Vice President Sales

? Sales Strategies and Execution: Beginning in 2011, essentially built Salveto Imports from the ground up. This entailed creating the business plan, acquiring a financial partner, incorporating the business, acquiring brands and making sure all activities satisfied compliance requirements. In addition, I generated financial and sales reporting systems, developed and implemented the "Go-to-Market" strategy, acquired a distribution network and produced sales and marketing programming to build brand volumes and profits.
? Business Development: Over a 3-year period, created the Western US Sales Region for Deutsch Family Wine & Spirits. This entailed recruiting and training a professional sales force which grew from 0 to 23. Developed work processes and sales plans for the team and determined all account service priorities and resource allocations. Was accountable for the full Regional P & L.  During tenure, the company's business in the region grew from $2 MM to $78 MM and depletions grew from 25,000 cases to 1.8 Million.
? Sales Systems and Process Improvement: While with Conecuh, beginning in 2016, contributed to the company's strategic plan development by formulating specific goals and objectives covering ads, orders, shipping, depletions, pricing dynamics and promotion execution. These goals were established for all states and major markets. This effort was instrumental at identifying opportunities, focusing distributor activities and selling in incremental distribution and promotional programs. The company's share of the whiskey category grew from 1.2 to 1.8% during my tenure.
? Sales Leadership: While with Deutsch, sought to Improve the Region's capabilities by creating sales process, negotiation skills, training, coaching, and mentoring seminars 3 times per year for the team. The scope of these training initiatives covered business analysis and opportunity identification, partnering with distributors, understanding their operations and focusing them on growing our mutual businesses. These training efforts helped the team enhance their skills in delivering professional, fact-based, sales presentations, executing programs and providing improved levels of customer service.

Springfield, VA	Jan. 2011 - Aug. 2015
Salveto is an importer of wines, spirits and ready-to-drink (RTD) products. The company is now distributing in 17 states and 4 countries. The company employs 6 and generates sales in excess of $1.3 MM.
Partner/CEO/National Sales Manager
Created the company's initial business plan and obtained start-up capital. At business inception, was responsible for the day-to-day management of the company. This included the following:
? Personnel and Human Resources functions
? Budgeting, forecasting and P & L management
? Accountable for ensuring that all Federal, State, and Local regulations are complied with and adhered to.
? Marketing, branding, brand development and the design and fulfillment of all marketing tools and programs
? Sales strategy and planning, consumer and trade promotion development, execution of all programming
? Social media and digital marketing initiatives - managing 3rd party partners
Accomplishments
• Expanded the company's brand portfolio from 1 to 9. Supplier brands were determined through rigorous market analysis to determine opportunities based on consumer trends, product type, style, pricing, packaging, and perceived quality/value. Other considerations included inputs from trade partners, regional production, and current brand representation.
• Increased case sales from -0- to 30K which resulted in growing revenue to $1.3MM. Key challenges to drive this growth included selecting distributors and brokers, gaining regulatory approval for brands, labels and P.O.P. materials, creating trade advertising programs, and engaging in aggressive sales programs focused on gaining distribution in major chains.
• Created and launched BeTini, Ready-to-Drink (RTD) adult beverage line. Inspired by the Skinny Girl phenomenon, the project focused on creating a line of natural flavored, low-calorie beverages, supported with excellent flavor profile and innovative packaging to drive impulse purchases. Managed the entire project which included developing Packaging, Manufacturing, Marketing, Sales, Operations and Financial Plans, sourcing production partners, obtaining regulatory approvals, obtaining distribution networks and implementing a focused trade selling program. During the first year to market the brand exceeded all expectations and since selling my interest in Salveto, BeTini continues to flourish within the RTD category.
• Built solid business relationships with the key retailers. These included: Food Lion, Meijer, Trader Joe's, Aldi, Walgreens, Target, Total Wine & More, BevMo!, Publix, Costco, Kroger, Albertsons, Safeway, Disney, Morton's, Ruth's Chris, etc.
• Negotiated and established distribution partnering relationships with major distributors including: Young's Market Company, Athens Distributing, Southern Glazer's Wine & Spirits, Breakthru Beverage, Horizon Beverages, and Fedway.
Professional Experience (Continued)

Partner/CEO/National Sales Manager

During a reorganization of the Western Zone, this position was created to accommodate the need for reduced travel and increased focus on the major division markets. The new Southwest Division covered CA, HA, AZ, and NV. Position was responsible for over 1MM case sales accounting for over $50MM in sales revenue. This business covered both on-premise and off-premise chains and included major accounts from the Drug, Convenience, Mass/Club and Military channels. Leadership responsibilities included managing 4 Regional Managers and 8 District Managers. Additional responsibilities included developing sales strategies, pricing, local/tactical plans and local marketing programming.
Accomplishments
• Increased division sales revenue from $50MM to $65MM and added 3000 additional points of distribution. These results were driven by pricing models that included container level buys, quantity discounts, dealer loaders, and scan based rebates. The distribution building program identified high-potential, non-buying accounts which were targeted with aggressive distribution incentive programs.
• Identified excessive charges being assessed by major distributors as a result of inconsistencies within the distributor's financial systems. Negotiated solutions with the distributors which corrected the problems and resulted in net annual savings for Deutsch of over $500K.

Southwest Division Director

Recruited as the Western Zone's first company employee. Responsible for the Zone P&L, sales strategy, planning, program development and execution. Additional responsibilities included local and regional marketing, distributor management and primary call responsibility for major On-Premise and Off-Premise chains. Managed 6 direct reports and during position tenure, hired, trained and developed a total of 23 associates.
Accomplishments
• Increased company revenue increased from $1.75MM to $78MM with a commensurate increase in profits.
• By 2006, this growth had propelled the Yellow Tail brand into the Zone's #1 Australian Wine and the #1 imported brand.
• Capitalized on Yellow Tail's significant growth which allowed our team to profitably expand the entire Deutsch brand portfolio.
• Lead a Cross-Functional Team to effectively launch the George DeBouf brand in the Western Zone.
• Developed new or improved existing work processes which included work management and planning tools, account tracking and profiling tools, work prioritization schedules and order management models.
• Implemented a multi-faceted employee development program which included highly defined expectations, paths to achievement, mentoring, coaching, and work-withs. Five employees earned promotions into significantly bigger roles as a result of this program.
Early Career Experience

Vice President - Western Zone

Region Manager (CA and HI) - Select Brands Division

Brown-Forman

Regional Director

State Manager

Find out detailed information about Patrick McNamara, Vice President Sales in Mission Viejo, CA

Patrick McNamara: Vice President Sales in Mission Viejo, CA

Patrick McNamara

Salveto Imports LLC

Deutsch Family Wine & Spirits

Deutsch Family Wine & Spirits

CA and HI

Schieffelin & Somerset Company

Schieffelin & Somerset Company

Dale Carnegie

Northwestern University, Kellogg School of Management

San Diego State University