Experience

The Fulham Group

• United States
• Manufacturing
• 1 - 100 Employee

• Senior Vice President, Global Sales

  • Oct 2020 - Present

  The Fulham Group is a fast growing consumer products manufacturer based in Newton, MA, that is focused on designing, developing and marketing quality products in the home and outdoor grilling categories. We are the exclusive licensee for Cuisinart outdoor cooking products. Hired in the Fall of 2020 with the outcome of: * Developing 1, 3 & 5 year Company Sales and Channel Strategy * Full P&L and Annual Budgeting responsibility * Improvement of Sales and Operational Processes * Improvement of customer programs and profitability * Assist in implementation of ERP System * Mentor and develop Sales and Sales Operations team * Formulation and execution of Drop Ship business Selective Achievements: * Created and implemented an Item Profitability Tool that is utilized by Sales, Marketing, Finance and Product Development * Implemented a standing Phase Gate Meeting inclusive of a financial and operational template * Created Gross, Net and Contribution Margin Guardrails for all product categories * Implemented a quarterly Customer P&L review * Revenue has increased 42% and Gross Margin has improved 2K BPS



SharkNinja

• United States
• Appliances, Electrical, and Electronics Manufacturing
• 700 & Above Employee

• Senior Vice President, US Sales

  • Jan 2017 - Jul 2019

  $1.4B Revenue Responsibility Led a team of three Vice Presidents of Sales and 33 next level reports Recruited in the fall of ‘16 with outcomes of: * Delivering against revenue & profitability targets at each retailer * Developing & implementing clear governance & cadences for managing the sales organizations revenue & margin performance * Driving strategic & continuous alignment with customers * Building , developing and retaining a winning organization that delivers exceptional results * Establishing effective internal stakeholder relationships an operating as a strategic thought partner to Chief Customer Officer. Selective Achievements: * Revenue increased $174M or 10.5%; Gross Margin increased $70M or 15% and optimized an event spend budget of $119M. * Amazon revenue increased from $62M to $250M while optimizing Gross Margin Rate * Executed the company’s first cost increases as a result of higher cost of materials and tariffs * Decreased Good Returns by $6M or 37% with margin neutral or accretive impact * Formalized a process to memorialize all financial agreements with customers for improved financial planning and compliance with auditors * Improved forecast accuracy by incorporating category share of industry and retailer's share of point of sales results to rationalize cumulative input * Established a new, unilateral pricing policy to protect our brand equity both in brick and mortar and digital space. After one year of execution, we had removed over 200 unauthorized resellers



Finally Light Bulb Company

• United States
• Computers and Electronics Manufacturing
• 1 - 100 Employee

• Board Member

  • Dec 2016 - Jan 2018



Keurig Green Mountain, Inc.

• United States
• Food & Beverages
• 400 - 500 Employee

• Senior Vice President, US Sales

  • May 2013 - Apr 2016

  $1.9B Revenue ResponsibilityLed a team of five Sales Vice Presidents and 44 next level reports. Numerous next level reports were promoted to progressive responsibility and one Sales Vice President to Vice President of Sales. Selective Achievements: * Revenue grew from $1.3B to $1.9B; Gross Margin grew 58% from $533M to $845M and optimized an event spend budget of $160M * US household penetration expanded to 23M in 2016 (from 2M in 2008) via derivative product offerings, promotional strategies and enforcing and evolving our MAP Policy so that all retailers believed they were operating in a competitive landscape * Led the real estate acquisition, hiring of staff and execution of cross-functional, customer focused teams in Burlington, MA, Bentonville, Minneapolis and Seattle. These teams included sales, category management, customer marketing, supply planning and business analysis * Cultivated high level relationships with all major retailers to ensure we were both aligned with each other’s vision and objectives * Successfully managed the discontinuation of first generation brewers and the conversion of portion packs to "Consumer Benefit Technology" without sacrificing brand equity, revenue and margin * Successfully negotiated to be Target and Walmart's private label supplier in portion packs * Championed continued development via individual development plans, talent calibration meetings and succession planning at all levels of the sales organization

