RICK JONES
3881 Natchez Trace ♦ Fayetteville, AR 72703 ♦ T: (479) 571-3374; M: (479) 685-8223 ♦ rjones960@gmail.com
http://webprofile.info/rjones
DIRECTOR/VP: SALES / BUSINESS DEVELOPMENT / MARKETING
Senior Executive with extensive leadership experience providing marketing, sales, operations and business development for
multimillion- dollar consumer packaging / durable brands – generating millions of dollars in profitability. Successful at realigning,
leading, and empowering multidisciplined teams to develop, launch, and competitively position consumer products for market
dominance. Able to define and align B2B go-to-market strategies with tactical plans / processes to aggressively target and
penetrate key markets. Highly effective at leveraging channel relationships, marketing programs, and negotiation skills to identify
and secure new business opportunities. Strong track record at managing multimillion-dollar P&Ls, budgets, market analytics,
promotions, and pricing to promote well-known consumer / private label store brands across retail channels.
EXECUTIVE COMPETENCIES
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Marketing & Sales Management
New Business / Product Development
Cross-Functional Team Leadership
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Market Pricing & Promotions
Market & Channel Analysis
Leveraging Strategic Partnerships
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P&L / Budget Accountability
Strategic Marketing Planning
New Product Introductions
PROFESSIONAL EXPERIENCE
IVOR GROUP – Fayetteville, AR
2009 – Present
Consulting firm providing strategic marketing and sales planning for small consumer companies doing business with big-box
stores.
Principal
Oversee a consulting practice providing small consumer companies strategic planning and direction in areas related to marketing
and sales, and supply chain solutions. Analyze client’s strategy to identify and capture new business opportunities based on market
/ product positioning and operational processes. Develop and implement competitive targeted marketing strategies based on brand,
price, and value proposition.
 $25 million potential opportunity secured by devising and executing a product and marketing plan to help an air filter company
to place and market new products with world’s largest retail chain (Walmart).
 Created $10-$15 million projected sales opportunity for key client by crafting a retail strategy to launch a new skin care line
nationwide.
 $2 million targeted annual volume achieved by developing a female hand-tool product offering for an Asia importer that was
later presented to a large retail chain for consideration in replacing a competing product line.
STANLEY WORKS (Now Stanley Black & Decker) – New Britain, CT
2004 – 2009
$4.5billion global provider of consumer tools and storage products; acquired Black & Decker in 2010, becoming an $8 billion
company.
VP, Mass Market & Business Development (2006 – 2009)
Promoted to manage new channel / business development and planning for firm’s hand tool products across mass retailers.
Supervised 16 direct / indirect reports. Tracked and managed $150 million P&L and $2.5 million SG&A budget supporting
branding / channel development. Accountable for marketing and sales for mass merchants and new business development covering
sporting goods, internet, food, drug, cable, and automotive outlets. Accountable for strategic sales planning, operations, product
development, corporate analytics ($600M business), and category management. Member of the executive leadership team.
 $17+ million saved in sales by developing and integrating company’s first warranty hand-tool program that kept competition out
and maintained product distribution in Walmart and Target.
 $10 million in new revenue growth attained by creating a new market distribution strategy to target and penetrate five new sales
channels that covered more than 8,000 outlets, generating 3.8 million in operating margin.
 $8 million in sales captured by establishing a new product segment that offered 21 paint tools across several new large retail
channels (Walmart, Menards, and Target) – achieving 4% higher margins versus average.
 Up to $2 million annually in new business growth generated by identifying an innovative new sales channel (QVC) to market
and promote a program covering hand tools and flashlights.
 Added 112 new products generating $25+ million annually and EBIT of $8 million by formulating a consumer marketing plan to
introduce a new tool offering and eliminate nine manufacturers competing at a large retail channel (Walmart).
 Improved gross margin by 12% for mechanic tools and hand tools by 1%-6% by initiating a lean benchmarking process to
identify and secure product cost savings.
 Reduced packaging costs by up to 15% and carbon footprints by up to 20% by designing a scorecard with key metrics to help
retailers and manufacturers to track and meet product sustainability goals.
