CTI - Coaches Training Institue

University of Missouri-Columbia

Chief Sales Officer (CSO) at PIERRE FABRE DERMO-COSMETIQUE

Brooklyn, New York, United States

Responsible for achieving sales targets for omni-channel business for Avene, Klorane, Rene Furterer, and Glytone brands including specialty beauty, national retail, salon, and dispensing (Doctor and Dermatologist) channels.

In 1st year - grew sales by 2%, exceeding sales budget by 3% while delivering division profit target for 1st time in 10 year company history in US.  

Lead a team of 63 including field sales, education & training, sales operations, sales analytics & planning, and digital sales.  

Developed strategic growth plans including: 4 years sales strategy; customer distribution strategy;  organization strategy to optimize headcount and re-envision roles and responsibilities to better serve needs of customers and consumers while increasing productivity by 18% (29% swing from prior year) and reducing selling costs by 16%; enhanced omni-channel B2B and B2C strategy and execution plan.  Collaborated directly with marketing, digital, social and finance to align strategies and ensure excellent execution and results. Exceeded January + February 2020 sales targets then pivoted to driving eCommerce focus during coronavirus enabling company to exceed revised sales targets and exceed profit targets.  

Customer responsibility includes Ulta, Sephora, bluemercury, Macys, Anthropologie, Walgreens/Duane Reade

Pierre Fabre Group

Chief Sales Officer (CSO)

Led the negotiations and opening of ULTA Beauty, Nordstrom, and pure-player retailers (e.g. Beautylish, Net-a-Porter) – leading to incremental $24M in brand revenue while managing the strategic messaging of expanded distribution to minimize loss of business with other customers and channels – reducing cannibalization from over 5% to projection of less than 2%.  
Increased total NA Sales across Retail (Sephora, SiJCP, bluemercury, Bloomingdales) +17; online (Net-a-Porter/Mr.Porter; Birchbox) over 100%; network salon +2% (best performance in 8 years); and new business development 119% to plan
Lead field sales team of 37 account executives and region sales directors plus internal team of 11 retail and marketing staff (1 Executive Director, 3 Directors, 3 Managers, 1 Associate Manager, 3 Planners)
Reduced selling expense by -9% or $0.6M in net 12 month savings and NA selling cost by 60 basis points and reallocated $.5M into social media and digital advertising. 
Leveraged social and digital investments to drive hero product productivity focusing on top and bottom funnel tactics driving sales to <a href="http://brand.com">brand.com</a> and <a href="http://retailer.com">retailer.com</a> – results FY18 Q1 results +25% swing in hero franchise trend.
Led design and implementation of new trade marketing approaches and field sales development capabilities resulting in simplified execution and improved customer sell-through results (e.g. top 300 salons customers representing 48% of total salons and only 12% of doors grew by 12% which is 10% better than total channel & industry trends

Bumble and bumble.

Vice President NA Sales and Marketing

- Led development of global customer commercial strategies for P&G Prestige Beauty portfolio of categories fragrances, cosmetics, skincare and fragrance and brands including Dolce & Gabbana, Gucci, Hugo Boss, and Lacoste. 
- Created category solutions and partnered with Global teams in top markets to drive in-store shopper and category solutions into joint business plans for key customers including Boots, Sephora, A.S. Watson (Marionnaud, ICI Paris XL), Macy’s, Debenhams, and Douglas.
- Led Global P&G Prestige Beauty organization to step-change digital and eCommerce commercial activation and drive thought leadership with retailers to grow category and P&G brand sales by:
     o	Transforming research insights and understanding into powerful eCommerce acceleration system for P&G Prestige Beauty - recognized as 'Best in Class' across all P&G global business units.
     o	Spearheading design, development, and deployment of comprehensive eCommerce acceleration guide for online, digital in-store, and social media optimization plus training for all P&G Prestige Beauty regions (NA, WE, MEA, A/P, LA) 
     o	Creation of P&G Prestige Beauty platform to not only institutionalize and scale current     eCommerce category thought leadership and knowledge to all markets but quickly update and deploy latest research and commercial activations. 
     o	These actions delivered growth of ix120 for P&G Prestige vs. channel growth with top global retailers (Sephora, Boots, Douglas, AS Watson – ICI Paris XL) by directly engaging with retailers top management and influencing them to optimize eCommerce and omni-channel strategies, platforms, and executions.

Procter & Gamble

Global Category and Shopper Strategies Leader for Prestige Beauty

- Led Global trade marketing, go-to-market, and commercial strategies for Wella, System Professional, Sebastian, Nioxin, Sassoon + Corporate and Portfolio initiatives ensuring global fit for use for our country teams, sales & education organizations, and salon and store customers.  
- Designed commercial elements for global initiative and base business toolboxes including sell-in and salon value creation stories and sell-through tools (promotions, salon deals, claims, call-to-action messages, merchandising, salon marketing),  
- Led commercialization of additional key projects:  1) Global Wella Care & Styling Restage 2) Annual Wella Trends Program, 3) Wella Brand and Company Equity. 4) Wella Making Waves Cause Campaign, 
- Led the design of the P&G Salon Professional portfolio masterplan and portfolio selling tools to provide more holistic solutions for our customers and enable sales organizations to sell more, in a simple way.  
- Led the redesign of Wella’s global event design step-changing the approach to engage more salons and hairdressers and elevate commercial viability in addition to 
- Design team owner for top country connections to ensure their voice and needs are being represented in our design.

Global Commercial Design Leader – Wella & Prestige Salon Brands

- Led NA Region trade marketing, go-to-market, and commercial strategies for color, care & styling, and cosmetics categories to ensure all initiatives were fit for use for our sales & education organizations and customers.  
- Designed portfolio selling tools including annual commercial selling themes, commercial offers, category merchandising principles, and CBD tracking tool; leveraging scale across all channels and categories to increase CBD capacity and reduce cost and complexity. 
- Built field sales organization capabilities enabling BIC execution of seasonal programs and new initiatives building their knowledge, capacity, and ability to execute plans and develop customer joint business plans.  ACHIEVE GOALS
- Led Sebastian Flagship Salon strategy and secured target salon distribution in all U.S. flagship markets.

Director North America Commercial Strategy & Planning

- Led 2 direct sales organizations of 50- 60 people each including Regional Sales Managers, Regional Education Managers, Sales Consultants overseeing salons and stores + led distributor team overseeing PBS (VA/MD)
- Grew sales 34% in 2005 to $13.2MM from $9.8M
- Increased number of customers in 2005 by 94% to 7000 from from 3600
- Executed Salon Professional new customer acquisition program – becoming #1 sales division on salon participation and volume commitment

Director of Sales – West Coast Division (01/06 – 08/06) and Mid-Atlantic Division (01/05-12/05)

- Led $2MM region of 14 Sales Consultants and 4 Educators to #1 performance in Direct Sales Organization including sales vs. forecast, sales vs. last year, and achievement of new door objectives.
- Rebuilt region staff to 13 high-performing SC’s and 1 SP Business Development Manager from existing head count of 5 including recruiting, hiring, training, and coaching.
- Reestablished and improved relationships with Key Account Customers increasing sales by 21%.
- Opened 21 top volume Key Account customers and helped all Sales Consultants exceed their monthly new door goals for color and retail lines.
- Created regional communication and motivation process, region strategies, and monthly sales plans to ensure achievement of company goals and team effectiveness.
- Partnered with Salon Educators to plan key account education, obtain color conversions, and drive incremental sales.

Howard Warner