Interest

 Avid outdoorsman.  I enjoy fly-fishing, kayaking, road & mountain biking, hiking, camping and snow shoeing.  In October '08, I participated in a 24 hour Moab mountain bike race.

My favorite outdoors destinations are Yellowstone, Yosemite, Tetons and Rocky Mountain National Park.

I enjoy traveling both domestically and internationally.  I have visited most of the United States and have been to France, Italy, Germany, Canada, Mexico, Virgin Islands, Honduras, Jamaica, Cayman Islands and the Caribbean.

Summary

SENIOR MANAGEMENT FINANCIAL MANAGEMENT | SALES MANAGEMENT | OPERATIONS MANAGEMENT

Flexible, results-oriented and top & bottom-line focused manager, who sets aggressive goals, thrives on challenges, takes decisive action and makes the necessary changes to build, achieve and sustain revenue growth and profits through a team of talented professionals committed to the firm's vision, values and mission.

Qualifications Summary

  • Revenue & profit driven manager with more than 20+ years of leadership and cross functional management expertise gained from positions of increasing responsibility at start-up, entrepreneurial, mid-market and Fortune 500 companies and who is known for delivering sustainable results in revenue growth, operating efficiency and improved profit performance.
  • Take charge manager with an innate ability to assess situations, determine key issues, and change directions when circumstances warrant while continuing to enhance company revenue growth and profitability.
  • Creative problem solver with reputation for taking underachieving departments or divisions, quickly turning them around, and consistently meeting and exceeding performance goals for revenue and profitability.
  • Persuasive and visionary manager adept at aligning teams and individual effort toward company goals.

Areas of Expertise

Turnarounds | Start-Ups | Change Management | Business Analysis & Strategy | Strategic Planning 

P&L Management | Financial Management & Control | Business Plan Development | Cost Reduction Initiatives  Key Metrics Analysis |  Sales Forecasting | Competitive Analysis | Sales Processes & Strategies | Sales Management | Market Expansion | Team Building | Coaching & Leadership | Problem Solving

 

Work History

Work History
1983 - Present

Manager of Financial Analysis

Jul 2013 - Present

Associate Vice President

Texas State Technical college

Report to Provost with respopnsibilites for workforce development and continuing education at the Waco campus.

  • Designed, developed and implemented a new direct marketing campaign resulting in an 18% response rate that is driving increased awareness, leads and pipeline fill.
  • Researched and wrote a five year strategic plan that was presented and approved by the TSTC executive team focusing on business development versus project management.
Mar 2012 - Apr 2013

National Sales Director

WRS Group

Oversaw sales, support services and graphic arts for the advertising specialties business unit offering over 750,000 promotional products through 3000 suppliers to over 1000 health care customers.

  •  Implemented a new ecommerce solution that seamlessly integrated with existing technology resulting in greater user engagement, product information requests and orders. 
  • Researched, tested, implemented and trained staff on a new industry standard sales order system that reduced data input by 67% and eliminated need to hire one additional sales support staff.
  •  Reorganized unit to target three revenue streams – existing customers, prospects and internet, and reduced headcount 11% through better utilization of new sales order and ecommerce technologies.
Sep 2009 - Feb 2012

General Manager

SpringTree LLC

Oversaw sales, marketing, customer service, finance and contract production for a start-up ecommerce consumer goods company with P&L responsibility.

  • Successfully negotiated a 25% equity sale of the company to a strategic partner who brings extensive ecommerce expertise allowing the company to offer additional services and more rapidly expand our revenue & customer base.
  • Negotiated contract production activity based pricing resulting in 55% margins - eliminating need for production building & staff, inventory, and equipment saving over $150K in start-up capital.
  • Completed comprehensive analysis of on-line shopping cart systems resulting in selection of off the shelf product saving the company $50,000 in software development & integration.
  • Improved call-back rate 250% by executing combined direct mail and voice mail initiatives to contact prospective clients to provided name recognition reminder and program details.
Apr 2007 - Aug 2009

Controller

Melco Industries, Inc.

Oversaw Finance and Accounting for a $35 million US machine manufacturer and software developer. Responsibilities include financial planning & analysis, budgeting, forecasting, bank relations, internal financial controls, policies & procedures, credit, payroll, payables & receivables, month end close and special projects & reports as required. In addition, oversaw the accessory strategic business unit with P&L responsibility.

