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SUMMARY: Innovative, creative and strategic sales and marketing executive with 19 years of experience leading
diverse organizations in achieving outstanding business results. General management skills include direct responsibility
for: Sales, Marketing, Operations, Finance, Sales Merchandising, Information Technology, and Brand Management.
Expert in designing and implementing strategic business development plans through consumer/customer driven marketing
initiatives, aggressive use of High Performance Work Team and Total Quality principles, and leveraging technology.
Expert in creating strategic partnerships and alliances with customer senior management to facilitate achievement of
business objectives. Expert in application of leading industry concepts and exploiting technology to achieve competitive
advantage.
PROFESSIONAL EXPERIENCE
GETTUIT COMMERCE TECHNOLOGIES (Gettuit.net), Kirkland, WA
4/00-Present
Senior Vice President Business Development and Marketing
Responsible for leading the rapid development and deployment of total company business development and marketing
strategies at this B2E2B technology company including strategic alliances and partnerships, customer segmentation,
channel strategy development, web site design and development, brand positioning, marketing communication, media,
market research, public relations, and customer acquisition.
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Led customer acquisition plan that delivered targeted large enterprise beta sponsor, targeted strategic partners, and
key targeted application service providers in first 30 days of product release.
Delivered web site development objectives against fast-track alpha and beta release timings.
Rapidly reorganized and redeployed business development organization to exceed objectives.
Instilled High Performance Work Team Principles in a highly diverse multifunctional team of sales, product
development, market research, web development, and marketing personnel.
Delivered first-ever brand positioning enabling sharp focus on brand equities, integrated branding throughout the
company, and consistent brand voice in all company communications (on and off line).
Led development of rapid integration of Application Service Providers (ASPs) into the Gettuit business model.
Led creation of high-touch customer relation management/customer service model to achieve competitive advantage.
INFORMATION RESOURCES INCORPORATED, Chicago, Illinois
11/98-4/00
Executive Vice President and General Manager, El Segundo, CA
(10/99-Present)
Responsible for leading multifunctional teams of marketing, sales, information technology, custom applications, web
development, market research, client service, modeling and testing personnel to deliver aggressive revenue and client
service results for 137 clients in the consumer packaged goods, technology, and e-commerce industries.
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Delivered +12% growth in 1999 versus 1998, number 1 Area of the 5 IRI Area’s.
Instilled High Performance Work Team principles across major client service teams delivering higher levels of service
(from client feedback) at lower turnover rates.
Led negotiating team, which delivered uncontested renewal of Area’s largest client.
Led formation of technology team to sell IRI products and services into computer hardware, software, peripherals, and
e-commerce space. Secured 3 new clients in first 60 days.
Leading comprehensive restructure of basic service model through aggressive work process redesign and leveraging
information technology applications.
Senior Vice President-Client Service, El Segundo, CA
(11/98-10/99)
Responsible for leading multifunctional teams of marketing, sales, information, technology, custom applications, web
development, market research, client service, modeling and testing personnel to deliver aggressive revenue and client
service results for 73 clients in the consumer packaged goods industry.
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Developed and deployed strategic and operational business planning process that enabled organization to deliver
+15% revenue results versus previous year. Planning process deployed throughout IRI.
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Instilled High Performance Work Team Principles that enabled teams to deliver stronger results with lower turnover
rates than Area as a whole.
Turned around “lost sale” and led negotiation process with major European owner of US client to deliver $5MM
contract for data and services.
Led major turnaround at client suffering from poor data and service quality leading to uncontested contract renewal for
$10MM.
Created needs assessment process for key 1999 corporate initiative for company’s largest clients seeking to win with
Wal-Mart.
Created “Industry Expert Group” concept through restructuring and High Performance Work team principles to
leverage industry knowledge to create sustainable competitive consumer insight advantage.
Led Area’s first sale-to-installation of company’s InSite™ product to major client.
NORTH AMERICAN ENTERPRISES, Tucson, Arizona
2/97-11/98
Chief Operating Officer for this importer and marketer of gourmet European foods. Responsible for total company
revenues and profits and ensuring that company’s plans, people, systems, and finances delivered against company
financial goals.
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Created first-ever financial plan and budget enabling company to deliver first-ever profitable year in 1997. Sales
revenues increased 18% above 1996.
Led introduction of enhanced accounting, reporting and intranet system to dramatically improve company’s reporting
and control capabilities. Led development effort for company’s first-ever web site.
