Brian Glasscott
Carmel,IN
Summary
As a goal-oriented Sales Management professional with over 25 years of experience, I have a demonstrated history of driving strategic business growth. I am proficient in supporting and advancing the careers of sales personnel. My expertise lies in fostering productive client relationships through positive engagement, customized solutions, and increased market share.
Overview
17
17
years of professional experience
1
1
Certification
Work History
Area Sales Manager- Off Premise - Package-Warehouse
Southern Glazer’s Wine and Spirits of Indiana
Carmel, IN
11.2019 - Current
- Successfully led a group of 6 Sales Consultants to achieve $32 million in annual revenue.
- Championed innovative approaches to work allocation, resulting in improved customer satisfaction and increased SGWS visibility.
- Oversaw the hiring, development, and empowerment of Sales Consultants to maximize sales potential, boost market share gains, and track career advancements
- Partnered with Commercial Operations and Supplier teams to devise incentive programs, personalized account marketing strategies, and philanthropic collaborations.
- Analyzed sales data to improve processes, forecast trends, and set goals.
- Established and maintained relationships with key clients and stakeholders.
Director - On Premise Trade Development/ Sales Manager
Southern Glazer’s Wine and Spirits of Indiana
05.2017 - 11.2019
- Implemented strategic plans to meet volume and value goals for the state by efficiently managing resource allocation and maintaining brand strategy/standards.
- Efficiently collaborated with multiple departments to develop and implement strategic initiatives for program success.
- Founding member of the cross-functional On-Premise synergy team, enhancing communication and problem-solving techniques to bolster SGWS’ account servicing capabilities.
- Incorporated Sandler Training team to mentor synergy team
- Voice of the Market" to Supplier and Brand marketing to ensure national strategies and tactics are shaped by local market insights and needs
- Kaizen Project Member: Helped build route to market for New Business Development Manager role in SGWS
- Revamped route planning strategies, resulting in increased territory productivity and long-term viability
- 28 million annual revenue and producing 22% GP in 2018
- Personnel: 5 Area Managers, 2 Account Development Managers and 31 Sales Consultants.
Area Sales Manager- On Premise
01.2011 - 04.2017
- Established market trends and achieved goal execution for multiple supplier partners by leading an energetic, determined sales team
- Successfully oversaw the achievement of both qualitative and quantitative targets for a 5-member in-house sales team, servicing a portfolio of 440 accounts and collaborating with more than 100 Supplier partners.
- 7.1 million annual revenue
- Analyzed sales data to improve processes, forecast trends, and set goals.
- Cultivated strong professional relationships with suppliers and key clients to drive long-term business development.
Key Account Manager
Bloomington, IN
06.2010 - 12.2010
- Controlled key IHUB (Intellectual Hub) market of Bloomington, IN
- Marketing, brand strategy and innovation development to increase market share and drive profitability for high profile accounts
- Designed and implemented a dynamic programs offering activities like a photobooth, waterslide, and special guest appearances.
Sales Representative
Olinger Distributing (A Glazer’s Company)
08.2007 - 06.2010
- Manage local territories to drive sales and revenue
- Develop key relationships to drive marketing initiatives and product pull through
- Conduct customer and staff educational seminars including dinners, sampling, and staff trainings.
Education
Bachelor of General Studies - Geography
Indiana University, Bloomington
05-2005
Skills
- Coaching and Leadership
- Philanthropy
- Revenue/ GP Accountability
- Sales and Marketing Strategy
- Brand Launch/ Innovation Strategy
- Strategic Goal Planning
- Building Capabilities
- Talent Retention/ Acquisition
- Budget Management
- Microsoft Office Suite
- Teams
- One Note
- TOPAZ operating system
- Sales Navigator
- AS 400
- Compass reporting
- Salesforce CRM custom platform (PROOF)
Certification
- WSET (Wine and Spirits Education Trust) Level 2 Certification, 2012
- CSS Certification (Certified Specialist of Spirits), 2015
- Priority Management-SWS University, 2013
- Napa Valley Vintners Association Certification, 2015
- SGWS University- 308 modules completed. (2016-2023)
- Diversity and Inclusion Training- SGWS 2020-2023
Accomplishments
- Spirit Growth Winner 2022
- Case Growth Winner 2021
- Dollar Growth Winner 2021
- Senior Award Nominee/ Sales Manager of the Year: 2017
- Area Manager of the Year Winner: 2016
References
References available upon request.
Timeline
Area Sales Manager- Off Premise - Package-Warehouse
Southern Glazer’s Wine and Spirits of Indiana
11.2019 - Current
Director - On Premise Trade Development/ Sales Manager
Southern Glazer’s Wine and Spirits of Indiana
05.2017 - 11.2019
Area Sales Manager- On Premise
01.2011 - 04.2017
Key Account Manager
06.2010 - 12.2010
Sales Representative
Olinger Distributing (A Glazer’s Company)
08.2007 - 06.2010
Bachelor of General Studies - Geography
Indiana University, Bloomington
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