A take-charge senior sales, customer marketing, and sales operations executive with twenty+ years experience as a troubleshooter who delivers results in a myriad of environments.Recognized as a change agent who builds consensus among divergent groups to meet and exceed established goals and objectives.
VICE PRESIDENT / DIRECTOR SALES OPERATIONS & CUSTOMER MARKETING
Broad Consumer Products Experience
Health & Beauty Aids, Cosmetics, Beverages, Dry Grocery, Over-the-Counter Medicines,
Wine & Spirits, Fragrances, Frozen Food, Syndicated Data, Financial Services
A take-charge senior sales, trade/customer marketing, and sales operations executive with extensive experience as a troubleshooter who delivers results using sound business strategy and creative problem solving techniques.Recognized as a change agent who builds consensus among divergent groups to meet and exceed established goals and objectives.
Corporate Leadership · Sales Strategy · Change Management · Sales Planning · Sales Operations
· Process Improvement · Customer / Trade Marketing · Category Management
· Consumer & Shopper Insights · Problem Solving · Vendor Partnership · Operational Improvement
· Sales Force Automation · Product Merchandising · Entrepreneurial
· Adaptable/Flexible · Talent Acquisition & Development
2004 - 2009
Vice President - Sales Operations & Administration
Puig Beauty USA
Incorporated as the U.S. mass-market division of the PUIG Beauty & Fashion Group in 2004, the Barcelona based $1+ billion multinational manufactures fragrances, personal care products, and designer fashions with brand names including Carolina Herrera, Prada, and Antonio Banderas.Division dissolved after a global distribution agreement was signed with Coty Inc.
Vice President, Sales Operations & Administration
·Created sales and customer marketing operations for the U.S. and Canada.Developed the operational strategy, processes, and procedures that insured the quick, successful launch of mass-market fragrance lines to 24,000 retail locations for the initial 2004 holiday season.Delivered year one revenues of $13 million, growing to over $20 million.
·Researched, sourced, and implemented a 100% outsourced supply chain for warehousing-distribution- logistics, production-packaging, and order processing-customer service.Created and implemented CPG sales planning, sales administration, and customer insights and marketing processes and procedures.
·Created key customer specific promotion vehicles - bonus/gift packs, pallet programs, and launch displays - that garnered Puig the industry’s best new product launch award for ‘04, ‘05, and ‘06.
·Outsourced order processing and customer service to a vendor partner.Achieved EDI compliance with retail partners representing 98% of division’s revenue.
·Developed tracking and reporting systems for external partner oversight.Insured on-time shipments at 96.5% despite 37% of orders shipped via UPS.
·Established local, external gift set production capability for one million units, 17% of worldwide gift set production, to meet U.S. regulatory requirements.
2000 - 2004
Director - Customer Marketing & Operations
The Consumer Medicines Division was responsible for the sales and marketing of the corporation’s Over-The-Counter pharmaceuticals, with domestic sales in excess of $350 million, subsequently divested in 2005.
Director, Customer Marketing & Operations
·Spearheaded the strategy, development, and implementation of internal sales support capabilities for the Consumer Medicines division after BMS announced the divestiture of the Clairol beauty care business.
·Created and hired a 12 person “inside” sales staff to develop, implement, and execute new cross-functional processes within the Division, including oversight departments for Distribution/Customer Service and Credit/ Collection.
·As Business Leader directed the start-up and implementation of a new Order-To-Cash computer system.Oversaw the development of the division’s data warehouse, and intranet and extranet sites.Led the cutover team to successful implementation, acknowledged with a President’s award for the project’s team members.
·Sourced, evaluated, and hired vendor partners for Telesales and Category Management.As Sales Support Team Lead, was instrumental in the evaluation and hiring of a national sales broker.Determined strategy for outsourcing volume to vendor partners, provided call coverage game plan, and negotiated contracts.
·Streamlined the trade funds management process by instituting a new menu driven program which produced greater returns on our investment, increased trade compliance, and allowed for participation by a broader group of trade partners. Spearheaded the project to evaluate, secure, and implement a trade funds management software and reporting system for the $60+ million expenditure.
1995 - 2000
Asst. Vice President - Sales Operations
With health and beauty care sales in excess of $1 billion; the L’Oréal Retail Division is the largest and most profitable unit of L’Oréal, Paris.
