EXECUTIVE PROFILE -- PRESIDENT CEO COO ENTREPRENEUR
Results-oriented executive and consultant with extensive record of success in consumer products. Demonstrated expertise in quickly analyzing problems, finding new opportunities and implementing solutions to grow businesses and turn companies around. Proven ability to introduce strategic initiatives to increase profits, drive market share, streamline organizations, improve service and develop world-class organizations. Strong visionary leader, proficient at piloting all functional areas to build the business. Effective communicator who creates the vision and motivates teams to achieve business goals. MBA from The Wharton School.
Selected Highlights
• Turned declining, unprofitable company with more than $70 million in sales into profitable organization.
• Tripled sales to more than $120 million over six years by introducing branded products and building distribution.
• Saved company almost $3 million in salary and benefits cost over two years by eliminating ineffective positions.
• Recruited and mentored world-class sales and marketing organization, winning six consecutive #1 in service awards.
• Founded successful consulting practice which increased client profits by improving sales and marketing effectiveness.
• Boosted $400 million Division to record high sales, share and profits via strategic marketing and productivity gains.
• Delivered $2 million annual cost savings via labor contract negotiations which reduced routes/increased load limits.
• Pioneered new product to $200 million in 30 months via effective product positioning and persuasive advertising.
PROFESSIONAL EXPERIENCE
My own consulting company 1987-1994; 2006-Present
Sales, marketing and management development consulting company serving both Fortune 500 and entrepreneurial firms in broad range of industries, including foods/beverages, retailing, communications, sales promotion, gifts and collectibles and home fashions. Objective is to help clients improve profits and profitability. Company has proven record of building clients’ top and bottom lines.
President and Founder (4/87-10/94; 3/06-Present)
Sell services to clients, manage scope and direction of projects, analyze client businesses, identify creative, practical solutions and present final product to client. Develop and implement plans and strengthen clients’ sales and marketing operations via strategic marketing plans, sophisticated planning tools and capability enhancement programs. Key results:
• Accelerated sales and profit growth to 30% and 70%, respectively, versus prior year at 10% and 17% for $40 million gift company due to more effective branding and positioning of new products.
• Drove annual sales and profit increase of 9% and 18%, respectively, for $50 million consumer goods company after 18 months of decline via multi-phase sales capability enhancement program.
• Built sales 7% and profit 14% after 12 months for $85 million beer wholesaler by converting sales organization from “peddle” to pre-sell, aligning call frequency with account potential and implementing consultative selling approach.
• Achieved 12% profit increase following 31% decrease prior year for $70 million beverage distributor via more aggressive selling of key accounts, route productivity gains and revised pricing strategy.
• Increased billings 20% to $12 million for sales promotion company by developing persuasive selling presentation which landed $8 billion Fortune 50 client.
Major gift and collectible company 1994-2006
Privately-owned gift and decorative accessory company with sales over $70 million. Recognized for world class customer service, high quality and unique product designs. Creates and produces more than 10,000 proprietary gift products for all occasions. Serves more than 20,000 retailers, including Target, Sears, QVC, Kroger and J.C. Penney.
President and CEO/COO (1/02-2/06)
Reported to Owner. Established strategic direction and vision for company; directed all functional areas with full P&L responsibility and served as key client interface for major accounts. Led seven Vice Presidents, 200 employees and 120 sales reps. Key results:
• Produced almost $2 million in profits by negotiating legal settlements in favor of company in 2005.
• Trimmed overhead 35% or $12 million over six years by improving productivity, restructuring company, eliminating ineffective, inefficient programs/positions and closing unprofitable showrooms.
• Generated $15 million in incremental revenue over two years by introducing licensed products, securing exclusive distribution arrangements and launching on-line sales efforts.
• Launched world-class fulfillment operation in 2002 with drop ship capability and EDI interface to secure distribution with high visibility accounts -- Sears, J.C. Penney and Hammacher Schlemmer.
• Closed multi-million dollar deal with Target Corporation in 2005, making it company’s biggest customer.
Senior Vice President of Sales and Marketing (11/94-12/01)
Reported to COO. Led all sales and marketing activities, including product development, media, promotions, advertising, showroom merchandising and public relations. Managed six showrooms, ten direct reports, staff of 30 and 120 sales reps. Key results:
• Doubled revenue to over $90 million in three years by introducing new, branded products, implementing brand management system and closing deals with key national accounts (Ace Hardware, QVC, Cracker Barrel, etc.).
• Increased gross profit margin four points to 49.0% over four years by consolidating vendors, implementing vendor evaluation program and introducing higher margin, upscale products.
• Strengthened Customer Satisfaction Index, which measured company performance versus customer expectations, from 80% to 90% over three years by improving on-time deliveries and enhancing products’ price/value relationship.
• Upgraded sales team via training in persuasive/consultative selling techniques and sophisticated customer business reviews.
Major beverage company 1979-1987
Vice President of Wholesale Operations Division (8/84-3/87)
Reported to President and interfaced with Board of Directors as Corporate Officer. Led ten company-owned wholesalers, corporate staff of 30 and 1,600 employees nationwide with complete P&L authority. Directed all functional areas, negotiated union labor contracts and managed $150 million capital budget. Key results:
• Turned around Division from lackluster performer to shining star, building market share 13 points from 29% to 42%, growing sales 55% from $420 million to $650 million and increasing profits 95% from $19 million to $37 million over five years via improved marketing strategy, more efficient spending strategy and aggressive acquisition/divestiture plan.
• Reduced Division turnover by 15% over two years by implementing variable compensation plan tied to each wholesaler’s profits, not Division profits and by creating Quality of Worklife program which offered flex time to employees.
Leading consumer products company 1975-1979
Moved rapidly through P&G product management positions of Brand Assistant, Sales Representative and Assistant Brand Manager. Managed advertising, media, sales promotion, market research and business analysis. Led $195 million Crisco shortening brand and $125 million Pringle’s potato chip brand to record high market shares.
EDUCATION
THE WHARTON SCHOOL AT THE UNIVERSITY OF PENNSYLVANIA
Philadelphia, Pennsylvania
M.B.A., International Marketing,
THE OHIO STATE UNIVERSITY, Columbus, Ohio
M.A., Russian Language/Literature,
Graduated with honors
KNOX COLLEGE, Galesburg, Illinois
B.A., Russian Language/Literature,
Graduated Cum Laude, Phi Beta Kappa, Lincoln-Douglas Scholar |
