Revenue & Profit Growth | Leadership | Vast International Experience | Vision Creation | Organizational Development | Brand Protection | Sales Process Improvement | Problem Solving |Strategic Planning | Customer Business Development | Bringing Ideas to Life | New Business | Training | Priority Setting
Senior executive with demonstrated leadership and proven track record taking organizations to the next level. Leadership experiences include 18 years at Procter and Gamble with eight years working in the international arena where managing resource scarcity, executing strategic plans while making Friday’s payroll, and decisive decision making are requirements to succeed. Internationally, created, owned and implemented Perfect Store program across more than 30 countries. The Wall Street Journal (7/16/07) highlighted the program as a critical ingredient to P&G’s developing market success. More recent experiences include founding a Sales & Leadership Consulting Group, developing a web-based product solution to turn around a $25MM data business, and leading a North American sales organization for $130MM business. This diverse set of experiences have created a dynamic business leader with strong skills in resource management, top and bottom line performance, determining investment choices, and making tough decisions. Broad background creates unique strength in hands-on leadership, go-to-market strategy development, balancing short-term investment and long-term operational results, organization development, and personal account management.
2007 - Present
JENA provides customized sales, marketing and leadership solutions to businesses of all sizes.
Clients have ranged from start-up small business enterprises to Fortune 150 Corporations.Our tailored approach allows us to create a solution that is unique to each business and their challenges. Our efforts are tied directly to business opportunities with a focus on improving results; today and in the future.
Key success stories include:
Developed strategic goals and dashboard metrics for Goodyear’s Retail Excellence Team Developed & Deployed sales metrics and scorecard to increase accountability and drive
improved results Saved over 1000 man hours a week developing and launching sales information solution Developed quarterly “Training in a Box” to drive organization development Developed and launched critical selling processes, training and communication Conducted strategic review of current customer base – developing vertical sales and
marketing strategies Developed, Deployed, and Trained on Annual Joint Business Planning Process
2006 - 2007
VP Sales North America
Kingsdown is an employee owned manufacturer of premium sleep systems.
Lead day-to-day sales operation and strategic direction for Kingsdown’s 70 person Sales Organization. Responsible for delivering sales volume, margin, cost management, and organizational development for Kingsdown’s $130MM North American sales force.
Results during tenure:
Grew revenue by over 10% vs. flat industry trends Lead major product re-launch – driving a distribution increase of over 30% Delivered profit goal while investing over $3MM in new product launch & $400K in Talent
Development Developed and implemented a new hiring, training, and retaining process Upgraded sales leadership, attracting strong non-industry talent Developed and Launched CRM system Harnessed proprietary BodyDiagnostics data to deliver significant retail execution results
2003 - 2005
Polk City Directories
Polk City Directories is a subsidiary of infoUSA, the leading provider of sales and marketing support for business.
Owned Strategic direction and day-to-day operations for the Polk City Directories – a provider of marketing, sales and reference solutions for small businesses to mid-size businesses. Polk City Directory is a wholly owned subsidiary of infoUSA.
During tenure as President:
Led and developed 250 person subsidiary Led strategic repositioning of Polk City Directory brand and organization Developed and launched web-based solution that accounted for over 20% of revenue
Increased Operating Margin by over $3MM annually
Lowered Operating Expenses by $8MM annually
2001 - 2003
Director - High Frequency Stores
Procter & Gamble Global MDO
Owned “go to market” strategy, in-country implementation, and corporate education for P&G’s High Frequency Store business. High Frequency Stores - traditional outlets in the developing world – sales results outpaced global and modern retail in 6 of 8 sales regions. Key responsibilities of the role included:
Over 700,000 Perfect Stores!
Created, owned and implemented Perfect Store program across over 30 countries
across the globe.
Perfect Stores are about delivering in three critical areas:
Visible Distribution, Consumer WOW, P&G is winning at first moment of truth.
The Wall Street Journal front page (7/16/2007) highlighted the program and their
importance in Procter & Gamble’s developing market success.
Internal education of senior P&G managers and board members on the developing
market business models and consumer dynamics Created Center of Expertise on High Frequency Stores globally, fostering faster search
and reapply capabilities across the globeLed low income consumer insights and application on brand offeringsCreative approaches to reaching consumers/store owners in developing markets
Led P&G’s multi-functional team on global efforts to halt brand counterfeiting. Owned strategy and tactics in dealing with P&G’s global product counterfeiting challenges and supported the individual country efforts:
Worked with CEOs across a range of companies to leverage industry alliance
Led lobbying efforts with global bodies and developed countries
Own technology strategy and supplier vetting
1985 - 2003
1995 - 2001
Director - Customer Business Development
Procter & Gamble, China
National Sales Manager
Led 400 strong Mainland Chinese P&G Sales organization. Financially optimized go to market strategy transforming from a distributor only business to a sales organization capable of selling to both multi-national modern retailers and traditional Chinese outlets. Accountable for P&L impacts for all sales and trade spending
Sales of 1 Billion
Distributor Selling team of over 3000 representatives
Created and led multi-functional team comprised entirely of local Chinese managers
Engaged with Senior Leadership from major Global leaders
Greater China Customer Marketing Director
Owned development and implementation of all go to market aspects for the Greater China business. Personally led and implemented the shift to mid-tier/value brands and the development of “power” skus. Power skus re-energized the P&G China business driving significant business growth after launch.Worked with Greater China President to develop long-term strategic plans and go to market tactics.
Associate Director - PCC, Oral Care, and Food
Sales advocate on 3 different category teams in China. Developed sales plan for national launch of Crest into China. Led Pringles brand test market in China.
Associate Director - Eastern China
Led 100 sales representative organization – $350MM in Sales – 35% of P&G’s China volume. Division grew 40% during tenure. Also Led multi-functional team charged with developing and executing P&G’s Rural Program. Team developed holistic marketing, distribution, fulfillment, and sell-thru program reaching consumers deep into the Chinese countryside.
1985 - 1995
Customer Business Development
Account Executive - Food & Beverage, Grand Rapids, MI
Personal account management responsibility for P&G’s Food/Beverage business at Meijer. Business was over $25MM in sales. Grew business by 22% - 12% over quota.
District Manager - Food & Beverage, Cleveland District
Led Selling organization of 25 with sales of over $150MM. Outpaced US growth by more than 2 points during tenure.
Unit Manager on Assignment, Training & Development, Cincinnati, OH
Developed first multi-Division New Representatives Training Course. Led 8 executions of this course, training and developing over 250 of P&G’s young leaders.
Unit Manager, Food & Beverage, Los Angeles, CA
Managed 5 sales representatives and 40% of District’s volume. Unit’s volume led the market for 3 straight years outpacing district volume by 5 points.
District Field Representative, Beverage Division, Charlotte, NC
Sales Representative, Beverage Division, Chattanooga, TN