Sales Manager

K EVIN S TEWART ; CSS

*** ***** ***** ***** ***********, MD 211**-***-*** 0513 abl1hv@r.postjobfree.com

SUMMARY OF QUALIFICATIONS

Invaluable leader with exceptional sales and marketing skills to build new business, develop a high performance

sales force, and create product focused solutions to drive revenue generation for large national accounts.

Accomplished sales manager with 15+ years of experience developing and executing forward thinking sales strategies

that have consistently increased brand recognition, sales revenue, and profitability in a highly competitive market.

Demonstrated expertise to cultivate B2B relationships, execute promotional campaigns, and lead diverse territory sales

teams to penetrate new markets.

Highly customer centric with excellent relationship building skills as evidenced by consistently achieving distribution,

revenue, volume, and client service objectives across multi state sales territories. Skilled in conceptualizing innovative

ideas; developing a network of strategic partners within the supplier, wholesale, retail levels of the distribution system; and

optimizing different mediums to connect with new markets.

New Market Development Sales Force Development Cost / Benefit Analysis

Strategic Market Planning Key Account Expansion Contract Negotiations

Inventory Management Competitive Analysis Budget Development

Territory Management Expense Controls Market Penetration

Promotional Campaigns Sales Forecasting Team Leadership

PROFESSIONAL EXPERIENCE

E&J GALLO WINERY, Pasadena,MD 2002 – July 2010

Area Manager (2008 July 2010)

Charged with developing sales strategies, maintaining operating budgets and sales forecasts, and managing the overall

execution of the sales plan across 10 states and the DC market. Maximize revenues from a base of resellers, including

distributors and retailers. Partner with general sales managers, directors, and state managers at the wholesale and supplier

levels to increase their sales by developing channel specific sales programs and supporting these businesses throughout the

sales process.

Key Contributions:

Ranked #1 in the country for spirit revenue (+23%) and volume growth (+19%) in 2009 ; provided the leadership to

•

reinvigorate the sales force, execute a strategic plan, and expand the market.

Cultivated and sustained effective, professional relationships with key accounts to effectively implement and track

•

initiatives and account mandates that enhanced case and dollar volume performance .

Served as a sales, market, and product resource; provided ongoing training opportunities and worked closely with the

•

sales team to improve product knowledge and service capabilities.

Achieved the highest growth for both revenue and volume on the company’s new spirit, New Amsterdam Gin;

•

exceeded 25% volume growth over eight states while increasing revenue by 29%.

State Manager, DC / Delaware / Maryland (2002 2008)

Recruited to increase market penetration for the entire Gallo portfolio within the all three markets. Collaborated with the

senior management team to locate, evaluate, and recruit potential channel opportunities . Conducted in depth competitive

intelligence to stay fully abreast of product, lifestyle, and brand trends and disseminate key information to internal and

external partners. Administered a $500,000 incentive and marketing budget and coordinated pricing and inventory

management programs to ensure brands were available at all times.

(Continued)

K E V I N S T E WA RT – P AG E T WO

443-***-**** abl1hv@r.postjobfree.com

Key Contributions:

Executed a strategic territory plan that led to 11% volume growth and 15% revenue growth; maximized account

•

development by serving as an expert to help retailers improve internal business growth.

Spearheaded breakthrough growth in an underperforming market; inherited a struggling sales territory and developed

•

a strategy to rebuild customer relationships and provide exemplary service to all accounts

Represented the full spectrum of Gallo’s brands, including wines and spirits, to promote a diverse product selectio n

•

that spanned the multiple categories of styles and price points.

Led sales forecasting and strategic planning activities, analyzed business developments, and monitored marketing

•

trends to ensure the ongoing sales growth and profitability of Gallo products.

RELIABLE / CHURCHILL DISTRIBUTORS, Baltimore, MD 1998 – 2002

Field Sales Manager (2000 2002)

Promoted to lead a team of 8 sales representatives in multiple territories to achieve aggressive sales growth within key

accounts. Oversaw all aspects of accou nt management, pricing strategy, promotional programs, territory planning,

budgeting and forecasting, and sales team development. Acted as a liaison to the senior management team, key suppliers,

and retailers to coordinate various sales and promotional initiatives.

Key Contributions:

Recruited, trained, and developed a team that consistently posted the top volume growth totals; ranked as a Top 3

•

performer across the distributorship for actual performance against sales targets .

Orchestrated sales forecasting and strategic planning activities, analyzed business developments, and monitored

•

marketing trends to ensure the ongoing sales growth and profitability of the product line.

Sales Representative (1998 2000)

Managed a 35 account territory, which included the two highest volume and priority stores in Md. Identified accounts that

were not being penetrated with the distributor’s products and developed a plan with the District Manager to establish

rapport and business with such accounts. Effectively presented and communicated brand strategies and related programs to

wholesaler and key retailers to promote new items and increase gross sales revenue.

Key Contributions:

Paved the way for lucrative new retailer partnerships through customer relationship building initiatives, finished in

•

the Top 5 (out of 18 reps in the division) both years in the position.

Streamlined business development efforts and increased revenue potential by developing and executing programs that

•

facilitated the exchange of product information and promotional initiatives .

Early Career Experience:

General Manager – Total Discount Liquors / Freedom Liquors, Sykesville, MD (1992 1998)

A C A D E M I C B AC KG R O U N D A N D C E R T I F I C AT I O N

Associate Degree in Business Administration

CATONSVILLE COMMUNITY COLLEGE – Catonsville, MD

University of MD College Park Current, Business Management

Certified Specialist of Spirits

Focus on Napa wine training

Focus on Sonoma wine training

Focus on Central Coast wine training

WSSM trainer Wine and Spirits Sales Management

WSSM

Contact this candidate