DONOVAN ENTERPRISES

Support businesses by developing effective go-to-market strategies to maximize and focus efforts on their most important customers. Use data-driven analysis to highlight the metrics that matter to their business so they can make better decisions, faster. Implement actionable tactics that maximize their efforts in the market.

Owner

The Family Jones Distillery

Responsible for every element of leading and developing a sales team, managing distribution partners, and owning the sales strategy from creation to execution for an award-winning craft distillery. I have guided the company from a self-distribution model to third-party distribution model to realize exponential growth in both total sales and brand awareness while influencing our marketing, branding, and product developments.

Director of Sales

Constellation Brands

Ran a spirit’s territory worth ~$20M across CO, NE, ND, and SD. My responsibilities included all elements of distributor management including developing our yearly volume and placement goals, managing budgets and invoicing, training our distributor partners on our business strategies as well selling points of our mass-market and craft brands, and consumer outreach and education.

-Grew gross profit by +12.5% and products in the market by 4.7% YOY in 2017-2018.
-Managed most successful launch of Black Box Spirits in the country, resulting in over 700 new placements and 5,000 9L cases in the first eight months.
-Sales Unit Of the Year in 2018
-Led a complete pricing and deal-structure overhaul that resulted in a YOY gross profit increase of +12.5% and expanded items in the market by 4.7%

Regional Sales Manager

High West Distillery

Foundational team member for a start-up, craft distillery that ultimately became a major player in the craft distilling space. Primarily, I focused on sales by managing all aspects (strategy, goal-setting, and budgeting) of sales through 25 distributors across 22 states. I also contributed to marketing as brand ambassador, business analytics as the admin of our CRM (Salesforce), and production by aiding in developing 4 award-winning products. 

Sales: 

-Delivered 127% CAGR, growing sales volume from 170 9L cases in 2010 to 15,780 9L cases in 2015 across the Eastern US.
-Launched new distributors in 12 states and developed budgets, sales targets, and educational programs for each one on a yearly basis.   
-Recruited, hired, and supervised state-specific sales representatives for New York and Florida. Those markets grew depletions by +89% and +46% YoY respectively in their first years active. 

Marketing:

-Organized and executed successful events at major industry festivals across the country
-Designed T-shirts for the brand
-Collaborated in product development for a number of new products

Business Analysis:

-Sales Force Administrator for GreatVines from 2012-2014
-Designed and built reports and dashboards for sales team
-Led team-wide trainings for sales team.

Bacchus Importers, Ltd

Sold a portfolio of small production wine, spirits, and beer to a territory spanning the District of Columbia. 

-Increased sales by $274,891 in 2009, showing 30% growth over the previous year
-Generated over $1 million in yearly sales
-Doubled spirits business in my territory

Sales Representative

Rodman's Discount Stores

Worked the sales floor in a high volume wine department containing over 2,000 wines. 

-Closed special orders over $10,000
-Achieved 2nd highest day of sales in department history with over $50,000 in sales
-Managed other sales associates for closing shifts.

Assistant Wine Manager

JBK Landscape LLC

Learned numerous positions such as landscape construction, irrigation maintenance, material delivery, accounts payable, payroll, and general IT. 

-Led crews of up to 5 people to efficiently complete jobs
-Developed water budgets, managed parts inventory, and troubleshot malfunctions for over 30 commercial irrigation systems. 
-Compiled company safty policy
-Processed payroll and accounts payable for company of over 100 employees
-Served as on-call IT troubleshooter

Accounting Asst, IT, Irrigation Maintenance

University of Colorado Denver

-Delivered lectures and led discussions for graduate and undergraduate students
-Advised students on topics and fundamentals of capstone projects
-Hosted Hubert Sauper, a documentary filmmaker, during his visit as a guest speaker during his screening of his Academy Award nominated documentary, Darwin's Nightmare
-Graded quizzes and essays throughout semester.

Teaching Assistant

Stay in your zone of genius. I'll build your engagement | Perspectives from a cancer survivor in active recovery | Posting good vibes and mental health

Competing against global brands with infinite marketing dollars requires masterful storytelling, creative problem solving, and persuading people to give more attention than they should. It's how I've built my career. 

Doing it with fast-moving, emerging brands taught me to leverage storytelling to impact sales, marketing, analytics, finance, and ownership boards.

It turned
•	Hundreds of widgets erupt into tens of thousands of cases
•	Humping product from the back of a Toyota 4Runner turns into billboards and delivery trucks.
•	“Who’s that?” becomes “I see you everywhere.”

Now I do the same for CEOs, founders, and coaches. They work in competitive industries. They need to spend their time on their business, not their content. 

They hire me to protect their zone of genius so they can stay efficient, competitive, and happy. 

As they should.

Taplio

Troy Karnes's Linkedin Analytics

Troy Karnes

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