EXECUTIVE SCOPE:
INDEPENDENT BUSINESS CONSULTANT
2008-Present
Diverse project management specializing in customer acquisition, business growth strategies, channel positioning, product
awareness, and sales performance turnaround. Client list includes: Tru Blu (Blu-ray Consortium created through the Digital
Entertainment Group comprised of Warner Home Video, Buena Vista Home Entertainment, Sony Pictures Home
Entertainment, Universal Studios Home Entertainment, 20th Century Fox Home Entertainment, Lionsgate Home
Entertainment, MGM Home Entertainment, Pioneer Electronics, Sony Electronics); Digiboo, LLC; Art on Demand Inc.;
Aniboom; Majestic Motion Pictures; Lorien Entertainment; Artissimo Designs.
MGM HOME ENTERTAINMENT GROUP, Century City
2003 – 2008
Division of MGM Studios
Senior Vice President, Domestic
Responsible for driving the DVD revenues of North America (U.S. only 2003-2005). MGM has the largest modern film library in
the world, with $600 million domestic revenue, 4300 titles including the James Bond, Rocky, Pink Panther, Legally Blonde and
other franchises.
 Manage 100 USA and Canada employees, in Sales, Category Management, Sales Planning, Retail Marketing,
Business Development and Sales Administration.
 Major accounts included Wal-Mart, Target, Best Buy, Circuit City, Trans World Entertainment, and COSTCO.
 Significantly grew alternative distribution channels, adding 15,000 direct retail stores, growing from 6 to 54 Vendor
Managed Accounts including new accounts with Kroger, Loblaws, Albertsons, Safeway and CVS.
 Spearheaded the continued development and rollout of a “Scan-based-trading” model which was unique to the
industry, used as a tool to further develop alternative channel distribution. As a result, in 24 months according to AC
Nielson, MGM’s market share grew from 3% market share to 23%; and revenue from $6 million to $55 Million.
 Remained with MGM (post sale of Company to private equity) to manage the Company transition from selfdistribution to Sony (2005) and 20th Century Fox Studios (2006).
SONY PICTURES HOME ENTERTAINMENT Culver City, California
2000-2003
(Division of Sony Pictures Entertainment)
Vice-President, Sales
Responsible for domestic new release and catalog sales for CTHE. Direct responsibility for the management of four (4)
departments within CTHE(48 people): Sales; Retail Marketing; Client Operations; Revenue Share/Business Development.
Specific Accomplishments:
 Delivered the two most successful annual sales results in Company’s history- $1.4 billion FY 2002; $2.1 billion FY
2003.
 Designed, recruited, and led Company’s first Retail Marketing Department to drive incremental sales results through
the development of account-specific marketing and sales plans.
 Headed Executive Project Team responsible for the implementation of CTHE’s new operating system (JDE One
World).
 Managed the successful releases of Spider-man, MIB2, StuartLittle2, Mr. Deeds, Black Hawk Down, xXx, Panic
Room, Charlie’s Angels and Crouching Tiger Hidden Dragon.
EMI-CAPITOL ENTERTAINMENT PROPERTIES, Los Angeles, California
1997-1999
(Division of EMI Music Group - North America)
Senior Vice-President, Sales & Marketing
Responsible for domestic new release and catalog sales for “start-up” division. Develop and market music-based properties for
EMI Music Group’s extensive catalog. Generated $147 million in revenue (103% of Forecast), $40 million in profit (100% of
Forecast) in inaugural year. Repertoire includes: The Beatles, Garth Brooks, Frank Sinatra, Pink Floyd, David Bowie, Nat
“King” Cole, The Beach Boys, R.E.M., Bob Seger, Bonnie Raitt and Barney.
Specific Accomplishments:
 Developed and implemented Company’s first extensive catalog campaign (Sale of the Century) resulting in 9% sales lift
during same-period industry decline of 5%.
 Secured and managed the successful sales campaigns of two home video projects (One Hour of Girl Power (Spice
Girls) through Warner Home Video; Garth Live in Central Park (Garth Brooks) through MGM/Orion Home Video).
 Developed and launched dual-label (Capitol + Reprise) sales and marketing program for Frank Sinatra product line;
branded as “Entertainer of the Century” resulting in 60% sales increases over prior year.
 Authored and executed new release campaign for debut album of Big Bad Voodoo Daddy, resulting in the quadrupling
of 12-month sales target within initial 60 days of release.
WARNER HOME VIDEO, Burbank, California
1991-1997
(Division of Time Warner Inc.)
Vice-President, Rental Product Sales (1995- 1997)
Responsible for domestic new release sales for Warner Bros., MGM/UA, New Line Cinema, HBO, Turner and Warner Vision prerecorded videocassettes (Approx. 32% of total Industry). Set release dates, developed sales programs, implemented sales strategies
and managed P&L across 120+ Titles annually. Led sales organization of 43 people. Responsible for business development across
major account base: 10-Wholesale; 170-Retail (Video Specialty, Music, Grocery).
