Sales Customer Service
Resume:
JAMES J. O’DONNELL
Rogers, AR 72758 Personal email: ***********@*******.***
SALES, MARKETING AND BUSINESS DEVELOPMENT LEADER
Consumer Products sales and marketing executive with a proven track record of establishing strategic growth
initiatives, generating consistent revenue results and profit improvements, enhancing new and existing product
strategies, fostering strong relationships with finance, supply chain and manufacturing departments, engaging
high performance teams, and implementing quality process improvements.
“Classic” sales & marketing best practice foundation during 20+ years at Duracell (division of Kraft & Gillette).
Major retailer expertise developed with five CPG companies and seventeen positions. Actively managed teams
and retailers at all major Mass / Food / Drug / Club / Dollar/ Specialty retailers in both US and Canada.
Functions Sales Marketing Strategy & Management
Expertise Account Management Trade Marketing Strategic Plan Construction
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Category Management Product Management P&L Control
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Channel Development Brand Management High Performance Teams
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Revenue/Margin Plans Promotions Cross Functional Alignment
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Trade Relations Packaging / Displays SKU Productivity
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Customer Care Consumer Research Alliance Acquisition
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Event Management New Product Development Board Interaction
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SPECTRUM BRANDS (NYSE) 2010-Present
Division Vice President, Walmart Teams, Bentonville, AR
Led both the U.S. & Canadian Walmart teams for Rayovac battery division. Partnered with Rayovac Category Advisor team.
Supervised sales team, trade marketing, supply chain, and retail merchandising efforts.
Achieved brand share at Walmart U.S. equal to >2X national average with strong EDLP position and EDLC contribution.
Improved total $ sales by 9% in a declining category versus P&G and Energizer via adjacent locations and modular gains.
Selected as Joint Business Planning participant with quarterly reviews scheduled throughout FYE12.
Division Vice President, Strategic Accounts, Atlanta, GA
Directed U.S. national account manager, category management, and trade marketing team for Home & Garden division.
Surpassed Revenue Plan by 5% and Customer Margin Contribution Plan by 11% with new listings in key accounts including
Target, Dollar General, Walgreens, Ace Hardware, etc.
Initiated internal key account line review preparatory process with marketing, category management, and operations.
BUZZY, Inc. (LLC) 2008-2009
Vice President, Sales & Marketing, Atlanta, GA – $50M Home, Decor & Garden Seasonal Products
Led U.S. & Canadian sales, marketing and customer service teams in home & garden category. Tailored best practices in
strategic planning, key account management, brand & consumer positioning, and new product launch. Held equity position.
Doubled EBITDA contribution % during first full year via revenue gains, price optimization, and sku rationalization.
Secured co-promotional alliances with Disney Consumer Products, Breast Cancer Awareness and Scotts Miracle-Gro.
Personally managed key account relationships at Walmart, Target, CVS, Rite Aid, Home Depot and Lowe’s.
HINES HORTICULTURE (NASDAQ) 2006-2008
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Vice President, Sales & Marketing, Dallas, TX & Irvine, CA – $250M Lawn & Garden Products Company
Directed Walmart, Home Depot, and Lowe’s platform teams along with regional sales team, customer care, DSD merchandising,
sales planning, marketing and new products. Organization totaled 250. Served as company officer.
Presented future consumer and style trends at Walmart and Home Depot Supplier Summits.
Dollar Profit contribution increased 5% and Profit Margins increased 300 basis points in first full year.
JAMES J. O’DONNELL Page Two
AMPAD (American Pad & Paper LLC) 2005-2006
Vice President, Marketing, Richardson, TX – $275M School, Home & Office Products Company
Created brand, consumer, category, trade, new product strategies and tactics for 2,000 skus across four home & office product
lines within all major trade channels. Member of the Executive team and Cash Management team.
Completed “good/better/best” brand segmentation and packaging positioning based on consumer / trade research.
Created new product “fashion” road map for Walmart and Staples in home & office Filing and Writing segments.
THE GILLETTE COMPANY, DURACELL DIVISION (now P&G) 1981–2005
Vice President, New Products, Bethel, CT (2003)
Responsible for ensuring the successful identification, development, and launch of Duracell’s new product initiatives. Member
of Gillette Marketing Vice President Council. Duracell representative on the Gillette COO's Speed to Market team. Member of the
Duracell Operating Committee. Reported to the Group President of the Duracell and Braun Divisions.
Won the Digital Imaging Marketing Association's "2004 Innovative Digital Product Award".
Accomplished new product distribution goals with retailers in the U.S and in Europe.
Earned a Gallup workplace quality scorecard that placed employee engagement in Gallup's top percentile (>75%).
Vice President, Global OEM Sales & Marketing, Bethel, CT (2001)
Charged with leading global Sales, Marketing, and Business Development B2B organization. Led 46 person staff. Directed
product management, PR, trade events, and customer service. Managed 6 overseas offices and the business unit P&L.
Orchestrated the Duracell Power Council industry event, and exceeded 2002 and 2001 unit, revenue, and PFO plans.
Engineered volume goals with Manufacturing and Finance departments to ensure optimum new China plant utilization.
Director, Merchandising, Bethel, CT (1999)
Led packaging and merchandising cross-functional team for in-store merchandising effectiveness project. Reconstructed sku
value chain via activity based costing project. Launched new solution to all North and South America customers.
Saved $10M in labor, packaging material and distribution expenses. Consolidated/ Optimized 3rd party packaging center.
Awarded Walmart VPI status and subsequently won Vendor of the Year.
Director, Category and Trade Business Development, Bethel, CT (1997)
National responsibility for key retail and wholesale customers. Directed efforts of headquarter based staff in Trade Marketing,
Category Management and Nielsen Analysis. Developed trade segmentation strategy for Duracell's $100M Ultra Brand. Directed
initial category captain work at Safeway, and market basket work at Walgreens.
Developed annual account profitability metrics while reducing account specific trade spending by 7%.
Achieved record U.S. grocery market share of +50% in 1998 via development of "Win December" peak season initiative.
Director, U.S. Rechargeable Business, Bethel, CT (1995)
Directed U.S. sales and trade marketing launch of thirty new-to-the-company rechargeable battery packs.
Secured assortment and placement targets at Walmart, Target, K Mart, Staples, Best Buy and Circuit City.
Duracell Positions (1981 - 1995)
Director U.S. OEM Sales, Bethel, CT; District Sales Manager, Philadelphia, PA; B2B Professional Products
Development Manager, Bethel, CT; Area Sales Manager, New Orleans, LA; Regional Sales Trainer, Cincinnati,
OH; Territory Sales Manager, Trenton, NJ; Sales Representative, Philadelphia, PA
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EDUCATION
Master of Business Administration, Saint Joseph’s University, Philadelphia, Pennsylvania 1993
Bachelor of Science, Food Marketing, Saint. Joseph’s University, Philadelphia, Pennsylvania 1981
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