 Aid in developing new products for all categories by brand and understanding and defining brand identity across categories to create a clear and consistent message for the sales team. Responsible for managing licensed programs with Stanley Black & Decker and Scotts Miracle Gro by working with sales team and market trends and developing items and programs to drive business for Orbit and Retailers. Develop and implement strategic sales plan and forecast to achieve corporate objectives for products and services. Aid 10 person team in production forecasting as well as monthly/quarterly/yearly sales forecasting Work with worldwide sourcing teams to develop pricing, new items, and programs for sales team to implement. Analyze product mix and make suggestions for sku rationalization that will streamline our programs while maximizing sales and profitability. Assist in developing programs for top 10 accounts while also targeting the top 5 underdeveloped accounts. Build and maintain strong relationships, credibility, and confidence with internal and external stakeholders. Train associates on product knowledge for all products while developed specialized training for new products. Manage team members to aid in their development to maximize their growth and potential.

VP of Sales – Walmart, Walmart dot com, Sam’s Club, Sam’s Dot Com, Tractor Supply Company, Midwest & South Region, and Latin America. Manage P&L and 7-person team – driving sales, margin gains, and effective cost management. Foster collaboration to reach mutual objectives: cultivate new supplier alliances; manage manufacturer reps to boost sales; negotiate service programs with Crossmark and Acosta; partner with Walmart category management and replenishment teams; and coordinate product development with marketing, production, and finance teams (US and overseas).Diverse scope of executive oversight encompasses Retail Link analysis; forecasting development (for retailers, factories, domestic supplier inventory, and distributors); coop development and implementation; US line reviews / strategy; Latin America strategy (product entry / long-term growth); fixture design / display execution; account and government testing; replenishment process; HR issues; vendor support funds; and sales and production forecasting. Drove dramatic YOY growth through relevant sales, marketing, and product development strategies: grew revenue from $1M annually to $100M in total revenue from 2011 to 2017.  Secured incremental feature placement of custom-designed displays in 3800 Walmart locations. Additionally, developed in-store display system leading to placement and new listings in 2750 Walmart stores for Black & Decker / Stanley garden tools and watering. Negotiated national program with Walmart on plant support products for 3353 locations for 2014 rollout. Placed company’s first listings at Sam’s Club. Captured national garden hose business for TSC in 1500 store locations; grew TSC’s sales 35% in first year while growing account margin 15%. Generated 800% total TSC growth since 2011.

Director of Sales, Walmart & Sam’s Club (2009 – 2011). Led the growth of $550M in business, guiding a team of 5 direct and 20+ indirect reports. Developed marketing programs and plans with corporate marketing team; managed Retail Link reporting for optimal sales and replenishment; and negotiated pricing with Walmart annually. Worked closely with Outdoor Living VP, 3 Walmart senior category directors, 7 buyers, and multiple operations and replenishment personnel from Walmart and Sam’s. Coordinated, prepared, and presented annual line reviews, selling-in more than 90% of all new SKUs. Credited with propelling significant sales increases by identifying need and upgrading sales team talent to better serve retailer accounts. Headed all promotions (features, tabs, rollbacks) resulting in consistent sales gains and record shipment year. Recognized as company’s Chairman’s Award Winner in 2009.

Promoted to direct team of category advisors and replenishment analysts, managing $210M in annual sales while integrating Scotts and Walmart goals for a win-win environment. Aligned all facets of business to fulfill retailer needs: worked with operations to meet logistic goals / plans for forecasted production of 250+ SKUs across 23 plants; built sales budgets; developed / delivered annual line reviews and buyer presentations for all brands; and led design, costing, and launch tactics for new product lines. Increased Growing Media sales 40% to $130M by improving modulars and replenishment model while expanding both in-store and outside space dedicated to products. Captured national commodity program, national private label business, and national amendment program leading to $25M in incremental business. Implemented national CHEP program for all Growing Media products and played integral role in expanding CHEP program to other Scotts business units.  Championed product redesigns with marketing team which led to both expanded distribution and new listings across multiple categories.  Successfully managed product recalls, strengthening account relationship and ensuring zero SKU de-listings. Honored with Walmart BDT Sales Achievement Award in 2008.

Propelled sales across 18 states in the south / southeast, steering 8 direct reports and 50+ indirect distributor reps. Teamed with marketing to communicate regional marketing needs / opportunities and to build profitable plans. Leadership responsibility included regional operating plan development, travel budget management, and SKU production forecasting. In 3 years, grew sales from $25M to $40M. Awarded 2005 Regional Sales Manager of the Year.

Managed relationships with Menards, military accounts (AAFES, Navy, Marines, Coast Guard), TSC, Mid-States Distributing, Mills, Blain Supply, United Hardware, Atwoods, Payless Cashways, Fred’s, Gebo’s, and AutoZone. Further, served as distributor manager to Bunch Wholesale, Inc. (BWI), managing 8 branch locations and 50+ sales reps while growing regional accounts (Calloway’s, TLC Nurseries, etc.).Comprehensive account management also entailed advertising budget administration; cost-to-serve relations / negotiations with distributors and merchandising companies; seasonal schematic and planogram builds; annual marketing plan development and presentations; and nationwide product knowledge meetings / demos. Awarded National Account Manager of the Year in 2003 for The Scotts Company.

Coordinated programs between Lowe’s, Home Depot, and Home Base national account managers, distributor management, and distributor sales reps for optimal store-level implementation. Also, managed distributor cost-to-serve contracts within Scotts Ortho business group. Lifted sales 25% during 2000 spring season by training distributors throughout region on store procedures and requirements for Lowe’s, Home Depot, and Home Base. Led and coordinated seminars on Ortho, Roundup, and Miracle-Gro products for both stores and distributor personnel, facilitating fact-based selling. Awarded Regional Manager of the Year.