Areas of Expertise:
P&L & Budget Accountability
Sales & Marketing
Business Development
Merchandising
National Account Management
Global Sourcing
Channel Optimization
POS Analytics
Brand Development & Licensing
Intellectual Property
Product Design
Supply Chain
Strategic Partnerships
Negotiations
Problem Solving
Team Leadership & Mentoring
Professional Experience
MARKET COMPASS, LLC. 2005 - Present
(sales, marketing and merchandising advisor to manufacturers and distributors in the home improvement and building materials industry)
President, Davidson, NC
Serves as Channel Manager, National Account Manager and independent agent. Advises clients on product development, sourcing, channel strategy, merchandising, marketing, trademark licensing and point-of-sale analytics.
Leverages expertise to maximize clients' revenue/earnings. Manages P&L, business development, operations and client relations.
Conceptualized business, developed strategy, launched startup and negotiated agreements with US/international clients.
Established expert affiliates in sourcing, distribution, marketing research, data analytics, store service and strategic trademark licensing.
LOWE'S COMPANIES, INC. 2001 - 2005
(world's 2nd-largest home improvement retailer operating 1,200+ stores in 49 states with $43.2 billion in annual sales)
Merchandising Vice President, Home Organization Merchandising Division, Mooresville, NC
Recruited to take over P&L management and strategic direction for $349 million stagnant merchandise division.
Propelled underperforming product category to #1 Fortune 100 division of 18; #3 over 4 years. Grew annual sales 127% to $793 million with margins far exceeding company's overall profit performance.
Secured $10+ million from key suppliers to fund reorganization. Led rollout across 1,000+ operations.
Responsible for product assortment, store presentation, purchasing, pricing, brand development, advertising and inventory control (1,000+ SKUs). Led 11-member marketing, logistics, operations, sourcing and accounting team. Directed buying staff.
Rebranded and reorganized division focusing on core strengths, customer shopping habits, product mix and market trends.
Implemented product development and global sourcing model resulting in highest divisional growth in imports and margin improvement of 250 basis points.
Increased average ticket and enhanced customer experience. Improved inventory turns 18% and ROI 49% by rationalizing SKUs optimizing inventory placement.
Led consolidation from 12 to 3 service companies and instituted pay-for-performance policy.
Took on special projects; led interior designer test program and evaluated product design firms for corporate product development initiative. Selected to team charged with standardizing corporate line review process.
Member of executive team that developed Integrated Kitchen Concept (IKC) currently rolling out to new/remerchandised stores.
Established merchandising best practices for operational efficiencies.
Negotiated exclusive agreements with brands including Whirlpool, Coleman, Black & Decker and Newell Rubbermaid.
AMERICAN STANDARD COMPANIES, INC. 1993 - 2001
(largest worldwide producer of plumbing products; market-leading position in TraneŽ and WabcoŽ brands)
Vice President, Retail Channel, US Plumbing Products Division, Piscataway, NJ, '99-'01
Promoted to manage P&L for $163 million retail sales channel. Responsible for hiring, developing and directing 140-member staff and independent service companies. Retained key role in product development, design and distribution strategy.
Instrumental in driving annual revenue 29% to $210+ million despite industry consolidation and customer closures.
Twice honored as The Home Depot's "Vendor of the Year;" served as plumbing department "captain" for new store sets/resets.
Created/launched 1st-of-its-kind special order program; reduced order lead times while improving fill rates, sales mix and margins.
Increased Lowe's purchases 49% through commercial sales development, improved product mix and superior point-of-purchase merchandising.
Directed product differentiation strategy between key accounts, wholesale, retail and luxury dealer channels.
Enhanced luxury brand image, sales mix and earnings through product development and marketing initiatives capitalizing on quality, commercial dominance and European influences.
National Account and Regional Sales Manager, USPP Division, Atlanta, GA, '95-'98
Promoted to turn around weak $90 million division and improve relationships with key accounts. Directly managed 25 factory salespeople and regional sales office. Led growth to $163 million annual sales over 3 years.
Served as National Account Manager for Lowe's and multiple divisions of The Home Depot. Improved regional performance from #6 to #1 in overall sales and sales per employee; maintained best expense-to-sales ratio.
Developed and directed launch of revolutionary space-saving product.
Doubled Lowe's purchases in 3 years.
National Sales and Marketing Manager, Porcher USA Division, Chicago, IL, '93-'94
Directed sales and marketing for $25 million US and Canada division of largest producer of plumbing products in France.
Integrated products, merchandising and marketing strategy after acquiring American Chinaware Company in Chandler, AZ.
Established national network of independent sales representatives and dealer showrooms.
Developed standardized processes for distribution, product development, pricing and sales management.
UNIVERSAL-RUNDLE CORPORATION 1992 - 1993
(national manufacturer of plumbing products; purchased by Crane Plumbingware in 1998)
National Sales and Marketing Manager, Milwaukee Faucets Division, Milwaukee, WI
Directed marketing, sales, product development and sourcing activities for $15 million division.
Hired, managed and developed independent sales and service organizations.
Created and launched new upscale line of faucets featuring ceramic disc valves and contemporary styling. Developed line of matching pressure-balancing shower valves.
Developed and expanded private label programs with Sears, Handy Andy and Central Hardware.
Previous Experience:
AMERICAN STANDARD COMPANIES, INC. 1986 - 1992
(largest worldwide producer of plumbing products; market-leading position in TraneŽ and WabcoŽ brands)
Senior Product Manager, Vitreous Chinaware Products, Piscataway, NJ, '91-'92
Retail Sales Manager, Eastern Region, Atlanta, GA, '88-'91
Wholesale Sales Representative, Little Rock, AR, '86-'87
SOUTHERN SHOWS, INC. 1985
(trade show and exhibition company: Southern Living Show, Southern Spring Show, Ideal Home Show, Southern Women's Shows)
Sales Representative and Production Assistant, Charlotte, NC
Education & Qualifications
BA, Business Administration, University of North Carolina, Charlotte, 1984
Additional coursework in Project Management, Six Sigma, Demand Flow Manufacturing, Negotiations, Toastmasters International, People Development and Recruiting.
Available to relocate. Seasoned business traveler, US and abroad. |
