Sales Customer Service
Resume:
Brian P. McDermott
P.O. Box ****
Manhattan Beach, CA 90267
******@*********.***
www.linkedin.com/in/brianpmcdermott
Senior Executive Manager
"A visionary leader who excels at identifying value-added strategies and
transforming companies through effective communication and organization-
wide teamwork."
Value Drivers
. Brand renewal and positioning
. Marketing and sales management
. Restructuring and turnaround strategies
. Cash flow optimization/ financial management
. Team building and motivation
. Resource allocation and operational prioritization
Accomplishments
. Grew a company to $285MM sales, $20MM EBITDA and 385 retail stores.
. Increased "same store sales" an average of 11% for 11 straight
years.
. Positioned four brands to achieve national recognition and status.
. Built two highly profitable, industry-leading customer lists.
. Assembled four excellent management teams.
. Installed numerous and sophisticated information systems
. Launched four e-commerce websites for traditional retail products.
. Started an e-commerce company and grew it to full operational
status.
. Re-launched and grew two direct mail operations.
. Created a $40MM Commercial Sales organization (B2B)
. Expanded a $2MM Service organization to $35MM (B2B and B2C).
Professional Experience
6/2001 - Present
Schiff Nutrition International, Inc.
Salt Lake City, UT
Member, Board of Directors
Active contributor to the Board of this publicly listed manufacturer and
distributor of nutritional supplements. Chairman of the Compensation
Committee and a Special Committee, which oversaw a significant asset
disposition. Member of the Audit Committee. As Compensation Committee
Chair, evaluated and influenced creation of two long-term incentive pay
plans for the senior management team.
1/2004 - 4/2008
Right Start Acquisition Company
Calabasas, CA
President & CEO
Revitalized this multi-location, multi-channel retailer of infant and
toddler goods after purchase from Chapter 11 proceedings. Grew revenues
from $20,000,000 to $50,000,000; Increased comparable store sales between
13% and 23% annually for four consecutive years; Expanded and re-branded e-
commerce capability; Re-launched a dormant mail order catalog; Re-branded
company and returned it to a premier market position; Initiated new
marketing partnerships to broaden reach and increase prospective customer
awareness; Authored new recruitment, training and compensation programs
that improved personnel quality. Held full P&L and cash flow
responsibility; oversaw all departments and functional areas.
9/2001 - 12/2003
Fitness Holdings International, Inc
Torrance, CA
President & CEO
Restructured and turned around this multi-location regional retailer of
high-end home fitness equipment within four months of purchase from Chapter
11 proceedings. Grew store count from 16 to 40 while increasing sales from
$18,000,000 to nearly $50,000,000; Re-built merchandise assortment to
achieve significant increases in inventory turns; Renewed and repaired
relationships with vendors, ultimately achieving the preferred position in
the category; Out-sourced non-critical functions, saving $500,000 in costs
while improving customer service; Created new compensation and sales
commission structures. Held full P&L and cash flow responsibility; oversaw
all departments and functional areas.
4/2000 - 7/2001
PartsAmerica.com
Torrance, CA
President & CEO
Built this Internet retailer of auto parts from concept to full operation.
Raised $21,000,000 in venture and private equity funding. Hired complete
management team and filled all department personnel needs. Created highly
sophisticated e-commerce system that allowed nationwide fulfillment of
customer orders through 3,000 retail stores and six distribution centers
within one hour of order placement. Held full P&L and cash flow
responsibility; oversaw all departmental functions.
5/1988 - 7/2000
Leslie's Poolmart
Chatsworth, CA
EVP Operations; President; CEO then Chairman
Grew this multi-channel retailer of swimming pool supplies from $57,000,000
to $285,000,000 (revenues), $2,000,000 to $20,000,000 (EBITDA), and from 66
to 385 stores. Generated 11% comparable store sales increases and 20%
annual revenue growth over 11 years running the company, while increasing
profitability at a 15% annual rate. Re-staffed all executive and middle
management functions, creating an entire best practice retail organization
that became the category leader. Managed nearly 2000 employees. Launched e-
commerce site and refined a direct mail operation while constructing a
highly profitable mailing list, which consistently yielded 5%-10% sales
response rates. Generated a Commercial sales organization that grew to
$40,000,000 in revenues and expanded a Service business from sales of
$2,000,000 to $35,000,000. Authored "Leslie's University of Management" to
train store managers in product information, sales, customer service,
personnel, financial and general store management functions. Owned all P&L
and cash flow responsibilities; oversaw all departments and functional
areas. Piloted company through a successful IPO process and ran it as a
public company for six years. Achieved successful sale of the company.
9/1994 - 12/1998
BusyBody, Inc.
Dallas, TX
Interim CEO; Chairman
Transformed and refined this multi-location retailer of high-end home
fitness equipment after purchase from its founder. Grew revenues from
$57,000,000 to over $100,000,000 while increasing store count from 30 to
80. Increased EBITDA from $2,400,000 to $9,000,000. Successfully
completed acquisition of a 20-store competitor. Hired an effective new
management team. Achieved favorable sale of the company.
5/1988 - 12/2008
Hancock Park Associates
Los Angeles, CA
Operations Partner
Influenced acquisitions and assumed management control of four specialty-
retailing companies for this private equity firm. Collaborated with
partners to raise over $400,000,000 of institutional and individual
investment funding. Sourced, analyzed and negotiated potential company
acquisitions. Played key role in defining and implementing investment
strategy. Served as Board member for several additional portfolio companies
in the CPG arena.
Education
MBA - Harvard Business School; Finance
BA - Williams College; Political Economy, Magna cum Laude and Phi Beta
Kappa
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