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ABOUT Me:

  • Strong historical perspective/experience within CPG (20+ years): Broad, escalating positions for a rich understanding of the inner workings of legacy and emerging brands. Numerous and varied experience in all facets of Category Management/Insights and Execution of sales strategies against “Big Bets”.

  • Immense passion: Strong ability to be resourceful while engaging in relentless collaboration, a rich/creative set of skills, and a deep desire to further develop relationships while developing/owning the execution of multi-year strategies and roadmaps focused on volume, net sales, MAPPS, and profit objectives through best-in-class insights.

  • Bringing order to chaos: Throughout my career I succeeded at responding to ever-changing environments and situations while delivering closed loop execution through brand/strategic plans. 

  • Hallmark to my success: Exceptional customer/client focus (internal + external) and a high level of enthusiasm for affecting business success while always demonstrating integrity and realistic optimism regardless of circumstances.

  • Battle-tested: There is not much I have not seen or experienced throughout my career across all disciplines and channels/retailers (FDMC, Convenience, Natural, Foodservice, Specialty, ecommerce). Building, activating, managing, and optimizing the planning process from Customer Planning to long-range planning (top-to-top, JBP, Collaborative Business Planning) is hallmark to my success in all facets of responsibility.

  • Wired to build leaders: Strong communication, collaboration and encouraging a “challenge” environment, it is critical to ensure building core competencies as a major component of success for the team in that each associate is performing at the required level to be successful.

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My personal and professional experiences have taught me the following about myself:

I create, launch and scale great brands and customer experiences with companies from <$1M to $10B+ in revenue.

  • Put the customer at the center of all that I do, driven by actionable insights.

  • Move seamlessly between strategy and execution by turning insights into action.

  • My gut instinct is sharp, but I seek data for my decisions, quickly spotting the relevant patterns and asking for feedback from a variety of cross-functional business and technical teammates.

 

I can build, align, lead and grow world-class teams from 5 to 500 people.

  • Develop and lead Annual Planning processes based on Marketing/Sales strategies and expected growth targets to achieve along with development/activation of the entire planning process (JBP included).

  • Tell great narratives that motivate, inspiring others with visions of the future.

  • Encourage teams to rumble in tough conversations: transparency = trust. Trust gets results.

  • Structured leader that leads with substantive guidance, direction, and support.

  • Spell out expectations, ask a lot of questions, monitor and measure performance constantly, and correct failure quickly and reward success even more quickly.

 

I educate, refine and drive myself to be a better person.

  • My foundation is built on Integrity.

  • Constantly learning because I never settle.

  • Respectfully challenge the status quo to create new thinking.

  • Encourage a “challenge” environment with my team.

  • Stay calm when faced with adversity through adaptable prioritization.

  • Focus on making high-quality decisions with attention to detail.

 

How do I lead?

  • Guided by Integrity / Build trusted relationships

  • Collaborate often / Think critically

  • Develop others / Create accountability

  • Communicate clearly / Drive change

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SELECTED ACCOMPLISHMENTS

  • Throughout multiple roles, developed monthly/quarterly/annual goals and strategies for sales/category management teams while ensuring corporate KPI’s are met; clear focus on delivering solutions for complex, competitive, and dynamic categories centered on the Customer through compelling shopper-centric, category-focused, insights-based stories to win with retailers.

  • At Amscan, integral part of leadership team that built an entirely new CPG organization from the ground up (from catalog selling to a direct selling organization to a category leadership position) while orchestrating launch of a new brand in under 9 months.

    • RESULT: Infusion of $25MM incremental net sales for Party City Holdings (parent of Amscan)

  • Built and activated (KPIs, scorecards & training) entire Broker Selling Model for the new brand (Go Brightly/Amscan) at retail.

    • RESULT:  Broker (Agency) feedback that training was one of the most comprehensive of all CPGs provided to the Agency team.

  • Directly negotiated Dollar Tree, Aldi, Lidl contracts to deliver Pricing Action, Gross Sales target, Net Revenue, Share, full KPIs. This business building process achieved a collaborative partnership with senior level stakeholders through the annual JBP process.

    • RESULT: saved 100% + new assortment at Dollar Tree, secured 40 new skus at Aldi/Lidl with new pricing/support activation.

  • At Heinz, led all Region Sales Managers with dramatic volume & profit increases lifting region from bottom third to #1 region.

    • RESULT: leveraged best-in-class fact-based selling with key merchandising sell-in driving sales (+$6MM) & profit (+$4MM).

  • Built the strategy, processes, frameworks and tools to position teams as category experts and preferred category advisor.

  • At Geogia-Pacific, HJ Heinz and Frito-Lay, I led, coached, recruited, and developed numerous insights teams to develop and attain sustainable annual business growth objectives across numerous categories & brands at multiple national/regional accounts.

  • Led the development and communication of sales plans/strategy, consumer, shopper & business analytics, customer insights and sales execution strategies and initiatives for nearly all retail grocery/mass/club/value/drug/convenience/pet/DIY retailers.

  • At Capre Group (consulting),

    • Primary sales lead for business development for incremental projects (new logos); far exceeded budget 3 years in a row.

    • Secured engagements with premier clients: Coca-Cola, Land ‘O Lakes, Heineken, Pernod Ricard, NASCAR, Newell, ConAgra

    • Engaged/trained CPG sales teams on the Collaborative Business Plan (CBP) process, activated at retailer/client intersection.

  • Led numerous quantitative/qualitative research projects(blended with other primary/secondary/syndicated data) with cross-functional teams to primarily drive consumer/shopper segmentation & brand health, to facilitate the growth agenda.                                                  

    • RESULT: New segmentation model developed to drive Category Selling Platforms at Georgia-Pacific and AMSCAN.

  • At Georgia-Pacific, localized channel and customer strategies with top customers while leading strategic planning and Joint Business Planning with retailer senior leadership. Secured significant new product placements throughout every channel.

    • RESULT: significant gains at Walmart, Sam’s Club and Costco, Amazon, Dollar General and multiple Food Service outlets

  • At Georgia-Pacific, led the innovation project of a new brand relaunch for Communication Papers and collaborated with multiple 3rd party vendors.

    • RESULT: Department Advisor for Walmart, Category Advisor at 12 strategic Retailers, 12% YOY growth.

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