Experience

icebreaker, a VF Company

• New Zealand
• Retail Apparel and Fashion
• 200 - 300 Employee

• General Manager, North America

  • Jan 2022 - Present



Amazon

• United States
• Software Development
• 700 & Above Employee

• Sr. Business Development Manager, Sports & Outdoors

  • Apr 2019 - Dec 2021

  S&O BD role was created in 2019 to address selection opportunities across all categories and pursue strategic initiatives for the business on a 3-5 year time horizon. Lead monthly senior leadership team meeting on brand recruitment and strategic projects. -In 2020, the program exceeded brand recruitment goal by 40%, driving 9-figure revenue impact for S&O.-In 2019 led the creation of the outdoors white label product strategy which resulted in two new brands being launched in the first 6 months of the project. These brands generated revenue of $2.5M and $1.8M respectively in the 9 months after launch. Program was transitioned to funded S&O headcount in 2020 as it scaled. -Built a model to map the selection universe at brand & item level using data from multiple internal and external sources. S&O uses the model to rank recruitment priorities across 176K known S&O brands, identify category growth opportunities and develop resourcing plans using the revenue and free cash flow projections contained in the model.-Led initiatives that drove systemic change in S&O’s specialty vendor management, vendor onboarding and 3P selection recruitment models. Collectively, these projects drove 8-figure revenue impact to S&O. Two received funded headcount to further long term growth.

• Manager of Vendor Management, Outdoor Equipment

  • Dec 2017 - Apr 2019

  Owned a 9-figure P&L and team management of the largest business unit at Amazon Outdoors. Managed 5 direct reports plus variable headcount supporting category supply chain, marketing and vendor support. Responsible for seasonal business planning, 3Y strategic planning, Director/VP level performance reporting, vendor product assortment and negotiation strategy. -Improved category profitability by +110 bps YoY (+10 bps to goal) by re-negotiating terms with two largest vendors. Secured margin enhancement funding that improved profitability of these vendors by +304 bps YoY and +575 bps YoY respectively.-Mixed into specialty vendor base, grew sales by +1400 bps YoY (+970 bps to cat. avg.). Secured $13M in new selection wins.-Authored or co-authored strategy papers to drive new initiatives surrounding participation (Project Explore) and winter sports (Project Snowman).

• Sr. Vendor Manager, Outdoor Apparel

  • May 2016 - Dec 2017

  Managed P&L for core outdoor and winter sports apparel product categories. Acted in player-coach role with direct vendor ownership while managing 2 direct reports. Responsibilities included buying, promotion planning, marketing and driving operational efficiency. -Revenue growth of managed vendor portfolio exceeded full year category growth rate by 1715 bps. -Negotiated vendor funding increases of +246 bps YoY, exceeding category full year margin growth goal by 160 bps.-Launched first white label apparel product line with external partner, achieved product margin of 72.5% and ARR of $2.8M.-As the outdoor business unit selection lead, managed selection recruitment initiatives across all teams. Developed a new selection pipeline based on internal and external data points and coordinated recruitment at trade shows in the US and EU.



Balihoo

• United States
• IT Services and IT Consulting
• 1 - 100 Employee

• Director of Implementation Services

  • Sep 2014 - Apr 2016

  As Director of Implementation Services, my role was equal parts digital marketing strategy consultant, manager of Balihoo’s professional services delivery team and project manager for strategic initiatives with our brand and ad agency partners. -Responsible for managing a services team of consultants, interactive developers and data analysts. -Client results include: Crafting email campaigns which increased open rates by 96% compared to previous national campaigns. Built & managed paid search campaigns which decreased cost per lead (CPL) by 55% compared to previous campaigns. -Actively project-managed an average of 12 simultaneous engagements, each ranging in duration from 4 weeks to 1 year. -Clients Included: Aflac, Trek Bicycles, Starcom Mediavest, State Farm, Kohler, Nationwide Insurance, Ace Hardware. -Skills: Google AdWords, Google Analytics, Salesforce, JIRA, Looker BI, Agile development methodology.



Core Concepts Outdoor, Inc.

• United States
• Apparel & Fashion

• Founder & President

  • Jan 2007 - Feb 2016

  As the founder of a startup outdoor apparel brand I wore many hats, and not just because I like hats. Highlights included: -Grew brand from 4 to 100+ dealers by 2014. Cumulative sales in excess of $1.4M. National retailers included Backcountry, REI and Amazon. -Developed DTC strategy and managed direct to consumer marketing via email, SEM (Google AdWords) and paid social (Facebook). Achieved YoY channel growth of 28% in 2014 on 5% increase in marketing spend. -Served as creative director and product manager for a collection of 30 apparel styles across two seasons. Led a contract team of 5 apparel and graphic designers to execute the line plan. -Built and managed factory network that included 4 Asia-based and 2 domestic contract manufacturers. -Full responsibility managing P&L and 5-year financial plan. Managed shareholder communications and all financial relationships. -Skills: MS Project, MS Office, Adobe Illustrator & Photoshop CS5, HTML, Quickbooks, SaaS CRM/email/ecommerce tools. Expert in creating complex financial models using Excel and external data sources. -Recognition: Polartec APEX Design Award (x2). National press included: Outside Magazine, Backpacker Magazine, Wired Magazine, The Seattle Times, USA Today, Men’s Journal and Ski Magazine.



Epicor

• United States
• Software Development
• 700 & Above Employee

• Project Manager

  • May 2003 - Jan 2007

  As a Project Manager, I led ERP software implementations for clients in the apparel, beauty and accessories verticals. -P&L level responsibility for ERP software implementation projects with budgets up to $2.5M and durations of 6-18 months. -Managed internal project team of up to 10 implementation staff as well as up to 20 external resources in matrix organizational structure. -Conducted business process consulting with client C-level and executive leadership to implement best practices in areas of inventory management, merchandising, business analytics, supply chain and retail operations. -Clients Included: L'Oreal USA, Ecko Unlimited, Limited Brands, Solstice Sunglasses (Safilo Group S.p.A). -Skills: MS Project, Data warehouse & visualization tools like IBM Metacube, custom integration to 3rd Party EDI data providers, custom integration to enterprise systems such as SAP and Oracle. -Apropos was acquired by CRS Retail Systems in 2004, CRS was subsequently acquired by Epicor Software in 2005.



CRS Retail Systems

• Software Development
• 1 - 100 Employee

• Project Manager

  • Oct 2004 - Dec 2005



Apropos Retail Management Systems

• Project Manager

  • May 2003 - Oct 2004

• Analyst / Consultant

  • Nov 2001 - May 2003

  Developed technical and management skills as an analyst; eventually became lead consultant on ERP software implementations. -Point-of-Sale system lead for White House/Black Market store rollout (70+ locations). Responsible for in-store documentation & training materials. Led planning and execution of 8 regional manager training sessions nationwide. Responsible for rollout of $200K in new hardware and in-store systems. -Program managed the development and installation of a custom wireless pick, pack and ship application.-Wrote custom software development specifications and assisted with QA and deployment of custom programs.-On-site installation of software and hardware tools at over 500 retail stores as well as dozens of distribution centers and corporate offices.-Clients included: Sketchers, White House/Black Market, Eileen Fisher, Henri Bendel, Craft Warehouse, Zumiez. -Skills: MS Office, MS Visio, UNIX/LINUX shell scripting, SQL, IBM Informix, MySQL, Integration to ANT USA and Arthur Retail Planning systems, custom integration to MAS200 and Sage (Peachtree) Accounting systems.