Brian Stephenson
Peachtree Corners,GA
Summary
Highly experienced, top-performing sales professional in the Alcohol Beverage Industry. Hard working and performance driven with a proven track record of success in several diverse sales positions. Highly collaborative in the team approach and has been acknowledged as a key leader in many areas of career. Very creative in approach to sales and has been recognized as a solid trade marketing mind. Strong customer relationship builder based on objection handling, solution-oriented tactician, and proven follow through skills.
Overview
27
27
years of professional experience
1
1
Certification
Work History
Sr Director of Exclusive Brand Sales & Development
O'NEILL VINTNERS & DISTILLERS
11.2023 - Current
- Lead development of all the Exclusive and Private Label business focused on the National Accounts or 23% of company sales with revenue over $35M.
- Leads all business for the largest company account in Total Wine & More with revenue over $30M.
- Championed sales focused improvement initiatives internally to drive operational excellence within the organization focused on Exclusive Brand sales and development.
- Developed cross-functional teams in NPD, Operations and Finance to successfully create products focused on our customer needs.
- Drove strategic improvements to enhance operational and organizational efficiencies.
- Developed strong relationships with our National Team and Retail Buyers, fostering collaboration and mutual growth opportunities.
Vice President of National Accounts, US
O’NEILL VINTNERS & DISTILLERS
09.2016 - 11.2023
- Responsible for directing National and Strategic planning for Off Premise
- Highly experienced in wholesalers, National Accounts, and Field Team management
- Demonstrated proficient leadership skills to motivate employees and build competent teams.
- Strong collaboration skills working between Marketing, Operations, and Division Managers to build and implement National and Strategic sales platforms
- Excels in building and delivering annual case and financial goals, while creating a solid foundation of communication between the supply chain and retail channels
- Management of team covering Publix, ABC, Meijer, Wegmans, Ahold, Kroger Banners, Safeway Banners, and Drug Channel and retains direct management of the largest company account in TW&M.
- Responsible for 8,000 outlets and over $40M in revenue.
Division Chain Director- East
FETZER/CONCHA Y TORO
01.2012 - 09.2016
- Manages all Off Premise chains in the division of 13 states and is responsible for building plans to effectively drive brand strategy and sales across all areas
- Responsible for collaboration on all sales execution plans and sales tool development between distributor and field sales
- Shows creative insight in retail program development coinciding with national marketing brand plans
- Key collaborator with marketing to insure strategy implementation met the needs of the sales in the field.
- Leveraged data analytics insights for informed decision-making in critical areas such as sales forecasting, budgeting, or personnel management.
Managing Director FL & GA, Eastern US
FETZER/CONCHA Y TORO
03.2013 - 03.2015
- Owned and implemented the entire supplier-to-distributor process by utilizing my knowledge of the budgetary process, sales execution, and P&Ls
- Built and managed team into a cohesive sales team that consistently produced against our objectives
- Produced 18% of total company volume and 20% of sales revenue by managing all price structures, budgets, and SE chain account business
- Responsible for over $16M in sales and 230,000c.
Strategic Accounts Manager, East Coast, US
BROWN FORMAN BEVERAGES
11.2007 - 01.2012
- Managed 9 states for the entire wine and spirits portfolio across the Northeast and Southeast Divisions for all off-premise chain business
- Brands generated over $20 million in revenue annually
- Excelled in collaboration with distributor and internal field sales teams by delivering clear results-oriented programs.
Division Chain Manager, South Divsion US
DIAGEI-GUINNESS USA NA
08.2004 - 11.2007
- Managed all program sales and implementation for Grocery & Liquor channel.
- Excelled in high-profit programming and execution results through key relationship-building and retail knowledge.
- Developed and executed marketing strategies that effectively communicated brand values, increasing brand recognition.
Regional Distributor Manager, Orlando, FL
DIAGEO- GUINNESS USA NA
12.2001 - 08.2004
- Directed all sales and marketing functions for the Central Florida region in excess of $10 million in annual revenue
- Planned, negotiated, and executed against market initiatives by managing Radio, OOH, Print, and several other consumer drivers
- Successfully launched new brand innovation test markets
- Developed DGUSA sales in the C-Store channel by targeting regional accounts for wholesaler compliance against localized programming
- Created wholesaler training and quality controls for the on-premise distributor network.
Field Marketing Manager
ERNEST & JULIO GALLO WINERY
01.2001 - 12.2001
- Organized sales efforts for 4 distributors in Alabama and Florida
- Established monthly goals and budgeting plans
- Negotiated pricing and budgets for all markets
- Responsible for all product launches, new brand test markets, and all local consumer events
- Controlled all budgets, programming tools, POS, and pricing.
District Manager- Ft Lauderdale, FL
PREMIER BEV/EJ GALLO
01.2000 - 01.2001
- Managed and motivated a sales team of 6 sales representatives against monthly objectives
- Organized sales territories and scheduled route calls to maximize daily effectiveness
- Excelled in program execution against monthly quotas
- Consistently grew business in key tourism market.
Sales Consultant- Palm Beach, FL
PREMIER BEV/EJ GALLO
01.1998 - 01.2000
- Managed chain grocery for highly visible retail sales area for the 4th largest market in the country
- Gained extensive sales experience in territory management, product knowledge, and team building
- Developed broad knowledge of customer-facing sales situations and execution.
Education
B.A. Public Administration -
University of Central Florida
Skills
- Collaborative Leadership
- Business Development
- Budget Management
- Data Analytics
- Organizational Development
- Reporting expertise
- Prospecting skills
- Microsoft Platform
- Power Bi
Certification
- High-Performance Coaching
- Advanced Negotiating Skills
- Presentation Skills
- Category Management
- Time Management
- Effective Wholesaler Management
- Gallo Certification in Field Sales & Retail Management
- Collaborative Management
- Conflict Resolution
Fraternity
Sigma Chi Fraternity
Timeline
Sr Director of Exclusive Brand Sales & Development
O'NEILL VINTNERS & DISTILLERS
11.2023 - Current
Vice President of National Accounts, US
O’NEILL VINTNERS & DISTILLERS
09.2016 - 11.2023
Managing Director FL & GA, Eastern US
FETZER/CONCHA Y TORO
03.2013 - 03.2015
Division Chain Director- East
FETZER/CONCHA Y TORO
01.2012 - 09.2016
Strategic Accounts Manager, East Coast, US
BROWN FORMAN BEVERAGES
11.2007 - 01.2012
Division Chain Manager, South Divsion US
DIAGEI-GUINNESS USA NA
08.2004 - 11.2007
Regional Distributor Manager, Orlando, FL
DIAGEO- GUINNESS USA NA
12.2001 - 08.2004
Field Marketing Manager
ERNEST & JULIO GALLO WINERY
01.2001 - 12.2001
District Manager- Ft Lauderdale, FL
PREMIER BEV/EJ GALLO
01.2000 - 01.2001
Sales Consultant- Palm Beach, FL
PREMIER BEV/EJ GALLO
01.1998 - 01.2000
- High-Performance Coaching
- Advanced Negotiating Skills
- Presentation Skills
- Category Management
- Time Management
- Effective Wholesaler Management
- Gallo Certification in Field Sales & Retail Management
- Collaborative Management
- Conflict Resolution
B.A. Public Administration -
University of Central Florida
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