruits – farming specific territories, finding a niche, networking, loan pairing and approvals
District Manager
Heineken-USA
01.2000 - 01.2004
- Developed On and Off Premise accounts in Broward County - Managed the Off Premise in Broward County
- Developed Business plans, and monitored and effectively used annual budgets
- Managed distributor relationships, working with and training distributor sales force
- Created, executed, and recapped local and national programs incentives
- Double digit growth on Amstel Light all 4 years in a row (Led to brand establishment as an independent entity)
- Hit Heineken numbers all 4 years (8% Annual Average)
- Found additional money from non-competing brand to double our on-premise promotional activity in Ale House
- Won Sales Incentive sending me to Australia to host the Australian Open
Education
Business Administration
University of South Western Louisiana
Lafayette, LA01.1998
Skills
- Fluent in: Salesforce, Excel, Word, PowerPoint, Outlook, GoSpotCheck
Accomplishments
*Double to triple digit growth within every position held throughout my career. Took Sapporo up 300% in the state of Florida as state manager, then 200% throughout the eastern USA through national and regional chain accounts
Certification
Additional Certifications: Cicerone Certification (CBS) - Craft Beer Expert
Training
- Company Sponsored Training: Graduated Five Stars- Heineken University
- Category Management
- Distributor Management
- Negotiating Skills
- Utilizing Unexpected Tools and Out of the Box Thinking
- Fact-Based Selling
- Grocery-Store Insights
- Sales Coaching Leadership
- Presentation Power
- Advanced Fact Based Selling
- Key Account Leadership
Timeline
Director of Sales
BREZ
04.2024 - Current
Area Sales Manager
Swoon Beverage
01.2023 - Current
District Manager
D.G. Yuengling & Son, Inc.
01.2019 - 01.2023
Business Development Manager
Spiribam
01.2017 - 01.2018
National Accounts Manager
Lorina
01.2014 - 01.2016
Territory Manager
Premier Beverage
01.2013 - 01.2014
Regional Accounts Chain Manager
Sapporo USA/ Unibroue USA
01.2008 - 01.2013
Realtor/ Assistant Office Manager
Capitol Real Estate Group
01.2004 - 01.2008
District Manager
Heineken-USA
01.2000 - 01.2004
Business Administration
University of South Western Louisiana