Led first-ever consumer research of company’s primary food brand (Rummo pasta) leading to breakthrough category
consumer decision hierarchy data. Leveraged to develop breakthrough first-ever integrated marketing plan that
delivered share leadership in targeted markets.
Led total redesign of company’s organizational structure through application of organizational performance model.
Outcome included higher revenues and lower expenses through first-ever use of individual work plans.
Led creation of company business plan and presentations of company plan to outside investors. Outcome included 3
first-ever capital infusion offers.
Led creation of outbound telemarketing to retail customers resulting in 25% increase in sales versus base.
Led international supply chain analysis resulting in improved service levels, lower inventory levels, and first-ever
marketing support budget from Italian manufacturer.
Led introduction of first-ever product launch model resulting in better decision making over items to introduce and
required funding stream to ensure success.
THE PROCTER & GAMBLE DISTRIBUTING COMPANY, Cincinnati, OH
2/84-2/97
Customer Business Development Manager-American Stores Team, Salt Lake City, UT
(6/96-2/97)
Responsible for leading breakthrough sales and market share results for 6 P&G Sectors (Paper, Soap, Food/Beverage,
Health Care, Beauty Care, Cosmetics & Fragrance) at Procter & Gamble’s second largest grocery customer ($800 million
in annual sales).
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Reversed three years of volume and share declines through team restructuring, leading strong top-to-top executive
management partnerships, leading application of Internet/Intranet technologies, and application of High Performance
Work Team Principles.
Led top-to-top sales effort that delivered incremental $84 million in specialty food products sales.
Led team redesign from dispersed regional organization to focused national corporate team. Direct line responsibility
for 150 sales, finance, logistics, systems, operations, advertising, and administrative personnel.
Customer Business Development Manager-Vons, Smith’s, Stater Brothers Team
Los Angeles, CA
(11/93-6/96)
Responsible for achieving breakthrough sales and market share results for 6 P&G Sectors (Paper, Soap, Food/Beverage,
Health Care, Beauty Care, Cosmetics & Fragrance) at the largest grocery customer team in the Western United States
($400 million in annual sales). Direct line responsibility for 43 sales, finance, logistics, systems, operations and
administrative personnel.
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Consistently exceeded volume and share growth expectations while in this assignment. Awarded the 1995 and 1996
P&G Sales Champions Silver Award for “Outstanding sales achievement and leadership in not only meeting our
customer’s needs but exceeding their expectations.” Delivered best P&G share growth results of any “High/Low”
Grocery team in the US.
One of only four US Customer Business Development Teams to deliver annual results at/below budget.
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Led development and implementation of strategic customer annual plans designed to deliver breakthrough volume,
merchandising, share development and top-to-top alignment of senior customer management (CEO, President/COO)
to adopt new consumer/data driven approach to managing their business. Led application of industry leading financial
analysis tools to change corporate scorecard systems. Was recognized by customer CEO as key driver to improved
customer financial results.
Led team design through multiple corporate restructures. Led work process redesign. Developed fast start plans for
rapid conversion from old to new structure. Created enabling culture by leveraging High Performance Work Team
principles to support new interdependent organization. Rapidly integrated multi-functional resources into key
breakthrough work.
Led breakthrough sales effort at largest customers delivering first-ever support against P&G’s largest corporate
promotions. Led customer senior management to adopt Activity Based Costing (ABC) principles to reinvest logistics
savings back into their business and P&G brands.
Led effort to develop/implement Continuous Replenishment Program (CRP) at largest customer leading to competitive
advantages. Led customer agreement for investment of savings from Continuous Replenishment Program back into
the business to deliver stronger overall results.
District Manager Paper Products, Los Angeles, CA
(2/92-11/93)
Responsible for managing sales of 6 consumer paper categories to all grocery and regional drug chain customers in
southern California and Arizona ($240 million in annual sales). Direct responsibility for 6 Unit Managers and 16 Sales
Representatives and Merchandisers.
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Initiated program to increase sales results using conceptual data based selling with 25% less promotion funds. Results
included increasing share in 5 of 6 categories. Results drove Silver Award in the P&G Sales Champions program for
“Outstanding sales achievement and leadership in not only meeting our customer’s needs but in exceeding their
expectations.”
Developed/initiated plan to regain share leadership in the feminine hygiene category. Results including persuading
retailers to lower price by 33% that delivered share leadership and 15% increase in shelf space.
