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SENIOR LEVEL SALES MANAGEMENT ? MALT BEVERAGE INDUSTRY

Dynamic, high-energy and results-driven Sales and Operations Executive with a demonstrated track record of leading strategic client relationship management, program development and exceptional sales growth for high profile industry leaders for the malt beverage industry. Recognized leader and motivator with the ability to lead double-digit revenue growth despite a challenging economic climate. Influential communicator and incomparable closer with the ability to gain the trust, cooperation and commitment of key decision makers. Eager to integrate broad based experience and visionary leadership into a Senior Level Sales/Business Development Management role with a world-class organization poised for growth.

Core Competencies
Business Development ? Sales & Marketing ? Sourcing ? Brand Development ? Product Design & Selection Vendor Relations ? Market Trends ? Forecasting ? Negotiations ? Product Placement ? Team Leadership ? Strategic Analysis ? Communications ? Product Lifecycle & Development ? Mentoring ? Analysis & Planning Budget Development & Adherence ? Brand & Trade Development ? Cross Functional Team Development & Management ? Business Analysis ? Process Streamlining ? Customer Relations ? Operations Improvement ? Profit & Volume Growth ? Brand Analysis ? National Account Development

PROFESSIONAL EXPERIENCE
August A. Busch Co., Medford ? MA 1981 ? 2011
Director of Sales (2010 ? 2011)
? Served as Director of Sales and managed 60 sales team associates with annual budget of $1M and sales volumes of 10M cases.
? Directed territory of 3,300 customers in the Boston Market area in a high volume 20-mile radius, with 30 key account oversight initiatives.
? Developed solid rapport with area clients, influenced a variety of selling channels, and fostered community and business relationships that furthered sales and revenue growth.
? Collaborated with multiple brewers including, AB InBev Corona, Widmer Bothers, strategically selling and managing more than 100 brands and 500 packages.
? Successfully forecasted sales and throughput and introduced new brands, pushing for extended market share.
? Developed effective incentive programs, pricing and discount strategies that aggressively pushed for greater market share and brand awareness.
? Key negotiations in sales rep and Union involved contracts, and ensured quality QA/QC standards were met while managing finished product loss initiatives.
? Achieved all EBITDA targets, sales volume, and market share goals while managing all facets of draft beer operations.
Key Highlights:
? Strategic achievement of EBITDA target of $12M, shelf space goals of 45%, display goal of 75% beer on in-store product placement.
Area Sales Manager (2003 ? 2009)
? Managed all sales strategies and oversaw 30 sales personnel for 1,500 customers and $100M in gross sales.
? Oversaw all shelf space departmental goals and provided all sales department personnel with sales management and mentoring that successfully accomplished unparalleled sales increases.

Off-premise District Manager (2000 ? 2002)
? Developed and implemented aggressive sales goals and budget management initiatives for high volume key account base and managed three direct Sales Representatives.
? Territory was successful in acquiring $20M in sales, successfully selling 1.25M cases of malt liquor, and in 2001 grew territory more than 3.3% and additional 2.8% in 2002.

District Sales Manager (1998 ? 2000)
? Managed all aspects of assigned district with a staff of 5 sales representatives, providing sales coaching and training that assisted in driving sales to $24M and selling 1.25M cases in annual sales.
? Developed sales volume goals and aggressively pushed territory expansion to 1.6% in 1999 with $24M in sales and 1.2% growth in 2000.
Sales Representative (1987 ? 1998)
? Provided key account management strategies and oversaw all selling, merchandising, stock rotation, in-store promotions, and collections for area route deliveries.
? Recipient of Top Sales Rep in 1994 and 1995 and Winner of Retail certification with $5000.00 payout
Operations Administrator (1985 ? 1987)
? Provided effective forecasting and inventory planning for 10M cases while providing management of warehouse stock rotation and supervision of all warehouse personnel.
? Managed all delivery of merchandise and provided superior Inventory Management initiatives, successfully scoring Excellent in inventory reviews 3 years running as part of Threshold of Greatness Review.
? Fostered key vendor relations with breweries and carriers, and collaborated with Fenway Park and Boston Gardens to successfully supply all malt liquor requirements. Received Exemplary Employee award in 1986.

ADDITIONAL EXPERIENCE
Worked as Eagle Snacks Brand Coordinator for AB Snack Company; Young Adult Coordinator at Boston College Markets; Telemarketing Sales Representative at Leonard Silver Co.

EDUCATION AND CREDENTIALS

BA, Business Administration ? 1980
Boston College, Chestnut Hill ? MA
Recipient of Football scholarship ? Quartberback
(1975 ? 1976)
University of Notre Dame
Recipient of 4-year Football scholarship

Certifications:
Busch Selling and Coaching
Presenting
Microsoft Office Suite
Analytics
Six Sigma White Belt
Leadership

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