Mark Salter

Mark Salter

Summary

Over 26 years in the liquor industry, the last 21 in management

Premium and luxury brands a specialty

Spearheaded major sales and marketing efforts

Extensive experience working with distributor principals

Developed key accounts, and supervised distributor sales teams

Presided over successful brand launches (Ketel One, The Macallan, Chinaco, El Tesoro)

Established national supply, distribution and broker networks

Traveled widely to implement and support national sales, marketing and training

Developed robust integrated marketing programs—flyers, direct mail, POP, catalogs and more

Cultivated national P/R presence, including press contacts; and produced press releases

Activated and worked closely with suppliers to set up pricing and promotions

Analyzed sales and market activity to develop opportunities and go to market strategy

Exceptional verbal, written and computer-based communications skills

            An outstanding presenter

Work History

Work History
Jan 2006 - Present

Wine and Champagne Manager, Southern California

Pernod Ricard USA

-First DM in this new position

-Successfully integrated major wine brands during two distributor changes

-Took lead on pricing, programming, sales and market analysis

-Worked closely with distributor sales/marketing principals to build sales and incentive strategies, meet profit and sales goals, and implement education

-Conducted extensive brand and sales training at both the distributor and trade levels

-Managed 25 distributor sales teams, both on- and off-premise

-Responsible for $10.5MM wholesale sales volume and FSP budget of $1.2MM

Jun 2001 - Dec 2005

District Manager, San Diego & The Inland Empire

Pernod Ricard USA

-First DM in this new territory

-Western Division District Manager of the Year, 2001

-Managed 8 distributor teams, on- and off-premise, sales outpacing market

-Managed point of purchase materials ordering and flow

-Worked with outside vendors and promoters to drive major public events

-Responsible for $2.6MM wholesale sales volume

May 1999 - Jun 2001

Western Regional Manager, Brands Division

Austin Nichols and Company

-Originated position

-Managed portfolio of 14 specialty brands

-Drove sales past budget targets on all important brands

-Headed programming and pricing; enforced strict marketing guidelines

-Responsible for 29 distributors in 18 states

-Conducted training seminars for distributor sales teams

Apr 1991 - Aug 1998

National Director of Sales and Marketing

Preiss Imports

Strategic Marketing Consultant-[Apr/91 to Feb/96]

-Increased annual sales from $600K to $4MM

-Repositioned company from single-state distributor to national importer/supplier

-Built group of 26 suppliers from an original 9—representing 47 brands

-Negotiated increase from regional to national representation of 5 suppliers, equaling over $1MM in increased sales

-Reorganized marketing for the A.H. Hirsch Bourbon, upping annual sales by $400K

-Conceived and produced pivotal 48-page quarterly catalog

Education

Education
Sep 1977 - Jun 1980

Bachelor of Music

Chapman College