Experience

Lignetics

• United States
• Paper & Forest Products
• 1 - 100 Employee

• National Sales Director

  • 2021 - Present

  Lignetics Group is the largest residential wood pellet manufacturing company in the US.Learn more about our products at: www.lignetics.com As National Sales Director, I am accountable for leading a team of 8 Regional Sales Executives and 6 Manufacturer Rep Groups with a combined 65 sales personnel to drive sales of wood pellet products within the Outdoor and Pet categories across 4 channels: Hardware, Farm & Ranch, Sporting Goods, and Hearth.I cultivate and nurture high-touch relationships with client teams to identify their needs, capitalize on account penetration opportunities, and deliver against key revenue and growth objectives. Some of my contributions include:➥ Defined sales goals and strategic priorities; held team members accountable against key performance objectives.➥ Provided a highly differentiated customer experience to generate repeat business and build brand loyalty.➥ Instituted monthly budget forecasts and periodic account reviews to inform strategic planning efforts, enhance revenue potential, identify risk, and capitalize on growth opportunities.➥ Coached team members, providing them with a strong foundation in Lignetics products and sales best practices.➥ Maintained 20%+ YoY growth despite the challenges of the post-pandemic business climate. Show less

• National Sales Manager

  • 2019 - 2021

  As National Sales Manager, I was responsible for leading an 8-member team of Regional Sales Executives and Service Specialists, each with a $15-20MM book of business, to drive sales of eco-friendly, premium-grade wood products via hundreds of distributor representatives nationally.Some of my key contributions include:➥ Introduced a meeting cadence with all team members to align strategies and priorities.➥ Deployed new tools and technologies to enhance the reach and impact of sales efforts.➥ Personally managed and developed 11 enterprise accounts generating $21MM in YoY sales.➥ Planned and introduced a Virtual Distribution Center model to deliver $5MM+ in annual revenue.➥ Established competitive pricing to drive market share growth.➥ Scaled the team’s annualized topline revenue to $140MM. ➥ Built trusted-advisor relationships with the leadership team; provided guidance in the areas of market data, industry trends, and competitive dynamics. Show less

• Eastern Regional Sales Manager

  • 2018 - 2019

  As Eastern Regional Sales Manager, I was tasked with managing and developing a portfolio of key accounts to generate sales across the Eastern region. I also managed and trained a Regional Sales Executive, employing joint sales calls and performance feedback to reinforce sales best practices.Some of my additional contributions include:➥ Restructured pricing by plant to maintain regional competitiveness.➥ Formalized and structured the sales process to ensure predictable forecasting. ➥ Intensified the reliance on 2-tier distribution to provide exposure to national distributors.➥ Scaled regional revenue by 40%+ per year.➥ Capitalized on new products and production facilities after the New England Wood Pellet acquisition to grow individual accounts by 20-25%.➥ Established aggressive go-to-market and pricing strategies, including a quarterly pricing program, to minimize revenue variance and improve client satisfaction. Show less



New England Wood Pellet, LLC

• United States
• Paper & Forest Products

• Director of Sales Marketing

  • 2010 - 2017

  I joined New England Wood Pellet in 2010, where I established and expanded a retail network for a manufacturer of heating pellets with $40MM+ in annual revenue. Ro developed an integrated GTM strategy to penetrate under-developed regions, onboard new retail partnerships, and expand the customer base. Some of my key contributions include: ➥ Trusted by the leadership team to remediate quality-related issues and turn around sluggish sales. ➥ Employed trust-building measures to repair frayed relationships with the dealer network and restore confidence. ➥ Overhauled the sales organization (including processes, policies, and systems). ➥ Deployed Salesforce CRM to enhance the reach and impact of customer outreach campaigns. ➥ Scaled the customer base to 250+ retailers (2010) across 4 states. ➥ Turned around the struggling New York region, growing sales by 30%+ within one year. ➥ Increased Connecticut sales by ~100% over tenure. ➥ Leveraged multi-channel marketing initiatives, advertising campaigns, and tradeshow participation to supplement sales efforts. ➥ Developed a formal sales training program to elevate team performance. Show less



Tradewinds Alliance Group

• Vice President of Sales

  • 1997 - 2010

  I joined Tradewinds Alliance Group/Tradewinds Foundation in 1997, where I swiftly advanced into various management positions for a broker and marketer of luxury yachts. Some of my key contributions include: ➥ Scaled operations from $200K in first-year sales to $24.5MM in gross sales by expanding into national markets. ➥ Spearheaded the transition to a brokerage/dealer/resale model and drove efforts to establish a robust national presence. ➥ Led a 7-member sales team to steer all aspects of sales and marketing activities for the New Boat, Brokerage, and Wholesale Divisions. ➥ Expanded the yacht acquisition and disposition business, growing to represent ~30% of total revenues. ➥ Streamlined average purchase hold times from 90 to 28 days while improving profit margins and decreasing costs. ➥ Built the outside sales division into a major revenue generator representing 50% of all corporate revenue. ➥ Led the company in revenue and sales volume for 3 consecutive years. ➥ Scaled personal top-line sales from $200K to $10MM over 7 years. ➥ Spearheaded business development efforts; increased sales proposal output by 200% on a monthly basis. Show less