8 years 2 months

(6 years 4 months)

(1 year 7 months) 12 years 2 months

(1 year 11 months) Led the team responsible for dealer transformation and upgrading our dealer networks’ sales, marketing and merchandising capabilities. Focused on improving the customer experience across all touchpoints, leading to loyalty, advocacy, retention and profitable growth. • Conducted customer value research and customer journey mapping in partnership with internal and external market research teams to identify moments of truth across shopping, buying and ownership experiences. • Developed and implemented customer surveys at moments of truth to get real-time net promoter score and customer satisfaction feedback enabling dealers to close the loop with detractors and identify opportunities for improvement. • Served on the leadership team responsible for implementing a new CRM system to manage customer lifecycles and identify opportunities to increase LTV through cross and up selling. • Led a team that partnered with internal and external agencies to develop a dealer playbook and turnkey marketing tools, including SEM, direct mail/email and social media to improve the efficiency and effectiveness of our dealers’ marketing plans. • Partnered with an external agency to improve Polaris’ enterprise-wide lead management process that has led to a 3% incremental sales lift from Polaris generated leads. • Accountable for launching the new Polaris Merchandising Experience that utilizes dealer showroom space more productively and helps Polaris win in a highly competitive environment, leading to 8% retail growth.

Developed the strategy and roadmap for transforming and improving our dealer network of 1800+ independently-owned businesses to support Polaris’ vision of becoming an $8+ billion organization by 2020. • Developed and implemented a dealer transformation strategy focused on driving dealer investments in facilities, staffing, systems and processes to deliver an improved customer experience and profitable growth. • Launched a targeted dealer improvement plan based on analysis that highlighted 230 dealers requiring substantial facility and/or staffing investment to support Polaris’ desired growth; Partnered with the Polaris field sales team on execution of plan that led to 90%+ of targeted dealers making suggested investment. • Implemented dealer minimum standards policy focused on driving consistent brand representation, and system and process investments that led to improved Polaris/dealer data integrations and productivity. • Built business case and gained approval to build Polaris Distribution Development team focused on improving dealers’ sales, marketing and merchandising capabilities.

(2 years 5 months) Led the PG&A sales team responsible for executing an aggressive PG&A growth plan and business transformation. • Developed the strategy and led execution that enabled the PG&A sales team to increase revenues from $461 million to $742 million. • Developed and launched the PG&A division’s sales transformation from a wholesale, push model to a lean, pull model enabling sustainable Polaris and dealer revenue growth & margin expansion. • Led a team responsible for the development of Visual Merchandising guides and planograms to drive in-store merchandising execution. • Built the business case to grow PG&A sales team headcount.

(1 year 3 months) Developed and executed PG&A go-to-market sales strategies and plans while maintaining effective communications between field sales and the division team to achieve division sales goals. • Responsible for strategically improving quarterly program planning and execution that drove year-over-year PG&A stocking program revenue growth of 25%. • Increased year-over-year accessory dollars/unit by 2%. • Partnered with the PG&A marketing team on innovative retail promotions to drive sell-through increasing dealers’ inventory open-to-buy, ensuring ongoing, wholesale success.

Managed and grew the Victory Motorcycles $14 Million Accessory P&L and 500+ product portfolio. • Partnered with the Victory Engineering and Marketing teams to develop and bring to market 15 new Victory accessories through the Polaris Product Development Process. • Developed and launched Supplier Innovation Program to better leverage our suppliers in the innovation process . • Contributed to Victory accessories’ year-over-year revenue growth of 13%, $/ unit growth of 10%, and gross margin expansion of 9%.

职位:Division (1 year 1 month) Managed the marketing communication planning, execution and budgets for the PG&A division, including new product launches, videos, catalogs, competitive comparisons and more to drive wholesale results and retail demand. • Created a Dealer Loyalty Program rewarding dealers for purchasing Polaris branded PG&A through wholesale programs with retail merchandising elements to assist in retail sell-though. • Led the development and cross-functional execution of three successful semi-annual dealer meetings, leading to wholesale and retail goal achievement. • Developed and led an innovation process that fosters continuous cross- functional idea generation to fill the product and go-to-market idea funnel and drive growth.

(2 years 11 months) Accountable for developing and maintaining a strong dealer network to meet and exceed corporate and district sales objectives for retail growth, increasing market share and upgrading dealer network quality. • Grew district revenue by a 3% CAGR and increased market share 1.6% by maintaining strong relationships with 24 dealers, creating innovative retail plans, monitoring effectiveness and counter-measuring, when necessary. • Achieved or exceeded 39 of 42 wholesale order goals. • Developed wholesale and retail selling tools and best practices that were distributed across the North American sales team leading to the broader teams’ successes.