RICHARD P.

HAMMOND
rich.hammond12@gmail.com | M: 704-604-9446 | Huntersville, NC 28078

SENIOR SALES & MARKETING DIRECTOR

Dynamic and Strategic Professional with 20+ years of top-flight experience utilizing diverse skills in sales and marketing to grow and expand businesses. Proven change agent who translates strategy into actionable initiatives that foster organizational development and propel operational growth. Talented sales driver with proven record of identifying new opportunities and penetrating new markets to drastically grow revenue. Expert communicator known for employing negotiation ability, proven marketing practices, and interpersonal skills to close large deals and enhance an organizations bottom-line. Inspirational and focused leader with ability to align organizational systems, unleash individual talents, and build long-standing, collaborative relationships throughout an organization.

A REAS OF E XPERTISE
Brand Management Account Management Business Development P&L Channel Marketing Budgeting New Product Development Customer Insights Promotions Line Reviews Category Planning

P ROFESSIONAL E XPERIENCE

RUBBERMAID
American manufacturer and distributor of household items with annual revenue of $6.3B.

2004 to Present

Marketing Director, Home Products (2007 to Present) Command 8 direct reports for oversight of $400M global Home Organization Business. Lead brand management process spanning new product development, product roadmap, product launches, channel differentiation, and lifecycle management. Leverage integrated marketing plans, and brand pricing strategy to grow market and support new product launches. Manage customer insights research process for categories and research budget. Collaborate with Sales and Channel marketing to create customer specific growth strategies. Creating Active Storage category generating $25M in net sales in 2013 and $70M in 2014. Reduced net sales by $49M and increased revenue by $53M through business restructure. Cut SKU count by 50% through rationalizing low margins and duplicate items. Director, New Platform Development (2006 to 2007) Selected to lead and execute research project for 3 potential investment platforms to determine profitability and success rate. Oversaw 2 direct reports, P&L activities, and allocation of resources. Prevented $990K high-risk investment in headcount and research. Director, Product Marketing Kitchen Products (2006) Oversaw operations of $50M global business team to manage research and development process and distribution and selling strategy for new products. Spearheaded collaboration meetings with other Newell divisions and met with global marketing leaders to gain alignment of business objectives. Generated $5M in new revenue by expanding distribution to home center channel. Director, Channel Marketing (2005 to 2006) Managed 5 channel marketers for channel marketing organization overseeing all divisional business. Directed annual customer planning process and attended all line reviews. Delivered presentations to key customers to drive business. Increased Wal-Mart promotional volume by 33% through improved business planning and established promotional cycle. Improved gross margin in Club channel from 4% to 26% by reconfiguring product offerings while achieving budget. Senior Channel Manager (2004 to 2005) Hired to manage Channel Marketing activities for key accounts which included large national club and hardware channels such as Wal-Mart, Sams Club, Costco, BJs, and Kmart. Created and presented line review, distribution, and promotion strategies for customers and channel. Led line review process to align organization and improve timing, deliverables, and category review. Instrumental in expanding distribution and success rate of new products which included achieving 100% acceptance of all new items at Wal-Mart generating $8.3M in sales.

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DEL MONTE FOODS

2002 to 2004

One of Americas largest producers, distributors, and marketers of food and pet products with approximately $3.6B in sales.

Customer Marketing Manager- Alternate Channels (2003 to 2004) Managed selling and promotions process for various channels by collaborating with marketing department to develop channel specific products and programs. Served as liaison between divisional customer marketing teams and sales force. Category Development Manager (2002 to 2003) Developed trade marketing strategies and MAPS execution objectives, trade promotion structures, and tactics for developing and maintaining $40M trade budget. Executed sales plan by converting Business Unit strategies. Managed P&L activities for department and budgeting for adequate funding to ensure annual volume targets. Led promotional planning process with field sales and executed post promotional analysis to identify spending efficiency. Created various sales materials for annual initiatives and organized sales communication process. Reduced promotional dollar per case rate by 56% while growing topline sales by 7% through effectual everyday pricing and promotional strategy. Grew Wal-Mart sales 16% by innovating packaging and case packs for baby food shipping.

HAMILTON BEACH/PROCTOR-SILEX
One of the USs leading distributors of small kitchen appliances selling more than 35M appliances per year.

1999 to 2002

Manager, National Account - Kmart (2002) Led sales efforts and strategic initiatives for Kmart with functions spanning new product development, assortment planning, and promotional development. Managed P&L activities of sales team delivering $48M in annual sales and $11M in margin. Developed and executed marketing and sales programs for Club channel. Grew sales by $3M through improved customer relationships and category planning. Channel Development Manager (1999 to 2002) Oversaw category management and brand strategies while coordinating volume, distribution, pricing, and promotion for accounts which included large retailers such as Target and Kmart. Organized marketing and sales programs and led channel specific new product launches. Collaborated with product managers to develop strategic plans, trade budgets, pricing, and deal structures. Developed category management reviews, market analysis, plan-o-gram proposals, and special project support by employing ACNielsen syndicated data, Spectra demographic data, and InterCept space management software. Created more successful line reviews by establishing pre-line review meeting process, sharing category insights with category buyer at Target.

NABISCO BISCUIT COMPANY

One of the worlds largest manufacturers of cookies and crackers with approximately $6.5B in sales.

1997 to 1999

Category Development Manager (1997 to 1999) Led strategic efforts to determine the category management needs of Nabisco and its customers, resulting in a new organizational structure and the development of new software tools. Developed sales materials to support new item launches and national sales meetings. Oversaw category reviews and market analysis for customers and sales teams within geographic region of responsibility. Closed $30M worldwide distribution gap at AAFES District Manager (1997) Led sales and merchandising efforts of 85 person DSD sales team in eastern North Carolina. Developed mentoring program to improve new hire training process. Hired and trained new sales associates. Implemented monthly planning meetings with distribution center managers. Reduced in store unsalable product by 25% through improved stock rotation and inventory management. Improved order fill rates by 29%.

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BAUSCH & LOMB

One of the worlds leading suppliers of ocular health products with approximately $2.5B in sales.

1993 to 1997

Regional Account Manager (1996 to 1997) Led sales efforts and strategic initiatives for team responsible for AHOLD and Wegmans with functions spanning assortment planning, category management, and promotional development. Managed P&L activities of sales team delivering $7M in annual sales. Trade Programs Manager (1995 to 1996) Oversaw category management initiatives, promotional analysis, and sales planning for regional and national retail chains. Developed category management reviews, market analysis, plan-o-gram proposals, and special project support by employing ACNielsen syndicated data, Spectra demographic data, and Spaceman space management software. Territory Manager (1993 to 1995) Managed sales territory in NY/NJ area with major customers including Pathmark, Wakefern, and Grand Union with sales totaling $4M.

ADVANCED CARE PRODUCTS

Personal care division of Johnson & Johnson with annual sales of $370M

1991 to 1993

Territory Manager Managed sales territory in NY, NJ, and Connecticut that included retail and wholesale customers with sales totaling $3M.

LEVER BROTHERS COMPANY

Soap and detergent division of Unilever with annual sales of approximately $2B

1989 to 1991

Managed retail sales territory in metro NY and NJ.

E DUCATION
Masters Certificate, Marketing Tulane University New Orleans, LA Bachelor of Science, Marketing University of Indianapolis Indianapolis, IN