SAMPAT
EXECUTIVE
SUMMARY
A
sales
management
expert
with
15
years
of
work
experience
and
7
years
of
experience
selling
wine
and
spirits
at
the
supplier
and
the
distributor
levels
of
the
three-‐tier
distribution
system.
An
outgoing
professional
with
sales
training
from
the
E&J
Gallo
sales
training
program,
with
experience
selling
to
both
urban
and
rural
accounts,
and
with
successes
managing
a
network
of
distributors
and
brokers
in
8
states.
FUNCTIONAL
EXPERTISE
•
Meeting
and
Exceeding
Sales
Goals
•
Taking
New
Brands/Products
to
Market
•
Building
and
Leveraging
Strategic
Relationships
•
Data
Analysis
and
Performance
Reporting
•
Sales
Program
Planning
and
Budgeting
•
Managing
Pricing
through
Multiple
Channels
FUNCTIONAL
EXPERTISE
DEMONSTRATED
MASTER
BRAND
IMPORTS
2014
–
2017
A
New
Jersey-‐based
importer
with
~$50
million
in
annual
revenues
selling
a
variety
of
wines
and
spirits,
including
the
flagship
Crystal
Bliss
brand
of
sparkling
wines
with
~1.5
million
annual
case
sales.
Southeast
Regional
Sales
Manager
Reporting
to
the
National
Sales
Manager,
successfully
managed
and
expanded
a
customer
base
for
a
portfolio
of
9
wine
and
spirit
brands
across
8
states
in
the
southeastern
United
States.
•
Meeting
and
Exceeding
Sales
Goals:
Doubled
sales
volumes
of
the
Firm’s
two
flagship
products
in
three
years,
resulting
in
$850,000
additional
revenues
per
year
from
the
Territory
(relative
to
2007
figures).
Cross-‐
leveraged
this
success
to
increase
the
presence
and
sales
volumes
of
complimentary
product
lines,
generating
an
average
annualized
total
growth
rate
of
28%
for
the
Firm’s
family
of
brands
between
2008
and
2011.
•
Building
and
Leveraging
Strategic
Relationships:
Successfully
managed
relationships
with
28
distributors
and
multiple
individual
brokers
in
the
territory,
travelling
~60%
of
the
time
to
present
to
sales
teams,
manage
strategic
negotiations,
and
gain
insights
from
the
field.
Won
an
average
of
$700,000
of
distributor-‐side
contribution
to
sales
program
budgets
by
strategically
leveraging
depletion
allowance
terms
and
conditions.
•
Sales
Program
Planning
and
Budgeting:
Led
the
planning
and
coordination
of
~60
supplier-‐side
sales
programs
annually,
working
with
counterparts
at
distributors
and
in
the
Firm’s
marketing
department
to
strategically
allocate
~$500,000
per
year
in
sales
incentives
and
advertising
efforts
across
the
Territory.
•
Taking
New
Brands/Products
to
Market:
Successfully
built
customer
bases
from
scratch
on
multiple
occasions.
E.g.
led
an
18-‐month
program
that
began
in
2009
to
introduce
the
Firm’s
family
of
products
to
customers
in
Mississippi,
generating
$150,000
in
revenue
from
the
State
by
2011.
•
Data
Analysis
and
Performance
Reporting:
Cultivated
strategic
insights
to
contribute
to
national
sales
efforts
and
to
spread
best
sales
practices
throughout
the
Firm’s
southeastern
distributor/broker
network
by
leveraging
scan
data
from
Nielson
and
IRI.
Performed
market
surveys,
competitor
analyses,
and
summarized
technical
analyses
to
prepare
bi-‐annual
business
reviews
and
other
ad
hoc
reports
for
senior
personnel.
THE
EJ
PETERSON
GROUP
2010
–
2014
A
wine
and
spirits
distributer
operating
primarily
in
the
eastern
and
southeastern
US
with
~$4.5
billion
in
annual
revenues.
Provides
field-‐level
sales,
warehousing,
and
logistics
support
for
200+
wine
and
spirit
suppliers
including
brands
like
Kendall-‐Jackson,
SVEDKA
Vodka,
and
many
others.
Account
Executive
Reporting
to
the
Field
Sales
Manager,
successfully
managed
relationships
with
~150
on-‐premise,
large
retail,
and
independent
retail
accounts
for
Premier
Beverage
Company,
EJ
Peterson’s
Florida
subsidiary.
•
Meeting
and
Exceeding
Sales
Goals:
Consistently
exceeded
sales
targets,
booking
~$2.5
million
in
sales
annually.
Won
recognition
as
the
territory’s
top
salesperson
of
the
month
three
times.
•
Building
and
Leveraging
Strategic
Relationships:
Performed
~80
face-‐to-‐face
sales
calls
per
week,
operating
in
the
field
~70%
of
the
time
to
cross-‐promote
new
products,
to
educate
the
target
market
about
emerging
industry
trends
and
best
practices,
and
to
monitor
the
placement
and
presentation
of
Company
products.
Frequently
shared
knowledge
gained
from
E&J
Gallo’s
sales
training
program
with
customers
to
increase
sales.
•
Taking
New
Brands/Products
to
Market:
Successfully
launched
new
brands
and
line
extensions,
participating
in
weekly
sales
meetings
with
suppliers,
identifying
early
sales
opportunities
for
those
products
within
the
portfolio,
generating
some
early
successes,
and
leveraging
those
successes
across
all
accounts.
MEMPHIS
VOCATIONAL
CENTER
2007
–
2010
A
privately-‐run
non-‐profit
vocational
education
center
in
Memphis,
Tennessee
with
~40
employees
helping
moderately
handicapped
individuals
achieve
employment
and
community
integration.
Community
Employment
Coordinator
Coordinated
employment
engagements
by
working
with
internal
trainers,
post-‐placement
coaches,
clients,
and
organizations
in
the
community
to
match
personnel
needs
with
the
abilities
of
the
Center’s
clients.
•
Building
and
Leveraging
Strategic
Relationships:
Built
and
maintained
relationships
with
~60
businesses
and
organizations
in
the
community,
identifying
employment
opportunities
for
the
Center’s
clients.
Tracked
and
monitored
~35
ongoing
placements
at
any
given
time,
ensuring
the
success
of
both
parties.
EDUCATION
Bachelor
of
Science
(Major:
Health
Promotion,
Minor:
Business
Administration)
Dean’s
List
Memphis
State
University—Memphis,
Tennessee
OTHER
RELEVANT
INFORMATION
Computer
skills:
MS
Excel
(advanced
user),
MS
Office
Suite,
Diver
Solution
Business
Intelligence
Software
Others:
NCAA
Division
1
baseball
player;
four
year
Varsity
letterman
