SENIOR LEVEL SALES, MARKETING AND Strategic Sourcing
Build Strategic National Partnerships, Grow Sales Profitably and Launch New Businesses
Extensive experience leading account alliances with national organizations (Home Depot, Lowes, Amazon, Intel, McAfee, Microsoft, Apple, HP-Compaq, Blackhawk) structured and negotiated for long-term growth. Deep knowledge of account sales process and direction, marketing asset development, pitch creation, management and team development.
Unique hands on sales and product development process anchored in the voice of the customer, research, benchmarking, and marketplace knowledge to identify and solve unmet customer needs following a thought to bought process directing multiple aspects of commercial strategic development, implementation & sell-through.
B2B history of selling, marketing and services development coupled with setting and improving brand vision and strategies based on the core customer targets while combining corporate abilities with fast agile execution down to the tactical level.
Sales| Sales Leadership | Team Building | Adjacent Sales Stream |Account Development
Winning New Business | Strategic Planning | Contract Negotiations | Global Strategic Sourcing
P&L Management | Tactic Development Via Strategy | Financial Program Development
Omni Channel Development | Process Improvement | Innovation via Voice of Customer
PROFESSIONAL EXPERIENCE
Rejuvenate Cleaning Products & Air Innovations Home Products Miramar, FL 2017 - Current
Vice President Digital & Traditional Marketing reporting to Chief Executive Officer
Rejuvenate cleaning products CPG, Air Innovations devices and FLP corporate brand ownership leading strategy, team design & hiring, social and web build-out upkeep legacy marketing activities
" Created and assembled a marketing team with niche players across social, web building, web design, content and digital creative design
" Built a month by month strategic plan to execute against with wide ranging tactics for increasing brand awareness, social marketing and sales, supporting internal and external customer partnership goals.
" Used formal RFPs to hire specialty agencies to best fit needs for product launches and marketing
" Tore down over a dozen social platforms, built back user focused coordinated outreach, deep engaging content with relevant digital creative with a coordinated process to time delivery for best results
" Used best in class website practices to plan, organize and implement website rebuild programs
" Outsourced low cost high quality content creation of articles, SEO, and web product detail to increase awareness and Google search.
" Updated our largest accounts, Amazon and Home Depot, content earning over 50% sales boosts
" Entered Amazon marketing promotion platforms with 6 times sales to spend results
" Implemented ad word buying on Google increasing sales and improving page placement
OFFICE DEPOT AND OFFICE MAX, Boca Raton, FL 2012 2016
Senior Director & Divisional Merchandise Manager reported to Chief Merchant (CMO)
Office Depots business runner of Geek Squad leading strategy, merchandising, marketing, planning, product development, IT operations, project management, buying and sourcing
" P&L Owner of #1 ROI division in company for 2014 & 2015 with double a digit sales increase and margin rates climbing to 84%; Company sales gained only one percent during same period.
" Received national recognition for business partnerships with Intel and Microsoft.
" Working in partnership with COO, built TOP 5 in the country 600+ store smart phone repair business; Assortment, systems, training and marketing programs in year one with expected sales $20M by 2018.
" Established and cultivated close knit supplier relationships leading to multiple new unique businesses including industry exclusive offers anchored in voice of the customer market knowledge.
" Created and built micro team from scratch with niche players across marketing, merchandising, IT/Operations and Project Management that did not fit in the traditional business model charged with developing strategies, tactics and execution plans including products, systems, websites, and marketing.
" Increased margin rates +3% and sales +10-35% four years in row by eliminating costs and implementing pricing strategies consistent mother company to optimize pricing/product mix.
" During tenure, reduced costs 20% and increased margins $20M while upgrading customer service as evaluated by reduction in complaint calls and front-line feedback about best in class assortments.
" Established free standing mobile enabled website with unique SEO, AdWords buys, store signing, repair guarantee and all marketing & sales material for ground up development of smart phone services.
" Further, designed and published smart phone repair business with proprietary systems, sourcing, sales material, comprehensive training and best in class services within 12-month period.