• Vice President of Sales

  • Oct 2008 - Apr 2013

  $1.3B Revenue ResponsibilityRecruited in 2008 to oversee the Mass, Specialty & Club channels of trade for Keurig's “At Home” business unit which represented $180M in revenue. Ron was responsible for developing and executing the necessary sales strategies, business analytics, operational policies and evolving the sales organization to successfully achieve the company's vision and financial goals. Ron was accountable for progressive revenue, profits, distribution and share of shelf. He was responsible for raising the business acumen of their sales organization while enhancing the teams ability to leverage cross- functional resources to aid in stronger and deeper penetrated relationships with their retailers.Selective Achievements: * Revenue increased from $180M to $1.3B, Gross Margin from $56M to $533M an optimized an event spend budget of $130M. * Implemented a Non-Sellable & Defective Policy * Creatively used our MAP Policy, derivative products and promotional strategies to manage the dynamic marketplace changes during several years of unprecedented growth to minimize channel conflict * Formalized a process to memorialize all financial agreements with customers for improved internal planning and compliance with outside auditors * Negotiated freight terms with all customers to "Freight Collect" or "Prepaid and Add" to minimize the company's freight liability during years of rapid growth * Eliminated the expiration of portion packs from our defective policy to minimize chargebacks and put the responsibility of inventory management with the customer * Enhanced our retailer advertising to "visualize the benefit" of our system and improved merchandising to not only drive brand awareness but ensure the necessary capacity to support our growth plans



Jarden Consumer Solutions

• Manufacturing
• 300 - 400 Employee

• Vice President of Sales, Personal Comfort & Wellness

  • Oct 2006 - Sep 2008

  $175M Revenue ResponsibilityHired to oversee all sales and business development functions as it relates to our National Accounts for Personal Comfort & Wellness Division. Ron was responsible for the budget creation & overall P&L responsibility of his account base. Ron managed a Director of Sales, 5 National Account Managers and 3 Sales Support Specialist. He encouraged teamwork, accountability, and continuous improvement and embodied these behaviors as their leader. He was dedicated to enhancing the structure, talent level and overall effectiveness of their sales organization Selective Achievements: * Promoted four reports to progressive responsibility * Created & implemented a Direct Import program on seasonal appliances which improved cash flow by 10%, reduced our dependency on returns & safety stock and increased their Direct Import share of business * Developed and executed a front end planning process to improve cross-functional collaboration on customer meeting execution via key account strategies, competitive analysis, and financial performance planning. * Increased account profitability by 500 basis points by managing their pricing & contribution margin tool, product portfolio analysis and lowering trade spend as a % of total revenue

• Team Leader, Target | Director of Field Sales | The Homes Group

  • Feb 2001 - Sep 2006

  The Holmes Group was a $700M multi-brand, global corporation that produced leading home environment and small kitchen appliances with the highest market share positions in their respective categories. "THG" was a fully integrated manufacturing and sourcing company that operated in 5 countries with over 10K employees. "THG" brand portfolio included Crock Pot®, Rival®, Holmes®, Patton® and Bionaire®. "THG" realized rapid growth in eight years growing their revenue from $200M in 1997 to $700M in 2005 and was successfully sold to Jarden Corporation in 2005.Positions held: Director & Team Lead, Target, 2003-2006, $96M/YR Director of Field Sales, 2002-2006, $50M/YR Strategic Sales Planning & Operations Manager, 2001-2002Selective Achievements: * Promoted four direct reports to progressive responsibility * Target's Joint Business Plan partner & Category Manager for both Small Appliances and Seasonal Appliances 2005 & 2006 * Awarded Target Vendor of Year, 2004 * Contributor to the successful sale of our Pollenex® brand to Conair serving as the brand's Strategic Sales Planning & Operations Manager.



Bradlees Department Stores

• United States
• Retail
• 1 - 100 Employee

• Buyer

  • May 1993 - Jan 2001

  Bradlees, Inc., was a discount department store that operated in 9 northeastern states with over 16K employees. At their heightened financial success, they realized $1.2B in annualized revenue in 136 retail stores. Positions held: Buyer, Small Appliances, 1997-2001, $90M/YR Buyer, Sporting Goods, 1996-1997, $65M/YR Buyer, Lawn & Garden, 1995-1996, $30M/YR Asst. Buyer, Hardware, 1993-1995, $15M/YR Responsible for the financial planning and forecasting of sales trends, gross margin return on investment and inventory turns; the selection, pricing, merchandising and marketing of merchandise. Collaborated with finance on budget creation and shared P&L responsibility. Held increasing purchase responsibility throughout my tenure. Selective Achievements: * Achieved a comparative store sales growth of 52%; a gross margin dollar growth of 54% and a turnover improvement of 23% from 1997-2000 in Small Appliances * Led the execution of a $3.4M pre-season Air Conditioner layaway event which realized 18K units in 105 doors, January 2000 * Designed and executed a new vacuum fixture that enhanced the customer shopping experience resulting in a 38% growth in revenue year over year * Led a cross functional bike sale which resulted in over 100K bikes being sold in one week in 103 doors