Catherine White
Long Beach
Summary
National Sales Leader with 20+ years of experience in the fine wine industry, leading distributor strategy, national accounts, and multi-state growth initiatives. Proven track record of selling premium wine brands, expanding distribution, and driving strong revenue growth across on and off premise channels. Known for influencing distributor proformance, aligning cross-functional teams, executing programs that drive consistent revenue and margin improvement.
Overview
29
29
years of professional experience
Work History
National Sales Director
Gainey Estate Vineyards
Santa Ynez, CA
09.2015 - Current
- Own national sales strategy and distributor network across all channels
- Expanded distribution footprint from 6 to 22 states, significantly increasing national reach
- Grew Costco business by 70% and secured key national accounts including Whole Foods, Albertsons, Bristol Farms, and Central Market
- increased on-premise mix to 85% of total sales, strengthening brand position in premium channels
- Manage pricing, trade spend, incentives, and forecasting to drive revenue growth and margin performance
- Design and manage incentive programs for distributor sales teams, improving focus, accountability and depletion growth
- Act as central point of coordination across distributors, national accounts, and internal teams to ensure alignment on forecasts, pricing, and brand initiatives
Sales Director, West
Cape Classics
New York, NY
03.2009 - 07.2015
- Led Western Region (CA,AZ,WA, OR, UT, MT WY, AK) sales strategy across all channels
- Delivered 200% total business growth within first 36 months
- Grew off-premise national accounts by 103% including BevMo, Whole Foods, and national chain programs
- Increased on-premise national accounts placements by 96% (Roy's, Flemings, PF Chang;s, Fox Restaurant Group)
- Launch French Loire portfolio achieving 112% of goal in year one
- Expanded club channel business by 60%
- Directed distributor execution across region, partnering closely with sales teams to drive accountability, programming success, and market share growth
Southwest Regional Sales Manager
Old Bridge Cellars
Napa, CA
06.2006 - 03.2009
- Managed and developed $2.6 M territory across Southwest Region (CA,AZ,NV,UT,WY and MT)
- Increased regional club business by 58%
- Launched Shoofly breand into key markets, exceeding goals by 8%
- Drove 208% increase in depletions year over year
- Exceeded revenue targets by $450K and increased accounts sold by 37%
Brand Manager
Lauber Imports
New York, NY
04.2000 - 05.2006
- Managed portfolio of 35 boutique wineries across assigned region
- increased sales by 54% within 12 months, earning top brand manger recognition
- Transformed underperforming region to #1 within 6 months
- Developed and executed regional sales and marketing strategies
- Planned trade events, winemaker dinners and promotional programs
Catering Sales Manager
Morton's Restaurant Group
Boston, MA
09.1997 - 03.2000
- Developed new business for flagship Boston location
- Exceeded annual sales targets by $200K
- Led execution of high-profile events including wine dinners, corporate functions, charity programs
- Consistently achieved highest check average in the region
Education
Bachelor of Science - Psychology & Business Administration
Roanoke College
Salem, VAAdditional
- Volunteer, Salt Lake City 2002 Winter Olympics
- Youngest member elected to The Women's Board for the American Cancer Society
- Youngest member to chair the Crusaders' Ball, first event to exceed $35oK in net proceeds
Timeline
National Sales Director
Gainey Estate Vineyards
09.2015 - Current
Sales Director, West
Cape Classics
03.2009 - 07.2015
Southwest Regional Sales Manager
Old Bridge Cellars
06.2006 - 03.2009
Brand Manager
Lauber Imports
04.2000 - 05.2006
Catering Sales Manager
Morton's Restaurant Group
09.1997 - 03.2000
Bachelor of Science - Psychology & Business Administration
Roanoke College