Chief Revenue Officer (CRO)

• Mar 2023 - Present

Group VP, Publishing & Print Management

• Dec 2015 - Jul 2022

P&L ownership of $850 million operation with oversight of sales, finance, HR, and operations. Directly managed five EVPs of sales responsible for the largest customers and one third of group revenue. Transformed organizational structure, operating model, and go-to-market strategy, expanding EBITDA margins, improving cash flow generation, and establishing a path to EBITDA growth in a secularly contracting global market.✦ Rebuilt sales organization and implemented a focused sales strategy, reversing declining market share.✦ Cut cost structure $9+ million, or 37%, exceeding target of 20%.✦ Managed exit from UK and European Union regions, ensuring a smooth transition for employees, customers, and suppliers across 6 different countries with varied rules, legislation and tax issues.✦ Identified and secured new channels of business in specialty paper applications. ✦ Restructured the organization. Show less

Vice President, North Region

• Jun 2014 - Dec 2015

P&L ownership of a $2 billion region. Outperformed industry top-line performance while expanding profitability.✦ Launched new sales deployment model establishing geographic territories close to the customer supplemented by industry experts while designing a more flexible compensation structure aligned with corporate objectives.✦ Optimized warehouse and delivery fleet structure for the merged entity; captured synergy benefits of $30+ million, exceeding target ahead of schedule.

Executive Vice President, Central Region

• Mar 2013 - Jun 2014

P&L ownership of $2.5 billion region. Instrumental in the merger of xpedx and Unisource, from initial discussions and due diligence through integration, leading sales and operations workstreams.✦ Served as member of team identifying $400 million in synergies and determining post-merger operating model.✦ Expanded market share while reducing region’s cost structure $18 million, or 17%, streamlining operating model, flattening organizational structure, and optimizing inventory placement, which improved customer fill rates from 93% to 98%, enhanced customer satisfaction, and accelerated cash flow generation. Show less

Executive Vice President, Operations & Supply Chain

• Jun 2010 - Mar 2013

Promoted to redesign the operating network and fleet to capture continuous improvements in transportation, material handling, inventory throughput, and operating network for a $6.5 billion business. ✦ Part of three-person executive team charged with designing a new operating structure, which included consolidating 12 regions to three and creating a flatter, more nimble organization.✦ Captured annual savings of $54 million through optimized warehouse footprint, cutting number of facilities in half to 62, installing Tier 1 warehouse management system, and implementing delivery fleet optimization software, Xata, on fleet of 1,300 vehicles.✦ Launched data analytics team that identified customer buying patterns, enhancing working capital management through better control of purchasing and inventory flow. ✦ Achieved total recordable incident rate (TRIR) of less than 1, reducing workers' compensation costs by $1+ million.✦ Partnered with CHRO to negotiate exit from high-cost union pension programs, capturing savings of $20 million over a five-year period. Show less

Area Vice President

• Sep 2005 - Jun 2010

Managed six operating locations with total revenue of $700 million.

Multi-Location Divisional Manager

• Sep 1999 - Sep 2005

Managed three divisions with revenue of $275 million.

Division Manager

• Mar 1997 - Sep 1999

Managed Sales, Operations, Customer Service, Finance, and Human Resources for a $70 million operation.

Sales Manager

• Jan 1994 - Mar 1997

Led team of 16 packaging sales professionals.