Tim Blaylock Email & Phone Number

Southern California

* Responsible for profit growth, depletion growth, and business development for Edrington Americas' brands (The Macallan, Highland Park, The Famous Grouse, Wyoming Whiskey, Noble Oak Bourbon, No 3 Gin, and Brugal Rum. * Western region responsibility to include California, Nevada, Arizona, Colorado, New Mexico, Hawaii, Washington, Oregon, Utah, Idaho, Wyoming, Montana, Nebraska, North Dakota, South Dakota, Kansas, and Alaska.* Member of Edrington Americas Commercial Leadership Team* Member of Edrington Americas Board of Trustees for 401K Plan.LEADERSHIP RESULTS:1. Created a West Region sales structure to include Field Marketing, Financial/Business Analysis, Regional Sales Managers, Key Account Managers and Office Administration. 2. Leadership of West Region Edrington employees across 17 states, 35 total division personnel. 3. Provided transition strategy and implementation from Remy Importer to direct distributor network.4. Developed 5 year operating plans to include brand growth, financial projections, pricing strategy, A&P budgets, budgets & overhead budgets.5. Implemented strategic plans for Edrington innovation brands and new product launches.6. Negotiated Edrington Americas distributor partnership agreements across the West regionEXECUTION RESULTS:• Delivered Edrington Americas P&L objectives for Western Business Unit which increased Net Sales Value CAGR +13% FYTD March 2019. #1 growth division for 5 consecutive years.• Reduced selling costs by $300K through pricing and margin management across the Edrington portfolio. • Showcase and launch of Macallan 1824 Decanter Series in Las Vegas January 2015. • Successful brand launches of Macallan Rare Cask, Highland Park Dark Origins, and Snow Leopard Vodka (Seattle focus) 2014. • Successful brand launches of Brugal rum and Black Grouse blended whisky throughout the West region 2012/2013.• Collaborated with Remy Cointreau USA to ensure a smooth transition of Cutty Sark from Skyy Spirits, June 2011.

Director of Sales (Consultant)Clients: Moutai Beer & Bai Jiu, M&C Tequilas• Identify and present strategic sales plans to distributor network to include price structures, discounting and margin evaluation. • Distributor management and brand development to include targeted channel focus and product positioning.• Strategic consulting to include business plans, sales strategy development and forecasting.• Advise clients and provide direction to capture successful route-to-market concepts. • Create effective account focused marketing strategy to drive sales in key accounts.

Responsible for the national sales and marketing brand initiatives for IS VODKA in the US. Conceived a national distribution strategy to develop and execute sales goals, events initiatives, price positioning and distributor partnerships through all trade channels. (contract consultant).Results:• Responsible for 10 direct reports located in CA, NV and NY selling to on premise, off premise and chain stores.• Increased sales 64% August-December 2009 vs. 2008 through competitive pricing implementation and account based events.• Implemented new sales structure in all markets resulting in a 30% reduction in overhead costs.• Streamlined events management reducing general event spend by 50% in the first 90 days.• Directed events and public relations management activities through internal sales team reducing annual PR costs by $60K.• Increased average monthly reorder sales to existing accounts by 110% through competitive discount structures and off premise focus.

Recruited to investigate sales and business processes, modernize sales reporting systems, assess new product and/or category opportunities to augment existing portfolio. Concurrently accountable for business planning for new spirit brands to include launch timing, pricing positioning and sales goals. Worked with cross functional teams (sales, marketing, finance) to achieve brand targets. Responsible for 3 direct reports.Results:• Appointed transition lead for Nolet Spirits (Ketel One) joint venture to Diageo. Worked in partnership with Diageo and Booz Allen firm.• Devised brand sales quotas for all regions to include by state, by size, by distributor for 5 consecutive years.• Formulated and instituted sales reporting systems to track and monitor direction of sales, resulting in $500K annual savings in SG&A expenses.• Provided monthly brand sales summaries and results of the top 5 markets to President, EVP Sales and Ownership.• Presented multiple sales topics and industry specific presentations at national sales meetings.

