American Greeting Cards, SVP Alternative Channels, June 1998-January 2002
Responsible for bottom line performance of this multi-channel retailer's Alternative channels business unit, including the web and convenience stores. Grew Web sales over 30X since first arriving at the Company.
Specific responsibilities include:
Defined the Company's alternative channels business strategy to support the primary retail channels.
Created the Company's first e-commerce web site, from design to implementation.
Positioned the Company's products for the business-to-business and business-to-consumer markets.
Negotiated partnerships with other key web players, like Yahoo! and AOL.
Oversaw the customer service function for all alternative channels, including a live web help group.
Coordinated inventory levels in conjunction with the larger retail channel group.
Assisted the manufacturing group in forecasting demand for each alternative channel.
Defining evolution of the site's look and feel as well as enhancements in functionality.
Managed all marketing initiatives and functions, both on-line and off-line.
Analyzed performance metrics to determine future strategy.
Results achieved in 36-month period include:
Increased Web revenues (shipped sales) to over $15 million.
Increased Web traffic by over 50% year-over-year.
Increased presence in c-stores by 10%, and increased sales by 8% year-over-year.
Achieved profitability with the web business after only 18 months.
Ernst & Young Consulting, Partner, September 1991-June 1998
Leader in West-Coast Retail practice, focused on selling and leading large scale engagements for retail industry and other clients, including:
Merchandising sourcing project, helping lower costs for a large retail department store.
Brand identity makeover for a large advertising conglomerate.
Ecommerce strategy for a major credit card processor.
Served on various E&Y boards and contributed to overall firm building:
Acted as the firm's resident ecommerce expert, leading its new paradigm taskforce.
Developed account management strategy for existing clients and targeted new ones based on likely spend.
Oversaw the firm's development of intellectual property regarding retail best practices.
Held a Vice-Chairman position on the Company's Venture fund, which invested in small promising companies.
Additional positions held:
Carhart Workwear, Director of Corporate Strategy, February 1990-September 1991
Managed the channel expansion for a leading manufacturer of industrial and work clothing.
Analyzed cost factors in determining the expansion of a new product line.
Conducted a rigorous supplier evaluation, based on return on investment per supplier.
Bain Consulting, Manager, March 1983-February 1990
University of Michigan, Ann Arbor, Master of Public Policy, May 1979
University of California, Davis, Bachelor of Arts, June 1977