Greater Fayetteville, AR Area
• Over 20 years’ experience in sales strategy, customer selling, category management and people development • Outstanding track record of turning around and growing brands - - delivering breakthrough results in volume, sales, market share and profit throughout career. • Proven leader of cross functional teams who meet and/or exceed goals year after year • Expertise in sales fundamentals, strategic thinking, sales plan development and customer sell in • Outstanding abilities to prioritize and handle large workload, multiple tasks, and multiple business units. • Extensive experience in training, developing and motivating others. • Proven track record of creation, development and implementation of new company capabilities
Led $4B Wal-Mart and Sam’s strategic business planning process across 12 categories by identifying short and long term growth opportunities across the 4 P’s. Leads a team of 20 category advisors and insight mangers focused on developing solutions to achieve sales goals and share gains for Wal-Mart and Clorox. Responsibilities include: • Assist Wal-Mart and Sam’s in developing strategies, setting category tactics and ultimately growing market share on advised categories • Identify business and shopper problems to solve leveraging qualitative, quantitative and analytical methods resulting in sales , revenue and share growth • Leadership and development of my 20 person organization. Ensure employees develop skills necessary in order to become future leaders in the organization. • Work with Clorox general office to ensure Clorox and Wal-Mart strategies are aligned. Accomplishments include: • Developed business case to influence company strategy around “Big Data” currently being implemented by my team • Awarded 1 additional category advisor position • Continued category share growth on all categories • Outstanding reputation in the community for delivering best in class insights and results
Led the development and sell in of supply chain redesign to increase flexibility with customers and achieve $225 Million in sales growth and $100 Million in cost savings. Responsibilities include: • Led the development and expansion of a flexible Supply Chain to enable growth and cost savings for Clorox and our customers. Lead idea generation, key stakeholder alignment and execution on one of the company’s top initiatives. • Leadership and development of my 40 person customer facing organization, focused on all US customers. Ensure employees develop skills necessary in order to become future leaders in the organization. • Identified mutual cost savings opportunities for Clorox and strategic customers to enable reinvestment of those funds into business growth opportunities Accomplishments include: • Led work to develop new select customization program in order to decrease lead time, increase flexibility and drive increased sales. Estimated Sales growth of $120M • Implemented Charcoal off season storage program with customers resulting in $16/pallet savings for Clorox and increased product availability for customers. • Worked closely with manufacturing to increase flexibility through late stage differentiation to enable sell in of the Clorox portfolio to emerging and growing channels such as e-commerce, drug and small formats • Partnered with DelMonte and Colgate to create shared distribution networks and lanes to enable better delivery of goods to the Drug channel to increase in stock and reduce inventory
Led the strategic sales planning for the $1.5 Billion Auto, Brita, Litter, Food and Charcoal businesses accounting for 30% of Clorox Sales and 60% of Clorox Economic Profit. Responsibilities include: • Leadership and development of my team which consisted of 24 developmental employees focused on various aspects of these businesses. • Sales expertise in the development of new items, brand strategy, assortment, merchandising, pricing and shelving initiatives in all classes of trade. • Voice of our customer facing organization on leadership team with all functions. • Set the vision and direction for the division’s field sales organization Accomplishments include: • Sales increased 16% and profit increase 33% during my time in role • Created a strategy that turned around years of decline on the Brita business, growing it 40%+ during my tenure • Developed Color strategy for Brita that reshaped the way the company and consumers think about that brand • Drove Hidden Valley to market share leadership over Kraft in Salad Dressings and expanded Kingsford’s and Brita’s leadership to +80% market share. • Sales Planning Team of the year FY 07, FY 08 & FY 09