Implemented pricing strategy for all markets nationally. Evaluated distributor margins to optimize sales revenue through annual distributor price increases for all markets. Worked with sales, marketing, finance and IT on key brand initiatives. Responsible for 4 direct reports.Results:• Crafted brand growth plan ($10M annual budget) for distributors to invest locally in trade, national accounts, marketing and events. • Implemented 3 year pricing strategy for all markets. Average annual incremental revenue achieved over $4.5M. • Evaluated distributor margins across all Ketel One sizes and markets. Developed a tactical plan to implement new distributor margin standards increasing Ketel One margins by 3%.• Presented Ketel One brand value and margin standards to top wholesaler owners and senior management for implementation.• Presented annual sales plans, industry category information and sales tools to regional sales teams with SVP National Sales.

Created a 5-year plan that identified strategic opportunities for sales tracking, category management, pricing, sales reporting systems, budgeting/planning and new hire sales training initiatives.Results:• Provided new monthly Nielsen category reviews to senior management, division managers and regional managers.• Consolidated and presented industry and spirits category trends at annual national sales meetings.• Developed a 2-week training program for new sales employees. Trained 25 sales employes from Janaury 2003 to June 2008.• Co-created brand standards with senior management to include shelf merchandising, chain pricing, on premise pricing and profit comparison presentation for customers.• Participated in regional sales account calls, distributor reviews, sales blitz's and retail shelf and display surveys.

Responsible for growing depletions and gross profit on all Fetzer brands through chain, club and drug segments in the Southern California and Las Vegas markets. Concurrent accountabilities included distributor management, sales planning and execution, marketing implementation. Responsible for 2 direct reports. Results:• Increased sales on Fetzer Premium Varietals by 7.2% FYTD May 2001-April 2002.• Boosted Fetzer Barrel Select gross profit by $260K through distributor management, buyer calls and trade execution.• Introduced major sales and marketing programs at headquarter level to Albertson's, Ralphs, Vons, Trader Joe's, Costco, Sam's and Gelson's.• Completed my MBA the last 2 years as Area Sales Manager.

Responsible for the sales execution on all Fetzer Premium Varietal Wines, Barrell Select, Bel Arbor and McPherson Wines in the Southern California market. Additional responsibilities to include weekly distributor field work-withs, team meetings and account calls to local chains.Results:• Improved Fetzer's share of mind at the distributor through attending local district sales team meetings and providing valuable marketing support. • Presented Nielsen grocery chain data to the distributor at monthly general sales meetings on all Fetzer brands while providing sales tools to achieve quotas. • Provided hands-on leadership to distributor sales division through weekly sales calls and marketing follow up.• Prepared and organized chain market surveys (250 stores) to include 6 survey teams in the Southern CA area. Teams were comprised of distributor managers and Brown-Forman brand managers.

Responsible for the development of the Chain Account Sales Associate (CASA) program "feet on the street" initiative. Provided leadership and sales coaching for 3 direct reports in the Orange County, San Diego and San Francisco areas. Results:• Awarded "Presidential Bonus" for exceptional brand growth and CASA program success.• Achieved record IRI scan growth and distribution on all GBIC brands in San Diego. • Generated 39% growth on the GBIC brands (Guinness Stout, Bass Ale and Harp Lager imported beer brands.• Established brand standards for off-premise on all GBIC brands.

Responsible for growing sales on Guinness, Bass, Harp, Pilsner Urquell and Red Stripe beer brands in Los Angeles, Orange County and Inland Empire-focus on on-premise.Interfaced with wholesalers W.A. Thomson, Haralambos Beverage and Harbor Distributing.Results:• Increased sales on GBIC brands by 35% in 1997 versus prior year.• Achieved 23% sales growth on Bass Ale in 1997 driven by effective re-launch campaign for Harbor Distributing.• Prepared and conducted trimester distributor business reviews and planning meetings.

Mba, Business Administration

One of the key "take-aways" that I learned throughout the program at Redlands was that each person within a group offers different skills.

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