Dana Point, California, United States
Global Sales Acumen with P&L and Sales responsibility• Revenue Generation • Sales & Channel Management • Product & Marketing Strategic and resourceful professional with 25+ years of progressive experience implementing marketing initiatives, growing the company, analyzing competition, and managing projects and teams. Instrumental in discovering customer insights, defining value propositions, and determining appropriate marketing/sales strategies to maximize growth objectives. Recognized for developing seasonal and annual holistic and integrated performance marketing strategies and roadmaps that attain revenue while ensuring alignment of functionality with stakeholders needs. Passionate about developing and operating a marketing/sales infrastructure, capable of fast iteration, creative positioning, and metrics-driven decision-making. CAREER HIGHLIGHTS • Led a team of 50 professionals driving $200+M in sales and managing P&L responsibility in both US and Canada. • 25+ years of recruiting, developing, and leading sales and marketing teams that delivered above-market growth and profitability. • Member of the C-suite at Maax Bath and was instrumental in the turnaround. • Built Sales and Marketing team from the ground up which created a high-performance culture resulting in record sales and profitability. • Formulated new products/services to meet market demand/ customer needs, build brand loyalty, and showcase innovation capabilities. • Handled sales and marketing for the wholesale plumbing side of the business within the US and Canada by utilizing multiple marketing channels
Developed sales quotas, goals, and performance standards for each team to create a sense of responsibility and ownership and drive revenue growth for the company. Assessed market conditions to make informed decisions about operations, marketing strategies, and product development, anticipate future industry trends, and accordingly align and adjust sales strategies. Prepared marketing materials to communicate key messages, advertise the company’s products/services, and drive leads. • Advanced business by 15% by implementing a clear growth strategy and focusing on customer retention. • Established a decorative products channel segment for high-end showrooms to provide clients with a more tailored experience and enhance brand image. • Negotiated contracts with prospects by understanding the terms and conditions of the contract, assessing the value of the deal, and identifying potential risks and opportunities. • Developed marketing strategy, incentive programs, rebate contracts, and channel programming which includes pricing to enhance margins. • Built strong partnerships with key customers, buying groups, and strategic end-users • Utilized Salesforce CRM platform to measure the effectiveness of the sales organization and overall sales cycle. • Developed brand story to introduce MAAX into the decorative product segment which included product recommendations, level of commitment, and improved profitability
Oversaw and lead Sales Operations for the Western US. • Supervised regional sales managers and independent sales reps, cultivated customer relationships while managing +$200M business • Led a team of sales representatives that executed new product launches, marketing initiatives, training seminars, and implementation of Salesforce CRM (Salesforce) • Evaluated independent sales reps, upgraded and consolidated to eliminate redundancy of coverage which improved margins.
As part of the C suite executive leadership team, effectively communicate with the entire organization and met with the private equity board quarterly. •Worked with channel marketing and Marcom to create all pricing matrixes, customer programming, rebate structures, literature, and messaging while communicating the needs of the market to product development. •Doubled the U.S. business from $70M to $145M and boosted margins from 24% to 42% by investing in marketing and sales efforts to attract new customers. •Increased margins by targeting customers closest to manufacturing sites to decrease freight as a percent of overall sales •Aggressively attacked strategic customers to increase the percentage of their overall sales by focusing on their key customer base •Maintained margins and brand recognition as number one in the plumbing industry within Canada by remaining up to date with market trends, including changes in customer preferences, growing the business by 10%. • Concentrate on dominating the markets within the US by building customer trust and relationships and developing a strong value proposition. • Managed a team of three sales directors, seven regional sales managers, a channel manager, and 35 independent sales agencies to boost productivity and performance. • Established relationships with 35 agencies to expand the reach and increase exposure to potential customers. • Concentrated on mentoring credible individuals to move the company forward, including hiring staff for sales and direct channels. • Crafted a compelling pitch for customers, enabling the company to effectively communicate brand and value proposition to diverse customers.
Drove revenue growth through effective sales and marketing strategies while developing and maintaining relationships with key clients and partners and overseeing the performance of the sales team. Collaborated with cross-functional teams, including product development, operations, and finance, to ensure alignment of sales and marketing strategies with organizational goals. • Identified and pursued new business opportunities and partnerships to expand the customer base and increase market share. • Developed a deep understanding of the market and competition to inform sales and marketing strategies and determine growth opportunities. • Managed the budget for the sales and marketing function, including forecasting and monitoring expenses to accomplish financial targets
Managed an organization consisting of 40 direct sales representatives and 26 agencies by executing a strategic plan, including setting goals and objectives, analyzing the market and competition, and identifying growth opportunities. • Handled the channel marketing and top-line sales team that generate revenue of over $100M by delegating tasks effectively, enhancing margin by 25 bps. • Employed 20 new builder account executives by defining job responsibilities, conducting interviews, and assessing candidate abilities. • Liaised with top 100 Builders, including DR. Horton, KB Home, Shea Homes, and Lennar to finalize projects promptly within the defined scope.