Rob Gelwicks Email & Phone Number

Miami, Fl, Us

Gambellara, Vicenza, It

Work with small to midsize companies on optimizing their Commercial Performance with a focus on the Drinks Industry. Services include Route-to-Market Design, Distributor Management, Key Account Management, eCommerce, Organizational Design, and more.

Recruited to lead and develop all commercial functions (sales, field marketing, trade development, national accounts, Rout To Market (RTM), Distributor Management, DTC, etc..) at a Startup, PE Backed, Canned/RTD Wine Spritzer Company.● Built the commercial, trade development, field marketing, and customer strategy from the ground up, resulting in 20Xgrowth in depletions● Successfully negotiated 10 new distributor contracts to add an additional 25 States (5x growth) to our RTM. Partners including Reyes, Johnson Brothers, RNDC, Sheehan Family, Gulf, Martignetti, Heidelberg, Great Lakes, BellBoy, and more● Led the negotiations to secure new business at National accounts like Target, GoPuff, Bevmo, Liquor Barn, Harris Teeter and Kroger and more● Regularly report progress and status to the Chairman of the Board as well as to external investors as needed

Paris, Ile-De-France, Fr

Promoted to oversee a team of 25 in the second largest market in the United States worth ~$200 Million in Net Sales. Directlyresponsible for the entire market including On & Off Trade as well as Regional Accounts (Publix, ABC, etc.) and the RegionalOn Trade Business as well as Prestige Accounts (e.g. Groot Hospitality). In addition to my Pernod Team, I am accountable forproviding leadership and resource allocation to a Dedicated Distributor Team at SGWS of almost 150 people.● Over delivered budget, grew market share, and grew faster than our distributor’s “house”. The first time that hasever been accomplished in Florida● Successfully integrated Spirits, Wine & Champagne into a new operating model. Best in company Glint Surveyresults after 1 year

Paris, Ile-De-France, Fr

Promoted to oversee a team of 18, across 28 States, representing 60% of the Volume and 55% of the sales for the US with aNet Sales responsibility of over $90 Million. Own the distributor relationship, commercial strategy creation and execution atRNDC, Martignetti, Johnson Brothers and Key SGWS States as well as all Wine Control Markets and multiple FranchiseMarkets. Responsible for P&L Delivery as well as organizational design and talent development/pipeline● Built and executed the commercial strategy resulting in over 40% value growth for our priority still wine (Kenwood, Campo Viejo, Brancott) and sparkling wine (Mumm Napa, Perrier Jouet, GH Mumm) portfolio.● Significantly and intentionally improved talent pipeline by turning over 50% of my team into different roles atPRUSA so I could recruit external talent with greater capabilities.● Led the Commercial Negotiations on multiple Route To Market redesigns with RNDC and SGWS resulting in 3xmore contractual KPI commitments and ~25% more financial support to accelerate my business at no additional costto PR USA● Built and Executed a simple, insight led National/Regional Account penetration strategy resulting in 400% growth inAccounts Sold and By the Glass placements● Wrote the business case to launch Pernod’s Fine Wine Business into the United States with the intention ofcapturing our fair share of a highly profitable and rapidly growing segment without adding incremental overheadcosts to do it.

Paris, Ile-De-France, Fr

Recruited by SVP of Wine, Champagne & Prestige to turnaround the largest division of the US. Lead a team of 14 across 20+ States and 17 Distributors (including SGWS & RNDC, Johnson Brothers, etc…). Own the commercial relationship with RNDC & SGWS Control Markets which includes all Annual Planning, Budgeting, Route to Market design, etc... Fully responsible for Division’s P&L Delivery.• Turned around sales performance from -5% to +5% by redesigning KPIs and Incentives both internally and externally and creating a Value Creation mindset within my organization as well as the distributors

Dubai, Ae

Recruited by $300M global marketer of consumer tobacco products to build and lead $40M US division following corporate acquisition of regional importer. Developed 1-year and 3-year commercialization plan and go-to-market strategy, including e-commerce build out,, designed national organization, and hired executive team. Built strategies positioning firm for $20M (+50%) growth in first year.

Sixth Continent Solutions is a holding company that currently has interests in:*6CS - Shape and direct product commercialization, placement, and launch strategies as leader of brand development consultancy. Represent 8 premium and super-premium wines and spirits as agent of record, negotiating with buyers and C-level executives within global travel retail / duty free channel to accelerate brand performance and market penetration through shelf placement, trade marketing, and on-site activations.Identified, negotiated, and secured exclusive multiyear representation rights for SelvaRey Rum, Tequila Arette, Tanteo Tequila, Cliffton Dry Sparkling Cider, and 4 other premium alcohol beverage brands.Obtained placement on Carnival Cruise Line and MSC Cruise ships, through Heinemann Americas account. Managed ongoing buyer negotiations with Dufry, Duty Free Americas, DFASS, Starboard (LVMH), and LCBO (Ontario).

