Experience

Austin Eastciders

• United States
• Food & Beverages
• 1 - 100 Employee

• Head of Sales (Since Jan. 2023) | Director of Strategic Accounts (Aug. to Dec. 2022)

  • Aug 2022 - Present

  Recruited to oversee sales and business development initiatives to grow sales, volume, and market share for a high growth producer and marketer of craft ciders made with real fruit and no artificial flavors, ingredients, or sweeteners. • Lead and direct a team of 15 sales professionals in 22 states to drive revenue and profit growth in partnership with a roster of 89 wholesalers. • Develop and lead execution of strategic sales plans for the Austin Eastciders portfolio consisting of Light, Classic, Imperial, Limited Release and Stash series ciders including forecasting, budgeting, and quarterly reviews with Board of Directors. • Direct Field Sales team on key account calls, presentations, competitive research, promotions, and pricing strategies. • Oversee ordering and shipping logistics, and ensure wholesalers perform to expectations. • Maintain up-to-date knowledge of market and industry trends, competitors, and leading customer strategies. • As Dir. of Strategic Accounts, organized and managed relationships with national accounts and developed strategic sales team. Show less



The Gambrinus Company

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

• National Account Lead

  • Oct 2016 - Aug 2022

  Recruited to lead nationwide sales and profitability growth initiatives with major key account, Kroger for a leading privately-held brewing company with a robust portfolio of top-quality, world-class craft beers from Texas, Oregon & California. • Developed and implemented strategic plans, account analyses, and on-going business reviews to increase sales, sell-in new packages, manage pricing, and introduce new products within all banners and divisions of Kroger. • Built and managed brewer relationships within the three-tier sales system while developing go-to-market strategies for Kroger to improve sales and overall consumer repeat purchases of the Shiner and Trumer Pils brand families. • Managed 12 buyer call points across the U.S. with Kroger, ranking as the 5th-largest craft brewer within the Kroger system, (#1 in the state of Texas). • Coordinated communication between Gambrinus departments including Revenue Management, Region Managers, and wholesalers to support retailer strategies, improve retail execution, and maximize profitability. • Led and managed promotions, distribution, programming, merchandising, sales, shelf space and pricing initiatives. • Coordinated communication between 95 nationwide wholesalers and Kroger; worked with wholesalers to implement brand initiatives into local marketing plans, promotions, merchandising, shelf space, pricing, distribution, and displays. Show less



AB InBev

• Belgium
• Manufacturing
• 700 & Above Employee

• Director of Retail Sales

  • Mar 2014 - Oct 2016

  Promoted to lead sales team, revenue, and profitability growth initiatives with major national accounts.• Led and directed 3 Senior Key Account Managers in efforts to maintain and expand relationships, achieve sales quota, and accomplish strategic account objectives with key national on-premise retailers in Texas, Oklahoma, and New Mexico.• Managed 14 decision points for an account base that generated annual volume of 15+ million cases and $200+ million in revenue.• Built and cultivated effective relationships to increase sales, sell-in new packages and pricing, and introduce new products.• Conducted regional office account calls with Stripes (655 stores), Spec’s Liquor’s (253), Fiesta (73), Star Stop (90), Food Town, Sellers Bros., Buc-ee’s, La Michoacana, Foodarama, and El Ahorro.• Communicated chain objectives, category development, and sales initiatives to wholesalers and A-BI field personnel. • Aligned strategic plans, developed mutual performance objectives, and performed business reviews to drive sales via marketing, sales & pricing initiatives, and wholesaler alignment. Show less

• Senior Key Account Manager, Walmart Team

  • Jun 2011 - Feb 2014

  Assigned to lead sales and profitability growth initiatives for Walmart stores in the state of Texas. • Led and managed business, promotions, distribution, innovation, sales, and pricing initiatives for 445 Walmart stores selling a combined 10 million cases annually and generated $190 million in revenue, which was 20% of the total U.S. Walmart volume.• Conducted primary buyer calls to manage account plans, prepare & present account business reviews, and utilize information-based tactics to sell-in and implement national and account-specific promotions to increase traffic, sales, and profitability.• Collaborated with 47 wholesalers and local field sales personnel to effectively implement, manage, track execution, and evaluate results of recommended pricing, distribution, and space initiatives.• Developed, monitored, and communicated action plans to wholesalers to implement and facilitate pricing activities, create store-specific marketing and merchandising programs, and ensure high levels of customer service. Show less

