Gary Houser
Sales Leader and General Manager
Naperville, IL
Results-driven Consumer Packaged Goods sales leader and general manager with a consistent record of building organizations that surpass sales and profit goals.
• Leadership - Accomplished leader who inspires sales and marketing teams to excel by fostering a high performance culture through setting challenging goals, building alignment, and maintaining a sharp focus on priorities and execution. Authentic leader with a bias for action, a high level of integrity, and a play-to-win attitude.
• General Management - Management breadth to lead multiple functions that produce above plan top line growth and record bottom line results.
• Team Builder - Passionate, collaborative leadership style that builds dynamic teams, produces results and drives focused individual and functional accountability. Proven track record of developing team members for further assignments.
Work Experience
Vice President & General Manager - US Business Development
2010 to 2012
Selected by the CEO to develop and lead the North American (NA) launch of SIMPLE, the top 2011 priority for legacy Alberto Culver and Unilever. Built and led a cross-functional team of 10 that was responsible for P&L, market research, sales, marketing, R&D, finance and operations.
• Collaborated with the UK and NA teams to accelerate the development and execution of the product and packaging, refine the concept and develop advertising for the NA market, resulting in unprecedented levels of distribution and promotional support from retail customers.
• Generated sales on track to beat target of $100 million in year one, securing the #7 facial brand position in the category, while delivering gross margins well above industry average.
• Created and maintained an enthusiastic, motivated and productive team that delivered on time and within budget during the uncertain acquisition period. Mentored, coached and developed team members to new leadership assignments with increased responsibilities.
• In addition to SIMPLE responsibilities, assumed leadership and direction of the Walmart / Sams customer team generating $340 million in annual sales.
Vice President & General Manager- Culver Specialty Brands
2007 to 2010
Promoted to report to the President and assume P&L responsibility for $100 million NA grocery business that included Mrs. Dash, Molly McButter, Bakers Joy and Static Guard. Led a team of 12 managers in marketing, sales, and finance, a national broker organization, and a national food service distributor.
• Exceeded revenue and profit plans all three years. Delivered revenue of $100 million growing 4% while improving pretax growth by 16% over the prior year, bringing pretax profit to 29% of net sales, compared to company results of 14% of net sales.
• Improved earnings by $3 million and drove top line growth 10% on Mrs. Dash by transforming marketing strategy, packaging design, website, and aggressive promotional in-store strategy.
• Identified opportunities, developed strategies, and executed new, non-traditional channel plans for Mrs. Dash and Static Guard in home improvement, club, and dollar stores to drive growth, resulting in over $10 million in new sales.
• Successfully managed organizational change through effective talent evaluation, succession planning and individual development plans. Upgraded talent through strong hires and redeployed resources to maximize contributions and impact upon the business.
Director of Sales- National Grocery Channel
2006 to 2007
Responsible for leading and directing 10 sales managers and the national broker to $165 million in revenue, serving national grocery retailers including Kroger, Safeway, Publix, HEB, Pathmark, and Wakefern.
• Achieved 105% of plan, increasing sales revenue by $8 million.
• Transformed team culture by introducing play-to-win philosophy, producing a cohesive, high performance team that delivered outstanding results.
• Developed national broker scorecard to measure progress against key performance indicators (KPIs).
Director of Sales- Nexxus
2005 to 2006
Promoted to lead the launch of an iconic salon hair care brand into mass retail in record time, achieving year one sales of $100 million. Led the team responsible for the development and delivery of the go-to-market and trade strategies, pricing, distribution, and sales.
• Pioneered the first start up, cross functional team that launched a brand into mass retail, becoming the model for high priority launches.
• Provided leadership and change management, challenging paradigms while developing innovative strategies that maintained the premium salon brand image. Instrumental in changing selling organizations and customers mindsets around pricing as THE business building strategy.
• Flawlessly executed within budget, achieving all KPIs including distribution, speed to shelf, schematic placement, sales revenue, market share, and innovative trade promotion strategy.
Director of Field Sales
1999 to 2005
Strategic sales leadership role responsible for delivering $90 million in revenue, profit, and execution objectives across assigned customers within the grocery, drug, wholesaler, and military channels. Directed a team of 10 managers and a national broker organization.
• Realized sales CAGR of 4% in a slow growth channel by developing strategic plans focused on maximizing distribution opportunities, creating and improving brand shelf standards, and executing cost effective promotional events.
• Selected and successfully transitioned to a national broker, negotiated the scope of work and annual contracts, saving $5 million. Developed new broker management capabilities by creating and implementing a broker management process that became the company standard.
• Won outstanding company leadership award for two consecutive years.
Central Regional Manager
1995 to 1999
Managed a team of 4 managers and 30 brokers with $40 million in sales revenue.
• Grew sales from $25 million to $40 million in 4 years by implementing formal business planning, providing clear and measurable performance objectives, and successfully integrating the Grocery and St. Ives divisions into one solid sales organization.
• Restructured the region to increase productivity and efficiency, saving over $500,000 a year and reducing cost of sales by 40%.
• 1996 and 1998 Chairman Club Winner - Regional Manager of the Year.
Vice President - Client Services
1994 to 1995
Danbury, CT 1994 - 1995
A national provider of merchandising, display, and fixture solutions to retailers and manufacturers.
Vice President - Client Services Raleigh, NC
Responsible for managing all aspects of service with new and existing clients including Procter and Gamble Cosmetics, Scott Paper, and Fuji.
National Accounts Manager
1992 to 1994
Responsible for key customers including Walmart, K-Mart, Military, and Club Stores doing $41 million in sales.
• Increased revenue 37%, from $30 million to $41 million.
• 1993 President Club winner - National Accounts Manager of the Year.
Southeast Area Manager
1988 to 1992
Led a team of 10 brokers and 5 direct sales staff, with over $35 million in revenues in grocery, drug, wholesaler, and dollar channels.
• 1992 Presidents Club Winner - Area Manager of the Year.
Sales Planning Manager
1985 to 1988
Worked with marketing to develop and execute sales strategies and promotions. Responsible for trade promotional planning, new product initiatives, development of sales materials, and was the communication link with sales.
Key Account Manager
1983 to 1985
Responsible for sales to customers including Kroger, Peyton, Phar-Mor, and Thrift. One of the original members that formed the Consumer Products Division.
Sales Representative/Trainer
1977 to 1983
Responsible for selling / detailing Rx products to healthcare professionals.
Education
BA in Public Relations
