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Work Background
KeyImpact Sales/Acxion FoodserviceChief Operating Officer/Senior Vice President Administration
Jun. 2015 - Dec. 2024Odessa, Florida, United StatesResponsible for overall business operations including, footprint wide lean initiative, IT, customer service, learning & development, marketing, CRM and related reporting of this National Food Service Brokerage with sales of $160M.
• Managed the merger of KeyImpact Sales & Systems and Waypoint Foodservice, forming industry leading Acxion Foodservice, a significant milestone in the industry. • Initiated a footprint wide lean initiative working with IBM consulting firm Simpler, resulting in 25% more capacity for our sales force, valued at $8M, through reduction of non-value-added activities.
• Developed and introduced capabilities including, a call center, pay-for-performance compensation plan and product sample centers, all leading to competitive differentiation.
• Established Key Performance Indicators for our sales force and provided monthly reporting and analysis by market and individual to ensure proper focus on sales activities and coaching.
• Introduced KeyImpact University, an online learning and development system containing onboarding and selling skills curriculum, as well as client product videos and materials, to ensure our sales force gets started strong and consistently executes sales calls understanding product features and benefits to drive sales success. • Created standard work for the key role of market director ensuring day-to-day focus on the most important tasks including coaching and developing their teams to use tools created to become more productive sellers.
Tupperware Brands CorporationManaging Director Nordic
Aug. 2011 - Nov. 2014Copenhagen DenmarkAutonomous decision-making authority for all functions of this $50M relationship-based seller of premium kitchen products with a distributor network of 41 locations in 9 Scandinavian and Baltic countries. Staff of 40 persons, 8 direct reports.
• Built and executed a turnaround plan driving sales force activity and productivity resulting in 12% growth and recognition as 2012 Platinum Country of the Year for top established market growth. Effort increased sales by $6M.
• Increased attractiveness of the sales force business opportunity broadening positioning as the “Tupperware Lifestyle” featuring professional development, trips and incentives, flexibility, in addition to strong earnings potential. Efforts increased recruiting in subsequent quarters reducing reliance on monthly promotions simplifying the business and improving margin by 1.5 pts, $750K. • Introduced the concept of key volume months driven by attractive incentives for big growth and a spirit of teamwork resulting in months with growth of +25%, securing our quarterly growth targets. • Identified the need for and streamlined the sales department structure for consistent execution. At the same time, reintroduced training and related field support to ensure sales force growth, development and retention, resulting in cost savings of $400K.
Tupperware Brands CorporationVice President of Sales, North America
Dec. 2010 - Aug. 2011Orlando, FLAccountable for sales performance and initiatives of this $200M entity directing an 11-person regional manager team based throughout the United States and Canada. The objective of the assignment was to prepare for the upcoming Nordic Managing Director role.
• Revised the field sales structure creating regions of distributors with similar sales volume and related business issues instead of geographic location allowing regional managers to have greater impact. Resulted in sales growth of 7%.
• Introduced mass recruiting meetings in key markets to increase sales force size. Los Angeles meeting had 1,200 in attendance and accelerated the sales growth trend in this key market.
Tupperware Brands SubsidiaryVice President of Finance & CFO, BeautiControl
Dec. 2009 - Dec. 2010Dallas, TXLed the accounting and finance operations of the North American beauty products business while on special assignment from the CEO to strategically support and partner with the junior Managing Director.
• Effectively used lean concepts to simplify and make the sales force opportunity easier to understand which improved retention. • Refined and improved the forecasting processes virtually eliminating surprises which had routinely reached $250K per month. • Established a monthly conference call and follow-up process to identify and use excess inventory resulting in savings of $300K per year.
Tupperware Brands CorporationVice President Strategy
Dec. 2008 - Dec. 2009Orlando, FLDirected an elite team of senior business analysts functioning as an internal consultancy working with managing directors identifying issues and providing solutions to country specific performance. Reported directly to the CEO.
• Developed a standard diagnostics approach to analyze key performance indicators and form the basis of market-by-market reviews. Implementing and applying this approach on the largest established market resulted in a positive sales trend over the next three years. • Produced a detailed guide on group presentation selling skills resulting in consistent business model execution.
Tupperware Brands CorporationVice President of Finance & CFO, Beauty Group
May. 2007 - Dec. 2008Orlando, FLControlled group financial and IT operations for all beauty businesses and Tupperware South American businesses comprising $900M in annual sales revenues.
• Merged the beauty business in Brazil with the Tupperware operation resulting in $10M in annual savings.
• Introduced monthly market inventory reviews which produced improved visibility of excess stock resulting in a $1M reduction.
• Improved capital spending forecast processes resulting in more accurate cash flow projections.
Tupperware Brands CorporationVice President Internal Audit & Enterprise Risk Management
Oct. 2005 - May. 2007Orlando, FLLed a department of 10 professionals based around the world conducting financial, IT and SOX audits, as well as special investigations. Identified monitored and quantified risks facing the enterprise and reviewed mitigation plans. Reported audit results and summary of enterprise risk to the Audit Committee on a quarterly basis.
• Implemented an electronic process for the efficient preparation, storage, retrieval and remote management review of work papers. These efforts facilitated foreign based auditors operating in a virtual office environment. • Built a partnership with an outsourcing firm in India to obtain international audit resources. These resources were primarily focused on audits of Asia Pacific entities resulting in savings of $250K per year in salaries and travel.
• Developed a career plan process ensuring auditors were a ready pool of talent for the organization.
Tupperware Brands CorporationVice President of Finance & CFO, North America
Aug. 2000 - Oct. 2005Orlando, FLHeld full responsibility for financial operations, accounting, customer service, distributor support and IT within this $200M business. Led all strategic/operational planning, forecasting, analysis, budgeting, payables/receivables, capital investment, closing/reporting activities, opening and closing distributors. Worked closely with the executive team and all other functions developing performance enhancing business strategies.
• Key member of a team which implemented a non-stocking business model and single location fulfillment for the entire North American business. Participation in related web order processing, small package delivery, and centralized customer service projects revitalized the entire business.
• Outsourced customer care maintaining an excellent service level while saving $3M per year.
• Partnered with manufacturing to move 80% of domestic production to the Mexican plant; savings of $4M per year.
• Orchestrated an extensive cost containment process partnering with department heads to enhance profitability. Outcome was $5M in yearly savings for redeployment to revenue generating activities and bottom-line improvement.
• Increased shipping and handling revenue $20M through extensive market research enabling value-chain improvement and funding of small package delivery matching customer needs.
Tupperware Brands CorporationVarious Roles of Increasing Responsibility
Mar. 1988 - Aug. 2000Orlando, FloridaEarlier positions included: • Regional Sales Manager
• Director of Finance
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