SUMMARY: Senior sales and business development executive with 24 years consumer package goods industry experience. Extensive experience managing national/regional direct and broker sales organizations across the mass merchant, drug, food, hardware, electronics, department store and warehouse club trade channels, in corporate re-engineering, merger integration, growth and turnaround environments. Consistently deliver exceptional results by setting aggressive goals and high performance standards, and building and motivating strong teams to achieve sales volume, market share and profit growth.
PROFESSIONAL EXPERIENCE
GERSON LEHRMAN GROUP, NEW YORK, NY 2007- PRESENT
An independent primary research firm serving business and investment leaders in North America, Asia and Europe.
Consultant- Chicago, IL (3/07-Present)
Facilitate discussions of industry dynamics, strategies and technologies and provide overall analyses and insight of companies and categories within the consumer products/retail industry. Consultant services are provided to financial, investment, government and corporate companies interested in gaining knowledge and analytics of interested categories, businesses and companies. Services range from participating in discussions, meetings and trade shows to conducting market research, formulating opinions and offering recommendations.
SPECTRUM BRANDS, INC. (Formerly Rayovac Corporation), MADISON, WI 2003 – 2006
$2.8 Billion global consumer package goods company and a leading supplier of batteries, lawn and garden care products, pet supplies, shaving and grooming products, household insecticides, personal care products and portable lighting.
Vice President Sales, National Accounts – Chicago, IL (1/04-12/05)
Recruited to lead National Accounts Sales operations following Rayovac’s acquisition of Remington, and the subsequent integration of all brand assets under the Spectrum name. Assumed full P&L responsibility for selling Spectrum’s full product line to leading national accounts, including Target, Kmart, Sears, Walgreens, Kohl’s, Meijer, Lowes, Best Buy, Circuit City and Toys ‘R Us, representing $153 million in sales. Managed strategic planning, sales and business development, promotion, cost management, customer service, forecasting, a team of 12 national accounts professionals, and provided strategic direction to an extensive broker network.
• Shifted sales from a transactional approach to a solutions and value proposition, exceeding 2005 plan and previous year business base by 6%, and delivering 30+% profit improvement at Kmart, Meijer and Walgreens.
• Drove two consecutive years of sales and profit growth and overcame significant retail industry contraction and consolidation despite post-merger turmoil.
• Led integration of sales organizations and infrastructures following two consecutive brand mergers (Rayovac/Remington and Spectrum Brands/Rayovac). Defined sales team merger principles, consolidated multiple sales organizations, and assessed and leveraged business synergies to yield optimal structure.
• Increased personal care category distribution levels +37% across the total account base.
• Created customer-centric teams and initiated category management disciplines and analysis, which rolled out across the company. Improved relationships with key customers and earned Category Captaincy/Validator Status for the Rayovac brand at Kmart and Meijer.
• Steered sales team to a 50% increase in battery space and achieved a $2.6 million (+26%) incremental volume gain at Kmart.
REMINGTON PRODUCTS COMPANY, LLC, BRIDGEPORT, CT 1997 – 2003
$500 Million manufacture/marketer of electric and personal care products jointly owned by private equity sponsor, Vestar Capital Partners.
Vice President Sales, National Accounts – Chicago, IL (6/99-12/03)
Appointed to salvage Remington’s relationships with Kmart and Target headquarters accounts, which had declined in recent years due to a lack of account planning and focus. Created and implemented sales, marketing, forecasting, logistics, promotion and category management efforts to meet customer needs. Managed one sales manager and a sales assistant.
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• More than doubled sales volume at Kmart and Target, from $26 million in 1998 to $55 million in 2003.
• Redefined Remington’s Kmart and Target relationships, which had become contentious under prior management. Worked closely with the retailers’ leadership team to develop mutually beneficial plans that established deliverable targets with a goal of accelerating growth through better collaboration and customer service.
• Secured Electric Shave Category Manager recognition at Kmart.
Vice President Sales – East, Chicago, IL (11/97-6/99)
Key member of the leadership team brought in by the company’s new management to revitalize a business suffering from years of volume, profit and share declines. Responsible for $30 million sales of Remington’s full product line to all Eastern U.S. accounts. Managed 3 sales managers and in excess of 15 broker organizations.
• Grew volume +30% despite a declining account and volume base.
• Upgraded the sales team by re-staffing the organization to rejuvenate basic sales capability. Clearly defined responsibilities, targets and objective and instilled accountability to deliver a team capable of delivering aggressive growth objectives.
NORELCO CONSUMER PRODUCTS COMPANY, STAMFORD, CT 1989 – 1997
Division of North American Philips, Inc., a $31 billion manufacturer and marketer of consumer electronics.
Director, National Accounts – Chicago, IL (1/95-11/97)
Sales and customer strategy leader responsible for setting strategic direction for the Kmart and Target accounts, representing $50 million sales. Led sales growth, profits, customer marketing, forecasting and strategic planning. Developed and executed key sales initiatives to ensure attainment of Norelco’s objectives and targets.
• Delivered 32% shipment increase over two years.
• Achieved President’s Award for #1 Director performance in 1995 and 1996.
Director of Sales, Central U.S. – Chicago, IL (5/92-12/94)
Promoted to manage sales P&L for regional retail accounts representing $30 million in revenues, including strategic planning, business development, forecasting, and profitable sales growth. Managed a team of six sales professionals through the business planning process across all organizational levels to improve focus, alignment and year-on-year sustainability.
• Earned President’s Award for #1 Director performance in 1993.
Zone Manager – Chicago, IL (8/89-10/90)
Recruited to Norelco’s national sales force to facilitate transition from manufacturers’ representatives to a direct field sales organization, improving efficiency, effectiveness and profitability. Led $10 million in sales to a Midwestern customer base, and in November 1990, assumed additional accountability for the Target, Sears and Walgreens national accounts. Achieved FY 1990 sales increase of 28% (#3 out of 30) and FY 1991 sales growth of 66% (#1 out of 30).
SMITHKLINE BEECHAM CONSUMER PRODUCTS, PITTSBURGH, PA 1982 – 1989
Progressed through successive sales and sales management assignments in the Chicago and Minneapolis markets, achieving five promotions within seven years and culminating in appointment to Central Region Manager-Minneapolis. Responsibilities included creating and executing marketing plans, national account and broker sales management, extensive hiring, training and development of sales personnel, and direct and retail sales management across the food, drug and mass merchandiser trade channels.
EDUCATION
B.S. Marketing & Economics, May 1982
Illinois State University, Normal, IL
PERSONAL
Married, 4 children.
Interests include golf, exercise and reading. |