Recruited to develop and implement a strategic Trade Marketing platform.Created a 60+ person cohesive “inside” sales staff to develop, implement, and execute new cross-functional processes within the division.
Developed new systems and corresponding processes to quantify and monitor sales activities including trade spending, sales forecasting, and call coverage.Spearheaded the division’s use of technology to streamline operations and gain operating efficiencies.Developed “new” Sales Operations staff departments including Sales Planning, Sales Design and Communications, Trade Marketing, Category Management, Sales Operations, Business Information Systems, Sales Technology, and Telesales.
- Sold a strategic Trade Marketing plan to the division to transform the management and control of the $85 million trade fuel budget away from Marketing to Sales control.
- Conceived, designed, and implemented a new, custom, computerized business planning and sales forecasting process to manage, analyze, and increase efficiency of the division’s trade spending.
- Created and implemented a new selling materials production system and database.This process reduced in-house sales materials production time by 50%.
- Developed and implemented a new automated promotion display forecasting system to forecast, track shipments, and actualize the $145 million promotion display budget, reducing the forecasting cycle by 66%, from six to two weeks.
1994 - 1995
Director, Planning & Development
Acquired by First Financial Management Corporation, and subsequently by First Data Corporation, Western Union Financial Services, at the time had revenues of $600+ million, and was the market leader in the express money transfer business.
Recruited to bring consumer package goods expertise in trade marketing process and best practices to the financial services sector.Reporting to the Vice President, Agent Network Management, the 13 person staff had responsibilities including all phases of Trade and Sales Communications, Sales Merchandising, Internal and External Sales Information, and Sales Planning.
·Developed and executed a direct mail blitz to 11,000 competitive agents with the goal of converting agents to the Western Union franchise.The campaign exceeded all expectations with the astounding 15% response rate.
1993 - 1994
Director, Trade Marketing
Kraft General Foods
As a division of Philip Morris’ - General Foods USA, The Breyers Company had sales of $500 million and was the nations leading producer of premium ice cream products.Business unit sold to Unilever.
Recruited by the Senior Vice President, Sales/Marketing as part of a turnabout leadership team, to reduce trade spending, and develop a process and department to plan, implement, and evaluate promotional programs.Responsibilities included the $70+ million trade budget and the six person Sales Planning, Trade Marketing, and Business Analysis staff.
·Planned, developed, and managed the implementation of the $70+ million trade spending plans for 1994.New processes enabled the division to reduce spending 10% versus prior year.
·Responsible for the monitoring and delivery of the 1993 $80+ million Trade Marketing plans.Initiated new processes to achieve the targeted objective.
1990 - 1992
Director, Trade Marketing
Schenley Affiliated Brands
Guinness PLC markets fine wines and spirits and other luxury goods worldwide.As a former U.S. based operating unit, Schenley had profits in excess of $100 million.
Recruited to develop, integrate, and implement a "trade focused" strategy.Developed new internal business processes incorporating a consumer products best practices approach to sales and trade marketing.
1990 - 1990
Group Manager - External Volume Analysis
The nation's largest manufacturer of salty snacks, Frito-Lay is a subsidiary of PepsiCo.
Was responsible for the development and management of the business information system used to analyze and manage the business, and provide innovative category information to trade members.Had responsibility for a staff of six.
1987 - 1990
Vice President - Eastern Division
As a syndicated data, decision support, and sales technology supplier, IRI at that time had sales of $200+ million.
Vice President – Eastern Division
Hired to bring consumer products sales expertise to the sales/service process of the Apollo Space Management System and other decision support software products.The fourteen personal Eastern division staff, headquartered in Wayne, New Jersey, spanned 38 states and had sales of $5.1+ million to consumer products manufacturers, brokers, and retailers.
1983 - 1987
Manager - Trade Development
PepsiCo's company owned and operated bottling division of the worldwide soft drink business.
Manager-Trade Development: Somers, New York
Project Manager-Sales Operations: Purchase, New York
Associate Manager-Business Development ;Purchase, New York
1982 - 1983
The Wine Spectrum
The company was an alcoholic beverage subsidiary of The Coca-Cola Company divested in 1983.
Market Manager II: Carolinas, W. Virginia – Buffalo, NewYork
Market Manager I: Rhode Island
1980 - 1982
Unit Manager - Non Foods: New Jersey/New York Paper
District Field Representative: New York Paper
Sales Representative: New Jersey Paper