Created system to analyze promotion results versus spending. Result included delivering incremental merchandising
versus the base period with no increase in base funds.
Led implementation of tissue/Towel “Winners/Losers” presentation to major grocery customers delivering share
leadership in both categories.
Led speed to shelf plan resulting in fastest on-shelf performance of new tissue item in Western Division. Western
Division leader in achieving maximum pass-through of diaper price list decline during hostile retail “value pricing”
environment.
Developed local plan to turn around facial business resulting in 76% increase in shipments versus base period.
District Manager Patient Care Products, Cincinnati, OH
(12/91-2/92)
Customer Business Development Leader responsible for the Sector’s largest national customer. Managed sales of $129
million dollars/year.
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Developed/gained agreement on first-ever joint business development plan achieving prime vendor status. Delivered
25% sales gain versus previous period.
Created customized communication tools to enhance results between P&G and distributor selling organization.
Implemented telemarketing program to deliver improved sales results/communication between P&G and distributor
sales force.
Created first-ever lead generation program resulting in record number of new customers.
Area Manager Special Assignment Paper Products, Cincinnati, OH
(1/91-12/91)
Managed development and implementation of national sales and merchandising plans for the Attends line of disposable
incontinence products with sales of $40 million dollars/year.
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Initiated first-ever radio advertising that doubled share in 13 weeks.
Developed first-ever pre-assembled display program resulting in 100% increase in product trail.
Implemented sales specialist program nationally to increase sales results/in-market product expertise.
Led introduction of beltless undergarment line resulting in $12 million in new sales in just 4 months.
Led development/implementation of demographic sales presentation that leveraged national population census to
develop optimum sales area profile.
Leadership role in selling product line to major national food, drug and mass merchandise customers.
Area Manager Special Assignment Patient Care Products, Cincinnati, OH
(6/90-1/91)
As a Systems Analyst in the Management Systems Division, led the analysis, design, test and implementation of sales
force automation project.
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Led development of customized software to improve sales efficiency. Led hardware test to develop hardware and
software protocols. Created linkages with corporate management systems.
Designed and implemented telemarketing system which increased time spent calling on non-using customers by 60%,
decreased cost/call by 15% and increased sales of flanker brands by 100%.
Unit Manager Patient Care Products, Los Angeles, CA
(1/87-6/90)
Led 6 Sales Representatives and 4 Registered Nurses and built sales a minimum of 20%/year of Attends and Pampers in
acute care hospitals, nursing homes, State Hospitals, Veterans Administration Hospitals, Home Health Care Dealers, and
retail outlets (chain drug). Total annual sales of $12 million per year.
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Developed successful new sales programs which captured/quantified large dollar savings for customers resulting from
patient care improvements.
Implemented new coverage program resulting in improved sales and lower selling costs.
Managed 9 major medical, paper and food distributors. Implemented programs resulting in strong distributor support
for new items and competitive defense for sustaining customers.
Number 1 or 2 Unit each year for total customers maintained (versus base) and new cases sold.
District Field Representative Patient Care Products, Irvine, CA
(9/86-1/87)
Designed, developed and led test market to build penetration of residential care market through wholesalers and medical
distributors resulting in incremental sales of $5 million in one year.
Sales Representative Patient Care Products, Los Angeles, CA
 Number 1 or 2 sales representative in total sales each year (out of 32).
(2/84-9/86)
UNITED STATES STEEL CORPORATION, Pittsburgh, PA
(6/81-2/84)
Sales Representative/Alloy Product Manager, Los Angeles, CA
(12/82-2/84)
 Increased average monthly sales by 97% in 2 months.
 Sold major contracts to Chevron, Baker Tool, Hughes Aircraft, Fluor Corp.
 Largest number of new accounts sold in District in 1983.
 Largest number of customers sold on participating in “just-in-time” inventory management program in 1982-1983.
Management Trainee, San Francisco, CA
 Responsible as Foreman for shift of 70 employees producing steel products.
 Traffic Manager for inbound/outbound materials.
 Materials Management responsibility for turn steel inventory.
 Inside sales supporting 4 field sales representatives.
(6/81-12/82)
Education
MBA Finance/Marketing, 1985, West Coast University, Los Angeles
BA Political Science and History, 1981, University of California, Los Angeles
Personal: Married (3 children). Active in church leadership, children’s sports programs, Kenpo Karate (Brown Belt),
backpacking, cross country/downhill skiing.