Specific Accomplishments:
 Exceeded Company’s most aggressive annual sales plan by $29 million in 1996.
$527 million (actual) vs. $498 million (budget) Annual Gross Sales.
 Reduced Customer product returns to 6.4% (actual) from 7.5% (budget) in 1996.
Vice-President, Sellthrough Product Sales (1994-1995)
Responsible for domestic new release and catalog sales for Warner Bros., MGM/UA and HBO pre-recorded videocassettes
(Approx. 16% of total Industry). Set release dates, developed sales programs, implemented sales strategies and managed P&L
across 8-12 new release titles and 2400 catalog titles annually. Led sales organization of 28 people responsible for business
development across major account base: 14-Wholesale; 90-Retail (Mass Merchant, Grocery, Music, Wholesale Club, Toy, Book,
and Video).
Specific Accomplishments:
 Directly managed start-up of Retail-Direct operation (Vendor-Managed Sales) targeted towards Mass Merchant account
base. First year sales-$120 million ($55 million incremental).
 Created Monthly “Sales Planners” to assist sales process/priority setting of catalog programs. Exceeded catalog sales
plan by +$22 million during first year of implementation.
 Exceeded Company’s most aggressive sales plan by +$96 million in 1995.
$701 million (actual) vs. $605 million (budget) Annual Gross Sales.
 Exceeded Company’s sales plan by +$20 million in 1994.
$473 million (actual) vs. $453 million (budget) Annual Gross Sales.
 Directly responsible for 14 successful Direct-to-Sellthrough Releases including: Ace Ventura 2; Batman Forever; Free
Willy 2; The Secret Garden; and Thumbelina.
Regional Sales Director-Sellthrough (1991-1993)
Responsible for new release and catalog sales for 14 Western States. Generated $85 million in annual revenue. Managed salesforce
(5), administered advertising budget ($2.5 million); created sales and marketing programs at distributor, rack-jobber and retail
levels.
Specific Accomplishments:
 Developed year-round sales plans for permanent space at Costco, Price Club, and Pace, resulting in $18 million in annual
incremental catalog revenue.
 Consistently achieved market share improvements during tenure in Western Region
(1991-18.3%; 1992-21.4%; 1993-24.5%).
PEPSI COLA COMPANY, Itasca, Illinois
1988-1991
(Division of Pepsi Cola Company, Somers, New York)
Division Manager-Pepsi Cola Central
Corporate staff assignment (reporting to New York) responsible for the creation and implementation of procedural, environmental,
operational and training strategies for Central Division. Generated tactics to assist delivery of key business initiatives across six
functions (Retail Sales, Fountain Sales, Operations, Finance, Marketing and Employee Relations). Conducted ongoing needs
assessments with Division and Area Business Teams to ensure alignment with annual sales ($1.6 billion) and profit ($193 million)
forecasts.
PEPSI COLA COMPANY (cont.)
Specific Accomplishments:
 Development and rollout of new selling strategy for fountain sales which created a sustainable, competitive point-ofdifference (PEPSI PROMISE).
 Developed set of basic operating guidelines for region sales managers to promote employee involvement, reduce operating
costs and increase productivity (GOLD STANDARDS).
OTHER PROFESSIONAL EXPERIENCE
1981-1988
Professional experience has included positions at the following companies:
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Lorimar Home Video
Mobil Chemical Company
Procter and Gamble Company
Responsibilities while working for these varied companies included:
 Management of various sales activities, including planning and execution of numerous brands.
 Distribution strategies and policies, forecasting and business modeling.
 Determination of pricing policies across numerous product lines.
 Creation of new revenue streams/new account penetration.
 Researching and recommending new applications for existing product lines.
 General sales force management, including hiring, training and development of sales force.
EDUCATION:
Boston College. Chestnut Hill, Massachusetts
1981
BA: Political Science, Mathematics – Graduated Cum Laude
Managing Sales Productivity: Northwestern University-Kellogg School of Management, Chicago, IL - 1995
Priority Management Systems: Priority Mgmt., Vancouver, B.C. - 1992
Leadership and Mastery: Innovation Associates (Dr. Peter Senge); Boston, MA - 1991
Pepsi-Cola Leadership Program II: 1990
Effective Decision Making: Princeton Management Associates, Princeton, NJ - 1990
Instructional Design: Sherbrooke & Associates, Cambridge, MA - 1989
Pepsi-Cola Leadership Program I: 1989
Effective Strategic Planning: Princeton Management Assoc., Princeton, NJ - 1989
Advanced Presentations: Strategic Communications; New Haven, CT - 1989
Xerox Account Development Strategies: 1985
Procter & Gamble New Manager Training School: 1983