JOHNSON & JOHNSON, January 2006 - January 2010
Director of Sales Strategy, McNeil Nutritionals (2/23/07 - 1/8/10)
Responsible for leading sales strategy team for Viactiv and Lactaid brands nationally. Delivered growth on Lactaid & developed strategy to turn around Viactiv while solving current health of business issues. Member of 4 leadership teams, including OTC Sales Leadership team for the Consumer Sales organization.
„X Successfully developed and executed exit plan for underperforming Viactiv Flavor Glides product launch, solving $14mm inventory issue. Refocused brand on base business, evolved positioning towards efficacy, developed innovation strategy for 2010 ˇV11. Conducted in- depth promotional ROI & optimized trade budget ˇV enabled return to national TV in 2010.
„X Awarded Standards of Leadership by Global Management Board at McNeil Nutritionals in 2008 for business results leading the Viactiv Functional Business Team. Delivered results- 2008 sales exceeded top & bottom line objectives for Nutritionals OTC businesses. Developed strategies that successfully defended club.
„X Recruited and cultivated talent ˇV promoted analyst, developed Sales Strategy Managers, mentored PDs and coached APDs, hired & developed team members (3 co-ops selected to be SLDPs, 1 sales associate promotion).
„X Championed voice of customer & played leadership role in key customer calls, on average twice yearly with Wal-Mart, Costco, Samˇ¦s, Target, Walgreenˇ¦s, CVS & Rite Aid.
Franchise Business Director, Womenˇ¦s Health (1/23/06 - 2/23/07)
Led trade marketing team responsible for $390M portfolio of brands across national customer base, primary focus K-Y, Monistat, and Serenity brands. Built business strategies & new product launch plans with marketing to deliver multi-year category and brand growth. Represented brand on key customer calls.
„X Built strong performing team of 4, recruiting 2 new managers, promoting analyst and 1 manager.
„X Planned & exceeded expectations on 4 new product launches. For K-Y Tingle: 19/20 customers ordered displays & 100% distribution secured off plan-o-gram cycle. 5x ˇV 6x display support secured at top customers vs. YAG.
„X Formed & led cross-functional team to problem solve & create solutions when the FDA unexpectedly delayed approval on K-Y ˇ§Aˇ¨ launch. Team achieved 4 weeks of work in 7 days, salvaging critical Valentineˇ¦s Day period.
„X Strategic plan development ˇVbuilt with marketing & senior sales 2007 business strategy to increase channel penetration, defend vs. competitive threats & focus on ˇ§Aˇ¨ new product launches.
CAMPBELL SOUP COMPANY, August 2002- January 2006
Customer Marketing Manager, Club Channel (4/01/05 - 1/13/06)
Responsible for customer marketing & strategic planning/business development with sales Team Leaders for the club channel ($300M). Report to VP Customer Marketing and VP of Sales for Convenient Availability. Key focus working with sales management, finance, & marketing to create the business strategy that would enable targeted margin improvement while continuing robust top and bottom line growth over 3 years.
„X Developed 2006 strategic plan with team leads & led planning process for channel. GMˇ¦s hailed as best in class work.
„X Analyzed white spaces, brand strategies & base business to identify commercially viable opportunities to pursue.
„X Formed club leadership team to analyze/manage business as channel & drive margin accretive growth.
„X Strategy resulted in double digit top and bottom line growth, achieving 5 pt channel margin improvement.
„X >$1.8MM in EBIT saving initiatives identified & implemented for FY 2007 calendar year alone.
Senior Brand Manager, Channel Strategy & Marketing, Convenient Availability (8/15/04 ˇV 4/01/05)
Promoted to lead customer marketing for Target, Dollar, Club and Drug Channels within new department of Channel Strategy and Marketing. Position scope built on success in previous role, but broader in scope (all categories & included team management). Primary focus Club and Target. Hired & trained Target brand manager.
„X Co-led custom pack commercialization team that delivered club packs ahead of schedule & launched 9 new designs. Created 1st integrated master schedule with project manager to reduce complexity & improve process.
„X Led club channel strategic planning process in partnership with team leaders, sales and brand finance. We built OGSM/sold in plan to drive quality growth: +9% top line, +9.6% bottom line.
„X Breakthrough customer acceptances of #1 new product launch through upstream development work with brand & customers: club projection 18% of yr1 sales, incremental to base plan, and Target supported with all store end displays.
Director Business Development, Emerging Channels- Soup (8/19/02 - 8/15/04)
Recruited to new role, responsible for leading soup strategy, business development, and collaborative marketing with Costco, Target, the Value and Drug channel. Built sales & marketing plans with team leaders, brand, finance & shopper insights that delivered robust pipeline for growth. Cultivated relationships with marketing dept. at Target, CVS, & DG.
„X Frequent customer interaction, including multiple appointments hosting Target, Costco and Dollar General at corporate offices & in market (i.e.: 8+ appointments with Target a year, played lead role in Dollar General line reviews & with marketing department, participation in Costco national buying committee presentations, etc.)
„X Costco +20%, Target +80%. Finished FY ˇ¦03 with 6/8 top growth customers nationally in soup.
„X Created new P&L based variable funding model with Costco Team Leader & VP of Finance that enabled growth & precedent setting cross-functional joint business planning with customer.
