Experience

Phillips Distilling Company

• United States
• Food and Beverage Services
• 1 - 100 Employee

• Senior Regional - East and Mid Atlantic

  • Jun 2019 - Present

  Responsible for delivering Operating Profit, Depletion Objectives and Shipment Volume as well as launching brand extensions and innovation. Also lead a team of Regional Managers in the East and Mid Atlantic Responsibilities and Key Results: • Improved distributor accountability by outlining market standards and expectations through monthly meetings and Top-to-Top QBRs • Manage 3 Regional Managers with clear and concise direction resulting in greater levels of commitment and understanding of our core priorities • Introduced and implemented Brand Standards which has resulted in heighten distributor accountability and market level execution • Implemented budget tracking tools and distributor priority calendars which resulted in increased focus and engagement both internally and externally • Successfully implemented pricing opportunities and created value on core brands while minimizing volume risk



Phusion Projects

• United States
• Food and Beverage Services
• 100 - 200 Employee

• Vice President of Sales - US

  • Mar 2016 - May 2019

  Responsible for building and launching a new wines and spirits organization for Phusion Projects. Phusion Projects is best known for their Flavored Malt Beverages: Four Loko, Earthquake, and John Daly Ice Tea. Spirits & Wines portfolio included Not Your Father’s Bourbon, White Girl Rose, Babe can wine and Pink Party Responsibilities and Key Results: • Negotiated a successful distribution agreement with SGWS in 35 states • Hired and manage 4 Regional Managers and 6 Area Managers • Lead all aspects of Sales, Marketing, Finance and HR • Negotiated distribution agreements with 3 key distributor partners in New England • Lead the development of market specific annual plans with a sales team • Develop and implemented a standardized reporting and pricing structure system • Shipped over 76,000 cases of wines and spirits (White Girl Rose, Babe cans and Pink Party) – brand was then sold to Anheuser - Busch • Depleted over 72,000 cases of wines and spirits • Generated Sales Revenue of 5.4 million in 2 years • Successfully launched Not Your Father’s Bourbon in 2018 in 24 open and control states resulting in over 16k cases shipped and 14.5K cases depleted



William Grant & Sons

• United States
• Beverage Manufacturing
• 700 & Above Employee

• Division Vice President

  • Feb 2006 - Mar 2016

  Responsible for managing a team of 20 employees in Sales, Marketing & Finance in 15 states. Accountable for delivering $42 million in PAM and volume of 600K cases Responsibilities and Key Results: • Lead Top to Top meetings with distributor ownership to gain alignment of long- and short-term plans, which resulted in both monetary investment and distributor commitment of our goals • Acted as a change agent both internally and externally which resulted in standardization of business practices that cultivated an environment that drove accountability for my team and our distributors • Review division financials on a regular basis to ensure superior results. Guided the pre-planning/budgeting of all WGS activity in the market, including volume planning, spending initiatives and KPI objectives. Ensured senior distributor/broker management commitment to WGS goals and initiatives • Motivated and developed Division team in order to achieve WGS volume & financial targets and sell-through objectives (POS, merchandising, drink lists, brand promotion) in the market • Challenged and analyzed Division performance to ensure WGS goals are achieved. Routinely analyzed distributor/broker execution performance as well as gauge competitive activity in the market. Have taken corrective actions as needed on personal and resources to deliver sustainable long-term results



Diageo

• United Kingdom
• Beverage Manufacturing
• 700 & Above Employee

• Sales Director

  • Sep 1994 - Jan 2006

  Responsible for managing sales of $235 million and an A&P budget of $23 million. Accountable for delivering a GP of $165 million and case volume of 2.5 million Responsibilities and Key Results: • Lead the development of an Annual Operating Plan that was cultivated in a cross-functional environment, which resulted in Distributor agreement of financial investments in strategic market plan • Responsible for managing a customer management team of 7 reports and 165 Distributor personnel in a dedicated selling division. General focus on distributor management and volume objective achievement with underlying focuses on career development and retention. Active involvement in performance evaluation management • Evaluate ROI. General focus is based on Profit & Loss analysis



PepsiCo

• United States
• Food and Beverage Services
• 700 & Above Employee

• Southwest Division Vice President: Wines & Spirits

  • Aug 1985 - Sep 1994

  Managed sales of $15 million. Total P&L responsibility for operating budget of $7.2 million and the generation of $3.6 million in annual net income, which was exceeded by $600,000 while increasing market share 2.6%. Division encompassed Arizona, Colorado, New Mexico and Texas Responsibilities and Key Results: • Supervise and developed 3 District Managers, resulting in 1 promotion to Division Manager • Manage a network of seven Distributors, in all facets of marketing, promotions, sales and customer service, resulting in positive sales of 3% over plan throughout the Division • Develop and administer annual sales and budget plans for Division from bottom up • Manage test market for new product, provided direct feedback to marketing and developed strategic rollout plans, resulted in quick and broad distribution • Evaluate, recruit, coach and motivate employees and distributors • Manage strategic accounts at the distributor and trade levels, achieving 5% over plan