Canton, Connecticut, United States
Results-driven leader with 15+ years of success in building long-term, profitable partnerships with distributors throughout the world based upon principles of excellence in communication, integrity, respect, and a drive to generate profitable sales results that benefit both the company and customer. Goal-focused when working with customers, both internal and external, to add value wherever possible in every interaction. Creative and flexible problem-solver who confidently embraces the complexities and challenges of establishing and developing markets outside of North America. Successfully leads small teams of top-performing global sales professionals that exceed company and customer expectations. Areas of Expertise • International Sales and Marketing • Distributor Management • Global B2B Sales and Marketing • Sales Management • Intercultural Communication • Consumer Goods Channel Sales and Marketing • Departmental Forecasting and Budgeting • Sales Operations • Business Analytics • Product Marketing
SJC Custom Drums is more than the products they create - it's about passion, culture, nurturing a community, and pride. Five-time winner of Drum! Magazine Best Custom Drum Company. Seen on stage with Green Day, Imagine Dragons, 21 Pilots, Sum 41, Slipknot and many more. Proudly made in Southbridge, MA USA.
Contracted to lead a small team with a goal of increasing global market penetration of Hagstrom guitars through international expansion and increased engagement with channel partners. ►Established new distribution for Hagstrom guitars in Japan, Australia, Argentina, China, Singapore, Spain/Portugal, and Bulgaria. ►Led rationalization of product line, reducing number of SKUs in FY2015 by more than 40% while increasing sales volume from FY2015 to FY2016. ►Led initiative to engage with two Grammy-award-winning bands. One resulted in signature guitar model development project with multi-year endorsement agreement. The second engagement resulted in a multi-model artist tie-in with the band’s newly released album and multi-year global touring plans. ►Increased quantity, quality, and availability of channel-targeted product information and promotional material. Improved distribution method of this material to distributors. ►Rewrote all website and catalog copy, improving quality and consistency of English language usage. ►Conducted product training seminars for new distributors in Japan, Australia, Spain and Bulgaria, and also for Musician’s Friend call-center personnel in both Indianapolis and Salt Lake City. ►Increased followers on Facebook by 40% from April 2015 to October 2017 by leading a program of more effective and engaging social media posts. ►Led design, layout, and merchandising of 2016 Winter NAMM Show exhibit.
Directed all facets of KMC Music's international sales and market development, including divisional budgeting and forecasting, participation in executive level S&OP, product go-to-market strategies, international pricing strategies, distributor management, and promotional initiatives. ► Directed Sales, Marketing, and P&L for KMC Music Inc.'s international business in Asia, Latin America, and Australia/New Zealand. Member of KMC Music's Senior Staff. ► Achieved a CAGR (compound annual growth rate) in total sales revenue of 19%+ from 2009 to 2012, driven by record sales of Latin Percussion® in Latin America, and a 200% increase in Latin American sales of Takamine® guitars. Awarded FMIC's President's Award for Sales Leadership in 2012. ► Led several market development initiatives in China, resulting in 100%+ increase in sales of KMC Music products from 2013 to 2014. ► Led KMC Music team transitioning sales of its portfolio of brands from more than 40 independent distributors in Europe to FMIC's European subsidiary, following acquisition of Kaman Music Corporation by FMIC in 2008. Awarded FMIC's Chairman's award in 2008 for work on this project.
Managed all facets of Kaman Music's international sales and market development, including divisional budgeting and forecasting, product go-to-market strategies, international pricing strategies, distributor management, promotional initiatives, and international trade show planning and execution. ► Directed Sales, Marketing, and P&L for the International Division of Kaman Music Corporation (a subsidiary of $1B+ Kaman Corporation (NASDAQ: KAMN), with annual revenues of $200M-$250M). Member of Kaman Music Corporation's Senior Staff. ► Led team of 4 sales professionals managing portfolio of leading musical instrument brands, and global network of 200+ distributors spanning 80+ countries across Europe, Asia, Latin America and Australia/New Zealand. Brands included Ovation® guitars, Takamine® guitars, Hamer® guitars, Latin Percussion®, Toca® Percussion, Gretsch® Drums, Gibraltar® drum hardware, Genz-Benz® amplifiers, and several others. ► Achieved a CAGR (compound annual growth rate) in total sales revenue of 16%+, from 2001 to 2007, culminating in more than $39M in profitable sales contribution to Kaman Music Corporation in 2007. ► Increased international sales of Gretsch® Drums by more than 10x between 2001 and 2007 by leading expansion of global distributor network subsequent to a licensing agreement between Kaman Music Corp. and Fred Gretsch Enterprises. ► Following Kaman Music's acquisition of Latin Percussion® in 2002, successfully led integration of Latin Percussion's® international sales and distribution infrastructure . ► Developed suite of sales analysis reports specifically designed for use by International Division sales team using Cognos Impromptu® Business Intelligence software.