Thomas Gaines Email & Phone Number

Atlanta, Ga, Us

Atlanta Metropolitan Area

Georgia, United States

Georgia & Alabama

Built and implemented sales and operating plans for two states. Directed a multi-million dollar sales budget with P&L responsibility to include: - AOP build; program planning, development, launch and tracking for local, national and chain programs; - distributor negotiations, inventory management and product pricing; and - sales forecasting and depletion analysis.Coach, Train and Lead three direct reports to support distributor field sales teams and trade customers to ensure 80% or more of all strategic initiatives were realized each year. Collaborated with internal teams, Off Premise Strategic Accounts, On Premise National Accounts, Brand Marketing), and external teams within multiple large distributors to ensure alignment and delivery of KPI's.Conducted QBRs with distributors to course correct and ensure delivery of KPI'sKey AchievementsOver-delivered against profit and depletion plans for six fiscal years. Grew volume sales 269k cases (82%) and profit $9.5MM (112%) from 2016 to 2020 delivering a 16% CAGR.Consistently achieved top performance recognition nationally:- earned the Regional Manager of the Year award in 2019;- won Division of the Year in 2016, 2017 and 2020; and - ranked among the top five U.S. regional managers for brand goal attainment over six years.Motivated and mentored direct reports to be rated in the top 10%. Two District Managers were nominated or won District Manager of the Year in 2017, 2018 and 2020.Led distributors to win the Chairman’s Award in 2015, 2016, 2017, 2018 and 2020; and Brand Champion Award in 2015, 2016, 2017, 2018 and 2020.Galvanized strong brand performance including:- elevating [yellow tail] 20% from 2015 to 2020 despite decline in the $5 to $7 wine price tier; - expanding Josh Cellars targeted distribution, producing a 687% lift in regional volume besting national sales growth of 180%; and - directing the launch of Gray Whale Gin in Georgia, becoming the #1 company brand launch for 2020.

Georgia, Alabama & Louisiana

Managed and drove wine portfolio sales with the distributor network for three states via: - program planning, development, launch and tracking for local, national and chain programs; - distributor negotiations, inventory management, product pricing, distributor billing; and - sales forecasting and data analysis.Built and implemented a $12MM plan with P&L responsibility. Key AchievementsRolled out consistent pricing, chain promotion, programming, sales tracking and inventory management. Turned around brand sales volume, attaining 13% growth in Y1.Achieved budget plans for all three fiscal years.Decreased budget overspends by 90k in Y1.

Fl, Ga, Al, Ms, Sc, Nc, Va, Dc, Wv And Pr

Sold estate wine from 40 Australia, New Zealand, South Africa, and Argentina wineries into nine states, Florida, Georgia, Alabama, North Carolina, South Carolina, Virginia, West Virginia, Tennessee and Mississippi; the District of Columbia; and Puerto Rico. Led regional strategies, operations, business development, general sales meetings and sales training of a $2.5MM sales budget.Managed national account On Premise sales calls, Key Off and On Premise customer calls, consumer event planning, distributor relations and billings, brand programming, inventory and depletion P&L.Key AchievementsExpanded the distributor network from four to 20 distributors across 11 markets.Significantly boosted sales 485.7% from 4,200 cases to 24,600 cases in six years.

Georgia

Implemented the sales plan for the $24MM Fine Wine Portfolio sold through On and Off Premise Sales Divisions, partnering with Wine Consultants, District Managers and Sales Representatives to produce sales. Trained, coached and evaluated the sales performance of three direct reports and six indirect reports for the Fine Wine Off Premise Division. Key AchievementsBy restructuring the Georgia Fine Wine Sales Division for geographical efficiency, staff had more time in account, enhancing their motivation and morale; and considerably elevated business share. Led team revenue growth of 27% and increased margin percentage 1% annually over three years.

Georgia

Directing a six-person sales team, met company objectives and drove sales growth as the Off Premise District Sales Manager.Called on regional buyers for three chains, Cost Plus, Whole Foods and The Fresh Market.Key AchievementsPosted the largest sales team growth in 2002, amplifying revenue growth 28%.

Passed With Distinction

Level 2 Spirits Certification

Education record

Education record