Stephen Valenti
University Heights,USA
Summary
Dynamic sales leader with a proven track record at Castle Brands, Inc., driving revenue growth and market expansion. Expert in sales forecasting and relationship building, I successfully increased sales revenue in my region from 2.4 million to 4.4 million. Adept at cross-functional collaboration, I empower teams to achieve strategic objectives and exceed performance metrics.
Overview
35
35
years of professional experience
Work History
Vice President of Sales West US Region
Castle Brands, Inc
Cleveland, Ohio
07.2022 - 08.2026
- Led high-performing sales team, achieving revenue targets and driving market growth across 21-29 states.
- Developed and implemented comprehensive sales plans, strategies, and objectives to guide team performance.
- Oversaw regional and local sales managers, enhancing team effectiveness through targeted support.
- Cultivated strong relationships with key retail partners and distributors to enhance collaboration.
- Conducted quarterly business reviews with distributors to align goals and evaluate performance metrics.
- Presented monthly sales performance reports, delivering insights that informed strategic decision-making.
- Trained and mentored junior sales personnel, fostering their professional development and success.
- Analyzed customer behavior data to identify trends and inform actionable sales strategies.
Regional Manager Midwest
Castle Brands, Inc
Cleveland, Ohio
02.2016 - 07.2022
- Expanded Castle Brands portfolio in new and existing markets, increasing sales revenue from 2.4 million to 4.4 million over four years.
- Successfully pitched brands to Meijer Chain, securing seven new item authorizations for Midwest markets.
- Managed supply and execution across wholesale, retail, and on-premise channels, ensuring consistent product availability in control and open states.
- Developed strategic partnerships with distributors, increasing product reach and market availability.
- Oversaw regional budget management to optimize resource allocation and ensure financial control.
- Optimized inventory levels to increase supply chain efficiency and reduce operational costs.
- Cultivated relationships with key regional customers, enhancing market presence and customer loyalty.
- Analyzed regional financial data to pinpoint growth opportunities.
Portfolio Director
RNDC of Michigan
Brownstown, Michigan
07.2014 - 01.2016
- Led portfolio strategy and development for diverse product lines.
- Managed 600,000 case portfolio for Michigan, driving brand adherence and execution success.
- Set quarterly and annual targets for multiple suppliers to drive profitability.
- Oversaw supplier relationships with Pernod Ricard, Luxco, Proximo, Castle Brands, Serralles USA, TEG, and Chopin Imports.
- Collaborated with cross-functional teams to align business objectives.
- Provided execution guidelines to sales management to achieve set goals.
- Facilitated monthly and quarterly business reviews to evaluate performance and refine strategies.
- Developed and trained two Luxco portfolio managers, improving team capability and effectiveness.
- Established personal work objectives and performance benchmarks for team members.
- Managed budgets for broker samples, incentives, depletion allowances, and trade shows.
Pernod Ricard Amp Director
RNDC of Michigan
Brownstown, Michigan
09.2013 - 07.2014
- Collaborated with senior leadership to align business objectives with sales goals, enhancing strategic direction.
- Developed relationships with key stakeholders, driving support for product growth strategies.
- Analyzed sales metrics to identify areas for growth.
- Facilitated collaboration between supplier and distributor, fostering open communication channels to streamline operations.
Regional Sales Manager
Terlato Wines International
Cleveland, Ohio
07.2012 - 08.2013
- Engaged key independent fine wine retailers and on-premise accounts, strengthening relationships to drive sales growth.
- Managed all aspects of on- and off-premise distribution, inventory control, pricing, and programming.
- Facilitated quarterly business reviews and fiscal close meetings for 28 luxury wine brands.
- Oversaw budgets for distributor samples, incentives, depletion allowances, and trade shows.
- Analyzed marketing programs and communicated actionable insights to distributor management, enhancing program effectiveness.
- Developed and delivered staff training for regional and independent accounts, improving product knowledge and sales capability.
- Participated in trade and consumer tastings to promote brand visibility.
- Organized crew drives and conducted quarterly market surveys to gather consumer insights.
Regional Sales Manager
White Rock Distilleries
Cleveland, Ohio
03.2003 - 06.2012
- Built Ohio into the #1 State in the US for Three Olives Vodka
- Launched the Successful Pinnacle Vodka Franchise (80,000 case brand)
- Enhanced distributor engagement, fostering collaboration and support with distributors and brokers across territory
- Facilitated quarterly business reviews and monthly sales recaps, streamlining brand launches with distributors and brokers
- Assisted distributor and broker sales representatives in retail and on-premise sales efforts
- Presented brands to major chain buyers and Ohio Official Superintendent
- Developed and manage brand budgets monthly
- Managed 2 state managers which included conducting performance reviews, performing market surveys, and tracking distribution/pricing information for each manager
On Premise Sales Manager
Wine Distributors
Cleveland, Ohio
05.1996 - 02.2003
- Developed and implemented strategies that increased sales volume and enhanced profitability.
- Managed on-premise sales strategies that expanded wine distribution.
- Trained and mentored sales representatives on product knowledge and customer engagement.
- Provided ongoing feedback to sales staff, improving performance, customer service, and product knowledge.
Key Account Manager
Finger Lakes/Castle Chemicals
Rochester, New York
01.1992 - 01.1996
- Cultivated client relationships to align solutions with their needs and preferences.
- Initiated sales leads through targeted cold calling and strategic networking.
- Executed product demonstrations to effectively highlight features and benefits.
- Created detailed reports on daily, weekly, and monthly sales activity.
Education
Bachelor of Arts Degree - Political Science
University of Buffalo
Buffalo, New York01.1991
Skills
- Sales forecasting and reporting
- Budget management
- Relationship building and partnership development
- Team leadership
- Data-driven decision making
- Cross-functional collaboration
- Sales presentations and KPI tracking
- Sales performance analysis
- Customer relationship management
- Microsoft Office products
- Dimensional Insight ProDiver v 63 and 70
- Centiv Instant Impact
References
Available Upon Request
Timeline
Vice President of Sales West US Region
Castle Brands, Inc
07.2022 - 08.2026
Regional Manager Midwest
Castle Brands, Inc
02.2016 - 07.2022
Portfolio Director
RNDC of Michigan
07.2014 - 01.2016
Pernod Ricard Amp Director
RNDC of Michigan
09.2013 - 07.2014
Regional Sales Manager
Terlato Wines International
07.2012 - 08.2013
Regional Sales Manager
White Rock Distilleries
03.2003 - 06.2012
On Premise Sales Manager
Wine Distributors
05.1996 - 02.2003
Key Account Manager
Finger Lakes/Castle Chemicals
01.1992 - 01.1996
Bachelor of Arts Degree - Political Science
University of Buffalo