Experience

Mad Hippie

• United States
• Personal Care Product Manufacturing
• 1 - 100 Employee

• Chief Customer Officer

  • May 2019 - Present

  Austin, Texas, United States



DERMA E

• United States
• Wellness and Fitness Services
• 1 - 100 Employee

• Senior Vice President of Global Sales

  • May 2018 - Mar 2019

  Simi Valley, CA Owned the entire sales organization (US and international) and held decision-making authority for natural, beauty, food/drug/mass (FDM), and military channels. Managed the global expansion of the brand that is now in 35 countries and represents 7% of total sales. Chosen for M&A Leadership team (alongside owners and CXO execs) to manage due diligence and transition to private equity; helped to position the company for a successful sale. ♦ Drove 450% revenue growth from 2006 to 2018 ♦… Show more Owned the entire sales organization (US and international) and held decision-making authority for natural, beauty, food/drug/mass (FDM), and military channels. Managed the global expansion of the brand that is now in 35 countries and represents 7% of total sales. Chosen for M&A Leadership team (alongside owners and CXO execs) to manage due diligence and transition to private equity; helped to position the company for a successful sale. ♦ Drove 450% revenue growth from 2006 to 2018 ♦ Consistently achieved sales plan over past 10 years, with overall compound annual growth rate (CAGR) of 15%+ ♦ Cut trade spending by 2% with new financial model that gave greater visibility to trade spending Partnered with CFO to champion sales channel and key account P&L to more effectively manage profitability and sales support planning. ♦ Developed new product launch forecasting model, resulting in greater production efficiencies, reduced inventory and carrying cost, and less over-stocks ♦ Increased investment in online/digital sales by developing an online web strategy; hired a dedicated online sales manager and grew web sales to 22% of company sales ♦ Championed Amazon sales with a strategy to clean up 3P sellers and have an Amazon Vendor & Seller site to offer and own product imaging and content ♦ Reduced number of third-party sellers from 500+ to under 30 via a web enforcement plan with a universal minimum advertised price (MAP) and eliminating incompliant sellers ♦ Created new trade & education manager position to bridge the sales and marketing organizations and act as sole point-of-contact for selling/education material, resulting in greater efficiency in collateral development and on-time delivery to Sales team ♦ Initiated shelf management program with planogram recommendations driven by customer behavior trends

• Senior VP of North American Sales

  • Jan 2007 - Apr 2018

  Simi Valley, CA Recruited to change leadership role driving the expansion of this natural-focused company into FDM distribution channels. From 2007 to 2012, held title of National Sales Director. ♦ Improved top-line sales by driving plan to eliminate channel shifting and product diversion in non-U.S. markets; implemented quarterly market plans from overseas buyers to monitor global product sales ♦ Sold products into regular distribution at national household-name chains (CVS, Walgreens, Ulta, Target,… Show more Recruited to change leadership role driving the expansion of this natural-focused company into FDM distribution channels. From 2007 to 2012, held title of National Sales Director. ♦ Improved top-line sales by driving plan to eliminate channel shifting and product diversion in non-U.S. markets; implemented quarterly market plans from overseas buyers to monitor global product sales ♦ Sold products into regular distribution at national household-name chains (CVS, Walgreens, Ulta, Target, AAFES, Kroger, Safeway, and Sally’s) and regional food chains such as Wegmans, Publix, Raley’s, Harris Teeter, HEB, and Fred Meyer ♦ Developed new broker organization that centralized communication and shifted from a best-in-market to a national broker organization that was specific to each channel. The new structure lowered costs while improving communication and service to our customers ♦ Initiated the purchase of consumption date that resulted in monthly review meetings of all data and improved customer presentations that included SPINS & IRI



