Robert Pigott Email and Phone Number

Senior level sales executive responsible for driving top and bottom line growth in multiple end use industries. An energetic leader managing a highly successful team of Sales Managers and Business Development Managers.

Sales leader responsible to not only manage and grow a significant existing account base, but also grow new business profitably. Led commercial relationships with key customers in the beer, malt beverage, and beverage accounts totaling ~$150MM in revenues.

Managed multiple direct craft Beer customer acccounts and distributor accounts across multiple end use categories with responsibility for revenues in excess of $100 million. Key accountabilities included direct sales and new business development functions, customer relationship development, contractual negotiations, management of quality issues, supply chain management, and order fulfillment.

* Pricing and profitability responsibility for $2B in revenues for the North America region* Worked with other cross-functional areas in order to develop an understanding of key regional drivers of strategic pricing* Lead the regional pricing strategy and the evolution from cost plus to value pricing at the product/segment level * Ensured compliance with the regional and global pricing decision process by coordinating a uniform and consistent approach to pricing* Lead the change management effort and value realization of pricing analytics in the region* Worked with the region to better develop an in depth understanding of the “cost-to-serve” and other key elements of transactional pricing * Developed comprehensive recommendations for customer and product portfolio pricing and management* Developed a sound understanding of market dynamics and competitive intelligence and their potential impacts on the business

* Assisted in developing pricing strategies for major contract negotions* Drove continued enhancements to profitability metrics and measurement tools in North America* Identified areas of margin leakage and developed action plans to halt leakage and improve overall profitability in the region* Implementation of a profitability tool for the region to better understand the true cost-to-serve at the customer and SKU levels