Work History

Work History
2006 - 2009

Senior Vice President, General Manager

Bath & Body Works Direct

Commercialized, built and led the fastest growing business at Limited Brands.  Strategic and operational leader with full P&L responsibility for online and catalog businesses.  Direct reports included vice presidents and directors of finance, marketing, planning, merchandising, operations, technology and logistics teams.

  • Created multi-channel strategy launched in 2006, the business achieved profitability in year one and grew to $135M and 16% operating income by year four.
  • Defined multi-channel buyer strategy resulting in a 100% increase in multi-channel customer base increasing customer satisfaction levels and revenue by $20M.
  • Led category and geographic expansion with launch of Canadian platform $3M, corporate sales $1M and accessories and apparel $5M.
  • Operationalized a $10M ClassicsTM business in response to top customer complaint regarding discontinued fragrances; creating a unique value proposition for channel by offering fragrances no longer available in stores.
  • Re-negotiated fulfillment and technology contracts saving $13M in expenses over life of contract, 130 basis point improvement in fulfillment and 200 basis point improvement in technology costs and deferment of $50M in capital expenditures.
  • Launched company's first user generated content platform which drove customer loyalty with 4 social web initiatives creating a community of 50,000 brand advocates in it's first phase.
  • Re-evaluated Black Friday promotional strategy to eliminate post-weekend fulfillment backlog and drive margin improvement, resulting in 17% increase in demand, 40% increase in average unit retail, 32% increase in product margin and 80% decrease in unit backlog.
  • Built an email database of more than 16 million addresses; executed 150 + unique email campaigns per year and launched segmentation strategy in Spring 2009.
  • Established a customer-centric culture of appreciation, communication, collaboration and entrepreneurship resulting in top tier performance in 2008 Associate Survey with increases in 9 out of 11 engagement indicators.
2005 - 2006

Vice President, Merchandise Manager

Victoria's Secret Direct

Recruited by Limited Brands to lead new business ventures for Victoria's Secret Direct.  Commercialized and launched the Beauty initiative in 2005, followed by Accessories in 2006. Developed and executed merchandising, marketing, catalog circulation and online strategies to achieve scale and market share penetration as well as integration of nationally recognized brands into the business.  

  • Entered marketplace with pilot programs in under 6 months.
  • Negotiated first sourcing agreements with nationally recognized beauty and accessories brands, achieving 25% share of business. Key brands included Clarins, Fekkai, Guess, Gucci, Lucky Brand, NARS, Ugg Australia and Yves Saint Laurent Beauté.
  • Built strong cross-functional relationships to develop Business Growth Plans for both businesses.
2004 - 2004

Vice President, Divisional Merchandise Manager

Neiman Marcus

Charged with re-engineering the $125 million Home and Epicure division, an underperforming business during a time of substantial growth for the retailer.  Developed new merchandising and marketing strategies to reposition the division for future growth. Managed a team of 9 buying offices.

  • Reduced inventories by $10 million to eliminate aged product assortment.
  • Created a Blue Chip Vendor Intensification strategy to drive incremental sales and margin from key vendors: Anna Weatherly, Daum, Godiva, Jay Strongwater, Steuben and William Yeoward.
  • Increased registrations and customer service levels through re-launch of online Gift Registry for Neiman Marcus stores.
  • Championed a culture of inclusion, open communication and appreciation with increased focus on store and buying office team members.
2003 - 2004

Vice President, Associate General Merchandise Manager

Neiman Marcus Direct

Chief merchant and strategic leader for Chef's Catalog and online business.  Responsible for revitalizing a brand with stagnant growth and minimal operating income and integrating the brand into the balance of the business unit.  Managed a team including 3 buying offices and operations manager.

  • Revised segmentation strategy and catalog cadence to increase frequency of contact with best customers to gain larger share of wallet resulting in 11% increase in productivity on 29% fewer pages circulated.
  • Launched Chef's Catalog online Gift Registry to attract new customers and deepen engagement with existing ones.
  • Focused team on the online channel as the key growth driver of the brand. Achieved highest penetration of online to total business in the enterprise.
  • Re-engineered all business practices including merchandising, financial planning and vendor relationships.
1999 - 2003

Vice President, Divisional Merchandise Manager

Neiman Marcus Direct

Led merchandising teams for Neiman Marcus and Horchow through periods of substantial growth in revenue, category breadth and complexity with the launch of the online business. Categories included decorative home, furniture, rugs and domestics and women's  & men's apparel. Key apparel brands included: Giorgio Armani, St. John, Dolce & Gabbana, Burberry, Roberto Cavalli, Marc Jacobs, Theory and Juicy Couture.

Education

Education
1981 - 1985

Bachelor of Arts

Emory University

Skills

Skills

Culture Shaping

Open Brand Perspective

Breadth of Scope

Continuous Improvement

eCommerce | Multi-Channel

Customer-Centric Perspective

Strategic Vision

Summary

MULTI-CHANNEL RETAIL SENIOR EXECUTIVE

Strategic Vision | Customer-Centric | eCommerce | Continuous Improvement

Breadth of Scope | Open Brand Perspective | Culture Shaping

Customer-centric visionary leader with in-depth expertise across all channels of distribution, product categories and customer segments.  Strong track record of consistent growth through innovation, unique value propositions and cost leveraging.  Recognized as a builder of brands, categories, teams, online communities, relationships and corporate culture.  Strategic risk taker with experience launching new initiatives and leading fast paced change; successful in both start-up and established businesses.

Interest

Accessories Multi-Channel Online eCommerce Internet Retail SalesApparel Multi-Channel Online eCommerce Internet Retail SalesBrand Consumer Packaged GoodsCustomer Relationship ManagementDirect Marketing & Online Multi-Channel eCommerce Internet RetailHome Furnishings Multi-Channel Online eCommerce Internet Retail SalesLuxury Retail Multi-Channel Online ecommerce Internet General ManagementMergers & AcquisitionMulti-Channel eCommerce Customer Centric FocusMulti-Channel eCommerce Direct Marketing LeadershipMulti-Channel eCommerce Growth Strategy ManagementMulti-Channel eCommerce Retail General ManagementMulti-Channel eCommerce Social Web InitiativesPerformance CulturesPersonal Care Multi-Channel Online eCommerce Internet Retail SalesPrivate Equity Funded EntrepreneurRetail Affinity Loyalty Multi-Channel eCommerce ProgramsRetail Finance P&LRetail Multi-Channel eCommerce Merchandising Marketing SalesRetail Talent ManagementSustainable Multi-Channel eCommerce Growth