A consulting and operating resource for companies focused on enabling consistent organic top line growth. Leveraging revenue growth management (RGM) and Six Sigma tools, the unique situation of the company is analyzed to separate the real top line drivers from the "noise". Practical actions are identified and supported from alignment, through implementation, and routine management to ensure client success.

Commercial Analytics & Operations Consultant

Revenue Management Labs

Project to work with the Partners, Managers and consulting staff to improve the company's operational performance and efficiency. Led projects on resource allocation, project management, learning and development, and company culture. Advised on analytics for client projects as well as coached managers and staff.

Operations

Fluent Beverages

Background: Fluent Beverages was a JV between Labatt and Tilray to research, develop, and commercialize CBD cannabis beverages for the legal Canadian cannabis market. Fluent earned a strong reputation for great-tasting, reliable products in sparkling drinks, hot teas, and powder formats. Fluent was the leader in the CBD beverage category and had a healthy gross margin percentage. CBD beverage category growth slowed in 2021 and after a strategic business review the decision was made to wind up operations in Q2 2022.

As CFO at Fluent, I was strategy lead for business, delivering: 
- mapped avenues for revenue growth and long-term business plans (including valuations), 
- developed relationships with industry representatives and M&A targets, 
- conducted research projects with external consultants . 
Operationally, I worked with ABInBev and Tilray executives to align financial plans and fund the business. Managed cash flow and ongoing costs across business through development of budget and performance management routines, capital approval review process, and negotiated savings with suppliers. Set up banking, accounting, insurance, audit, and taxes services. Led a team of 5 directors across finance, legal, and commercial functions. Collaborated with the Fluent executive team to develop a modern company culture centred on empowering employee decision making.  

Selected achievements:
- Fluent was the first to market with cannabis beverages in the legal Canadian cannabis industry.
- Fluent earned the #1 share position in CBD beverages in Canada (>50% throughout its existence).
- Negotiated over $1MM (>30%) in COGS savings in revised co-manufacturing agreement.
- Fluent delivered ahead of the owners’ financial targets in 2019 and 2020, including net revenue of $4MM in 2020. Delivered bottom line vs. target in 2021 by negotiated savings in COGS and OPEX.
- Was recognized with additional responsibilities of Chief Legal Officer (2020) and Chief Commercial Officer (2022).

Chief Financial Officer

Labatt Breweries of Canada

Reported to Regional VP Sales with three direct report Key Account Managers, one Category Manager, and two Analysts; scope included beer (Ontario Retail Channels & Duty Free) and non-alcoholic beverage portfolio (National). Annual revenue ~$800MM. Collaborated with major retail partners in Ontario on initiatives to create beer category and total basket growth. Achieved through understanding our partners' and their respective customers' needs, and leveraging insights, analysis, and Labatt's leading portfolio to create innovative solutions. Led agenda on pricing and promotion strategy (Ontario beer and Canada non-alcohol beer) and negotiated trade terms and programs with large grocers, convenience, and gas.

Selected Achievements:
- Labatt won three awards at 2018 LCBO “Elsies” partner awards: Partner in Social Responsibility, Partner in Training, and Beer Partner of the Year.
- Grew market share in Grocery channel by 230bp and Beer Store Channel by 20bp over two years (LCBO remained flat).

Director, Ontario Retail Sales

Reported to the VP Sales Canada. Lead a total team of 32, with 7 managers directly reporting.

Led team directly responsible for setting national and regional Sales strategy for Labatt, starting with volume sales statistical analytics and financial ROI, and expanding into sales impacts of other big data inputs. Responsible for monthly Sales performance analysis presentation to Canada President and North America Zone President, including commercial P&L management. Led key inputs into 2020 strategy including category segment trend analyses and organize scenario planning session with Canada leadership team. Set annual Sales budget in conjunction with Finance, Logistics, Breweries, Marketing, Trade Marketing, and Regional Sales teams.

Key projects led:
- Provided Canada President and VP Finance with sales analyses and projections for Corona, Mill St., and Mike's Beverage Company acquisition business cases, as well as projected impacts of Ontario beer regulatory changes in 2015.
- Deep dive on Quebec Region business performance in 2013; presented analysis and recommendations to Canada President, North America Zone President, and NA Zone VP Finance. Following the implementation of actions, Labatt has grown volume market share and hit financial targets in both 2014 and 2015. 

Key recognitions:
- Invited to present project updates to AmBev Board (2013, 2014, 2015)
- Selected as one of five Canadian employees to participate in Business@ABI course (internal MBA course) (2014)
- Invited to lunch meeting with ABInBev CEO (2015)
- Selected as top performer (H1 2015)

Director, Sales Intelligence & PPM (FP&A)

Reporting to the VP Sales Canada. Lead a total team of 15, with 3 managers directly reporting.

Primarily responsible for the leading commercial P&L, budget cycle, and producing actionable insights for the commercial group to continuously improve results and deliver on targets. Other responsibilities include liaising with Logistics & Brewery Operations for demand planning, and business case building with the Revenue Management and Innovations groups. 

Accountable for sales volumes, market share, profitability, and sales spend results.

Sr. Manager of Sales Intelligence & Commercial Planning/Performance

Reported to VP Sales Canada.

Responsible for organizing Sales strategic three year plan and budget presentations, as well as liaising with Regional Sales VPs to produce insights and action plans to improve market share results. Supported in results analysis for monthly performance updates to the NA Zone leadership.

Successfully completed Six Sigma Green Belt training and 6 month project.

Achieved "Top Performer" award for results in this role.

Sales Strategy & Development Manager

Reported to Atlantic Region Sales VP and sat on regional steering committee. Managed 1 analyst.

Primarily responsible for producing insights and business cases to set regional commercial strategy, as well as monthly performance updates with national office. Worked with Logistics & Brewery Operations to set volume forecasts, and provided analysis and recommendations on the beer category to the liquor boards across the Atlantic region. 

Accountable for Atlantic Region sales volumes and market share results; cut market share decline in half in 2010 and set commercial strategy for growth in 2011.

Sales Intelligence Manager - Atlantic Region

Field Sales Execution Manager

Margin Planning & Performance Manager

Sales Analyst

Global Management Trainee

Results-driven commercial and operations executive with a proven track record at tier 1 (Labatt) and high growth businesses (Fluent Beverages, Revenue Management Labs). Experienced in sales, analytics, and revenue management consulting. Combine strategic data analysis and commercial operations expertise with exceptional team leadership and development skills. Adept at leading teams of up to 45 individuals and excels in cross-functional collaboration to achieve goals and develop people.

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