London, Gb

Promoted to shape and direct go-to-market sales and product commercialization strategies at global spirits company as internal change agent and liaison to distributor Southern Glazer’s (SGWS). Conceptualized and led product incubation, introduction, and sales execution strategies for both on and off premise, driving P&L growth via cross-functional leadership and executive alignment on brand strategies; trade marketing and activation plans; collaborative distributor planning; training; and strategic business transformation programs. Managed sales, marketing, and distributor teams. Partnered with Diageo Brand Vice Presidents, SGWS Vice President of Trade Development, and other key stakeholders to develop unified brand plans and trade marketing strategies, and to improve product introductions.Grew Innovations business to $40M (+2.6X) via creation of transformative new product commercialization framework. Improved execution and distributor alignment via streamlined planning cycle and detailed playbooks.Launched 75+ products in 2 years. Accelerated growth on Crown Royal Regal Apple, the most successful new spirits product (1M+ cases in 1 year); extensions to Smirnoff, Johnnie Walker & Tanqueray; and multiple new brands.Streamlined field assessments and improved executive decision capability via deployment of GoSpotCheck mobile merchandising tool. Project managed app architecture, configuration, UI, UX, and BI reporting.Championed successful GoSpotCheck training. Developed and led “Train the Trainer” instruction settings, and managed cascading nationwide training for 1,500 sales employees of Diageo and Southern Glazer’s.Successfully transitioned on-premise pricing strategy from blanket increases to strategic category-specific pricing planning. Achieved 300% growth on 500 test accounts; leveraged findings to shift culture and mindset.Recognized by Diageo executive leadership with 2 corporate awards for increased strategic distributor alignment.

London, Gb

In role reporting to Region Vice President, directed travel retail and duty free channel strategy as business P&L owner for $225M region comprised of the Americas, Europe, Russia/CIS, and Israel. Oversaw strategic planning process, financial and operational performance, brand portfolio strategy, global trade marketing, onsite brand activations, brand ambassador programs, and compliance with Sarbanes-Oxley and other national and international regulations. Directly managed team of 3, and 25+ Sales Directors and Sales Representatives teams on dotted-line basis.Turned around business and exceeded plan, generating 44% increase in overall P&L to $222M (+$68M), and 13% average annual growth. Improved customer service, planning, and supply chain. Named IAADFS Vendor of the Year.Implemented Sales & Operations Planning (S&OP) framework achieving 70% increase in forecast accuracy. Designed forecasts and analytics enabling extension of customer planning cycle from 3 to 18 months.Produced $6.8M in incremental revenues via company’s first price increase in 3 years within duty free channel. Analyzed markets and created region-by-region guidelines to drive consensus around strategy.Grew share 1.2% by increasing in-store brand visibility 150% and promotions activity 300%. Leveraged Johnnie Walker Blue, Zacapa, Don Julio, and other flagship brands to secure permanent point-of-sale real estate.Coached and developed high performing team members into roles of increased responsibility, including replacement as Head of Sales. Selected for highly competitive management development program.

New York, New York, Us

Team Leader – Dollar General Account | Director-Level Account Leadership: Atlanta, GA (2009–2011)National Account Manager – Target Account: Minneapolis, MN (2008–2009)Category Development Manager – Target Account: Minneapolis, MN (2006–2008)After overseeing relationship with national retailer Target, promoted to manage B2B client relationship as dedicated partner and account lead to drive P&L growth and build mindshare with Dollar General, company’s 2nd-largest retail account. Directed brand portfolio strategy, field and trade marketing, account management, business planning, programming, communications, category management, and consumer insights. Led team of 8.Rescued Dollar General relationship, generating $15.65M in growth to $120M, 18% margin growth, 400K+ new points of distribution, and 43 new SKUs. Created US Hispanic-targeted POS increasing segment penetration.Secured 3 Dollar General Category Captaincies and recognized by account as a top-performing vendor.Drove growth throughout Target account. Grew US Hispanic shopper segment sales 175%, and increased total sales 8% via co-marketing campaign with SC Johnson. Recipient of Target Vendor of the Year and Hall of Fame awards.

New York, Ny, Us

Worked on-site in a consultative role to provide the client with consumer segmentation, data integration and retail intelligence, enabling them to target high volume potential consumers.Additionally, I worked in conjunction with the VP and Account Manager to develop and execute annual client plans to meet revenue and penetration goals. Accomplishments*Partnered with Client's Kroger team to build a sales presentation that demonstrated the high probability of success of the client's products at Kroger. Resulted in a 30% increase in distribution*I was selected to train the Client's sales organization on how best to use Spectra to analyze and grow their business*Identified and closed new business opportunities

Richmond, Virginia, Us

Unit Manager | Sales Training Development Specialist |Territory Sales Manager