Customer Development Director/Training & Recruiting

Top Management

• Lead a team consisting of one KAM, one Category Manager and one Fine Wine & Spirits Specialist while executing KAM responsibilities for several National and Regional chains.
• Our team reignited programming focus and the impact of execution in National Chains to drive growth, while also educating the sales team of how to capitalize on incremental space in chain accounts.
? CAGR: Chain Division grew +5.9% vs. Total Off-Premise Growth of 3.3%
• In 2017, worked with a 20-outlet supermarket chain to implement their first Barefoot Days event; A five-week in-store multi-event promotion that grew Brand Sales +35% for the period, while driving the Total Wine Category Sales up +6.9%. Components included Winemaker Events, POS creation, Ad takeover, radio advertising and live feeds, in-store promotions and social media advertising. Barefoot Days garnered recognition by Senior E&J Gallo Management as "Best-in-Class." Subsequent Barefoot Days events in 2018 and 2019 have posted growth of 16%-31% for the Barefoot in the chain.
• Set Communication Standards in place to streamline Monthly program expectations in each individual chain. Utilized OneDrive to enhance accessibility of information for all team members.
• Worked with the Fine Wine & Spirits Specialist to hold sales teams accountable to close out Gallo Scorecard POD Goals on Premium+ and Spirits SKUs. JBIN had three years of 100% execution in these areas of the scorecard.
• Identified and recruited sales-oriented talent with upward mobility. Saw turnover results of approximately 5%.
• Developed a training program and regularly presented training sessions to our sales teams across the state. This program was presented to other JBLC distributors nationally as a Best Practice.

• As KAM, managed distributor and supplier brands in the #1 regional premium wine chain in our marketing area; made regular calls on the corporate buying office to present programs, pricing, and new items.
? Increased our dollar share in the chain by 7.2 share points (+40.4%).
? Increased our volume share in the chain by 6.8 share points (+34.0%).
• Utilized my experience in both distributor and supplier roles to develop this branch's first Category Management position.
• Consulted the two largest regional grocery chains as a full-service category partner; this included data analysis, assortment clustering, opportunity gapping (using syndicated market data), schematic production and reset execution.
• Assisted other Key Account Managers in creating programs, utilizing data as well as POS and merchandising concepts. Generated Buyer Letters to aid in inter-chain communication as well as offering a sales tool for our store-level representatives.
• Worked with sales force to increase distributor and supplier share of space through resets in independent stores throughout multiple retail channels.
• Implemented schematics for represented brands designed to increase market share through capitalization of trends and leveraging competitive adjacencies and consumer behavior. Worked with sales force to execute in the general market.


EXPERIENCE

Key Account/Category Manager

• Developed and enhanced in-depth analytical reporting tools; Monitored chain performance and trends among key attributes.
• Used IRI and ACNielsen Spectra reporting to analyze performance and recommend growth opportunities.
• Consulted a 154-store grocery chain on Category Management Best-Practices; recommended marketing and merchandising techniques, including new product introduction methods, SKU rationalization and customer development programs.
• Gained insight into the chain retail business model and key functions. Networked across all areas of the chain structure to enhance sales development.

Category Manager

• Lead a 5-person sales team to success both in sales and personal professional development. Team member experience ranged from new to three years.
• Developed each individual to grow their business; team was up +7% YTD upon my departure.
• Trained Sales Representatives in basic sales planning and execution, leading to more advanced exercises, effective business planning, detail orientation, personal selling and personal advancement.
• Executed successfully to meet the standards and goals of our suppliers, as well as trained Sales Representatives to be able to focus and maintain success among multiple brands and suppliers.
• Implemented a quota system for each individual, enhancing accountability and driving individual and team performance.
• Driving force behind reconfiguring our Sales Representative of the Month standings to equalize the program among all territories and divisions.

District Manager

• Developed the Category Management Model and implemented a standardized "Set Flow" for General Beverage.
• Secured a Category Captain role with 3 retail chains in our marketing area.
• Used IRI and A.C. Nielsen data to analyze market trends, and to seek areas of opportunity in order to maximize our market position and grow the business of our partnering retail accounts.
• Trained and developed the Merchandising staff (up to 11 employees, ) preparing them for sales positions.
• Worked with national suppliers to build and protect Brand Equity.
• Created Training and Sales Presentations which were offered during Sales Meetings, and used in account sales presentations. In addition spent street time with Sales Representatives to train and develop their Shelf Management and Brand-Building kills.
• Wrote the General Beverage Merchandising Manual, which is used as a training tool, and is written using variations of techniques found in the Sales Manual, so as to prepare Merchandisers for an easy transition into sales. This manual was implemented throughout General Beverage Companies statewide.
• Recruited new Sales Trainees through various Career Services events throughout the state and through advertising.

Category/Merchandiser Manager

• Underwent basic and advanced (SIERA) E&J Gallo Winery sales training.
• Managed a new territory through the startup phase of Johnson Brothers as they entered as a new company into the Illinois market.
• Developed volume in my territory from a downward 3.5% trend to 20% growth.
• Entering a newly designed territory, produced Sales Dollars nearly 70% more than expected (projected $880,000; Actual sales of $1.5Million.)

Sales Representative

• Assisted E&J Gallo sales representatives to effectively merchandise products on the shelf and displays, execute programs and build brands; assisted in selling retailers on concepts to maximize product performance.
• Learned standards of displays, use of point-of-sale and implementation of national marketing promotions.

6569 Tumbleweed Ln
Schererville, IN 46375
Phone: (219) 677-7732
Email: Lowry_jt80@yahoo.com

Merchandiser

Find out detailed information about Jeff Lowry, Customer Development Director/Training & Recruiting in Schererville, IN

Jeff Lowry: Customer Development Director/Training & Recruiting in Schererville, IN

Jeff Lowry

Purdue University