Sales Customer Service

SENIOR SALES AND BUSINESS DEVELOPMENT LEADER

Sales/Business Development Leader and imaginative problem solver that strengthens competitive positions, elevates brand awareness and grows revenues. Previous experience with Fortune 500 Consumer Packaged Goods (CPG) companies operating a direct selling team, inside phone sales team and a broker driven organization. Drove revenue increases by developing and executing strong go-to-market plans. Attained best-in-class status by reducing voids, managing expenses and improving cash flow/receivables. Facilitated change and solidified relationships with customers (Wal-Mart, Walgreens, Kroger, Safeway, Dollar General, etc.), brokers (Advantage Sales and Marketing, ASM) and colleagues.

Key Skills

Sales and Marketing General Management Leadership

Consumer Packaged Goods Contract Negotiations Direct Sales Teams

B2B – B2C Sales Acquisition/Reorganizations Broker - Distributor Sales

Senior Executive Relationships P&L Management Talent Development

Call Center Operations Forecasting - Logistics Strategic Planning

Innovation Execution Policies and Procedures Change Management

PROFESSIONAL EXPERIENCE

PHILIPS CONSUMER LIFE DIVISION 2013 - 2014

DIRECTOR OF DENTAL PROFESSIONAL NORTH AMERICA

Managed direct sales team of 184, including 124 outside sales and operations staff and 60 inside sales and customer service employees. Responsible for go-to-market strategy, sales team reduction and revamp of the staff training and development.

Developed strategic plan driving results to #1 MOR (Most Often Recommended) while reducing indirect cost by $5.3M.

Developed strong go-to-market plans with marketing, innovation and execution teams increased revenue $5M in 2014.

UNILEVER NORTH AMERICA 1998 - 2013

World leader in consumer packaged goods industry

DIRECTOR OF SALES RETAIL OPERATIONS 2008 - 2013

Promoted to restructure and transform national brokers’ retail organization. Responsible for the North American retail execution of brand initiatives including new brand launches, line extensions, shelf placement, promotional in-store strategies, reduction of in-store product voids, pricing guidelines, in-store test markets, development of in-store display units and strategy and ROI for retail investment. Directed the Unilever team of 20 direct reports. Managed a third-party budget of $150M with a team of 900+ associates.

Slashed overhead costs (P&L) 66%, reinvested $15M into retail coverage and increased promotional effectiveness 25%.

Developed strategic partnership with major third-party broker (ASM) and negotiated payment terms that improved Unilever’s cash flow 33%.

Negotiated Unilever commission rate with broker (ASM), saving $2.1M annually.

Improved processes, reducing OOS (Out-of-Stock) at Wal-Mart from 7.5% to 5.5%, increasing Unilever sales $10M in Y1 and saving 20% on in-store display costs.

Created a unique training and development program that provided early experience in store sales support and business analytics remedying a talent void and improving retention of quality staff. This training was rolled out across the other five global regions due to its success.

(Unilever North America continued)

DIRECTOR OF SALES WALGREENS 2005 - 2008

Selected to build a top-to-top relationship with Walgreens and grow business relative to competitors. Led

17-person team with accountability for $290M in sales from Walgreens, K-Mart and C-store customers.

Created best-in-class logistics team, winning vendor of the year (2007), increased on-time deliveries for promotional goods by 25 days and increased fill rates from 83% to 95%.

Built relationships driving growth with Ben & Jerry’s Ice Cream with $10M in new sales in Y1 and $25M in Y2. Added Bertolli frozen dinners, growing sales another $3M in Y1.

Renegotiated terms with Walgreens that reduced deductions from $3.5M to $300K, improving Unilever’s cash flow by $3.2M.

Developed strategic partnerships, growing Unilever business at Walgreens 30% (to $228M).

DIRECTOR OF BROKER MANAGEMENT 1998 - 2005

Retained and promoted, following acquisition of Helene Curtis, to build new broker teams and relationships throughout the US, progressing from 70-customer Central Region, 100-customer South/Central Region to over 200-customer Western Region.

MANAGED TO GROW SALES 15% WITHIN NON-GROWTH MARKETS AND CATEGORIES.

CREATED FORECASTING MATRIX TO MEASURE EFFECTIVENESS AND ROI ON MARKETING PLANS INCREASING REVENUES BY 18%.

TRANSITIONED 100 CUSTOMERS FROM DIRECT COVERAGE TO BROKER COVERAGE TOTALING $100M.

ADDITIONAL EXPERIENCE:

HELENE CURTIS - National Sales Manager and Director of Sales Planning/Operations

COLGATE-PALMOLIVE - REGIONAL MANAGER and TERRITORY MANAGER

EDUCATION

Bachelor of Arts, Business Administration, Saint Joseph’s College, Rensselaer, IN

Executive Development Program, J. L. Kellogg Graduate School of Management, Evanston, IL

Education includes People Management, Sales and Marketing, Negotiation and Risk Management

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