„X Pioneered complete packaging overhaul at club, with strong results: Costco sales on Chicken Noodle +23%, Ready to Serve Soup +5%, & successful Select introduction (+346% vs. YAG).
„X Led To-Go launch at Target, which delivered 12% market share during launch vs. Targetˇ¦s 1.3% share of dry grocery.
„X Managed development & execution of first $1.5m Target Value Campaign (ad aired 12/28/03). Campbellˇ¦s achieved 91% share of wet soup, exceeding Targetˇ¦s expectations by 43% in first 4 weeks.
„X Introduced custom size of Chicken Noodle soup at Dollar General, resulting in $3.6MM sale/new channel penetration.
CANANDAIGUA WINE COMPANY, September 1995-January 2002
(then largest wine company in US. Revenues +$3 billion., now largest in world as Constellation Brands )
Regional Sales Manager Northwest Division ˇV Chains (4/01- 1/18/02)
Promoted in April 2001 to leverage increased size and scope of Canandaiguaˇ¦s market share due to acquisitions. Charged with increasing penetration, influence, and brand sales with both chains and distributors.
„X Hired and trained team of 5 people to call on the major chains and distributors.
„X Developed an integrated sales and marketing plan. Established brand priorities and business objectives for a $70mm portfolio of 45 brands from 3 companies. Results included preventing 2 major lines from being discontinued, doubling appointment times, increased ad support.
Director of Category Management-West (8/98 - 4/01)
Promoted in August, l998 to newly created position. Assessed existing approach, identified opportunities for improvement, and built a new model/approach for strategically investing against major retailers and brand building opportunities. Develop category management processes and systems to integrate distributors and sales team.
„X Hired and trained 4 new people into department. First hire promoted twice in 3 years post hire.
„X Team achieved >$3MM in new business for last fiscal year.
„X Penetrated accounts, initiated projects and in-depth reviews with retailers such as Longs, Stater Brothers, Safeway, Albertsons, Jewel/Osco. Secured significant increases in distribution, new shelf sets, and access
Promotion Developer, Seattle Customer Business Center (10/96- 7/98)
Promoted in October, l996 to create annual regional marketing strategy for brand portfolio. Developed & managed marketing budget and promotion calendars. Wrote copy, created collateral and negotiated advertising purchases. Presented brand strategies and marketing campaigns to key accounts, working with sales and national marketing team.
„X Developed promotion on Marcus James wines which included a donation to local zoos, radio advertising and account specific POS. 11 retailers advertised the brand over two months, vs. one the previous year.
„X Selected to work on Inglenook re-launch with brand team. Created proposed strategy & field roll-out plan with team.
District Manager, Western Washington and Alaska (9/95- 10/96)
Recruited in September, l995 to manage eleven distributorsˇ¦ sales efforts across total company wine portfolio.
„X Opened direct sales relationships with chain accounts, calling on all customers including Safeway, Albertsons, QFC.
„X Secured over 4300 new points of distribution in WA and AK.
„X Exceeded expectations on national launch (78% ACV vs. 56% for the U.S.). Grew ads in on all core brands vs. YAG.
THE NESTLE FOOD COMPANY, May l990- September l995
Regional Confection Segment Manager -WA,OR,MT,AK (1/94 - 9/95)
Promoted to manage $19MM confection business across all channels of trade (mass, c-store, vending, grocery, distributors). Managed efforts of 10 account/field managers to develop best trade & retail promotions for each account/channel & deliver annual goal. Planned & coordinated launch of new items. Projected monthly volume and all special packs/seasonal candy.
„X Grew confection sales by +$2MM dollars in 9 mos. through creative strategies in vending, c-stores and retail coverage.
„X Selected to represent sales organization corporately on New Item Development Team for Confections, l994-l995.
„X Cultivated relationships & made key sales with customers: developed & made presentations on new items & category management best practices to Safeway, Fred Meyer, Associated Grocers, Super Valu, QFC, and Albertsonˇ¦s.
Regional Merchandising Analyst -WA,OR,MT,AK (9/91 - 12/93)
Promoted to lead regional category management efforts. Developed and presented space management proposals, new item presentations, & business trend analysis to key customers. Success across multiple categories, including pet food.
„X Enhanced customer relationships & trust. secured 5 formal captainships at Safeway, +4 from original 1 captainship.
„X Won first place in national contest for achieving infant formula merchandising objectives (l992 and l993).
„X Recognized as one of top Merchandising Analysts in country, l992 and l993.
„X Earned an ˇ§Exceeds all Expectationsˇ¨ rating for l992 annual review. Results generated +$2MM in documented sales.
Territory Sales Manager (5/90 - 9/91)
Recruited from college. Achieved l57% of sales and 110% of displays against a team average of l37% of sales and 87% of display quotas. Managed sales territory of 80 grocery/100 non-grocery accounts & sub-keys(Larryˇ¦s, K-Mart, Haggenˇ¦s).
„X Highest sales and display achievement against quota in sales team, l990 and l991.
„X Rookie of the Year, l990.
EDUCATIONAL BACKGROUND
„X Smith College Womenˇ¦s Leadership Consortium, July 2008
„X Cornell Food Executive Program, July 1999
„X MBA in Marketing, Albers School of Business, Seattle University, March l997
„X Bachelor of Arts in Business, Finance concentration, University of Washington, March, l990 |
