BRIAN A. BROWN
Corpus Christi,TX
Summary
Strategic leader with 25 years in food and beverage, focusing on P&L oversight, supply chain management, and business development. Drove revenue growth and improved operational efficiency in competitive markets. Enhanced profit margins and sales through team mentoring and collaboration, while fostering an inclusive culture that elevates employee engagement and retention.
Overview
34
34
years of professional experience
Work History
District Sales Manager
Performance Food Service
Corpus Christi, TX
07.2025 - Current
- Facilitated sales leadership for sales team consisting of 10 Area Managers. Managed annual sales volume exceeding 277K cases, annual revenue sales dollars exceeding $15,855M and gross profit dollars exceeding $1,345M. Guided execution of all sales priorities in independent restaurateurs, regional concepts, hospitality, healthcare, and retail segments. Interfaced with all levels of the company, customers, and their company management or owners, brokers and manufacturer representatives. Tracked sales progress, obtained sales goals and determined pricing/marketing strategies at appropriate profit margin levels. Mentored and led others in the performance of their duties in accordance with applicable laws and within company policy and procedures. Strengthened interpersonal relationships with employees and customers which fostered openness, candor, and trust, both internally and externally. For Fiscal Year 2026:
- Achieved recognition as District Sales Manager in Corporate Level Circles of Excellence.
- Recognized as District Sales Manager of the Quarter for Q1, Q2, and Q3 of FY2026.
- Delivered Sales $s FY2026 versus prior year by 17.6% or $2,297M.
- Delivered Total Volume FY 2026 versus prior year by 12.6% or 30K cases.
- Delivered Gross Profit $s FY 2026 versus prior year by 27.98% or $294K.
- Delivered Brand Sales $ FY 2026 versus prior year by 16.3% or $1,085M.
- Delivered Brand Cases Volume FY 2026 versus prior year by 17.2% or 22K cases.
- Developed sales strategies to enhance market presence and drive revenue growth.
- Managed district sales team to ensure alignment with company goals and objectives.
- Collaborated with cross-functional teams to deliver seamless service and support.
Distributor Sales Representative
Ben E. Keith Food Service
Corpus Christi, TX
07.2022 - 07.2025
- Achieved $567k sales growth, marking a 12.1% increase over prior year.
- Opened 14 new accounts, generating $606k in new business sales.
- Executed all sales priorities across established customers to maximize revenue.
- Developed new and existing customer base, expanding into new categories to increase sales growth.
- Consulted with customers to assess business needs and recommended tailored product solutions.
- Delivered exceptional customer service by prioritizing customer needs and ensuring satisfaction.
- Strengthened internal and external relationships, fostering trust and collaboration.
- Conducted engaging product presentations to effectively highlight food service offerings and enhance customer understanding.
Area Sales Manager
Performance Food Service
Corpus Christi, TX
08.2021 - 07.2022
- Achieved sales growth of $1,851,000 or 209.35% compared to prior year.
- Boosted total gross profit by 104.50% or $49,000.
- Increased gross profit per drop by 28.25% or $18 versus previous year.
- Grew brand cases volume by 24.58% or 2,600 cases.
- Developed new and existing accounts, increasing brand presence and penetration.
- Researched customer business needs to tailor products and services that meet specific demands.
- Utilized customer-centric approach to foster loyalty through exceptional experiences.
- Cultivated win-win partnerships by strengthening interpersonal relationships internally and externally.
District Sales Manager
Performance Food Service
Nashville, TN
08.2019 - 08.2021
- Managed annual sales volume exceeding 892,000 cases, achieving revenue of over $33 million.
- Developed sales strategies to enhance market presence and drive revenue growth.
- Facilitated sales leadership for a team of 11 area managers, driving performance across multiple sectors.
- Guided execution of sales priorities in independent restaurants, hospitality, healthcare, and retail segments.
- Tracked sales progress and established pricing and marketing strategies to maximize profit margins.
- Interfaced with company management, brokers, and manufacturers to align strategies and goals.
- Analyzed market trends to identify new business opportunities and customer needs.
- Set clear objectives and helped team members develop plans to achieve quotas.
- Mentored team members to adhere to legal standards and company policies while enhancing performance.
Vice President Sales
US FOODS
Salem, Missouri
04.2018 - 08.2019
- Managed annual revenue surpassing $93 million and gross profit exceeding $19.8 million.
- Facilitated sales leadership for approximately 27 employees, driving annual sales volume exceeding 2.6 million cases.
- Guided execution of sales priorities across independent restaurateurs and regional hospitality segments.
- Collaborated with market leadership to implement initiatives and strategies in the field.
- Delivered total volume increase of 39,000 cases compared to prior year.
- Achieved $742,000 in gross sales growth over previous year.
- Maintained virtual leadership of sales staff across Southern Missouri, including distribution hub and satellite markets.
- Improved employee pulse survey score by 14.8 points, enhancing team engagement.
