Gary Wolf
Senior Director Sales & Marketing · The Coca Cola Company
Temecula, CA
In My Own Words
I am a sales and marketing leader with more than 15 years' experience blending strategic thinking with genuine customer connection. I leverage consumer and industry insights to drive innovative marketing strategies, consistently exceeding sales targets. Customer-centric and adaptable, I prioritize innovation and continuous improvement, to build long-term, sustainable partnerships.
Work Experience
SENIOR DIRECTOR ACCOUNT MANAGEMENT
The Coca Cola Company2021 – 2024
Led the US McDonald's business with call point responsibility across senior level corporate executives and 135+ franchise owners contributing net revenue of $40M+. Led all business-critical functions, including account management, marketing, P&L Management, operations, innovation, supply chain, and distribution. * Spearheaded sales and marketing strategies resulting in 6% year-over-year revenue growth. * Developed growth strategies leveraging data and insights encompassing channels, consumer behavior, occasions, and profitability, resulting in a 1.5% rise in guest counts. * Created localized marketing activations which surpassed industry benchmarks in impressions (10x) and engagement (8.5x), leading to national program expansions. * Performed reviews of operations, assessing equipment and service performance metrics, and pinpointed areas for enhancement, resulting in a 15% decrease in service-related expenses for franchisees. * Member of McDonald's Profit Team, Digital Team, and People Team to influence initiatives to drive beverage programing and integration leading to nearly 100% beverage menu integration. * Successfully launched four beverage brands and one new incremental beverage category contributing to a +3pt market share growth within customer segment. * Managed a Global CRM Transition, influencing over 200 associates spanning operations, marketing, finance, and sales, ensuring seamless adoption and user engagement with the CRM system.
DIRECTOR FRANCHISE LEADERSHIP
The Coca Cola Company2019 – 2021
Directed the strategic partnership with one of North America's largest Coca-Cola bottlers, representing $1BN net revenue. Accountable for agreement and execution of annual business plans, encompassing sales capability development, commercial execution, product innovation, supply chain optimization and long-term strategic initiatives. * Managed critical system stakeholder relationships, encompassing commercial and RGM planning, sales execution, capability development, key customer collaboration, and supply chain operations. * Facilitated monthly performance management discussions with C-suite executives, leading the development and presentation of strategic initiatives to achieve revenue goals. * Managed bottler P&L to achieve annual objectives, leveraging customer trade marketing, price-pack-plan, and revenue growth management principles. * Successfully planned and launched new innovative brands and product categories, contributing an additional $15M in annual revenue. * Led a national project team to address communication gaps between the National Retail Sales organization and distribution execution teams, leading to the development of a real-time performance dashboard and the implementation of a clear, consistent communication plan. * Led multiple teams addressing route-to-consumer opportunities, introducing new technologies and consumer engagement strategies, and resulting in new points of distribution and reduced delivery costs.
EXPERIENCE - CONTINUED -
COMMERICAL BRAND MANAGER VENTURING AND EMERGING BRANDS
The Coca Cola Company2016 – 2019
Managed the national brand strategy for Coca-Cola's emerging brands portfolio, specifically overseeing Hansen's Beverage product line-up. Led shopper marketing, channel planning, route-to-market design, price-pack planning, sales tool development, and product innovation. * Transitioned Hansen's Beverage portfolio from Monster Energy Company, overseeing shopper marketing, commercial fulfillment, pricing strategy, and route-to-market evolution; successfully integrating all non-energy brands into Coca-Cola's portfolio, and facilitating national distribution scale. * Instrumental in driving Hubert's Lemonade to become the fastest-growing single-serve lemonade in America from 2017-2019, achieved through expanding its footprint in the natural channel, establishing a national DSD network, and crafting comprehensive commercial channel plans. * Successfully developed and launched Hubert's PET package exclusively for the foodservice channel, leveraging a new route-to-market approach and influencing the system for efficient distribution.
SENIOR SALES EXECUTIVE NATIONAL FOODSERVICE
The Coca Cola Company2014 – 2016
Oversaw negotiations and maintained relationships with national foodservice brands, leveraging a general management approach covering operations, finance, marketing, and sales. Focused on advancing customer relationships and achieving business objectives which led to exceeding business plan every year in role. * Influenced a capital intense transition plan across a 250-location fast-food chain, benefiting both franchisors and franchisees, while also driving profitability for Coca-Cola, which led to a contract renewal. * Formulated an operations expansion plan for a rapidly growing national pizza chain, overseeing the successful opening of over 100 locations annually across the country. * Selected as the sole sales development coach on the west coast to deliver advanced training for Coca-Cola's innovative beverage platform, Coca-Cola Freestyle.
ACCOUNT EXECUTIVE FOODSERVICE AND ON PREMISE
The Coca Cola Company2011 – 2014
Managed a prestigious account portfolio of professional sports teams, renowned colleges, and Fortune 500 companies, steering joint sponsorship agreements across sales, marketing, and operations. * Finalized a 10-year exclusive marketing and beverage rights agreement with the largest university in the Northwest, expanding the contract to include satellite campuses, the healthcare system, and athletics. * Negotiated and secured an exclusive beverage availability and marketing rights agreement with an NBA franchise focused on marketing activation and partner collaboration. * Secured long-term marketing and pouring rights agreements with two Major League Soccer franchises. * Converted largest workplace account in the Northwest from historically competitive account to 50/50 shared availability.
Earlier Roles at Coca-Cola Enterprises: As Sales Manager, led a sales team, managing 7,000+ accounts and generating $40 million annually, achieving over 50% team promotion rate into new roles. | As Channel Manager, led both union and non-union employees; negotiated beverage availability agreements, securing over 80% of available market; regularly presented the History of Coca-Cola Marketing to high school and college marketing classes.
