Keith Piper
Charlotte,North Carolina
Summary
Results-driven leader with a proven track record at Lowe's Companies, excelling in sales strategy and data analysis. Achieved $100M incremental sales through innovative CRM tools and optimized strategic planning, while fostering talent development and mentorship within teams. Adept at leveraging market insights to drive significant cost efficiencies and revenue growth.
Overview
15
15
years of professional experience
Work History
Director, Analytics and Insights – PRO Business
Lowe's Companies
Mooresville, NC
04.2021 - Current
- Achieved $100M incremental sales using CRM tools: Maps and Territory Planning to optimize coverage by segment for largest 100K PRO accounts
- Influenced executive approval to hire inside sales team achieving efficiency in compensation, lead conversion and sales coverage while growing sales and increasing engagement for existing and new customers
Director, Finance – Merchandising FP&A, Cost Management
Lowe's Companies
Mooresville, NC
06.2020 - 04.2021
- Redesigned PLR process to increase review throughput, leverage data-driven negotiation strategies that share fixed cost efficiencies with suppliers resulting in $455M annualized Cost-Out
Director, Finance – Merchandising, Building Products
Lowe's Companies
Mooresville, NC
08.2019 - 05.2020
- Achieved Sales and Margin plan for $30B Merchandising portfolio balancing strategic initiatives, pricing strategy and product transitions to grow sales and gross profit
- Lead Strategic Planning Process for Business Area ensuring optimal capital allocation and business case selection to support strategic objectives
Senior Manager, Deal Management & Rebate Strategy
Cox Automotive
Atlanta, GA
06.2017 - 08.2019
- Designed pricing and loyalty program for strategic accounts resulting in +$50M incremental sales achieved through bundling existing advertising software and inventory licenses with new retail management software
Senior Finance Manager, Pro Business
The Home Depot
Atlanta, GA
06.2015 - 05.2017
- Established experience metrics using PRO customer transactions including labor staffing, checkout method and delivery efficiency
- Provide customer trend dashboards by SIC, product category, and geography to field sales leaders resulting in 25% 2-year sales growth
- Completed due diligence and synergy assessment for Interline Brands MRO acquisition combining B2B selling organization totaling $7B sales
Senior Finance Manager, Co-op and Rebate
The Home Depot
Atlanta, GA
03.2013 - 06.2015
- Identified $100M volume neutral and $300M volume driven cost out opportunities over 3 years for merchandising incentive programs by modeling fixed cost leverage opportunity for vendors through purchase volume and share gains across omni-retail channels
Finance Manager, Electrical Merchandising
The Home Depot
Atlanta, GA
11.2011 - 02.2013
- Balance market share gains to achieve economies of scale in emerging LED technology with profitable attachment category sales across core pipe & fittings, conduit and wiring devices
- Consult with merchants to build operating plan including sales, markup, markdowns, and shrink across all Electrical categories achieving 30% 2-Year Comp with +200 bps GM% expansion
Senior Associate
Deloitte Advisory
Atlanta, GA
01.2010 - 10.2011
- Model fair and market value for Long-Term Assets supporting business combinations and tax engagements in the telecom industry
- Design replacement cost and obsolescence theory models to identify market values for assets with infrequent transactions and public comparables
Education
MBA - Finance
Georgia State University
Atlanta, GA01.2009
BS - Electrical Engineering
Georgia Institute of Technology
Atlanta, GA01.2004
Skills
- Strategic planning
- Talent development
- Mentorship
- Salesforce CRM
- Pricing strategy
- Tableau
- Data analysis
- Market research
Accomplishments
- Refresh Product Line Review (PLR) process interjecting Finance as critical reviewer of cost out targets. Develop process to reduce PLR lead-time by 30 days and deliver $455M annual Cost-Out objective.
- Present $300M incremental sales business cases for segmented sales organization and rebate management software by articulating experience benefits for customer through industry knowledge and higher quality customer interactions.
- Designed and managed loyalty program to incentivize cross-selling across product and service portfolio resulting in +$50M incremental sales achieved. Modeled program return net of discounts and payroll.
Areas Of Expertise
Sales strategy, Strategic planning, Talent development, Mentorship, Salesforce CRM, Market analysis, Pricing strategy, Tableau
Timeline
Director, Analytics and Insights – PRO Business
Lowe's Companies
04.2021 - Current
Director, Finance – Merchandising FP&A, Cost Management
Lowe's Companies
06.2020 - 04.2021
Director, Finance – Merchandising, Building Products
Lowe's Companies
08.2019 - 05.2020
Senior Manager, Deal Management & Rebate Strategy
Cox Automotive
06.2017 - 08.2019
Senior Finance Manager, Pro Business
The Home Depot
06.2015 - 05.2017
Senior Finance Manager, Co-op and Rebate
The Home Depot
03.2013 - 06.2015
Finance Manager, Electrical Merchandising
The Home Depot
11.2011 - 02.2013
Senior Associate
Deloitte Advisory
01.2010 - 10.2011
MBA - Finance
Georgia State University
BS - Electrical Engineering
Georgia Institute of Technology
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