Terry Hopper Email & Phone Number

United States

Montauk, New York, United States

Montauk, New York, United States

Greater Boston Area

Greater Boston Area

Led sales and profit growth initiatives with full P&L responsibility for a twelve-state region for one of the largest private beer companies in North America producing over 30 brands of beer and malt liquor.Developed and implemented sales, marketing, and promotional programs to grow sales of the portfolio consisting of Pabst Blue Ribbon, Lone Star, Small Town Brewery, Vermont Cider, Tsingtao, Old Milwaukee, Colt 45, and New Holland family of craft beers.• Served as a member of the 14-person Pabst Executive Leadership team; managed price actions/authorization in the region.• Hired, trained, coached, and motivated a team of 17 high-performing Area Sales Managers and Sales Representatives working with 100+ wholesalers to generate the annual sale of 13 million cases.• Managed business with distributors to maximize brand awareness, distribution, and sales through regular communication of priorities, and development of an annual business plan; presented to 1,000+ at national distributor meeting in May 2016.

Middlebury, Vermont

Promoted, following acquisition by Pabst to develop and direct all sales and marketing plans to drive brand growth.• Created and implemented short- and long-term strategy to grow sales of the product portfolio including Woodchuck Craft Ciders, Magners Irish Cider, HORNSBY’S Hard Cider, Gumption, Blackthorn, and Wyder’s Hard Cider brand families.• Managed the P&L to generate $45 million in annual sales with a $3 million marketing budget.• Led and directed a team of eight Regional Sales Directors and an additional seven Sales & Marketing professionals.• Leveraged team strengths and cross-functional collaboration to accomplish ambitious goals and drive successful business results in a competitive environment; excelled at building mutually beneficial relationships with critical stakeholders. • Maintained regular communications and collaborated with the operations and production teams at Vermont Cider.

Middlebury, Vermont

Promoted to lead the North American and Caribbean sales force, as a direct report to the President and CEO for a leader in the U.S. hard cider category, producing and marketing the flagship Woodchuck Amber with handcrafted quality.• Oversaw the direction and execution of the complete brand portfolio (as described above), with a sales team of 45+ people and a network of 400+ distributors, generating annual revenue of $45 million from the sale of 3 million cases across all 50 states.• Developed and managed at team of six direct report Regional Sales Directors, four National Account Managers, 40 District Managers, and 10 Sales Representatives to deliver the highest net revenue in the hard cider category, with a 45% share.• Developed annual Brand Plans, Marketing Strategies, and Brand & Category presentations for internal and external use.• Orchestrated the reorganization of the sales force and developed the structure to grow from 15 people to over 50 by 2016.• Created and executed the annual Cider Stock Music Festival in 2014, celebrating cider and featuring national artists.• Consistently achieved growth in the 20% range, and delivered margins exceeding 35%.• Conducted two National Sales Meetings annually with 150 employees to deliver company direction and motivation.

Middlebury, Vermont

Recruited to manage the sales organization for the Eastern U.S., comprising 45% of the company’s volume and profit.• Hired, trained, led, motivated and evaluated a team of 10 District Managers working with 200+ wholesalers on development and execution of wholesaler and retailer programming to create brand and category awareness, and drive sales growth.• Named to Executive Team and captained the innovation team specializing in new product launches.• Developed pricing models and strategy for both the on- and off-premise channels.• Delivered volume growth of 14% and 16%, and profit growth of 21% and 25% in first two years respectively.

Greater Boston Area

Recruited to manage Eastern U.S. sales operations, and redesign & re-establish the U.S. network following separation from Labatt USA for the USA importer and marketer of the Carlsberg brands, which were produced in Denmark.• Transitioned portfolio from Labatt to self-importation, and successfully re-launched Carlsberg, Elephant, Tuborg, Okocim, and Holsten brands; managed five District Managers, four Sales Reps. and relationships with 125+ wholesalers.• Exceeded sales goals and profitability targets; called on both on- and off-premise key accounts and national accounts.

Greater Boston Area

Started-up a new company to develop and launch the brand, growing sales from zero to 600,000 cases in over 30 states for a start-up malternative beverage company which produced and marketed Sublime Hard Lemonade.• Led a 15-person sales team across the U.S. to develop the wholesale network across the U.S., and to create and implement sales and marketing strategies to create brand awareness and drive volume; generated $9 million in annual gross revenue.• Conducted crew drives, national account calls, sales team development, and all marketing programs.• Oversaw the merger of the company to Island Oasis Beverage Co. prior to dissolution due to competitive pressures.

Greater Boston Area

Recruited to manage the New England market and assist in opening new markets across the U.S. for an emerging brand and category at a start-up company which produced and marketed hard cider, and was acquired by Bulmers Cider Company in 2000.• Provided leadership and direction to a team of eight Market Managers in the states of NY, MA, CT, RI, NH, ME, and VT to manage relationships with 35+ wholesalers selling 350,000 cases per year, and with key account headquarter call responsibility.• Opened new emerging markets throughout the U.S. to maximize sales efforts and increase distribution of Cider Jack Hard Cider.• Managed 45% of the brands’ volume and revenue; exceeded national sales trends by 25%.• Conducted regional key account and chain headquarter calls on Hannaford, Market Basket, Shaws, and BJ’s Wholesale Club. • Increased sales from 30,000 cases in year one to 350,000 case by year four.• Coordinated wholesaler mergers and acquisitions; developed business plans and market strategies; set goals with action plans.

Greater Boston Area

Promoted and relocated to increase profitable sales and market share by successfully strengthening wholesaler performance for the leader in the Craft beer segment, brewing and marketing a portfolio of beers focused on quality ingredients and brewing techniques.• Led and directed three Boston Beer Sales Representatives and five wholesaler teams to maximize performance and drive results in retail accounts the states of Rhode Island and Massachusetts.• Developed and presented annual market plans to wholesaler management teams focused on national and regional strategy, goals by product, channel timeframes, POS, and local marketing initiatives, with a $250,000 budget. • Originally managed the company-owned distributor in Boston; oversaw sale of distribution rights to Burke Distributing.• Cultivated relationships and developed plan for key independents: Kappy’s Liquors, Foxboro Stadium, and Fenway Park.

San Francisco Bay Area

Conducted account calls at on- and off-premise retailers in all channels of trade to support distributor sales efforts.• Oversaw relationship with Golden Brands Distributing; increased sales from 17,000 cases annually to 75,000 cases after two years.• Received the Sudden Impact Award for the new Sales Representative that made the biggest impact in their first year.

Communications And Marketing

Activities and Societies: Varsity Baseball

Aa, General Studies