RICK JONES, Professional Experience…Continued
PAGE 2 OF 2
VP of Sales (2004 – 2009)
Led all sales efforts supporting penetration and growth of Walmart and Sam Clubs mass retail channels. Oversaw $100+ million
P&L and $2.5 million SG&A budget. Accountable for strategic sales planning, product development, and category management
for markets in Mexico and Canada. Led nine direct / indirect reports. Developed product team for $600+ million business. Defined
specific organizational / customer needs to turn around and improve performance for a cross-functional team.
 $55 million in sales growth secured by recruiting, training, and leading a 16-member team in rolling out an aggressive business
plan to penetrate mass markets, generating 50% boost in business despite a 20%-50% decline in the tool market.
 Reduced channel conflict by launching weekly reporting system utilizing point of sales, factory shipments, inventory,
promotions, and pricing data to monitor sales trends and share growth by customer down to product level; led to $110 million in
new business growth for Stanley U.S.
 Up to $10 million in new business growth generated by supporting sales team in creating a customer analytic reporting tool to
expand across key retail markets in Canada including Walmart.
 $6 million in additional holiday sales attained by creating a new Asia importing process and leveraging a product marketing
program to target and penetrate Walmart channels across the US – generating between $5-$15 million in sales.
 Improved retail inventory turns from 4.5 to 8.7 by directing a three-year plan to reduce case pack and promotional inventories in
efforts to provide more accurate forecasting and control of inventories.
 $310,000 saved by eliminating a data system upgrade and ongoing annual maintenance expenses.
 27% in expenses cut by lowering capital expenditure in markdowns, systems, broker/agent contracts, and office/travel expenses.
 Increased weekly order-fill rate from 95% to 100% and retail in-stock from 97% to 98.5% on average by rolling out a
communication process to facilitate weekly reporting and purchase order submissions between firm and customers.
 Grew annual sales organically by $2.3 million by redesigning packaging for mechanics tool sets that included developing a
lifetime warranty logo to communicate value and benefits to the consumer.
JOHNSON & JOHNSON – Bentonville, AR / Los Angeles, CA / New Brunswick, NJ / Portland, OR
1985 – 2004
Global multi-billion dollar health care and pharmaceuticals company.
Director of Sales Strategy (1998 – 2004)
Promoted to lead sales strategy and efforts for Neutrogena across Walmart and Sam’s Club channels. Supervised four direct
reports. Tracked and managed $170 million P&L and $16 million sales budget. Worked with retail buyers and senior management
at Walmart and Sam's to launch strategic and tactical business plans, products, pricing, promotions, new product segments, and
process improvements. Executed strategic marketing plans across five business segments. Corporate leadership team member.
 $90 million in new revenue attained by working with Neutrogena and Walmart to put in place an annual integrated strategic
business planning process to drive and position product line for market dominance.
 $12 million in sales growth with $7 million EBIT accomplished in first year by working closely with retail partners to improve
product assortment, pricing, and distribution.
 $3 million in incremental sales gained by developing and implementing a self-funding broker service to help track and manage
merchandise store inventory during peak season.
 Slashed product returns in suncare by $1.4 million and grew sales from $8 to $30 million by analyzing seasonal sales trends to
forecast regional inventories for suncare products during peak seasons.
 Redesigned and negotiated a contract pricing program for skin care product line generating $80 million in retail sales.
 Increased total market share by 7 points to 29% by introducing a loyalty strategy to help Walmart connect to consumers in
women's skin care from "teen to adult years."
 Awarded “Vendor of the Quarter” for acne sales in health and beauty category with 100+ vendors competing by reorganizing a
Walmart team to provide better account management, channel marketing, and category management.
 Delivered $5 million order by launching an innovative back-to-school acne category pallet feature for Walmart.
Previous Positions: Division Manager (1996-1997) / Business Director (1994-1996) / Manager, Business Development; Sales
Training; National Accounts; Territory Operations (1985-1994)
 $35 million in first-year sales generated by launching a $10 million marketing program to transition a large prescription
medicine (Pepcid anti-acid) to over-the-counter US markets at Walmart, securing 52% share of the US market in first 90 days.
 Drove $9 million in revenue gains by realigning West Coast sales team to meet customer needs that included eliminating two
positions and creating two customer marketing roles to support large account base.
EDUCATION
B.S. in Marketing, Arizona State University, Tempe, AZ