Experience

PartsSource Inc.

• United States
• Software Development
• 200 - 300 Employee

• Sr. Director Category Management - Facility & Workspace Solutions

  • Sep 2022 - Present



Zoro.com

• United States
• Retail Office Equipment
• 300 - 400 Employee

• Senior Category Management

  • Sep 2021 - Sep 2022

  Understands vertical market segments, and what it takes to be successful and evaluate if/how Zoro can participate in the segment. Demonstrates solid data analytic skills to be able to understand the drivers of the business, mine data, and create appropriate strategies. Understands how and why customer use certain products including various technologies and brand differences. Executes on outreach, prospecting, and selling the Zoro model to many suppliers to come on board. Negotiates contracts with suppliers to achieve a fast launch to market with the highest level of success while managing within operational capabilities and profitability. Manages supplier relationships and demonstrates ability to operationalize suppliers on our platform and drive sales and profitability. Lead, mentor and coach other team members across the team to develop, challenge ideas and help develop other team members. Demonstrates ability to understand enablement’s needed to unlock category sales potential, and steer organizational change to unlock growth.



GOJO, Makers of PURELL

• United States
• Manufacturing
• 700 & Above Employee

• Corporate Account Director

  • Mar 2020 - Jan 2021

  Developed and managed assigned Corporate Account directing account strategy, forecasting, and account P & L. Negotiated trade development plan, profitable contracts, and relationships with end-user accounts. Proactively facilitated business reviews leveraging category management analytics. Leveraged distributor relationships to gain access to end user accounts. Developed marketing plans and promotions. Managed supply chain fulfillment criteria. • Increased sales by 60%. • Developed an e-commerce product strategy & execution plan for customers national e-commerce resellers. • Created supply chain process that strategically positioned incremental product to most strategic distributors. Leveraged internal processes that provided access to an incremental allocation of inventory to client to ensure critical clients were receiving adequate product. Incremental product allocation resulted in significant increase in sales. • Managed distributor and end-user opportunities by partnering with over 100 field sales reps to evaluate and execute out of stock and new end-user opportunities.



Fortis Channel Resources

• Atlanta, Georgia, United States

• Managing Partner / VP of Business Development, Category Management & Channel Strategy

  • Jun 2017 - Feb 2020

  Developed and implemented channel and product assortment strategies and catalog and e-commerce sales objectives aligned with sales and marketing initiatives for manufacturer clients. Supported key distribution channels—office products, industrial, janitorial and sanitation, and internet resellers—partnering directly with national wholesalers. Led a team of 5 to support business development and category management initiatives. Directed support personnel and partnered with VP of sales to manage critical accounts, resellers, and wholesalers. Uncovered and pursued potential client contacts to drive incremental revenue. Expanded active client accounts to drive value proposition through channel adjacencies. Provided support to account management with critical distribution and retail customer accounts. • Increased top-line revenue by 26% with new client acquisitions and existing client contract re-negotiations. • Drove top line-sales growth by up to 26% for major accounts including Gorilla Glue, Velcro, and Unilever through effective category management, promotions, and search engine optimization efforts.



Kimberly-Clark Professional

• United States
• Manufacturing
• 700 & Above Employee

• Business Development Manager

  • Jun 2016 - Jun 2017

  Established, directed, and monitored sales strategy ensuring consistent revenue generation and customer satisfaction across all categories. Championed brand consistency, led contract negotiations, and assured proper account management as the intermediary between clients and sales teams. Conducted and evaluated market analysis, sales trends, and competitors to develop solutions for increased sales. Collaborated with sales and marketing teams to conceive and execute effective strategies for new product launches. • Increased sales up to 70% for multiple national distributors. • Fostered a national broker relationship to drive core marketing initiatives connecting distributors and sales representatives with end-users.



Highlands

• United States
• Advertising Services
• 100 - 200 Employee

• Managing Partner / VP of Business Development, Category Management & Channel Strategy

  • Aug 2008 - May 2016

  Targeted new and strengthened existing supplier relationships for business development opportunities in multiple product categories including factory supplies, food service, education, safety, and healthcare. Directed 4 business development directors and 3 sales support associates to drive growth aligned with organizational goals and objectives. Guided 5 national account managers on account management and sales strategy. Partnered with account managers, business development directors, and regional field sales representatives to support key accounts in the office products channel with sales, marketing, category management, and merchandising strategies. • Created and established the office products channel comprised of 14+ suppliers representing industry leading brands and product categories. • Managed P&L responsibility for the office products channel generating 35% of annual revenue within 2 years. • Improved sales performance through development and implementation of enhanced training materials, sales tools, and go-to-market strategies for suppliers, internal salesforce, and distribution partners.



S.P. Richards

• Wholesale
• 400 - 500 Employee

• Category Merchandise Manager

  • May 2005 - Aug 2009

  Analyzed and managed assigned SKU performance, vendor base of 100+ accounts, and pricing strategy to identify opportunities for growth through the introduction of new products for 38 product categories. Developed strategy and negotiations of vendors, programs, and pricing. Led private-label vendor bidding processes, packaging design, and product acquisition for multiple product lines and categories. Directed catalog publishing including finalizing product assortment, ensuring accurate vendor information, and advised page layout and design. Selected products for vertical line promotional campaigns and publications. • Generated significant growth across multiple functions: 53% sales growth and 40% increase of vendor program funding in the cleaning and breakroom supplies and healthcare categories. • Expanded market penetration with vertical product launches in new categories. • Developed a comprehensive line of private label products from product selection, development, and sourcing to marketing materials.



Office Depot

• United States
• Retail Office Equipment
• 700 & Above Employee

• Senior Buyer | Category Merchant—Retail & Business Services Division

  • Jan 1997 - May 2005

  Planned and strategized buying processes for multiple retail, commercial, and e-commerce channels for 10+ categories generating $500M in annual sales. Developed inventory management, advertising, pricing, marketing, financial, and promotional strategies for assigned categories. Executed assortment planning, merchandise selection, and product presentations. Assessed market trends and competitive landscape to forecast business performance and influence business strategies. Managed vendor accounts and contract negotiations. • Exceeded sales plan year-over-year up to 24% with an improved gross margin of 19.5%, increased inventory turns, and lowered product costs with new product introductions, revised merchandising strategies, and shipping programs. • Conceived and implemented comprehensive business strategies for retail chain of 900+ stores and 50 annual catalogs.