Area Sales and Merchandising Manager
Coca-Cola Southwest Beverages
Waco, Texas
05.2017 - 04.2018
- Provided sales leadership for home market sales team with 22 employees. Managed annual sales volume exceeding 4.1M cases as well as revenue sales dollars exceeding $47M and gross profit sales exceeding $19M while servicing 1,100 customers. Oversaw execution of all sales priorities in both large and small format arenas with all local, regional, and national assigned accounts. Provided merchandising leadership for approximately 46 employees with annual operating expense budget of $1.1M. Facilitated staffing, training, evaluation, and development of all sales and merchandising team members. Developed and executed merchandising schedules to meet demands of customers and deliver budget. Drove team environment embodying One Team, One Dream while increasing individual/collective commitment and engagement.
- Delivered on several key metrics for 2018, including total volume versus prior year 5.40%, Powerade growth versus prior year 11.97%, Monster Energy growth versus prior year 8.14%, and sparkling volume growth versus prior year 8.27%.
- Delivered cases versus prior year in a variety of key chain accounts, including HEB (+35K cases), Walmart (+32K cases), Target (+4K cases), Circle K (+5K cases), and Family Dollar (+4K cases).
- Delivered variety of essential business results throughout 2017: volume versus plan (+77K) cases, volume versus prior-year (+131K) cases, and revenue versus plan (+6.46%).
- Finished 2017 with added growth, including revenue versus prior year (+7.78%), gross profit versus plan (+$380K), and gross profit versus prior year (+$412K).
- Optimized routes and scheduling, reducing weekly mileage for merchandisers and contributing to cost efficiency.
- Revised work schedules, decreasing overtime hours for merchandisers and improving operational efficiency.
- Over-delivered through 2017 for volume plan, including Walmart (+62K cases), HEB (+36K cases), Target (+18K), Sam's Club (+46K cases), and Stripes (+46K cases).
- Earned market units Best of the Best award for 2017 full-year business results versus plan and prior year.
- Partnered with sales teams to develop targeted merchandising strategies, enhancing customer satisfaction and sales effectiveness.
Area Sales Manager (Combo)
Coca-Cola Refreshments
Waco, Texas
03.2015 - 05.2017
- Facilitated sales leadership for home market sales team with approximately 22 employees. Managed annual sales volume exceeding 3.8M cases, with annual revenue sales dollars exceeding $47M and gross profit sales exceeding $19M while servicing 1.1K customers. Guided execution of all sales priorities in both large and small format arenas with all local, regional, and national assigned accounts. Led efforts in breaking down information to channel/key account level and mobilizing sales team to deliver KBIs and take share from competition. Executed weekly volume/package forecasting. Reviewed location SKU rationalization with DCM on quarterly basis to delete slow-moving SKUs, enabling warehouse to re-slot pick areas to increase productivity.
- Delivered 104.7% versus volume plan and 107.5% strategic volume versus plan for 2017.
- Led Waco Distribution Center in 2017 as only location in market unit to achieve positive from both operating income (i.e., +$72K) versus plan and operating income per case (i.e., +$0.08) versus plan.
- Guided Waco Distribution Center as only location in the unit to deliver all three key business imperatives versus plan (i.e., volume, revenue, and gross profit). Over-delivered gross profit plan by $205K and prior year by $826K, revenue plan by $492K and prior year by $2.3M and volume plan by 63K cases and prior year by 18K cases.
- Received market units Best of the Best award for 2016 and 2015 full-year business results.
- Led annual freshness survey with over-age rate of 0.56% in 2016 versus a goal of 2.0%.
- Exceeded red score goal by 3.98 points in 2016.
- Delivered on several initiatives for 2016, including 9.56% growth in 20oz/600ml business, 66.96% growth in Gold Peak Tea, 28.70% growth in .5-liter/6-pack, 27.53% growth in mini-cans, 23.04% growth in total Fanta, and 16.46% growth in Total Energy.
- Achieved weekly volume/product forecasting margin of error of less than 2%.
District Sales Manager
Kellogg Company
Frederick, Maryland
09.2011 - 03.2015
- Managed annual sales revenue of $22 million while servicing over 180 large format customers.
- Led sales delivery and servicing for large format business segment, including grocery and supermarkets.
- Oversaw daily operations for 14 retail sales representatives and five territory service representatives.
- Implemented sales call process between district managers for key customer accounts.
- Achieved #25 national ranking in region period scorecard and #7 in budget attainment for 2015.
- Grew total categories by 3.7%, including 3.8% growth in wholesome snacks category for 2012.
- Developed weekly one-on-one processes for managers and sales personnel as part of project team.
- Supported integration of three new district managers to enhance team effectiveness.
Unit Sales Manager
PepsiCo/Pepsi Beverages Company
Chantilly, Virginia
01.2008 - 09.2011
- Managed annual sales volume exceeding 3.5 million cases, generating revenue over $63 million.
- Drove market share growth by 9% through effective sales strategies against competition.
- Optimized sales supply chain and operations with full P&L and budget accountability.
- Achieved 19% reduction in operating costs through 11% staffing decrease.
- Ranked no. 1 in Chesapeake market unit for cost reductions in sales and delivery operations in 2009.
- Directed business operations for Pepsi Beverages Company, overseeing over 100 employees.
