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Work Background
Insite AISr. Director - Client Engagement, Solutions Consultant
Jun. 2023 - May. 2024United StatesI co-led the client engagement and onboarding function at an AI startup targeting the Consumer-Packaged Goods industry. My role involved forging new account partnerships with qualified accounts, tailoring AI-driven solutions to individual customer needs, negotiating contracts, and exploring networking opportunities within accounts. Additionally, I was instrumental in fostering cross-functional internal support to design solutions to deliver on customer expectations.
KantarVice President, Growth & Strategy - Syndicated Data, Consulting & Insights Division
Jan. 2021 - Dec. 2023United StatesAs a highly visible and hands-on leader, I drove profitable sales growth and achieved business objectives by developing and implementing targeted strategies. Being a direct point of contact between my Fortune 200 CPG clients and product teams of up to 50 members, I utilized my communication and collaboration skills to effectively translate data and insights into actionable client-specific strategies. • Proactively led a diverse portfolio of strategic accounts, fostering a customer-centric culture to fortify client relationships and surpass annual targets by 8% and 10% each year, delivered 14% growth in ’22 v ‘21 • Slashed administrative costs and improved recurring revenue by 20% through a significant increase in multi-year contract negotiations and renewals, reduced enterprise expenses by 15%, and increased client retention and contract renewal rate to 94% annually • Collaborated with internal and external partners to identify market opportunities that doubled the contract value of a top 5 global client in one year
Kantar XTELSr. Director - Trade Promotion Optimization, Revenue Management Division
Jan. 2019 - Dec. 2021North AmericaAs a strategic business advisor and delivery lead on critical Trade Promotion and Revenue Management engagements with NA-based global CPG manufacturers, I owned the customer experience, key issue resolution, stakeholder management, and commercial delivery of each engagement. From pre-sales to project start-up through design, build, test, go-live, hyper-care, and the seamless transition to ongoing maintenance and support, I provide clients with ongoing leadership and end-to-end continuity to ensure successful implementation and user adoption. • Lead key client engagements with Danone, Nestle, Clif Bar, Schwan’s, and ASR (Florida Crystals), accounts representing 65% of the total NA team sales and recurring revenue through annual cloud fees • Represented the Business sector in Pre-sales meetings with technical leads to evaluate potential customers and identify appropriate custom solutions • Ran weekly Team meetings to ensure technical teams had a full understanding of the client’s business needs, addressed issues, and communicated changes internally and to clients • Led project teams comprising 18 highly skilled cross-functional experts across three distinct client engagements, overseeing end-to-end project lifecycle, consistently delivering projects on or ahead of schedule while maintaining budgetary integrity. • Delivered multi-million dollar Danone project plan, including $411K incremental functionality investment; led the NA expansion into Canada
Johnson & JohnsonTeam Leader / Sales Director – Club Channel
Jan. 2015 - Dec. 2019New JerseyMember of the Sales Leadership Team responsible for setting long-term channel strategy, oversight, and leadership for sales, supply chain, trade customization, and analytics in the $500M club channel. Aligned key performance indicators for 12 direct & and 10 dotted-line personnel with customer strategies, fostering VP-level relationships across multiple departments ● • Pioneered and implemented a successful B2B model for BJ's Wholesale that generated $3.4M in incremental sales, improved promotional fill rates by 60%, and surpassed growth expectations by 50% ● Achieved exceptional results by consistently exceeding financial objectives, impacting gross sales, net sales, and contribution margin, delivered on growth expectations vs prior year of 5% in 2016 & and 4% in 2017
● Served as planning and execution lead, working with 6 cross-functional CPG partners to spearhead national Diabetes Care market launch and full retail rollout, establishing J&J as a strategic vendor partner and thought leader.
Johnson & JohnsonTeam Leader / Sr. Sales Director – Club Channel
Jan. 2015 - Dec. 2019New JerseyMember of the Sales Leadership Team responsible for setting long-term channel strategy, oversight, and leadership for sales, supply chain, trade customization, and analytics in the $500M club channel. Aligned key performance indicators for 12 direct & and 10 dotted-line personnel with customer strategies, fostering VP-level relationships across multiple departments ● • Pioneered and implemented a successful B2B model for BJ's Wholesale that generated $3.4M in incremental sales, improved promotional fill rates by 60%, and surpassed growth expectations by 50% ● Achieved exceptional results by consistently exceeding financial objectives, impacting gross sales, net sales, and contribution margin, delivered on growth expectations vs prior year of 5% in 2016 & and 4% in 2017
● Served as planning and execution lead, working with 6 cross-functional CPG partners to spearhead national Diabetes Care market launch and full retail rollout, establishing J&J as a strategic vendor partner and thought leader.
Johnson & JohnsonDirector of Customer Development – Target
Jan. 2011 - Dec. 2015Greater Minneapolis-St. Paul AreaHeaded cross-functional sales team of 16, driving commercial and program delivery for multi-hundred-million-dollar business. Executed all sales functions, retail merchandising, trade customization, consumer promotions, and e-commerce while building effective business plans and retail strategies and applying large account management skills to develop rapport and credibility with key decision-makers.
● Directed collaborative annual account planning and execution, partnering with marketing, shopper insights, finance, and logistics teams to anticipate business opportunities. Exceeded sales and profit targets for 4 consecutive years.
● Co-developed and delivered online promotions, synchronized promotional events, and integrated category-level business planning, achieving stellar results.
Johnson and JohnsonDirector of Sales & Trade Marketing – Grocery Channel
Jan. 2008 - Dec. 2011Pleasanton CaliforniaDirected $600M+ food class of trade business unit and 35-member cross-functional team in designing and implementing trade-specific initiatives through Pfizer and J&J Consumer integration. • Delivered +14% sales growth while reducing aggregate trade investment by 300 basis points • Increased market share in 14 HBC categories, and exceeded private label growth in 13 categories • Led Safeway team to #2 ranking of all U.S. Customer Teams, up from a #9 ranking the prior year
Pfizer Consumer HealthcareWest Region Sales Director
Jan. 2004 - Dec. 2008Pleasanton, CARecruited to lead a regional team of 35 colleagues responsible for business development, sales achievement and profit delivery across a variety of accounts in the west region. Restructured the Pfizer retail coverage team and developed regional capabilities to support the decentralized approach being adopted by several large customers. Managed corporate teams that handled Super Value/Albertson’s, Safeway and divisional offices for Kroger in addition to all regional food accounts and wholesale accounts in the West.
PfizerTeam Leader - Safeway
Jan. 2003 - Dec. 2004Pleasanton, CAEstablished and led the customer team located in Pleasanton that was responsible for all Safeway sales functions, promotional activity, and logistics operations; the customer was centralizing their organization into Northern California and my team established itself as a key vendor partner at Safeway.
PfizerDirector Global Sales
Jan. 2001 - Dec. 2003Buenos Aires, Argentina & N.J. Lead the organizational redesign and modernization of the go-to-market strategy for the affiliate business in Argentina.
Consulted on brand strategy and product launch development with our U.S. COE; modified for effective implementation in the Brazil & Argentina markets.
Cadbury AdamsRegion Sales Director - East Region
Jan. 1999 - Dec. 2001USA Responsible for delivering sales and profit targets across a diverse customer base.
Adams Confectionery LtdSr Manager Sales Strategy
Jan. 1997 - Dec. 1999United States
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