Stuart D. Newbrough
McKinney,TX
Summary
Motivated and passionate sales and management professional experienced in analytical and pressure driven roles. Skilled in sales management, personnel development, market analysis, business development strategies, product promotion, account management, and servant leadership.
Overview
17
17
years of professional experience
Work History
National Account Director
Black Buffalo
05.2024 - Current
- Responsible for National Chain sales of Black Buffalo primarily in the Western area of the United States.
- Customer accountability included RaceTrac, AM-PM, Yesway/Allsup’s, Chevron ExtraMile, EG Group, Murphy USA and Stinker Station in addition to other regional chain customers.
- Direct Account Responsibilities include all distributors associated with WAM.
- Established long term POP agreements with high ROI potential.
- Enhanced assortment at over 2,000 stores within the first 3 months.
Regional Sales Director
Japan Tobacco International, USA
01.2024 - 04.2024
- Responsible for Independent and District Chain business throughout the Central Region of the United States, a newly opened Region for JTI USA.
- Direct Reports consisted of 4 District Sales Managers and 3 Regional Chain Account Managers.
- Indirect reports consisted of 28 Territory Sales Managers
- Geographical scope – TX, LA, OK, IL, AR, IA, ND, SD and WI
- Responsible for the hiring and training of new JTI employees to the Region. This was critical as this was a newly opened Region for JTI USA, 50% of which was vacant on 1/1/2024.
Director, Key Accounts
Japan Tobacco International, USA
11.2019 - 12.2023
- Responsible for Regional Key Account Business throughout the United States. Team Account Portfolio consisted of over 200 Chain HQs and 300 Direct Buying Customers.
- Managed team of Regional Key Account Managers and Cash & Carry Account Managers. Total team consisted of 15 AMs, with 6 of these serving as direct reports.
- Increased JTI USA’s flagship brand by 38% in 2020 vs 2019
- Account portfolio contributed over 81% towards JTI USA’s OTP category, up from 71% in 2019.
- Directly responsible for PEER and WAM partnerships in an effort to grow JTI business via wholesale collaboration.
- JTI Inspire Award for 2022 recognizing the employee in the United States who provides inspiration to other employees.
Manager, National Accounts
ITG Brands
Dallas, TX
04.2016 - 11.2019
- Account portfolio consisting of 7-Eleven, McLane Company, AAFES and Fred’s Stores
- Responsible for execution of cyclical promotional and merchandising programs which equated to approximately 5% of ITGB’s retail cigarette and cigar business in the United States.
- Executed ITGB’s cigarette promotional activity at 7-Eleven equating to a SOM increase from 2016 to 2017 of .5%.
- Partnered with 7-Eleven in order to increase ITGB’s under indexed cigar distribution in key volume states. Grew SOM from 10.5% to over 18.5% from 2016 to 2018.
- Orchestrated multiple distributions with McLane regarding newly launched ITGB products into the marketplace. Impact to the market is over 50,000 retail accounts nationally.
- Executed all trade programs with AAFES, including duty free product reaching beyond US borders.
Regional Sales Manager – Northeast Region - Mass Market Cigars
ITG Brands
10.2015 - 04.2016
- Provided coaching and leadership for 10 members of the NE Region MMC team.
- Regional geography consisted of Pittsburgh, New York, Boston, Washington D.C., Richmond, etc.
- Customer Base provided $200 Million in ITGB MMC sales annually.
- Role primarily served as a holding area to be able to integrate into the ITGB Field Force.
Regional Sales Manager – Southern Region - Mass Market Cigars
Commonwealth-Altadis Inc.
11.2014 - 09.2015
- Responsible for delivery of a sales target volume through assigned Region’s customer base.
- Regional geography consisted of: Ft Lauderdale, Miami, Tampa Bay, Atlanta, Dallas, Houston, New Orleans, Los Angeles, San Francisco, and San Diego.
- Responsible for $120 Million in CA MMC sales annually.
- Executed CA’s National Trade strategy while at the same time providing a localized approach in order to achieve maximum results in each specific market.
- Accountable for all Regional MMC sales team performance metrics.
- Increased CA volume contribution rate of assigned account base from 18% to over 24% in the first 6 months of 2015.