- Supervised staff, including sales managers, merchandising manager, and administrative personnel.
- Implemented employee engagement initiatives, resulting in 30-point improvement in annual survey favorability.
Unit Sales Manager
Pepsi Beverages Company
01.2007 - 01.2008
- Directed all business operations for Pepsi Beverages Company with annual revenues exceeding $18 million.
Oversaw sales volume of 1.5 million cases while servicing over 1,500 customers.
Provided executive leadership for 35 employees and managed cross-functional teams effectively.
Led sales and operations with full responsibility for P&L and budget management.
Executed weekly product forecasting for over 300 products in Northern New Mexico market.
Guided training, coaching, and mentoring initiatives for all location personnel.
Managed one district sales manager, one warehouse manager, one delivery supervisor, and one administrative assistant. - Managed sales teams to implement strategic initiatives and achieve revenue targets.
- Developed training programs to enhance team performance and product knowledge.
- Analyzed market trends to identify growth opportunities in the beverage sector.
Territory Sales Manager, Small Format
Pepsi Beverages Company
02.2005 - 01.2007
- Directed sales delivery and servicing for small format business segment, including gas and convenience accounts. Oversaw daily operations of 14 sales representatives, driving annual sales volume to exceed 1.8 million cases. Generated annual sales revenue increase of $5 million each year for two years. Expanded total sales volume by 11% annually over two years. Implemented strategies resulting in cost reductions of 8.3% while maintaining productivity.
- Managed territory sales operations and developed strategic plans for growth.
- Collaborated with cross-functional teams to enhance product visibility in stores.
- Trained and mentored new sales representatives on company policies and best practices.
Territory Sales Manager, Large Format
Pepsi Beverages Company
01.2003 - 02.2005
- Managed sales delivery and servicing for large format business segment, including grocery, military, and wholesale club stores. Supervised daily operations of 10 sales representatives, achieving annual sales of 3 million cases and revenues exceeding $41 million. Increased sales revenue by over $7 million annually for two consecutive years. Enhanced productivity and reduced costs by 6.1% through strategic management initiatives. Trained front-line sales personnel to maximize sales volume and drive revenue growth. Built strong customer relationships to enhance loyalty among 100-plus large format customers. Grew Walmart share points by 19% compared to Coca-Cola Corporation (CCE).
- Directed territory sales initiatives to enhance beverage visibility and market presence.
- Developed strategic relationships with key retail partners to drive product visibility.
- Conducted market analysis to identify trends and customer preferences in beverage selection.
General Manager/Owner
Silvias Trucking
New Braunfels, Texas
02.2000 - 01.2003
- Oversaw daily operations of flatbed trucking company with three drivers, generating over $300K in annual revenues while serving clients across Texas. Secured profitability in first year of business. Maintained compliance with federal and state Department of Transportation regulations for short- and long-haul drivers. Cultivated new customer base while maintaining established customer base.
Senior Criminal Investigator
U.S. Customs Service
Washington, D.C.
01.1993 - 01.2000
- Investigated importation and exportation of goods and merchandise into and outside of U.S. contrary to law. Indicted and arrested 100-plus violators of federal criminal/civil law. Conducted successful international investigations and liaised with members of U.S. Congress, U.S. Attorneys Office, foreign and domestic law enforcement entities, news media, and public. Received 18 international, national, and local service/achievement awards as well as ten quality step and merit increases. Participated in special operations throughout U.S. and abroad.
- Conducted thorough investigations into customs violations and criminal activities.
- Partnered with local law enforcement agencies to investigate intricate criminal cases.
- Analyzed evidence and gathered intelligence to build case files.
Education
B.A. - Criminal Justice
University of Maryland
College Park, Maryland01-1994
Skills
- Sales strategy
- Revenue growth
- Profit maximization
- Account management
- Market analysis
- Team leadership
- Customer relationship management
Timeline
District Sales Manager
Performance Food Service
07.2025 - Current
Distributor Sales Representative
Ben E. Keith Food Service
07.2022 - 07.2025
Area Sales Manager
Performance Food Service
08.2021 - 07.2022
District Sales Manager
Performance Food Service
08.2019 - 08.2021
Vice President Sales
US FOODS
04.2018 - 08.2019
Area Sales and Merchandising Manager
Coca-Cola Southwest Beverages
05.2017 - 04.2018
Area Sales Manager (Combo)
Coca-Cola Refreshments
03.2015 - 05.2017
District Sales Manager
Kellogg Company
09.2011 - 03.2015
Unit Sales Manager
PepsiCo/Pepsi Beverages Company
01.2008 - 09.2011
Unit Sales Manager
Pepsi Beverages Company
01.2007 - 01.2008
Territory Sales Manager, Small Format
Pepsi Beverages Company
02.2005 - 01.2007
Territory Sales Manager, Large Format
Pepsi Beverages Company
01.2003 - 02.2005
General Manager/Owner
Silvias Trucking
02.2000 - 01.2003
Senior Criminal Investigator
U.S. Customs Service
01.1993 - 01.2000
B.A. - Criminal Justice
University of Maryland