Mike Rothstein
San Marcos,CA
Summary
Highly accomplished business strategist with a proven record of sales management, selling into major chains and distributors to produce transformative growth. Strong leadership for all facets of business development, managing core business, revenue, and sales goals to meet forecasts and drive territory expansion. Success in multiple sectors, including Consumer Electronics, Big Box Retail, Sporting Goods, and online.
Overview
24
24
years of professional experience
Work History
US Sales Director – Mass-Retail
Nature Planet
05.2023 - Current
- As the US Sales Director for Mass-Retail, I spearheaded the innovative development and implementation of a distinctive retail program that will catapult the Nature Planets Plush line to prominence amidst a highly competitive marketplace.
- Leveraging a deep understanding of consumer behavior and market dynamics, I engineered a strategic program that stood out on crowded shelves and endured customers' hearts and imaginations
- Key Accomplishments: Engineered and implemented a U.S. retail Strategy in alignment with Nature Planet's brand ethos to secure optimal retail partnerships
- Drove a 45% increase in mass sales within a 7-month timeframe
- Managed $4.5 million in Direct Import business, streamlining global sales initiatives
- Developed and began executing a three and 5-year sales plan to triple revenue
Director of Sales
Creative Tenacity
05.2020 - Current
- Company Overview: Creative Tenacity is a consumer products consulting firm specializing in product launches, relaunches, and general GTM programs for consumer products, electronics, and sporting goods
- Crafted comprehensive account strategies to establish and nurture critical partnerships, enhancing market penetration and brand visibility
- Designed sell-in strategies to convince retailers and distributors to stock and promote new products, ensuring a successful product launch
- Managed end-of-life strategies for products, ensuring a strategic phase-out to minimize the impact on brand image and inventory levels
- Leveraged over 30 years of industry experience to guide product development and marketing strategies, ensuring alignment with current trends and consumer preferences
- Creative Tenacity is a consumer products consulting firm specializing in product launches, relaunches, and general GTM programs for consumer products, electronics, and sporting goods
National Account Manager
KeySmart
06.2021 - 08.2022
- Developed the Key Retail Account Strategy at KeySmart by building and executing a solid MAP program and by separating product categories into separate divisions to give more validity to each category
- Key Accomplishments: Forged partnerships with new manufacturing reps to help grow Best Buy, Ace Hardware, Lowes, Home Depot, and Military Channel
- Re-launched Canadian strategy, hiring four new Reps, expanded Distribution, and indexed sales by 115% in the first year
- Established a new partnership with D&H Distribution, allowing KeySmart to have an established distribution partner to help grow the retail channel
- Established MAP program, with MAP holidays, and reduced gray market sales by 95%, allowing more robust sales by Q2 2022
National Account Manager-Consumer Electronics
Amer Sports
05.2018 - 06.2020
- Oversaw development and implementation of growth strategies for the company with internationally recognized brands, including Salomon, Arc'teryx, Peak Performance, Atomic, Suunto, Wilson, and Precor
- Driving force behind marketing plans, establishing sales objectives, and building mutually beneficial partnerships with client portfolios to expand product distribution and reinforce branding
- Key Accomplishments: Forged partnerships with Target, Costco, and Best Buy to establish the company's first Consumer Electronics accounts
- Launched strategy to expand national account CE divisional sales, capturing five new clients and generating $1M in new business
- Guided a multi-pronged approach to penetrate territory and grow market share, increasing CE sales by 100% in less than one year.
Strategic Account Manager-GWP
Best Buy
03.2017 - 06.2018
- Proactively managed CRM and implemented strategies to develop innovative programs for new verticals, engaged with a portfolio of 500 clients.
- Administered multiple approaches to create relationships with potential customers, cold-calling 25 new companies per day
- Key Accomplishments: spearheaded the West Coast expansion of the Gift with Purchase program to the Solar, Auto, Furniture, and Real Estate verticals, growing revenue by 40% in one year
- Educated clients on the use of company programs to increase sales of store products and boost foot traffic by 25%
Manager, Consumer Product Sales and Marketing
Think Active! LLC
09.2011 - 02.2017
- An essential contributor to continued growth, driving sales and ongoing revenue, and developing tactical and strategic approaches to improve the sales effectiveness of the business team
- Capitalized on growth opportunities and product life cycle management, sales channels, and trade show planning
- Key Accomplishments: Chief strategist behind the 'As Seen on TV' campaign with pre-launch sales of $10M
- Guided strategy to grow multiple Etailers in the lawn and garden category, contributing $2M to the drop-ship program
- Secured lucrative client relationships with eight new national accounts in 11 months, generating $3.2M in sales
- Managed costco.com account to produce an 80% increase in dropship business over 10 months, laying the ground for private label development at the store level.
VP of Sales and Marketing
Innovative Knowledge Educational Software
03.2001 - 09.2011
- Managed strategic relationships with top client portfolios, overseeing product forecasting, negotiating pricing and terms, and identifying new revenue opportunities
- Provided deep understanding and analysis of the market, driving a revenue stream of $8M a year
- Led sales team to 10 straight years of profitability and growth in market share
- Key Accomplishments: Increased customer base by 40% and expanded market share by 20% in one year
- Established IK as an Educational Software Company in all Apple Stores, producing sales of $800K
- Created a relationship with Amazon.com as one of the first download partners, producing a 40% growth in revenue
- Driving force behind negotiations for licensing deal, producing instant brand recognition and 30% growth in market share
- Managed strategy and launch of private label program with Office Depot—100% jump in Back-to-School revenue
Education
Associate of Arts - Sales and Marketing
Normandale Community College
Bloomington, MNMarketing and Advertising Coursework -
University of Minnesota-Twin Cities
Minneapolis, MNSkills
- National Account Management
- Brand Management
- New Businesses Development
- E-commerce
- Product Knowledge
- Direct Import
- Strategic Partnerships
- Branding
- Market Trend Analysis
- Sales Expertise
- Key Account Development
- Business Development
- Sales Strategies
- Competitor Analysis
Careeraccomplishments
- Generated $350+M in sales to more than 300 accounts.
- Top-ranked sales executive with expertise in national account management.
- Managed strategies for profitable relationships with major retailers.
References
References are available upon request.
Timeline
US Sales Director – Mass-Retail
Nature Planet
05.2023 - Current
National Account Manager
KeySmart
06.2021 - 08.2022
Director of Sales
Creative Tenacity
05.2020 - Current
National Account Manager-Consumer Electronics
Amer Sports
05.2018 - 06.2020
Strategic Account Manager-GWP
Best Buy
03.2017 - 06.2018
Manager, Consumer Product Sales and Marketing
Think Active! LLC
09.2011 - 02.2017
VP of Sales and Marketing
Innovative Knowledge Educational Software
03.2001 - 09.2011
Associate of Arts - Sales and Marketing
Normandale Community College
Marketing and Advertising Coursework -
University of Minnesota-Twin Cities
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