Experienced consumer products executive skilled in business development, consumer & customer marketing, operational efficiency, channel management, turnarounds, strategic partnerships and aquisitions. Key account experience includes Wal-Mart, Sam’s Club, Costco, Albertson’s, Kroger, Safeway, Walgreen’s, Target,and Dollar General as well as others. |
Vice President/ Director—Sales
Business Development / Consumer & Customer Marketing / Operational Efficiency
Channel Management / Turnarounds / Strategic Partnerships
Track record of generating growth, sales, and profitability by entering new markets and expanding existing markets. Multi-functional professional, adept at increasing consumer product sales through brand awareness. Proficient at reducing costs and increasing cash flow by implementing operational efficiencies and improved forecasting systems.
Skilled at building high performance teams and developing advantageous relationships with customers and strategic partners. Cultivated relationships across multiple channels with industry leaders such as Fortune 500 Wal-Mart, Sam’s Club, Costco, Target, Kohl’s, Albertson’s, Kroger, Walgreen’s, and Dollar General.
Key Accomplishments
Strategically targeted retail channels with aggressive sales and marketing plan increasing entire product portfolio net sales by $15M. Developed sweetener product portfolio program addressing all consumer sweetening needs. Included New Equal, NutraSweet, and Sweetmate Brands. Expanded product offerings to warehouse clubs, increasing consumer sales in that channel by $4.5M.
Developed private label and deep discount program. Expanded distribution, maximized manufacturing capacity and grew sales incrementally. Secured distribution at accounts such as Dollar General, Dollar Tree and Ahold. Shipped over 300K incremental cases in year one.
Increased sales volume $7.5M and met operating earnings target during buyout transition. Worked with key accounts and sales team to make smooth transition from Monsanto to Merisant. Key player in developing cross-functional teams to ensure smooth customer service, transportation, production, sales, and marketing.
Forged strategic alliance, generating 45% increase in merchandising activity. Identified opportunity for Monsanto to improve product visibility and pricing in grocery channels. Partnered with Heinz to successfully develop simplified communications and promotion strategy for field sales representatives. Improved sales effectiveness by restructuring sales team and creating a broker network to cover non-food accounts.
Launched NutraSweet Brand in 90 days from concept to store shelf. Positioned product to be price competitive and offer consumer value. NutraSweet achieved a 70% level of distribution nationally and played a role in driving a 3.4% increase in consumer sales during the first full year on the shelf.
Key player in developing customer relations program, became preferred vendor for key accounts. Developed understanding of key customers strategies and tactics including: Wal-Mart, Sam's Club, Costco, Kmart, Publix, Kroger, Walgreen’s, CVS, and Jewel/Osco H.E.B. Team developed specific plans to meet the customers’ needs and grow sweetner business. Team worked cross functionally with customers and manufacturing, operations, marketing and finance.
Developed and managed high performance teams that consistently exceeded expectations. Successful track record of building sales groups that are fast, focused and flexible moving business forward with a clear vision and targeted objectives.
Career History
Tilia, Inc., 2003 to present, Director North American Sales Operations. Developed strategic and tactical plans to optimize key business processes including sales forecasting, administration and customer service. Increased sales revenue 17% over prior year. Improved forecast accuracy by 10 percentage points. Directed the integration of a key acquisition into Tilia’s Sales group. Restructured Sales Operations to more effectively manage a growing, complex business. Led cross functional team effort in the implementation of SAP and new third party logistics partner.
Guidance One, 2001 to present, Principal. Developed business strategies and tactics focused on producing income in the short term as well as long-term capital growth. Performed technical analysis and actively invest private capital in the equities and options markets.
Monsanto (acquired by Merisant, 2000), 1991 to 2001.
Director US Retail Sales, 1997 to 2001. Generated $67M operating earnings while directing domestic sales and profit performance in the food, drug, mass merchandise, and club classes of trade. Oversaw $150M product line. Key contributor to the North American Leadership Team in developing short- and long-term operational strategies and tactics for the company. Optimized product distribution, shelf placement, and revenue growth, utilizing effective pricing, trade marketing, and merchandising tactics. Directed the activities of strategic distribution partner, The H.J. Heinz Company.
Director, Western Region, 1994 to 1997. Produced $45M in revenue while directing sales to grocery, drug, mass merchandise, and club segments in the Western U.S. Managed team of 5 field representatives. Directed activities of strategic distribution partner, Thomas J. Lipton Company.
Manager, Western Region, 1991 to 1994. Recruited to new position to direct new business development in the grocery segment for the Western Region. Managed sales activities for the Thomas J. Lipton Company, a contracted distributor. Trained and managed the Lipton sales force relating to Equal products. Acted as category expert on customer calls with Lipton team. Produced $25M in annual volume.
Best Foods Baking Group, 1990 to 1991, Division Sales Manager. Managed $8M budget and 55 staff through 3 direct reports. Handpicked to develop and manage sales volume of $20M+ across a 20-state area. Successfully reinvigorated performance, expanded shelf placement, and redirected trade funds toward most productive markets and accounts.
Boyle Midway Household Products, 1986 to 1990, Regional Sales Manager. Managed 53 staff through 4 direct reports for this subsidiary of American Home Products (Currently know as Wyeth). Took over regional sales operations. Turned around sales team, taking them from the bottom in sales to number five out of 25 teams. Controlled product placement, marketing, and competitor response in 11 Midwestern states. Recruited as District Sales Manager in 1986, promoted within one year.
Bromar-Seattle, 1984 to 1986, VP Retail Operations. Directed all activities of the Retail Sales department, managed 14 people and played a role in the development of strategy/tactics for the Management Team. Joined company as Retail Operations Manager in 1984, promoted within one year to Vice President.
American Home Foods, 1976 to 1983, District Sales Manager. Responsible for $8M sales volume in Washington and Oregon. Led district to become number one sales team in the nation out of 25. Personally managed Payless Northwest, Safeway, and Associated Grocers accounts. Joined company in 1976 as Sales Representative, promoted to Sales Supervisor in 1979, and to District Sales Manager in 1981.
Education
BA, Political Science, University of San Francisco, 1973. |