" Designed and built across three IT platforms B2B, and B2C systems to securely move consumer tech devices via reverse logistics while trumping data recycle industry with first on-site Mac & PC drive wiping service permanently eradicating all Personally Identifiable Information (PII).
GARDMAN, Kennesaw, GA 2010 2012
President/CEO North America (NA) reporting to the global CEO
Driver of trend analysis leading to new innovative products, colors, finish as importer focused on fast growth at NA retailers.
" Utilizing strength of sales, marketing and RFP understanding, acquired Bed, Bath & Beyond, Amazon, Lowes Canada, Fred Meyer-Kroger, Costco Mexico, Canadian Tire, and Menards as customers.
" Established long-term brand vision and strategic plan focused on national accounts, consumer target positioning, packaging, sales material, assortment, website and commercial communication path.
" Designed and implemented three year strategic and financial plan reducing operating costs. improved formal communication with global teams to insure on-time delivery and universal best practices.
" Served as architect of new process, Go-Direct, to achieve over 60 product line reviews with national and regional retailers focused on direct shipments vs holding inventory.
RAIN BIRD, Tucson, AZ 2008 2010
North American Sales Consumer Product Manager
Consumer products sales and marketing champion of green water saving product technology.
" Owner of all retailer trade relationships in NA for #1 irrigation industry brand; grew sales and margins.
" Gained exclusive listings at Sams, Lowes & Home Depot while expanding assortments at Menards during the 2009 recession. Winning line review RFPs quickly expanded customers and facings in Canada.
" Identified, designed and launched new product line for emerging water saving market to tap into water scarcity marketplace.
" Upgraded a Sales Director team level backed with multiple Factory Rep companies
TECHTRONIC INDUSTRIES, Anderson, SC 2001 2007
Vice President, Channel Marketing RIDGID Power Tools
Business runner of fastest growing professional tool brand in history.
" Led trade marketing development including promotional, consumer and launch plan budgeting, planning and execution for the Home Depot brand expansion.
" Implemented user benefits ecomm messaging series, expanded PR and deepened relationships with television shows driving to be first on core consumer segment shows.
" Launched over $40M of tools and promotions, achieved over $300M in sales and gained market share.
" Challenged Asia production and global engineering to achieve cost reductions while improving product details, packaging and setting the pace of product updates, refreshes and feature/spec change pipeline.
" Active participant and influencer in global product development and long-term vision team. Corporate leader of more than 100+ successful product developments.
Director of Sales and Business Development
" Set the $325,000,000 Craftsman brands sales, marketing and innovation strategy. Focused internal and external teams to create a robust pipeline of new products, lead projects to define and validate ideas with consumer testing and new product development processes.
" Lead P&G Swiffer sales and product updates
" Sold $75,000,000 in Kenmore vacuums to Sears
" Built Staples relationship and product development team across the globe
BESTBUY.COM, Minneapolis, MN 2000 2001
Director On-line Stores
" Owner appliances and electronics accessories look and feel on-line stores at launch of BestBuy.com
" P&L owner, assortments, supplier negotiations, marketing, logistics, logistics, warranty service
" Key contributor to store design and direction
SEARS, Hoffman Estates, IL 1988 2000
Billion Dollar PC and Peripherals Merchant
" P&L owner, assortments, supplier negotiations, marketing, ecomm launch, tech services.
" Struck deals with Apple, Sony, HP, AOL and private label providers
Global Strategic Sourcing
" Accomplished two hundred million-dollar projects focused on voice of customer unmet needs, innovation, growth & profitability for Kenmore, Kenmore Elite and Craftsman.
" Developed global RFPs resulting in 15+% reduced cost of goods, improved cash flow and forward-looking returns reduction via quality improvements through robust negotiations and tough conversations ending in detailed, contemplative win-win contracts.
EDUCATION
Bachelor of Science (BS), Business Administration, Statistics & Finance
California State University (CSU), Fresno, CA
PUBLICATION
Harvard Business Review June 2011, Innovating On The Cheap , Scott Bettencourt & Lance Bettencourt |
