Peter Malcolm Email & Phone Number

Kirkland, WA, US

Woodinville, Washington, United States

• Built and led team responsible for the enrollment, activation, and retention of trade partners (primarily designers, architects, and contractors) into the Lumens Trade Program
• Developed and executed strategy for engaging new trade partners and increasing share-of-wallet with existing ones
• In 12 months we enrolled >1,500 new trade partners and delivered >$1.2M in net new revenue
• Led strategic partnership initiative with high value enterprise accounts and key 3P vendors
• Partnered with cross-functional leadership team to strengthen our connection within the A+D community

• Develop and execute growth plans for key internet retail partners to reach sales targets
• End-to-end management of Amazon account – including Canadian, B2B, and Direct Import initiatives
• Oversee and support our internal eCommerce teams, including content, advertising, and fulfillment groups
• Collaborate with retail partners to create and implement strategic business plans
• Business Development – strategically target and engage new retail partners

Kirkland, WA

• Managed sales pipeline - from prospect engagement to negotiations and launch – for digital marketing agency
• Served as point person for existing clients, working to deepen relationships and manage active campaigns D2 is a full-service branding & marketing firm that combines data and design to build strong brands and deliver.

Kirkland, Washington

• Responsible for the optimization and growth of ATG’s trade business within the Designer & Architect segment
• Lead team of 10+ account executives, guiding them in meeting/exceeding all sales and profit margin goals
• Hold #2 post within the Sales organization, assisting the Director in strategic planning and goal-setting efforts
• Provide coaching/mentoring to account executives on prospecting, engagement, and selling techniques
• Led a cross-department marketplace team, driving the channel to record sales numbers in FY 2015 (>$3M)
• Managed account relationships with existing partners (e.g. eBay, Sears, Torrey Commerce) and spearheaded the launch of new strategic partnerships with additional top firms such as Houzz, Jet, and Zillow

Kirkland, WA

• Led a team of 10 vendor account managers, collectively responsible for 800+ vendor relationships
• Managed $30M in P&L, driving the division to record profitability levels (it became ATG’s top-selling division)
• Designed and executed innovative marketing and growth strategies at the brand, category, and divisional level
• Recruited, hired, and developed new sales talent—mentoring employees to reach their full potential
• Initiated a program to remove underperforming brands, leading to unprecedented customer satisfaction rates
• Relaunched a supplier business review process and led the planning/execution of internal change initiatives

Kirkland, WA

• Assigned to maximize sales of ATG’s flagship division, representing 70% of company’s bottom line (>$60M)
• Instituted people/process changes that led the division to achieve record levels of sales and profitability
• Built, trained, and managed a team of 7 vendor account managers, overseeing 300+ vendor relationships
• Optimized and restructured multiple business processes to reduce costs and increase efficiency/alignment
• Championed an annual contract negotiation initiative that netted the company $1.2M in savings in 2013 alone

• Identified and engaged prospective suppliers, establishing new business partnerships and sales avenues
• Efforts resulted in onboarding of more than 100 brands, adding more than $5M to ATG’s top line revenue
• Key player in the development and launch of ATG’s new furniture and outdoor living divisions
• Improved category merchandising approaches to improve customer experience and drive sales conversions

Kirkland, WA

• Managed content production for LightingUniverse.com, leading a team of 6 content editors
• Team was responsible for maintenance and accuracy of more than 1M skus