Companies
Building Blocks of My Career
Experience
2021-Present
Delta Trak, Inc
Chief Revenue Officer 2023 to Present
Vice President of Sales 2021 to 2023
​
Lead the Business to Business sales strategy and execution for a $30 million global technology company. Specializing in supply chain solutions DeltaTrak is a privately held company that offers supply chain logistics and traceability compliance solutions. Working directly with CEO and CFO on value creation and profitability enhancement programs.
-
Lead a team of 20 outside and inside sales associates in North America delivering three consecutive years of double digit revenue growth.
-
Landed the largest new business opportunity in company history growing sales by over 20% in one year.
-
Gained new multi-year agreement with company's next two largest customers securing strong annual sales.
-
Launched new real-time logger technology and SaaS products into the North American market.
-
Partnering with internal and third party software providers on the development of new food traceability and compliance solutions.
-
Realigned US Sales team to develop better market penetration and drive increased revenue.
-
Created new sales planning and budgeting process to deliver improved ROI results.
-
Lead the training and development of sales and cross functional associates.
-
Manage the development of Private Label and OEM partnerships and products sales.
2019-Present
Value Creation and Consulting
Partner with developed and start-up companies to help them grow their business to the next level. Provided advisory and interim leadership to companies looking to redefine, sell or grow their business.
​
The Plenty Company LLC, Flagstaff, AZ
Chief Commercial Officer
2022 - 2023
​
Worked with the business founders to evaluate go-to-market options for an innovative new technology in point of use water filtration. Developed partnerships and evaluated business options to garner the greatest return from a unique and patented water filtration solution. Created the business plans to sell or license the intellectual property for the founders.
​
Chief Commercial Officer
The Bu / DKR Capital
2020 - 2021
​
Led the commercialization and go-to-market strategies and tactics of an emerging functional beverage manufacturer. Worked with PE business owners to develop the strategy and budget to grow the business. Created a strategic new focus for sales, marketing, sales operations and customer service efforts. The Bu was a top 10 functional beverage company nationally that was delivering growth by entering the broader functional beverage space.
-
Created a top notch sales function using a direct sales team.
-
Realigned and hired best in class broker partners to generate revenue growth.
-
Led the repackaging and rebranding of the product portfolio to create an impactful brand presence.
-
Developed a new e-commerce platform and operational support for national fulfillment.
-
Launched 4 innovative new items and 5 repackaged and rebrand products.
-
Expanded private label partnerships and capabilities.
-
Developed new sales tools, planning and budgeting processes and KPI tracking systems.
​
Executive Vice President of Sales
Popcornopolis
2019 - 2020
​
Hired to help lead the recapitalization of a privately held Popcorn manufacturer which resulted in double-digit (13x) EBITDA multiple on a $100 million+ sale to NexPhase Capital in May of 2019.
-
Developed new channel strategies in the Food, Drug and Mass markets delivering a 22% increase in revenue.
-
Added 15,200+ new points of distribution across multiple trade channels with key wins at Sam’s Club, Albertsons/Safeway, Kroger, HyVee, HEB, Wakefern and Target.
-
Optimized the product mix with a 20% reduction of underperforming products to improve operational efficiency.
-
Executed a new bracket pricing model and price increase to adjust for cost changes in ingredients and manufacturing generating increased EBITDA.
-
Hired and onboarded 10 new broker organizations to better match core go-to-markets strategies.
2011-2018
Primo Water Corporation
Vice President Operations and Manufacturing -
Refill Division
2016- 2018
​
Led the business unit strategy development and P&L for the Primo bottled water and ice vending businesses delivering $175 million in revenue and $50 million in EBITDA in a publicly traded company.
-
Delivered over $10 million in synergy savings during the first two years of business integration following the Glacier Water acquisition. Successfully integrated 4,500 new machines and retail locations into the field operations and supply chain support programs within 3 months of the deal closing.
-
Oversaw 11 Regional Operating Divisions and facilities. providing cash collections and a chain of custody for $100 million in cash revenue.
-
Provided direction for a field operations team of 450 associates supporting over 27,000 water and ice machines across the United States and Canada.
-
Operated a 50,000 square foot manufacturing facility with 75 associates that built water vending and ice machines and 120 sub-assemblies.
-
Supply chain and procurement management for 4,000 parts and machines.
-
Executed a telemetry and cashless payment solution that delivered real-time operational data that was used to decrease machine downtime by 50%.
-
Negotiated supplier agreements resulting in a 10% reduction in costs on key parts.
​​
Vice President of Sales
2011 - 2016
(The Primo Water Corporation acquired Glacier Water LLC in 2016)
Led a team of 22 sales and marketing people delivering over $135 Million in revenue while exceeding annual growth objectives for five consecutive years.
-
Worked as a key executive team member to close five acquisitions that built company revenue and profitability, leading to the eventual sale of the business for a double-digit EBITDA multiple ($273 million sales price).
-
Guided the launch and market entry of new ice bagging technology and equipment following the acquisition of the In-Store Bagging Company adding $8 million of new revenue.
-
Maintained strong retail partnerships to enable the ongoing placement of 23,000 ice and water machines across major US and Canadian retailers.
-
Handled long-term contractual negotiations with retail partners.
-
Directly managed the Walmart, Sam’s, Loblaws and Military businesses.
2007-2011
California Scents
Vice President of Sales
Led the global Sales and Marketing efforts of a privately held $25 million air freshener business with sales growth of 20%+ over 4 years.
-
Restructured the US based sales, marketing and customer service teams, reducing the cost of sales by 14% while growing sales by $5 million.
-
Repositioned the company’s brands through product optimization (removed 100 underperforming items and launched 135 new products), packaging improvements, a website redesign and creating new marketing materials.
-
Added $4.5 million in sales by adding 50 new countries to an international distributor and joint venture partner network of 85 total countries. Identified, evaluated and negotiated agreements with distribution partners in Europe, South America, Asia, Australia, Africa, and Central America.
-
Created a private label program that generated 8% growth in sales.
-
Directly managed the Walmart, Target and Kroger business.
2006-2007
McDermott And Bull
Principal Consultant
Collaborated with multiple companies to recruit and hire senior executives in mission critical roles. Worked as an individual contributor in the retained search space. Placed multiple senior executives for client companies.
2000-2006
HJ Heinz
Division Sales Manager
Led the Western US sales organization across the dry grocery and frozen foods businesses delivering $300 million in annual sales.
-
Delivered volume growth for 4 consecutive years, a total of 12% while reducing trade spending by 15% in those years.
-
Executed a trade budget of $44 million and a sales administration budget of $1.3 million with positive balance results.
-
Improved key financial measures through a 21% reduction in unsalable products and an improvement in days to pay of 12%.
-
Twice awarded the Henry Heinz Award for Excellence in Leadership.
-
Also held positions as a Category Development Manager - Condiments and Sauces and a Region Sales Manager.
Additional Sales & Marketing Experience
L’Oréal - Sales Planning Manager- Cosmetics and Fragrances, Account Specific Trade Promotion Manager
Nestle - Region Sales Manager
Mars Inc. - Retail Sales Supervisor, Key Account Manager
The Pillsbury Company - Region Business Manager, Region Sales Planner, Account Executive, Retail Sales Representative