Johnson & Johnson

• United States
• Hospitals and Health Care
• 700 & Above Employee

• National Sales Director, Neutrogena

  • Jan 2001 - Jan 2007

  Los Angeles, CA Developed and executed the strategic sales vision to maximize profit, align resources with account needs, and reach long-term goals. Spearheaded the brand expansion into alternative channels while managing significant organizational change. ♦ Doubled the company overall growth rate and cut the spend level by 20%; each year, increased sales by an average of 7% while reducing trade allowances by 1% ♦ Adopted web-based collaboration platforms and technology training for all sales… Show more Developed and executed the strategic sales vision to maximize profit, align resources with account needs, and reach long-term goals. Spearheaded the brand expansion into alternative channels while managing significant organizational change. ♦ Doubled the company overall growth rate and cut the spend level by 20%; each year, increased sales by an average of 7% while reducing trade allowances by 1% ♦ Adopted web-based collaboration platforms and technology training for all sales personnel ♦ Integrated nationally driven marketing plans with key account planning to align goals and prioritize cooperative efforts ♦ Served as member of the J&J sales leadership council that coordinated efforts, vision, and alignment across all J&J consumer companies ♦ Managed the Customer Marketing team that provided all tools to the sales organization; these tools included new item presentation, market and category trends, and space planning for category review meetings ♦ Secured distribution in alternative channel accounts with Barnes & Noble, Drugstore.com, and Nordstrom Rack ♦ Championed annual sales organization restructures, including managing reduction in force and lowering cost to serve ♦ Managed performance of nationwide broker organizations

• Director of Neutrogena Sales

  • Jan 1998 - Dec 2000

  Los Angeles, CA Held responsibility for over 60% of Neutrogena’s U.S. business and the top-spending B2B/B2C accounts. Laid the foundation for long-term growth by elevating the role of strategy, data analytics, and P&L in the sales organization. President’s Club Winner in 1999 and 2000. ♦ Achieved both sales and profit projections for all years, three consecutive years, in highly competitive markets ♦ Client base included Walmart, Target, Costco, Safeway, Sam’s Club, Walgreens, CVS, Rite Aid, Kmart… Show more Held responsibility for over 60% of Neutrogena’s U.S. business and the top-spending B2B/B2C accounts. Laid the foundation for long-term growth by elevating the role of strategy, data analytics, and P&L in the sales organization. President’s Club Winner in 1999 and 2000. ♦ Achieved both sales and profit projections for all years, three consecutive years, in highly competitive markets ♦ Client base included Walmart, Target, Costco, Safeway, Sam’s Club, Walgreens, CVS, Rite Aid, Kmart, Eckerd, Publix, Winn Dixie, Drug Emporium, Phar-Mor, and Albertsons ♦ Developed and launched long-range brand and account development programs, including strategies for brand analytics, account P&L/profitability/forecasting, trade allowance, shelf management, and new product launch ♦ Designed and initiated training programs at all levels of the salesforce and broker ecosystem

• Director of National Accounts

  • Nov 1996 - Dec 1997

  Los Angeles, CA Managing a team of six national account representatives, collectively responsible for more than 60% of Neutrogena’s U.S. business. Won the President’s Club Award in 1997. ♦ Led team to achieve sales growth that exceeded corporate growth (over 35%) for FY97 ♦ Implemented account P&L system to enable bottom-line growth projections and more effectively manage major customers



Neutrogena

• Manufacturing
• 100 - 200 Employee

• National Account Manager, Arkansas

  • Nov 1994 - Nov 1996

  Bentonville, AR As first on-the-ground Neutrogena leader at J&J after acquisition, managed the nationwide Walmart and Sam’s Club accounts. In two years, doubled growth and increased profitability by 20%. ♦ Won 1995 President’s Club Award in the National Accounts category ♦ In addition to achievements in growth/profitability, increased distribution, promotions, and planograms

• District Manager, Southern California

  • Aug 1992 - Nov 1994

  Irvine, CA ♦ Increased sales by 15% to 20% for four consecutive years; awarded Territory Manager of the Year for Midwest region ♦ Awarded Salesman of the Year two years in a row for increasing sales by an average of 60% per year ♦ Developed selling expertise in FDM, food wholesale, department store, and discount channels

• Territory Manager and Sales Representative

  • Nov 1987 - Aug 1992

  Milwaukee, WI Promoted from Sales Representative to Territory Manger in February 1990, then achieved a second promotion to District Manager in 1992.