Russell J. Hughes
Zionsville,IN
Summary
Versatile business leader bringing more than 20 years of experience as accomplished company President. Strategic problem-solver, change manager and visionary executive with success implementing plans to meet current and future needs. Key expertise in the toy and collectibles market, with an emphasis on executive leadership, brand management, product development, sales and marketing, supply chain management and growth. Business degree in Economics.
Overview
21
21
years of professional experience
Work History
President
GreenLight, LLC
04.2011 - 10.2023
- Successfully negotiated and sold the GreenLight Collectibles toy business to Waltersons Industries Ltd. (Hong Kong) investment group in April 2023, demonstrating strong negotiation and entrepreneurial skills.
- Led leadership transition to new ownership from April-May 2023; continued in a consulting role to further new ownership transition from June-October 2023; completed formal exit end of October 2023.
- Led annual sales growth from $3,000,000 in 2010, prior to appointment as company President, to $24,000,000 in 2022. Growth a product of strategic expansion into big box mass market, hobby market (distributors, wholesale, e-commerce), custom and premium, racing and international markets, as well as strong I.P. license agreement acquisition and strategic tooling investment.
- Led twelve consecutive years of revenue growth from 2011 until 2022. Initiated strategy to drive company growth and increase market share and profitability. Maintained P&L and shouldered corporate fiscal responsibility.
- Implemented robust financial controls to increase transparency, reduce risk and optimize resource allocation.
- Influenced key shareholders through effective communication strategies that garnered support for critical projects and investments. Enhanced company performance by implementing those projects and strategic plans while overseeing daily operations.
- Communicated business performance, forecasts and strategies to investors and shareholders on monthly, quarterly and annual basis. Identified areas for operational improvements and implemented plans to resolve issues.
- Drove revenue growth by expanding product offerings and identifying new market opportunities on a quarterly and annual basis.
- Spearheaded product development with design staff for long-lead new product line launches. Tracked development progress and held staff accountable for key development deadlines. Supported product development team for optimal performance.
- Developed and implemented new strategies and policies in collaboration with department leaders to establish and achieve long-term business objectives, providing company with strong and sustainable organizational leadership.
- Launched new products successfully into the market after meticulous research, planning and marketing campaigns. Set all GreenLight pricing and payment term expectations for various purchasing tiers. Major accounts included Walmart, Target, Hobby Lobby, Meijer, Hy-Vee, H-E-B, Walmart Canada, Walmart Mexico, amongst others
- Developed strong partnerships with key licensors throughout the globe to enhance product line appeal and performance. Maintained greater than 75 individual license agreements, with a focus on television and film, automotive, novelties and gasoline, oil and tire brands.
- Managed crisis situations effectively while minimizing disruption to daily operations. Led accounting and operations teams navigate audits, including evaluation of findings, negotiations and resolutions.
- Led successful merger and acquisition negotiations, resulting in expanded market share and increased profitability. Acquired three toy brands – GMP, Highway 61 and First Response – as strategic growth moves between 2014 and 2017.
- Streamlined organizational processes by evaluating existing systems and implementing improvements.
- Analyzed industry trends and tracked competitor activities to inform decision making.
- Spearheaded talent acquisition efforts, attracting top-tier talent to build a high-performing team. Hired and managed employees to maximize productivity while training staff on best practices and protocols.
- Represented organization at industry conferences and events throughout the globe, including trade events in North America, Europe and Asia. Key trade events included Hong Kong Toy Fair, Spielwarenmesse Germany Toy Fair, New York Toy Fair, SEMA Show and others. Oversaw marketing, advertising and industry conferences and event planning
- Established and maintained strong relationships with customers, vendors and strategic partners. Led team visits to OEM suppliers in Hong Kong, China and Bangladesh since 2010. Routinely negotiated pricing, payment terms, capacity allocation, lead-times, quality control procedures and any applicable firm completion date deadlines. Routinely three visits per year to Asia.
- Established GreenLight Asia operation in 2015 with office space to streamline sales, product development and logistics. Successfully staffed GreenLight Asia operation with long-standing, reliable talent. Liaised with Asia operation daily to resolve issues and continuously develop comradery and operational harmony.
Vice President - Sales & Marketing
GreenLight, LLC
01.2004 - 03.2011
- Ran all day-to-day sales and marketing operations at GreenLight Collectibles.
- Head of GreenLight Sales Department, overseeing all elements of revenue generation including big box mass market accounts, secondary hobby accounts (distributor, wholesale), international accounts, premium business, racing programs and collector’s club.
- Directed all facets of multi-million dollar die-cast replica market share
- Primary responsibility to place products with retailers such as Target, Kmart, Meijer, Toys ‘R’ Us, Toys ‘R’ Us Australia, Amazon.com, HEB, Hastings, Menards and Gordmans.
- Represented GreenLight in the presentation of current product lines, product line enhancements and newly developed concepts/creations to mass market, domestic secondary accounts and international accounts. Travel domestically and internationally as the primary liaison and contact.
- Negotiated contracts, pricing, delivery and special circumstances for projects. Carried projects from initial quotes through delivery.
- Forecasted production numbers for all product lines.
- Participated in supply chain planning, coordination and execution of the entire supply network from factory to retail shelf.
- Negotiated license agreements with various model car related licensors. Dealt directly with IndyCar Series and Grand-Am Sports Car Series teams, sponsors, corporate accounts, racetracks.
General Manager
DieCast Alley, LLC
01.2003 - 12.2005
- Oversaw operations of e-commerce die-cast model car business.
- Created and implemented actions and strategies that led business from a loss in 2003 to a profit in 2004. Experienced greater than 100% increased revenue in 2004 and 2005.
- Developed custom die-cast vehicle programs for retail sale.
- Carried out all purchasing from suppliers, forecasted demand and established a previously unexplored pre-order system for consumers.
- Directed all advertising and promotional efforts, both web-based & hobby-based through a variety of publications devoted to the hobby trade.
- Business was sold a the end of 2005.
Education
Bachelor of Science - Economics
Butler University
Indianapolis, IN12.2003
Minor - Communication Studies
Butler University
Indianapolis, IN12.2003
Skills
- Organizational Leadership
- Business Planning and Product Development
- Brand and Program Management
- Sales and Marketing
- Revenue Generation and Growth
- Financial Management
- Profitability Optimization
- Operations Oversight
- Process Improvement
- Partnership Development
- Contract Management
- Vendor Sourcing and Negotiations
Timeline
President
GreenLight, LLC
04.2011 - 10.2023
Vice President - Sales & Marketing
GreenLight, LLC
01.2004 - 03.2011
General Manager
DieCast Alley, LLC
01.2003 - 12.2005
Bachelor of Science - Economics
Butler University
Minor - Communication Studies
Butler University
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