Zach Drew Email & Phone Number

United States

Collaborating with the grocery channel in the TUS

Greater St. Louis Area

Lead FIFCO USA’s retail initiative with Walmart and Sam’s Club to identify and seize all opportunities to maximize sales for one of the top-10 brewers in the U.S. with brands including Seagram’s, Labatt, Genesee, Magic Hat, Portland, Pyramid and Imperial• FIFCO USA 2019 National Accounts Employee of the Year• Coordinate national and regional call points, regional sales and marketing functions, and the wholesaler network, and collaborate with corporate and/or marketing and regional sales functions to create opportunities• Develop pre and post-promotional analysis, schematic distribution and shelf space opportunities, category validator account strategy, and field sales reporting for the total Walmart and Sam’s Club business nationwide• Plan trimester marketing programs and monthly brand priorities for FIFCO USA field sales and key wholesalers, as well as the management of Chain Account Managers• Manage four direct reports based in key regions (Northeast, Atlantic, Midwest and Frontier)

Des Moines, Iowa Area

Promoted to develop ABI business within the convenience store and liquor channels in the Midwest region.• Managed business and relationships within the convenience store and package liquor channels in the states of Iowa, Nebraska, Minnesota, North Dakota, and South Dakota, generating total territory sales of 12 million cases annually.• Performed headquarter call points for major chains including Casey’s General Store, Cash Wise, Coborn’s, Kum & Go, Total Wine & More, and others; built relationships and maintained a high-level of interaction and call frequency with key retail decision makers.• Recognized as the top-performing Small Format Team in the total U.S. in 2016.• Led five Senior Key Account Managers and regularly accompanied them on retail calls to provide total account management.• Collaborated with ABI leadership teams, Category Management, and Wholesaler selling personnel to ensure superior retail execution, and produce results aligned with KPI, RPI, and TPI structure.• Managed account plans/objectives, prepared and presented account business reviews, and utilized information-based tactics to sell-in national and channel-specific initiatives to increase ads, displays, shelf space and merchandising programs.

Bentonville, Arkansas

Promoted and relocated to Walmart headquarters to manage ABI business in ten states.• Directly managed and coached four Senior Key Account Managers to execute team KPIs and sales plan for business with Walmart in Texas, Illinois, Missouri, Louisiana, Indiana, Tennessee, Kentucky, Oklahoma, Arkansas, and Mississippi.• Developed and managed sales, marketing, and distribution goals to grow volume, market share and profitability through sales of 26 million cases annually, generating $488 million in revenue from Walmart’s largest business unit (38% of total).• Served as primary point-of-contact with a Senior Buyer and three Walmart beer buyers responsible for 1,500 stores.• Regularly collaborated with four ABI regions' retail sales leadership to maximize Walmart opportunities.

Indianapolis, Indiana Area

Promoted and challenged to develop ABI business with the largest Package Liquor chains in the state of Indiana.• Led and managed business, promotions, sales, distribution, innovation, new product & package introductions, programs, and pricing initiatives as the main point-of-contact within ten decision call points, selling 2.8 million cases of beer annually.• Executed on joint business planning to grow category and sales with chains including Big Red Liquors, Crown Liquors, Belmont Beverage, Chalet Party Shoppe, Save On Liquor, and others, collectively operating 200 retail locations in Indiana.• Maintained a high level of interaction and communication with retailers, wholesalers and field sales team to accomplish region and channel objectives, KPI's, ad share and IRI targets; achieved Category Captain for largest retailer Big Red Liquors in 2013.• Worked closely with wholesaler account reps. to identify key performance gaps and develop action plans to increase ABI sales.• Provided total account management; sold-in national and channel-specific core programs and brand promotions.

