Professional Experience

State Manager: DC, MD & VA | Ste Michelle Wine Estates

August 2021 - July 2022

Leads $24 Million distributor partnership
Builds the yearly go-to-market strategy including, but not limited to programs, pricing, forecasting, incentives and customer relationships.
Analyzes current market/customer/consumer conditions to understand strengths and weaknesses to build programs within the winery, as well as the execution strategy with the distributor.
Works with local chain accounts including, but not limited to Harris Teeter, Safeway, Giant, Kroger, Target & Walmart.
Develops local marketing campaign to grow the Ste Michelle brand within the DC, Maryland and Virginia markets.

October 2020 - August 2021

Created performance tracking and transformative programs to drive success with distributors in chain accounts including, but not limited to Giant Landover, Harris Teeter, Safeway & Publix.
Created an innovative strategic processes of a local Perfect Store initiative to drive results in independent accounts and participated in the Brand Standards Task Force.
Worked with a local producer to gain access to POS for the organizations largest launch of 2021: 14 Hands New Label Launch and creating a full 360 Marketing approach for the Mid-Atlantic Region that was used throughout the Nation.

January 2019 - October 2020

Managed a team of 5 new business representatives; responsible for capturing new business and maintaining existing partnerships.
Built strategic selling within team to gain net new business: assisted team in closing 67 new businesses work $833k+ NR during a global pandemic.
Designed customized selling process to increase strategic selling patterns within the DMV sales team, driving them to increase productivity and sales.
Created multiple Pandemic-environment Best Practices to help drive the business: virtual blitz's, cocktails-to-go marketing campaign and converting restaurants to grocery.

January 2017 - January 2019

Lead a $6 Million Territory; exceeded sales KPIs by 1% by growing existing business and acquiring new business.
Acquired new business and developed team to be true hunters in the marketplace.
Maintained a strong relationship with customers to ensure flawless execution.
Prepared and delivered business reviews.
Effectively managed the two highest volume accounts in the Baltimore/Washington territory, generating more than $1.7 Million in revenue, growing over 6% in 2017.
Managed 5 direct reports: hired and trained 2 new staff members, promoted 3 staff members internally.
Implemented marketing strategies in prestige accounts which resulted in 3.5% volume growth.
Successfully partnered with internal and external customers to produce winning relationships.
Trained, coach and mentored staff to ensure smooth adoption of new and existing programs.

January 2016 - January 2017

Managed the sales and execution of PepsiCo's newest vending project: Hello Goodness!
Worked internally with the front line sales team & managers to sell to PepsiCo's largest food service customers in the region.
Mid-Atlantic Project lead that brings every working piece of our business together between a sales team of 96 people, equipment team, HQ, distribution, marketing, PR & strategy within MD, VA, DC, WV, TN, KY and parts of PA, AL & NC.
Project manager for new product and content releases within the Mid-Atlantic Region.
Spearheaded Hello Goodness Launch , resulting in 20,000 new placements in the first year.
Created sales strategies to promote advertising offerings and motivate larger deals to build the Hello Goodness Goodness Brand.

July 2014 - December 2015

Achieved 114% FY volume to plan led by 480% to plan in the 3rd quarter of 2015
Leveraged strategic selling to secure a business that serves over 2.5 million guests in Washington DC.
Overcame yearlong complications in service, delivery, & product availability.
Peer leader to 15 sales representatives in 2014 and 2015 helping to develop sales in Washington DC and Baltimore.
Led the execution of two new business blitzes resulting in winning over 30 new accounts.

September 2013 - June 2014

Responsible for the development and growth of all product lines in the PepsiCo portfolio within the recreation & retail business segment.
Managed a portfolio of 1,000 accounts totaling $3 Million in sales.
One of the top 10 sales representatives out of 50 reps in the Mid-Atlantic Region.
Increased sales volume by adding 64+ accounts in the Southern Maryland/Northern Virginia territory.
Contacted 35 of new and existing customers per week to discuss new products and services.
Negotiated prices, terms of sale and service agreements.

October 2011 - September 2012

Managed a designated territory by selling the full PepsiCo portfolio
Grew customers business by being a single point of contact for multiple lines of business, including but not limited to: Pepsi beverages, Frito Lay, Sabra Hummus, Naked Juice & more.

October 2011 - September 2012

Sold over $700,000.00 worth of advertising campaigns, 70% of sales being new business customers.
Consulted and advised clients on programs, initiatives and events that connected them to their communities and markets, developed and sold in marketing strategies and related tactical campaigns to help business-to-business clients enhance image, visibility and grow revenue.
Developed innovative and value-added programs for the Urban Market stations in Washington, DC: WMMJ, WKYS and WPRS.
President Club Winner: May 2011, June 2011

June 2009 - September 2010

Emerged into an intense 3 month training to learn the entire PepsiCo Beverages system to include: sales, operations, product development, warehouse functions and marketing.
Moved in to a $6.2 Million Pre-sell rep territory responsible for ordering, merchandising, point of sale and distribution of Pepsi beverages brands in 80 small format convenience and gas locations.

July 2022 - Present

Leads the formation of the vision, strategy, and execution of our new distributor partnership in multiple complex markets.
Builds external marketing, communication, and engagement strategies to engage the sales force within our NEW distributor partnerships.
Partners effectively with a variety of internal and external collaborators to steer and shape business that contributes to our financial and strategic goals.
Leads P&L Management, Forecasting & build pricing strategy for the overall growth within designated territory.
Direct manager to field sales team.

Professional Experience: CV