SUMMARY OF QUALIFICATIONS
General Management
Wholesaling and Distribution
Business Services
Merchandising and Marketing Managemen
Operations Management
Direct and Internet Marketing
Distribution and Call Center Management Turnaround/Business Improvement
1997–2003 Boat America Corporation Alexandria, VA
Senior Vice President, Product Group
Profit and Loss responsibility for this $140 million retail, Catalog, Internet, and Wholesale supplier of boating supplies and equipment. (Note: the company did not sell boats, but supplies for them).
Directed the efforts of 62 stores, Merchandising, Distribution and Call Centers, catalog and marketing media production. 900+ employees
Successfully led effort to reverse years of losses. As a result of these efforts, the Division was sold for $72 million. Total company equity value increased 705%
Increased wholesale segment by 400%, to $25 million. Directed the efforts of wholesale divison manager, five outside sales reps, and 5 inside sales reps. Improved assortments and merchandising for 11,000 SKU retail stores, resulting in large gains in market share and sales per store.
Aggressive vendor management resulted in 90% improvement in vendor coop and a 2.5% improvement in margins
Accountable for Finance, MIS, and HR costs, which decreased as a percentage of sales.
Introduced successful new Direct Marketing techniques which resulted in improved response and profits
Responsible for the Distribution Center and Customer Call center. Improved service quality while dramatically reducing expenses.
Created new strategic direction, which resulted in a measurable differentiation in competitive positioning.
Increased sales 55%, through comparable store increases, store expansion, and improved direct marketing techniques. Drove improvements in market share every year.
Created cohesive, team culture, which resulted in improved sales, margins, distribution efficiencies, payroll and other key operating costs.
Member of Board of Directors, ESOP Board of Trustees.
1996 - 1997 PCR, Incorporated Cranbury, New Jersey
Chief Operating Officer - Responsibilities included Operations, Marketing, Pricing, Accounts Receivable, and both Inside and Outside sales forces for this $45 million computer rental company.
Developed standardized procedures for central management of the business
Achieved the consolidation of 28 franchise businesses into six region offices and 38 operations branches.
Produced 10% sales increases during a period of significant change
Managed 250 employees. Responsible for setting wage and salary levels, defining job responsibilities, payroll budgeting and results, and performance evaluations of field personnel
Created an outside sales team of twelve professionals, including creation of the incentive, marketing, and sales plans
1993-1996 Circuit City Stores, Inc. Richmond,Virginia
Business Manager, Merchandising - Directed the buying to support $150+ million of merchandise sales and 2 buyers plus 4 support staff. Coordinated $6 million in cooperative advertising; consulted on store design. Circuit City is a $7 billion leader in consumer electronics
Recognized for maintaining excellent relationships with 4 manufacturers and over 30 cellular service providers. Managed 125 contractual relationships.
Produced significant margin increases through effective vendor negotiation.
Devised a successful vendor bidding process. Three new markets provided $5 million in incremental income.
Collaborated with merchandising and marketing leadership to refine customized promotions and incentives for 40 markets. Improved price and promotional competitiveness and captured 30% additional market share, reversing trend.
1987 to 1993 Sears Roebuck and Co. Hoffman Estates, Illinois
Manager - Store Operations and Human Resources (1992 - 1993), Hardware stores
Manager - Store Operations and Real Estate (1990 - 1992), Hardware stores
Manager - Business Development (1987 - 1990), Sears Specialty Merchandising
Duties included sales and expenses and joint responsibility for margins for a $125 million division. Recruited and managed district and regional managers, determined compensation and incentive plans for 1,500 employees, 13 district managers, 2 regional managers, and 1 training manager. Earlier responsibilities included leading real estate strategy, site selection and negotiation, and broker relations.
Created the strategic plan and turnaround program
Recognized for reversing significant losses to yield a profit in 2½ years.
Reduced payroll ratio by 2.5% while significantly improving customer service.
Reorganized the management team to reduce turnover and improve retention of excellent managers. Better compensation and a new training program attracted and kept capable leadership.
Evaluated over 20 major retail companies for acquisition. The largest was $450 million acquisition of Western Auto.
three
1984 to 1987 McKinsey and Company, Inc. Dallas, Texas
Engagement Manager (1986 - 1987) - Managed $250,000 project devising marketing and operations improvements for a client in the entertainment industry. Implementation led to an 80% increase in profit.
Associate (1984 - 1986) - Developed operations improvements for a major consumer goods manufacturer. Consultant on projects for clients in the telecommunications, public transit, food manufacturing, and food wholesaling industries
1980 to 1982 Baybank Middlesex Burlington, Massachusetts
Classified Loan Officer - Responsible for renegotiation and recovery of problem commercial loans of up to $500,000. Supervised the identification and workout of problem loans in seventy-three branch offices.
Education
1984 Harvard Graduate School of Business Administration; Boston, Massachusetts
Masters in Business Administration. Graduated with Distinction, (upper 10% of class). First and second year Honors
1980 Lafayette College; Easton, Pennsylvania Bachelor of Arts, Economics. Dean's List. Lettered in varsity soccer. |
