Charlotte Metro
I'm an accomplished National Sales Director and Executive Leader with over 20 years of experience providing key account management and business development leadership in the retail lawn and garden industry. I have extensive experience in all aspects of driving revenue and increasing profit margins including strategic planning, promotion development, forecasting, territory alignment, return on investment, channel relationships, and team leadership. I enjoy building valuable relationships and work well with people at all levels of an organization including stakeholders, executive management, team members, and customers. Selected Accomplishments: ➤ Drove key national accounts to achieve annual retail sales of over $42M in 2019, a 13% increase from $37M in 2018. ➤ Increased feature display in 2,400 Walmart stores as primary supplier to increase sales to $21M from $17.7 in 2018. ➤ Provided category innovation to propel growth to Lowe's business in 7 categories to expand sales from $4M to $50M. ➤ Grew top-line sales to $94M in 2012 from $34M in 2009 and strengthened margin position 800bps from 2013 to 2014. ➤ Led over 240 team members in generating more than $190M top line sales during reorganization and capitalization. ✉ [email protected]
USA Manufacturing, Wholesale & Import
➤ Led cross-functional teams in ideation, conceptualization, development, and launch of innovative consumer products. ➤ Supported the IKE's Armor brand consisting of weed and site fabrics and frost protection totaling 38 SKUs. ➤ Collaborated with external partners, suppliers, and vendors to ensure timely and cost-effective product development. ➤ Developed and managed sales budgets, forecasts, and performance metrics to ensure revenue goals were delivered. ➤ Built and maintained strong relationships with key stakeholders to facilitate effective communication and coordination. ➤ Defined and tracked KPIs related to product success for sales performance, customer satisfaction, and product reliability. ➤ Fostered a customer-centric approach within the team and oversaw the entire product lifecycle from ideation to launch. ➤ Encouraged the development of quality, innovative products that resonated with and addressed the needs of consumers. ➤ Analyzed market feedback, customer insights, and performance data to identify areas for product improvements. ➤ Directed and mentored sales managers, inside sales, and creative teams to foster a culture of productivity and creativity.
➤ Established and nurtured robust relationships with Lowe's, The Home Depot, and Walmart as the primary point of contact. ➤ Crafted precise and timely sales forecasts by incorporating historical data, market trends, and updated RMM demand. ➤ Made informed business decisions by dissecting P&L statements, optimizing Heartlands' financial standing. ➤ Monitored and maintained financial performance, consistently achieving targets for revenue, profitability, and growth. ➤ Collaborated with cross-functional teams to ensure accurate product delivery aligned with customer expectations. ➤ Fostered working relationships with Regional Merchandise Managers, Divisional Merchandise Manager, and Merchants. ➤ Implemented coordination strategies to ensure the precise delivery and availability of products, meeting customer demands. ➤ Successfully enhanced Heartlands' financial position through comprehensive analysis and strategic decision-making.
➤ Served as team lead for Walmart, Lowe's, Tractor Supply Company, Meijer, Hannaford, and Food Lion accounts. ➤ Introduced Lowe's outdoor solution center with packet seed, seed tape, and seed starting kits for a 20% YoY increase. ➤ Provided Meijer with a 2020 incremental 12' Solution Center including 12' of inline space to achieve $400K in sales. ➤ Planned national promotional plans and sales strategies that led to an average of 10% increase in sales volume YoY. ➤ Developed quarterly/monthly programing with key accounts while staying within budget to achieve high-profit margins. ➤ Served as a direct contact for key national accounts across all channels and worked closely with broker networks. ➤ Worked with buyers to secure desirable SRP for their demographics while maintaining budgets and profit margin goals. ➤ Set up programming for tradeshows and industry events as well as executed national tradeshows and sales meetings. ➤ Built lasting relationships with buyers to grow the strength of their POGs and educate them on the category as a whole. ➤ Secured and executed annual meetings for POG resets and plug/play annual reviews with the gardening sector. ➤ Reviewed all sunken costs to ensure brand success during programming and for specific times during the year.
➤ Worked and collaborated within all facets of the Lowe's organization including MVP, MDs, MMs, Merchandisers, Replenishment Specialists, Inventory Specialists, Inventory Planners, Brand Marketing and Category Marketing. ➤ Restructured sales organization, processes, and strategies to expand distribution in big box, mass, and grocery retailers. ➤ Led strategy and implementation to transition the traditional transaction-driven business to a new partner-focused model. ➤ Drove Schultz and Garden Safe successful re-launch encompassing over 45 items across 6 categories for 2013 and 2014. ➤ Provided team leadership to drive profitability, growth, and direction for all sales activity within the national market. ➤ Developed annual business plans including objectives and strategies to attain sales goals with 7% YoY growth. ➤ Implemented sales and marketing strategies to achieve maximum profitability and productivity in line with objectives. ➤ Worked trade to build relationships, performed cold calls, and closed new distribution with an 80% conversion rate. ➤ Prepared action plans by individuals as well as by team to ensure focused activity and exceed set performance goals. ➤ Conducted one-on-one reviews with sales reps to build effective communication and understand development needs. ➤ Leveraged executive, industry marketing, and alliance partnerships to expand and strengthen client relationships.