  • Designed and implemented a comprehensive credit-scoring matrix and approval process resulting in one-day approvals while simultaneously reducing collection risk on new accounts by 95%.
  • Implemented a cash management system that resulted in more accurate forecasting of cash inflows & outflows.
  • Reduced merchant card service fees by 15% through a competitive bidding process.
  • Participated in the financial analysis, deal terms, negotiation and sale of the accessory division.

Nov 2006 - Aug 2009

Division Director

Melco Industries, Inc.

Oversaw sales, marketing and customer service for the accessory strategic business unit with over 1000 SKU's and 5000 customers with P&L responsibility. In addition, oversaw the Finance and Accounting Department as the Controller.

  • Initiated and completed five-year business review by customer, channel and product category resulting in major revision to existing business model that generated 14% revenue increase plus two point improvement in operating margin versus prior year.
  • Partnered with President and CFO in the analysis, deal terms, negotiation and sale of the accessory division resulting in 2% contribution margin improvement and no loss of operating profit for eight years due to unique deal structure and terms of purchase agreement.
  • Reduced annual customer churn by 75% through more frequent contact, targeted promotions, outbound sales rep training, rebate incentive program and establishing realistic goals by rep.
  • Analyzed historical inventory versus sales results eliminating 256 slow moving and obsolete inventory items that also reduced inventory by $750,000.
2001 - 2006

Managing Director

Sapient Financial Services Corporation

Founded full service mortgage brokerage focused on consumer home loans.

  • Designed, developed and launched an affordable national for sale by owner website and lead generating program for mortgage brokers that were well received by peers in mortgage industry.
2000

Director, Mass Market Distribution

Cook Communications, Division of CCMI

Oversaw sales, marketing, service delivery and customer service with P&L responsibility for the book distribution-operating unit with 7,000 mass retail outlets and $8 million in annual revenue.

  • Achieved $500,000 annual cost reduction and increased retail store count 180%, or 4500 stores, by transitioning from route sales personnel to retail merchandisers.
  • Eliminated 50% of slow moving stock resulting in one-time $400,000 inventory reduction.

1999 - 2000

Sales Director

Cook Communications, Division of CCMI

Managed the entire sales organization for the Home Group, which had six major channels of distribution, 25 sales personnel and $21 million in annual revenue.

1997 - 1999

Division Director

Cook Communications, Division of CCMI

                   

Reported to President and directed day-to-day operations with P&L responsibility for a mass market, direct store delivery, book distribution division overseeing sales, marketing, finance, customer service, delivery and warehouse.

1995 - 1997

Vice President and Co-Founder

Chronotech International Inc.

Formed software development company focused on next-generation time & attendance human resources small business application.

  • Led product development team in designing best of breed software application.
  • Negotiated third party product fulfillment contract eliminating inventory, warehousing and staff costs
1991 - 1995

President and Chief Operating Officer

Natural Nectar Corporation

Reported to an absentee owner and directed day-to-day operations with P&L responsibility for a national snack food manufacturer with 300 employees and $40 million in annual revenue.

  • Increased revenue $16 million, or 67%, in three years by doubling retail distribution, adding new sales channels, product line extensions, private labeling, expanding international distribution, innovative marketing programs and recruiting & motivating a talented senior management team.
  • Achieved $4 million in annual savings and a 10 point margin improvement through product reformulation, automation, purchase price negotiations and staff training.
  • Dramatically reduced employee turnover 75% through better interviewing techniques, implementing pre hire tests, designing training modules and establishing acceptable targets by department.

1988 - 1991

Senior Vice President and Chief Financial Officer

Natural Nectar Corporation

Reported to President, directed financial and company operations excluding sales and marketing.

1987 - 1988

Vice President of Finance and Administration

Reported to the President, directed financial and company operations for the second largest gift and floral wire service in the US with $50 million in annual revenue.

  • Orchestrated start-up of new technology division with first year profits of $500,000.
  • Conceived and launched new credit card profit center that generated $400,000 in processing fees.
  • Spearheaded profit improvement plan resulting in a net savings of $750,000 per year.

1985 - 1986

Director of Finance

1983 - 1985

Manager of Profit Analysis

Taco Bell, Division of PepsiCo
1981 - 1983

Manager of Financial Control

Mattel Toys, Division of Mattel, Inc.
1980 - 1981

Planning Analyst

1977 - 1980

Marketing Representative

Education

Education
Sep 1980

MBA

Jun 1977

Bachelor of Science