John Sullivan, Csw Email & Phone Number

Greater Boston

Recruited to this role to turnaround the relationship with one of the top wine suppliers to New England’s leading distributor of wines & spirits. Reporting to the President, manage the Treasury Wine Estates brand portfolio sold through Martignetti’s sales teams in Massachusetts, Rhode Island, and New Hampshire.• Prevented loss of this $28 million supplier by developing a trusted partnership and becoming one of their top markets for executing on new product launches.• Leveraged strong market awareness to maintain sales volume as the overall market is declining.• Improved margin and profitability by negotiating additional investments from Treasury Wine Estates.• Collaborated with the division’s sales lead to gain buy-in for goals and achieve monthly quotas.• Developed gap-to-goal and sales performance reports by state that were adopted companywide as a best practice.

Greater Boston

Oversaw sales for Classic Wine Imports, a $50M division that represents premium global wines and builds their brands with top retailers and restaurants in Massachusetts. Participated in divisional finance meetings to provide sales and profitability analysis and contribute to annual revenue, profitability, and growth planning.• Grew overall business revenue by an average of 2.5% by continually upgrading the competencies of the team and guiding the sales managers to plan their roadmap to reach revenue and brand goals.• Achieved a 6% increase in on-premise business for three consecutive years (2014–2016) by training sales managers to cultivate demand and loyalty by proactively targeting sales recommendations to the account.• Mentored a team of 5 sales managers, 2 key account managers, and 30 sales representatives to use their deep product knowledge to grow relationships with store owners, wine buyers, chefs, and sommeliers and help them adapt to evolving consumer tastes.• Coached sales managers to forge relationships with buyers, such as Roche Brothers, by steering them to get the best ROI.• Reduced selling expenses (T&E, samples, game tickets, etc.) to align with the company’s revenue and profitability goals and assure bonuses for the team.• Improved attention to sales deadlines by consolidating pricing and program change communications from the supplier portfolio managers.• Ensured sales of in-stock wines by effectively integrating with the inventory team.

Greater Boston

Recruited to build a fine wines division for this distributor that was acquired in 2009 by Martignetti Companies.• Expanded brand portfolio—by traveling to acquire brands in Spain, California, South Africa, and Australia—to have a competitive advantage for breaking new accounts.• Cultivated a team that built relationships with chains and restaurants for this new portfolio.

New York, New York, United States

Managed all aspects of the supplier-distributor relationship for New Jersey and Delaware wholesalers representing the Wildman portfolio.• Expanded the fine wine portfolio in key accounts by working directly with the distributor’s sales representatives and presenting seminars that developed on emerging French and Italian wines.

Montgomery County, Maryland, United States

Recruited for proven sales skills to represent Gallo to county liquor stores and restaurants.• Completed Gallo’s highly respected intensive training and expanded wine knowledge.• Managed a diverse team to consistently deliver on sales objectives.