Nancy Nikolov

• Lead and manage a dynamic team comprising 6 On and Off Premise Sales Executives and 1 On Premise Spirits Specialist, fostering a culture of excellence and teamwork.
• Coach and mentor to empower the team to consistently meet and exceed sales Key Performance Indicators (KPIs), call compliance, and retail execution compliance, ensuring alignment with On and Off Premise partnership commitments.
• Compile comprehensive performance reports for the State, leveraging data analytics to facilitate the identification of successes and areas for improvement, driving actionable insights and strategic decision-making
• Drive the strategic utilisation of trade spend across the region to secure coveted first pour deals, optimise retail distribution, and amplify retail volume, maximising return on investment.
• Human Resources - Recruitment and on-boarding new team members.
• Cultivate and nurture robust relationships with NSW and ACT wholesalers, leveraging partnerships to generate high-quality sales leads and maintain optimal stock availability to meet consumer demand.
• Drive and engage joint business planning initiatives with key customers in the NSW/ACT region, fostering collaborative relationships and co-creating value-driven solutions to drive mutual growth and success
• Exercise fiscal responsibility by overseeing and managing overheads and discretionary budgets in alignment with sales priorities, ensuring optimal resource allocation and financial performance
• Assume accountability for managing the profit and loss (P&L) for the state, overseeing a gross revenue of $10M for NSW/ACT, implementing strategic initiatives to drive profitability and sustainable growth
• Effectively manage Independent Liquor Retailers (ILR), developing effective promotional plans, ensuring adherence to trading terms commitments, and creating effective sales proposals to unlock additional growth opportunities.
• Leverage category and consumer insights data to identify emerging opportunities and market trends, driving informed decision-making and optimising business results to stay ahead of the competition.

• Led a high-performing team of 5 On and Off Premise Business Development Executives, fostering a culture of accountability, collaboration, and continuous improvement
• Coaching and mentor to guide the team in achieving their quarterly and yearly Key Performance Indicators (KPIs), cultivating individual potential and driving collective success.
• Compiled comprehensive performance reports for the State, meticulously analysing data to uncover actionable insights and performance trends, presenting findings to the Executive Team to inform strategic decision-making
• Managed Paramount warehouse orders for the state, ensuring seamless and efficient order processing to optimise inventory management and meet customer demand with precision and reliability
• Oversaw the management of Multi-Store Owners (MSO) purchasing under the Liquorstax banner nationally, as well as those in NSW/ACT, driving strategic account management and fostering enduring partnerships
• Assumed accountability for the Profit and Loss (P&L) responsibilities for the state, overseeing a gross revenue of $20.6M for NSW/ACT, implementing strategic initiatives to drive profitability and sustainable growth
• Developed innovative strategic initiatives for the sales team, translating market insights into actionable plans and initiatives to drive revenue growth and market share expansion
• Managed National banner Liquorstax gross revenue worth $5.6 Million nationally, $4.2 million in NSW, driving sales through effective promotional planning, budget management, and execution of major category initiatives
• Planned and executed joint business plans to enhance commercial success within Liquorstax, fostering collaborative relationships and driving mutual growth and profitability.
• Human Resources - Recruitment and on-boarding of new team members.

Promoted Position: Independent Field Sales Manager (July 2021 ~ October 2022)

• Led a team high-performing team of 7 Business Development Executives, providing strategic leadership, coaching, and guidance to drive sales excellence and deliver exceptional results
• Coached, mentored, and supported team members to meet and exceed their Key Performance Indicators (KPIs), fostering a culture of accountability, collaboration, and continuous improvement
• Compiled detailed performance reports for the team, meticulously analysing data to identify opportunities, address challenges, and drive continuous improvement across respective territories
• Collaborated closely with the Trade Marketing team to ensure seamless execution of activations in the field, aligning promotional activities with the overarching brand strategy and vision
• Worked in tandem with State Key Account Managers to ensure the seamless implementation of promotional activities in the field, optimizing promotional effectiveness and maximizing ROI
• Forecasted sales and developed initiatives and tools to empower the team in meeting their quarterly sales targets, leveraging market insights and customer feedback to drive informed decision-making
• Managed the spend and discretionary marketing funds for the NSW/ACT state, ensuring strategic allocation of resources to drive maximum impact and ROI
• Oversaw state Key Account ownership groups, developing initiatives through joint business planning with buyers, fostering collaborative relationships, and driving mutual growth and success
• Led the recruitment and onboarding process for new team members, ensuring a smooth integration into the team and company culture, and facilitating their development and success.

Hired Position: Business Development Executive - APB Area Sales Manager (November 2017~July 2021)

• Managed the Illawarra & Southern Highlands area, overseeing both Alcohol and Non-alcohol customer bases across on and off-premise channels, driving sales excellence and market share growth
• Influenced, managed, and executed promotional marketing strategies to enhance brand visibility and drive sales, leveraging collateral from the Customer Marketing team to effectively influence buyers and store owners
• Continuously identified growth opportunities within the current portfolio and developed sales strategies aligned with achieving Key Performance Indicator (KPI) targets, leveraging market insights and consumer trends
• Engaged in territory planning to execute customer marketing initiatives within specified promotional activity timeframes, optimizing promotional effectiveness and maximizing ROI
• Actively prospect new on-premise business opportunities within the territory, expanding the portfolio client size and driving revenue growth
• Managed all on and off-premise activations and marketing strategies, ensuring a cohesive and impactful brand presence in the market, driving brand awareness and consumer engagement.

• Attained and exceeded sales growth targets within the Southern NSW and Canberra region.
• Orchestrated promotional and trade spend programs for key accounts in the Canberra region.
• Negotiated and established trading terms, ensuring adherence to agreed-upon terms.
• Presented comprehensive marketing strategies to key accounts and buyers.
• Prepared detailed monthly and annual business plans, incorporating thorough analysis of AZTEC and IMS sales data.
• Identified key growth drivers and opportunities through precise forecasting techniques.
• Educating and coaching pharmacy staff and pharmacists on the Care Pharmaceuticals product suite to endorse customers to purchase.

• Consistently surpassed sales targets and Key Performance Indicators (KPIs) by successfully executing sales and marketing objectives.
• Implemented effective promotional marketing strategies to elevate brand visibility and drive sales across South West Sydney, Illawarra, and the South Coast.
• Managed rebates and yearly promotional plan activities for key accounts, optimising resource allocation.
• Led forecasting spend initiatives for key account customers, ensuring strategic resource allocation.
• Analysed customer data to identify growth opportunities and developed strategies to achieve desired results.
• Negotiated product placements within stores to maximize exposure for the Gruppo Campari suite of products.
• Prospected new on-premise business opportunities, expanding the portfolio client size.

Promoted Position: Pharmacy Territory Sales Manager

Responsibilities:

• Drove sales within the Sydney, Illawarra, and South Coast territories, consistently exceeding sales targets through effective cycle planning.
• Monitored team and regional sales performance, providing regular reports on territory sales status, budgeting, and new business forecasts.
• Negotiated contracts during the sell-in process, ensuring favorable terms.
• Conducted business reviews and sold cycle buys to independent pharmacies.
• Provided technical data and product training to pharmacists and pharmacy assistants to facilitate product referrals.
• Internally promoted to Territory Sales Manager role in May 2010.

Hired Position: National Account Executive – Pharmacy

Responsibilities:

• Managed payment of claims across wholesalers and key accounts.
• Created promotional activity in Promax for key accounts.
• Assisted the National Business Manager in managing selected Pharmacy Accounts.
• Compiled cycle presentations for Account Managers to sell to their accounts.