Bob Clark Email & Phone Number

United States

GA, AL, TN, MS, LA & AR

• Leads wholesaler management in order to drive volume, revenue, and margin through our network. Leads a high performing craft beer expert sales team. Executes route to market retail strategy in order to deliver our.
• Built/hired/recruited, trained and lead a team of 6 Market and Territory Sales Managers.
• Advancement of 2 direct reports within year 2 and 3.
• Accelerated growth +20 points in first year of territory leadership.
• 2nd year in role achieved Annual Business Plan volume growth targets within 86% of our customers, or 12 out of 14 wholesalers in sales territory.
• Executed strategic price increases generating over $300,000 in incremental revenue after 6 months in role.

Southeast Region; Atlanta, GA

• Led performance management to ensure the realization of annual objectives. Key responsibilities included people leadership, performance management, sales/operations forecasting, planning, pricing, analytics, and.
• Coached, trained and developed a team of 4 highly analytical business development team members, resulting in the advancement of 2 individuals in 2013.
• Led monthly KPI business reviews for region, resulting in an increased time in trade of +40 hours/month for the Sales teams.
• Executed Sales & Operations (S&OP) forecasting and inventory management, resulting in forecast accuracy improvements of 10+ points.
• Drove annual business planning process including volume and distribution, resulting in 13K new points of distribution in 2013.
• Led new product introductions, resulting in 300K incremental cases in 2013.

Southeast Region; Atlanta, GA

• Led a team of 4 that implemented On/Off premise channel strategies, Publix account management, distributor and retail training, Category Management and NPI launches.
• Led a team that built Category Management strategies in top retailers that resulted in Category Captaincy in 3 accounts.
• Managed Publix HQ call, resulting in a +10% volume increase for 2 consecutive years.
• Responsible for Nielsen training of Heineken USA and distributor partners, resulting in a 50% increase in fact- based selling.
• Managed strategic retail program budget to improve display execution that resulted in a +20 point execution level increase over a 2 year period.
• Led development and launch of 18 packs, resulting in volume of 5MM cases over a 4 year period.

Baltimore/Washington D.C. Metro Area

• Manager of 4-state area and Washington DC with revenues of $94MM. Led a team of professionals accountable for, profit, share, volume, pricing, strategy and annual business plans.
• Hired, trained and developed a team of 14 professionals, 4 of who were promoted.
• Increased volume from 3.5MM cases in 1998 to 5.5MM cases in 2003, a +60% increase that was mainly driven by improved wholesaler execution through aligned annual business plans.
• Built collaborative wholesaler business plans, resulting in an execution and merchandising budget of +2MM which was used to improve off premise retail execution +20 points & on premise visibility in +2000 high volume.
• Managed $6MM budget including price investments. In collaboration with distributors, optimized price discounts resulting in a 5% spend reduction by distributors and Heineken USA. Heineken saved $500K annually.

Maryland & Delaware | Greater Philadelphia, PA Area

• Managed wholesalers with annual volumes of +1.5MM cases, and call point responsibility for 7500 retail accounts.
• Trained 100+ distributor sales representatives in Impact selling, resulting in +5000 new points of distribution in on/off premise accounts over 3 years.
• Collaborated with 2 impact wholesalers to build monthly MBOs, resulting in +15 incremental focus months for HUSA brands in a 3 year period.
• Improved promotional calendar effectiveness leveraging large packs against key holidays. Summer holidays improved +10 points for 2 consecutive years.
• Collaborated with distributors to maintain adequate inventory levels, and forecast/manage aging inventory for all HUSA products, resulting in “0” OOS and “0” aging for one entire year.
• Managed 200 high-volume on-premise accounts in Center City Philadelphia, resulting in +250 new draft accounts in a 3 year period.