Fayetteville, Arkansas Area

Promoted and relocated to provide oversight, strategy and leadership of local sales and distribution efforts in Western Arkansas.• Managed key pricing, sales, marketing and operational actions in a diverse territory working closely with seven independently-owned wholesalers and over 5,000 retail accounts, selling seven million cases annually, generating $107 million in revenue.• Provided direction and leadership to wholesalers to maximize brand awareness, distribution, shelf space, display activity, and sales and market share growth through national and regional priority calendars, and development of annual business plan.• Built relationships with key on- and off-premise retail accounts to maximize sales and volume potential.• Performed regular market visits to coach and motivate wholesaler sales teams, implement pricing plans, assess competitive activity and conduct annual wholesaler assessments to ensure compliance with Equity Agreement expectations.• Utilized analytics and insights to uncover opportunities to profitably increase share and sales.• Consistently exceeded sales goals; recognized with company-wide Top Performer Award in 2010.• Assisted with transition of Arkansas to a Uniform F.O.B. pricing structure state; trained and mentored new District Managers.

Des Moines, Iowa Area

Promoted and relocated to manage overall sales and service efforts for 15 non-Anheuser-Busch wholesalers in two states.• Managed pricing, sales, marketing, and distribution initiatives for the InBev import portfolio, including Stella Artois, Rolling Rock, Grolsch, and Czechvar brands, working closely with independent non-equity wholesalers in the states of Iowa and Nebraska.• Maintained regular wholesaler call frequency, and provided leadership by coaching and motivating wholesaler staff, identifying sales opportunities, and communicating National Retail Sales and Key Account Manager activities.• Fostered an atmosphere that successfully led to the transition of the InBev brands at 11 wholesalers to the ABI equity system.• Managed execution of on- and off-premise sales, marketing, promotional and pricing initiatives focusing on profitable volume, distribution, shelf space, taps, and overall market share.

Greater Minneapolis-St. Paul Area

Promoted and relocated as primary contact with wholesalers, and focused manager of on-premise marketing programs.• Coordinated and supported all phases of national, regional and local Contemporary Adult/Brand marketing and promotional programs at 300+ key retail accounts working with personnel at 10 wholesalers in Minnesota and North Dakota.• Assisted wholesalers with development of in-house programs; coached, trained and mentored 10 wholesaler Contemporary Marketing Representatives on trade calls, brand image building, product sampling, merchandising, quality, and selling skills. • Conducted structured market visits to evaluate promotional activity and provide leadership to motivate marketing reps. to effectively execute local activities; communicated impact of ABI marketing efforts, and competitive activity to Sr. Management.

Greater Denver Area

Relocated and promoted twice to manage a sales route consisting of 175 on-premise accounts in downtown Denver.• Executed the sales process for the entire A-B product portfolio in on-premise retail accounts; managed account-level objectives, coordinated deliveries, executed trade calls, rotated stock, and merchandised accounts.• Built relationships with retail accounts to drive sales growth through incremental placements, selling-in new product introductions, competitive conversions, promotional activity, effective pricing and merchandising strategy.• Provided excellent account service by understanding customer needs, offering effective solutions, and maximizing retailer performance with a fully developed sales and marketing program.• Reduced Finished Product Loss to lowest level within wholesaler; increased draught beer share by 0.3% (vs. -0.4% branch avg.).• Executed on- and off-premise sales duties as Relief Sales Representative, covering for Sales Reps. on vacation, or sick time off.• Maintained an up-to-date knowledge of competitive positioning and market trends, and aggressively focused on gaining share.

Greater St. Louis Area

Recruited to conduct on-premise marketing activities and promote Anheuser-Busch brands to contemporary adults.• Traveled extensively during one-year assignment to influence purchase intent and market share growth by interacting directly with consumers and retailers during on-premise promotional activities, product sampling, and account merchandising.• Developed and implemented promotional events which improved product placement and sell-through working with wholesalers during high-profile events including NFL Super Bowl, MLB World Series, Winter Olympics, NHL Stanley Cup Finals, NCAA Final Four Tournament, Kentucky Derby, New Orleans Mardi Gras, Spring Break, and Sturgis Motorcycle Rally.• Gained field experience, industry knowledge and general understanding of the beer business, competitive environment, legal restrictions, market diversity, special events and wholesaler operations.

Bachelor Of Science - Bs In Business Administration, Marketing

Activities and Societies: Sigma Chi Fraternity

High School Diploma