Experience

tag

• United States
• Wholesale
• 1 - 100 Employee

• • Oct 2019 - Present

• • Aug 2018 - Oct 2019



CSS Industries, Inc.

• United States
• Consumer Goods
• 100 - 200 Employee

• Senior Vice President Of Sales

  • 2013 - 2018

  Publically traded consumer products company with established brands C.R. Gibson, Paper Magic Group, Berwick Offray, Seastone, Eureka, McCalls, and Simplicity that is focused on the craft, celebrations and seasonal categories. Senior Vice-President of Sales [2015 to 2018] Senior Vice-President of Sales and Marketing - C.R. Gibson [2013 to 2015] Vice-President of Sales - C.R. Gibson [2013] Functional Leader for Sales & Marketing with 11 direct reports, 40 indirect reports, and over 120 independent manufacturer’s representatives. Manage a $90M revenue stream, selling into multiple retail selling channels, including Mass Big Box, Amazon, Gift Specialty and Off-Price. Selected Accomplishments: • Increased EBITDA by 100% and revenue by 15% in year 1 for Top 8 accounts by improving margins, controlling inventory, reducing operating costs, and executing the sales plan. • Attained 140% sales increase by growing revenue to $12M at a Tier 1 account in under 36 months by collaborating and forging strategic business relationships with VP and DMM levels and implementing a new go to market strategy. • Captured $5M of increased annual revenue at key account by creating and implementing a business strategy for an inline every day program, including new merchandising solutions, in store service, promotional funding, and new product designs and formats. • Achieved 20% growth in revenue within the office superstore sales channel by identifying white space opportunities, collaborating with the customer, and executing on seasonal and everyday promotional programs. Show less



Evergreen Enterprises

• United States
• Wholesale
• 300 - 400 Employee

• Vice President of Sales

  • 2011 - 2013

  Privately held consumer products company that is a leader in the design, manufacture, and distribution in the home décor, outdoor garden accents, fashionable gifts, and licensed sports product categories. I was a member of the executive management team and led the sales team responsible for the licensed sports business. I worked collaboratively with all sales channels and lines of business, driving incremental and profitable revenue growth. Selected Accomplishments: • Served as an essential member of the integration teams on two acquisitions that established the company as a key vendor in team licensed sports with a trajectory for profitable revenue growth. • Built a best in class sales team by hiring experienced sales managers with specific skill sets that allowed the team to execute the sales strategy quickly to market and capture profitable revenue. • Facilitated sales training for in-house specialty sales staff of over 100, inspired sales team to learn new licensed product line and to embrace the go-to-market strategy. Show less



The LANG Companies, Inc.

• United States
• Manufacturing
• 1 - 100 Employee

• Senior Vice President Of Sales

  • 2006 - 2011

  (f.k.a. Lang Holdings, Inc.) A consumer product portfolio company owned by private equity, recognized as a leading supplier specializing in the design, selling, marketing, and distribution of calendars, back-to-school stationery products, holiday cards, and specialty gift lines marketed under the established brands of LANG®, Avalanche®, and Turner Licensing™. I reported directly to the President and CEO, led a national sales team of 6 direct reports, 7 indirect reports, and 7 independent representative agencies. I managed over $42M of revenue for the strategic and international lines of business. Developed clear department and individual goals, ensuring objectives and maximized performance were achieved. Selected Accomplishments: • Negotiated and managed all licensed sports agreements, including all major sports licensors (NFL, MLB, NBA, NHL, and Colleges) and their respective players associations. • Reduced operating expense for sales department from $3.5M to $2.1M, achieved 62% reduction in inventory write-offs, and increased gross profit margins by 6% over an 18-month period by managing customer P&L’s, product forecasts, commission, travel, and advertising expenses. • Established and managed strategic direction necessary for successful implementation of the Sales Plan that was aligned to the revenue and expenses for the corporate budget. Show less



John F. Turner and Company

• Executive Vice President of Sales & General Manager

  • 1992 - 2006

  Private start-up company that was a leading provider of innovative and high quality Calendars, Back-To-School, and Gift products licensed by high profile US sports leagues (NFL, MLB, NBA, and NHL), Colleges, and entertainment properties. Full-service company that was vertically integrated from concept, through design, manufacturing, production, sales, marketing, and fulfillment. I was a member of the Executive Team that oversaw sales, operations (production and fulfillment), licensing and human resources. I managed 8 direct reports, 112 indirect reports and 90 independent manufacturer’s representatives. Selected Accomplishments: • Created licensed consumer products business model for the sports division, growing the business to $20M in revenue by signing unprecedented licenses and innovating untapped niche in calendars and back-to-school products. • Achieved annual budgets by developing multi-year strategic plan and go-to-market strategy. • Reduced operating expenses by $1M and improved customer on-time delivery to over 96% by implementing new workflow processes in production and fulfillment. • Identified and spearheaded the implementation of an ERP system to professionalize a small business with sophisticated inventory management and EDI capabilities to serve demanding Fortune 500 customer accounts. Show less