• Geographic Marketing Manager

  • Sep 2007 - Jun 2011

  Selected to develop and execute annual regional marketing plans, sponsorships, and special events in South Texas.• Led ABI brand marketing in Austin, Houston, San Antonio, and McAllen with a $2.9 million budget, by communicating with, planning, and coaching field sales personnel and 39 wholesalers to execute promotional plans to support marketing initiatives.• Negotiated, planned, and executed sponsorship and activation of local marketing properties including NBA San Antonio Spurs, MLB Houston Astros, NFL Houston Texans, MLS Houston Dynamo, and MLB Triple-A Round Rock Express.• Managed relationships with music venues and events including Austin City Limits, and (3) ZiegenBock Music Festivals attracting 50,000 fans; signed 13 music sponsorships including Eli Young Band, , Kevin Fowler, and Roger Creager.• Developed retail sales trade programs, executed special events, and served as Brand Manager for ZiegenBock. Show less



Anheuser-Busch

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

• Senior Key Account Manager

  • Apr 2005 - Aug 2007

  Promoted to conduct buyer calls on 4 off-premise national chain accounts covering multiple state territories.• Developed and managed sales and distribution goals to grow volume, market share, brand awareness, and profitability at Stripes, Kroger, Exxon Houston, Exxon Dallas, La Michoacana, collectively selling 8 million cases per year.• Strengthened relationships with retailers by designing and delivering customized sales promotions and store-specific marketing & merchandising programs, combining national plans with local market activation, continually exceeding goals.• Deepened account profitability through recommended pricing strategy to achieve margin goals.• Conducted business reviews and made recommendations to increase store traffic, sales and profitability. Show less

• Senior Pricing Analyst

  • Apr 2004 - Apr 2005

  Promoted and relocated to Region office to coordinate and manage pricing strategy for states of Oklahoma and New Mexico.• Improved the region’s financial performance through analysis, planning, preparation and implementation of the annual revenue plan and price increase strategy that increased region revenue by $20 million in 2004.• Served as a liaison between Field Sales, Wholesalers, Region Office, and Revenue Management..

• Market Manager

  • May 2002 - Apr 2004

  Promoted and relocated to provide oversight, strategy, and leadership of local sales and distribution efforts.• Managed key pricing, sales, marketing, and distribution of ABI products working closely with 6 wholesalers in Western Oklahoma selling 10 million cases of beer annually in diverse market areas.• Conducted regular market visits to communicate region priorities, identify sales opportunities, develop pricing plans and sales strategies, motivate sales teams, monitor Impact Selling, and ensure compliance with the Wholesaler Equity Agreement. Show less

• Division Sales Manager, Convenience Store Segment

  • Jan 2001 - May 2002

  Assigned to conduct buyer calls for 17 national chain off-premise C-Store accounts for a company-owned distributorship.• Performed chain headquarter calls using business reviews to achieve profitable promo pricing, shelf sets, ad features, special promotions, displays, and permanent POS; sold-in and implemented national promotions to chain convenience stores. • Monitor competitive activity / pricing, and ensured wholesaler compliance with equity agreement requirements.

• Manager, National Accounts

  • 2001 - 2001

  Promoted to develop relationships and increase sales by calling on buyers at 14 national off-premise chain accounts.• Conducted chain and headquarters calls which included discussion of business reviews, price point strategies, promo pricing, displays, shelf sets, permanent POS placement, ad features, and the development of special chain-specific promotions.

• Shelf Set Coordinator

  • Jan 2000 - Dec 2000

  Recruited to develop and execute plans to achieve distributor shelf space goals in targeted convenience and grocery accounts.• Prepared reset schematics utilizing shelf space tools (i.e. Profit Models) to gain additional shelf space; sold-in shelf sets to retail accounts with National Account and District Sales Managers; monitored programs compared to competition and other regions.



PepsiCo

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

• Key Account Manager, Convenience & Grocery Division

  • Jan 1998 - Dec 1999



Anheuser-Busch

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

• Pre-Sell Representative

  • May 1997 - Jan 1998

• Special Events Coordinator

  • Mar 1995 - Apr 1997

• On-Premise Sales Representative

  • Mar 1994 - Mar 1995



Anheuser-Busch

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

• Contemporary Adult Representatitve

  • Aug 1991 - Dec 1993

  Contemporary Adult Rep: Oklahoma State University Campus Contemporary Adult Rep: Oklahoma State University Campus