Ben Tolstoshev
Willoughby
Summary
I am a highly engaged, energetic, strategic, customer focussed and networked wine industry leader with over 20 years immersed end to end domestically and internationally. Extensive sales strategy to execution, operational and team leadership with a strength in marketing and engagement across diverse products and multi-channel footprints. Strong and measurable brand and revenue growth within sales cycles aligned to strategy, extensive events, wholesale business and B2B experience within the Endeavour framework has positioned me to be ready to lead within this role.
Overview
34
34
years of professional experience
Work History
Business Development Manager
Paragon Wine Estates
01.2022 - Current
- Support multi-channel execution of all Paragon brand objectives across 8 wineries
- Solely and collaboratively hosting high value events globally
- Direct management of Specialist Internal Channels; Shorty’s Liquor Corporate / Langtons
- Determine sales channel allocations across the Paragon portfolios
- Strategy lead for business development that drives higher brand recognition, financial growth and profitability
- Lead within the Pinnacle Drinks and Endeavour Wine teams to grow sales, activate new product development, team and customer engagement
- Assist wholesale distributors to build presence and endorsement within on-trade and specialist retail accounts
- Partner with wine estates to support initiatives that drive DTC loyalty, e-Comm, B2B and cellar door engagement
Head of Sales
Paragon Wine Estates
01.2020 - 01.2022
- Establish sales strategy / identify target sales channels to deliver on brand and revenue growth
- Activate wholesale, internal exclusive supply and B2B channels
- Initiate DTC sales channels for each estate
Global Business Manager
Oakridge Wines
01.2020 - 01.2021
- Working domestic and international partners to deliver results to budget / aligned to brand strategy
- New channel business activations with a focus on folio premium end
- DTC, Corporate, Specialist Channels brand activator
B2B Head of Corporate Wine Sales
Different Drop
01.2019 - 01.2020
- Identify, scope and activate B2B within the e-Comm business - Sydney corporate market
Global Sales & Marketing Manager / Shareholder
The Lane Vineyard
01.2004 - 01.2020
- Company Overview: Family Wine Business
- Applied leadership in viticulture, wine production, product development, sales / marketing, DTC / B2B, global brand sales lead
- Financial accountability to UK investors
- Strategic development and implementation of 5-year plans through to monthly accountability for DTC/ E-comm staff and distribution partners
- Restaurant and Cellar door upper-level management
- DTC / B2B lead
- Digital marketing / Media management
- Production Management - Packaging / Bottling / Warehousing / Distribution
- Family Wine Business
Business Development Manager
Collotype Labels
01.2002 - 01.2004
- New business development of targeted customers
- Key account management of long-term clients
- Quarterly business / marketing plan development
- Brand News – industry marketing newsletter production
Art Director
Ratbag Games Pty Ltd
01.2000 - 01.2002
- New project leadership and presenting to international publishers
- Managing development teams through milestones / leading workplace culture
Senior Graphic Designer
Dimension 3 Creative
01.1996 - 01.2000
- Customer management and new customer acquisition
- Design and production / production management
Graphic Designer / Proprietor
BT Design
01.1994 - 01.1996
- Sole owner / operator / Graphic Design to the wine and media industry
Graphic Designer
Goodsports (Formula 1 merchandise)
01.1991 - 01.1994
- Graphic Designer, development of marketing materials
Education
MBA -
University of South Australia
01.2014
Associate Diploma - Advertising and Graphic Design
DETAFE
01.2000
Matriculation -
Pembroke School
01.1990
Skills
- Industry leading community engagement through events; Oakridge Wines annual vintage multi-channel release
- Consistent and articulate wine business leader with an applied commercial focus
- Forward focus with ability to identify and activate new market trends
- Demonstrated ability to think strategically and translate data to win / win sales outcomes
- Channel management with high value accounts; Langtons exclusive sub brands to maximise revenue and brand value growth
- Effectively build, align and communicate brand strategy; On-premise activation to recruit consumers into untapped multi channel activity
- Excellence in sales and team leadership within channel high value clients; Qantas in-flight wine supply
- Financial acumen to maximise P&L efficiency
- Creative, positive, inclusive and innovative growth mindset
- Ability to influence, lead and transform
- Pursuit of excellence and continuous improvement
Key Achievements
- Integration and activation of new acquisition brands into EDG and external channels
- Activation of exclusive sub brands into high margin and high customer value internal and external channels
- NPD activation and integration across all Paragon brands
- Project scope, financial approval and project management of Riddoch estate redevelopment
- Annual vintage release event planning and activations across 8 brands
- Milestone national roadshows for total folio
References
- Available upon request
Professional Development
- 01/2024, Working with Wine Fellowship
- 01/2024, Cape Mentelle Cabernet Symposium event hosting
- 01/2024, Australian Future Leaders Selection Committee
- 01/2023, Effervescence Tasmania event MC / Panel taster / presenter
- 01/2023, Cape Mentelle Cabernet Symposium event hosting
- 01/2023, Jawun secondment program - Inner City Empowered Communities
- 01/2023, I Am Here - Ambassador Program - Mental Health Awareness training
- 01/2023, Australian Future Leaders 2023 Selection Panel
- 01/2023, Endeavour - Responsible Drinking training
- 01/2022, Endeavour - Competition and Consumer Law Obligations training
- 01/2021, Endeavour - Leading in Responsibility
- 01/2021, Endeavour - Learning for Reconciliation
- 01/2021, Endeavour - Closing the Gap and Privilege
- 01/2021, Endeavour - Our Shared history and the Stolen Generation
- 01/2021, Endeavour - Reconciliation and your RAP
- 01/2020, WSET Level 3
- 01/2019, Royal Sydney Wine Show Steward
- 01/2018, Great Australian Red Steward
- 01/2014, MBA, University of South Australia
- 01/2012, Wine Communicators of Australia National Board Member / state chair
- 01/2010, Australian Rural Leadership Foundation Member - still current
- 01/2010, Australian Wine Industry Future Leader Graduate
- 01/2008, AWAC Wine Faults workshop
- 01/2002, Six Sigma process quality improvement
- 01/2001, SA Wine and Brandy Association advanced wine appreciation
- 01/2000, Associate Diploma, Advertising and Graphic Design DETAFE
- 01/1990, Matriculation, Pembroke School
Timeline
Business Development Manager
Paragon Wine Estates
01.2022 - Current
Head of Sales
Paragon Wine Estates
01.2020 - 01.2022
Global Business Manager
Oakridge Wines
01.2020 - 01.2021
B2B Head of Corporate Wine Sales
Different Drop
01.2019 - 01.2020
Global Sales & Marketing Manager / Shareholder
The Lane Vineyard
01.2004 - 01.2020
Business Development Manager
Collotype Labels
01.2002 - 01.2004
Art Director
Ratbag Games Pty Ltd
01.2000 - 01.2002
Senior Graphic Designer
Dimension 3 Creative
01.1996 - 01.2000
Graphic Designer / Proprietor
BT Design
01.1994 - 01.1996
Graphic Designer
Goodsports (Formula 1 merchandise)
01.1991 - 01.1994
Associate Diploma - Advertising and Graphic Design
DETAFE
Matriculation -
Pembroke School
MBA -
University of South Australia
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