Florida Market Manager

• Nov 2022 - Present

Southeast Regional Sales Manager

• Mar 2019 - Nov 2022

Effectively manage the sales and distribution of Grayton Beer in the Southeast territory. Focus on continuing to grow the business partnership with Grayton Beer wholesalers retail partners in Florida, Alabama, Mississippi, and Tennessee. Was an integral part in the brewery experiencing record-setting depletions and shipments in 2021. Wholesaler Interaction ∙Strategize/preplan on how best to achieve sales and merchandising objectives on a monthly basis. ∙Work in conjunction with each wholesaler sales team to achieve the distribution, volume, and activity goals for Grayton Beer Company. •Create and execute sales programming targeted at increasing distribution and volume within retail accounts. •Prepare and deliver professional sales presentations to wholesalers/retailers by balancing the company’s priorities and the customer’s needs. •Maintain a professional relationship with wholesaler sales team by participating in regularly scheduled work-withs and crew drives. •Assist logistics team with wholesaler inventories and product ordering. Chain Interaction •Work alongside the company CEO to identify opportunities, as well as develop and plan chain-specific initiatives for regional and national chains such as Publix, Winn-Dixie, and Wal-Mart. •Communicate with national and regional chain buyers, providing them with information to assist in securing new distribution, displays, and features. •Conduct regular analysis of space management to identify opportunities to increase sales revenue and improve the shopping experience for consumers. •Continue to increase my professional and industry knowledge by reviewing professional publications and establishing personal networks.

Sales Representative

• Oct 2018 - Mar 2019

This role provided an opportunity to learn the wine and spirits side of the beverage business, as well as to gain an understanding the Florida beverage market. I was able to gain valuable experience with sales strategies and current technology used as a wine and spirits distributor sales representative. Responsibilities included: • Strategize/preplan on how best to achieve sales and merchandising objectives on a monthly basis. • Call on entire account base by visiting each account and identifying opportunities; complete all necessary surveys and ensures national account compliance. • Prepare and deliver professional sales presentations to customers by balancing the company’s priorities and customers’ needs to include selling display ideas, new products, cold box, shelf, well and back bar placements and resets, drink and wine lists, and promotions. • Attain standards of performance goals by achieving the distribution, volume, and activity goals of supplier brands. • Maintain a professional relationship with suppliers by participating in effective supplier work-withs and sales blitzes. • Continue to increase my professional and industry knowledge by attending educational workshops, reviewing professional publications and establishing personal networks.

Off-Premise Sales Manager

• Sep 2006 - Aug 2018

For 12 years I managed all off-premise business in Greater Kansas City for Boulevard Brewing Company and Duvel Moortgat USA. This accounts for more than $18 million in revenue annually in a 4,500 square mile territory. During that time Boulevard saw their volume nearly triple in their “hometown” market from 400,000 cases to more than 1.1 million cases annually. Responsibilities included: Wholesaler Interaction •Developed, planned and provided updates on goals, programming, and new items for wholesaler sales meetings •Managed and supported local marketing initiatives by working with wholesaler sales and marketing teams to implement chain and independent account specific programming •Developed MBOs for the wholesaler sales team, tracking and evaluating performance and recapping success upon completion •Conducted regularly scheduled work-withs and crew drives with the wholesaler sales team. •Assisted in forecasting annual wholesaler volume per SKU •Managed bill-backs for all sales invoices and depletion allowances; Managed trade funds and T&E expenses within assigned budgets through Concur Solutions software Customer & Consumer Interaction •Analyzed and identified customer and consumer trends and needs, utilizing IRI/Nielson data and industry news; developed and implemented a business action plan, set strict deadlines, tracked progress, and recapped results •Met regularly with key chain and independent buyers and account management to present, negotiate, organize and schedule new distribution, ads/features, programming and display activity •Designed and implemented shelf schematics for retail accounts and recapped sales results •Utilized CRM software to track retail interactions and increase customer satisfaction and loyalty •Created a series of beer cocktails along with programming for key months and holidays to secure features, displays and improve shelf space •Developed and managed retail sampling team consisting of five brewery ambassadors

Area Sales Manager

• Aug 2004 - Aug 2006

Successfully managed and coached five sales representatives and one merchandiser in one of the top performing territories for Big Sky Distributors. I utilized Results-Oriented Coaching, which focuses on the professional development of team members, reinforcing best practices and individual performance standards. Approximately 80% of my time was spent in the trade, working alongside sales team members as well as developing and strengthening business partnerships with local retail and chain customers.Responsibilities included:•Conducted weekly meetings with sales team members to review performance against goals and coached sales representatives on performance strategies.•Conducted quarterly performance reviews for individual sales representatives and developed coaching plans to assist in their development.•Developed strategies on achieving sales objectives and goals•Worked directly with suppliers at retail to execute programming focused on growing brand distribution, volume, and revenue•Conducted quality, distribution, and pricing surveys to maintain knowledge on the market•Developed the orientation and training of new employees within the sales department

Account Manager

• Sep 2001 - Aug 2004

Represented Big Sky Distributors and it's suppliers in one of the highest revenue and volume territories. By utilizing Results-Oriented Selling techniques, I was able to effectively manage all key objectives for Big Sky Distributors and consistently exceeded monthly goals. Responsibilities included:•Developed business partnerships with local retail managers and staff.•Managed inventories, placed orders, and coordinated deliveries for retail accounts.•Organized display activity and programming at the retail level.•Maintained an effective working relationship with delivery route drivers and merchandisers.•Surveyed pricing and performed quality audits.

Educator

• Aug 1999 - Jul 2001

I was the Director of Bands for McPherson Middle School and the Assistant Director of Bands for McPherson High School. I was in-charge of rehearsing and managing the high school marching band drumline, jazz ensemble, small ensembles, and private lessons. I created and directed a select group comprised of high school band students to represent the school and perform at special events. I was the Director of Bands for McPherson Middle School and the Assistant Director of Bands for McPherson High School. I was in-charge of rehearsing and managing the high school marching band drumline, jazz ensemble, small ensembles, and private lessons. I created and directed a select group comprised of high school band students to represent the school and perform at special events.