- Team achieved 103.8% of all cyclical goals in a declining environment. In contrast, company average outside of my team was less than 85% over the same time span.
State Manager, West Virginia & Virginia
Commonwealth-Altadis Inc.
01.2013 - 09.2015
- Implemented CA’s National Cyclical Trade activities and ensured the alignment of these with local sales philosophies.
- Directly responsible for $135 Million in CA FMC Sales, and $20 Million in MMC Sales annually.
- Negotiated contractual agreements to deliver maximum return on investment and also to create mutually beneficial outcomes with key business partners across West Virginia and Virginia.
- Interview, hire and train sales personnel within the state of West Virginia and Virginia.
- Lead a team of 25+ sales personnel that manage multi-level customer relationships who have a direct influence on CA sales volume throughout WV and VA.
- Drove share of market increase by 1.2 % YOY 2014 vs. 2013 on CA’s top priority brand, USA Gold.
- Grew Montclair distribution to over 87% in WV, and 60% in VA relative to weighted industry volume.
Trade Marketing Manager
Commonwealth-Altadis Inc.
Fort Lauderdale, FL
10.2011 - 01.2013
- Responsible for design and implementation of CA FMC trade programs.
- Managed the general operations of the field force throughout the Southeast Region.
- Conceptualized strategies and produced business plans to deliver sales growth, brand enhancement and adult-consumer awareness across all business platforms.
- Ensured proper monitoring of the performance of the field force in order to identify and mend performance gaps.
- Designed a prorated ranking metric in order to summarize employee performance that stood as a National standard throughout FY 2012.
- Created analysis based around retail price specific metrics in order to maximize CA return on investment in relation to promotional spending.
- Served as liaison between Regional Sales Force and CA systems.
Area Sales Manager
Commonwealth-Altadis Inc.
Columbia, Missouri
02.2010 - 10.2011
- Lead and directed a team of Territory Managers in Southern Illinois and Northern Missouri to achieve monthly, quarterly and annual targets.
- Built effective relationships with all key customers in assigned sales area, in particular the distributor trade and select chain accounts.
- Drove sales and coverage metrics to a point wherein 4 out of the 6 TMs in my sales area achieved the CBI Golden Eagle Award, given to less than 10% of the sales force nationally.
- Sales area led the West Region on new distribution gains on Sonoma and Fortuna respectively during Q1 – Q3 of 2011.
Territory Manager
Commonwealth-Altadis Inc.
Wytheville, VA
01.2009 - 02.2010
- Effectively influenced adult consumers by increasing distribution, availability and visibility of Commonwealth Brands products in Western Virginia.
- Responsible for strategic call routing and maintaining proper call frequency to assist with product and brand development.
- Developed and implemented effective merchandising techniques to increase adult consumer impact at the retail level.
- Increased Sonoma SOM by .8% and USA Gold by .5% in my respective sales area from 6/09 – 2/10.
- Achieved 75% distribution on Fortuna which was a 20% higher mark than the next closest TM in the state of Virginia.
- Increased category knowledge and expertise in order to become the preferred tobacco advisor in the geography’s key outlets.
Skills
- Relationship management
- Pricing strategy
- Revenue growth
- Territory management
- Competitive analysis
- Sales presentations
- Business development
- National sales leadership
Timeline
National Account Director
Black Buffalo
05.2024 - Current
Regional Sales Director
Japan Tobacco International, USA
01.2024 - 04.2024
Director, Key Accounts
Japan Tobacco International, USA
11.2019 - 12.2023
Manager, National Accounts
ITG Brands
04.2016 - 11.2019
Regional Sales Manager – Northeast Region - Mass Market Cigars
ITG Brands
10.2015 - 04.2016
Regional Sales Manager – Southern Region - Mass Market Cigars
Commonwealth-Altadis Inc.
11.2014 - 09.2015
State Manager, West Virginia & Virginia
Commonwealth-Altadis Inc.
01.2013 - 09.2015
Trade Marketing Manager
Commonwealth-Altadis Inc.
10.2011 - 01.2013
Area Sales Manager
Commonwealth-Altadis Inc.
02.2010 - 10.2011
Territory Manager
Commonwealth-Altadis Inc.
01.2009 - 02.2010