Victoria Varney

• Drove overall customer strategy development and execution including both external and internal communications for portfolio of customers (F500's in insurance and financial industries )
• Internally introduced new concepts to Sales & Customer Success Org that were adopted into practice: Sales Handoff Document, Various Onboarding processes and Health Journey Markers 
• Oversee customer lifecycle for mutual success. Anticipating customer needs, demonstrating lead time awareness, ensuring a frictionless renewal process, and positioned for growth.
• Work with internal professional services (former Pivotal Services) to develop services plan, and services alignment to accelerate and scale the customers journey and consumptions. 

• Diverse portfolio of ecommerce clients, designing and launching their marketplace business model, seller strategy and growth roadmaps. 
  • • Largest US Grocer 
    • Multiple enterprise fashion retailers and influencer ecommerce start ups 
    • Largest US B2B distributor of parts for the foodservice industry
• Develop a trusted advisor relationship with customer executive sponsors. Lead quarterly C Suite business reviews with customers driving growth with new feature adoption and aligning on platform journey
• Oversee the internal change management and technical implementation, from initial launch though the entire client journey
• Guide technical design and API implementation solutions. Including Product/Catalog Integrations, Payment/Order Workflows and Finance Reconciliation 
• Deep product expertise and vision; working closely with product teams on the product roadmap to ensure customer needs are prioritized 

• Determined the overall strategy for product focus areas across ecommerce and the company
• Lead discovery and overall decision selection for new ecommerce platform (Migrated from Magento to Shopify Plus )
• Organized product workshops and strategies to coordinate with various groups to assist in product development process and analyze all business requirements.
• Managed cross-functional products: WMS integration, ERP workflow optimization and B2B CRM initiatives (automating order process, dashboard for sales reps

Built J.Crew & Madewell marketplace business model and cross-functional  operations 

• Launched 150+ partners across two marketplace e-commerce sales channels driving incremental 15M in sales, averaging demand growth rate of 32% per month
• Designed marketplace sales tax policy feature to align with tax legislation changes, resulting in 20% sales increase for J.Crew
  
• Shaped, staffed and trained team of 4  plus additional creative resources. 
• Accelerated partner on-boarding time from 3 mo to 3 wk by continuous iteration and improving operations including layering automation process to MVP
  
• Developed company policies e.g. returns, shipping information, ordering, customer payment, partner payment reconciliation) and vendor material
• Improved product for external partners by optimizing order API messaging, reducing order processing time by 15%
  
• Developed short/long term technical product & customer experience roadmap and communication with senior executive leadership
• Light P&L Responsibilities
  

Marketplace Build Phase (pre launch): 

• Spearheaded implementation of SaaS marketplace platform technology (Mirakl) for both Jcrew.com and Madewell.com
  • Formed MVP that met business needs and accelerated marketplace SaaS implementation
  • Mobilized cross functional agile scrum team (digital, enterprise systems and finance) bridging gap in the teams' agile/waterfall approaches
  • Managed 2 groups of external contractors, including negotiating SOWs
• Coordinated discovery of replatform to Sales Force Commerce Cloud from customized legacy eCommerce systems for the Madewell brand
• Other projects included:
  • Cross brand e-commerce selling pilot
  • Critical POS Peak Promotion execution & POS partner loyalty rewards redemption project
  • ERP Product Creation streamlining initiatives (to solve for POS pricing/checkout issues & e-commerce web eligibility streamlining initiatives

• Executed special projects that fell outside of PMO including orchestrating month long, complex marketing e-commerce project for Madewell.com; with daily promotional & collaborative elements e.g. pop-up ABC Home dropship partnership
• Pioneered various process improvements across web operations including an overhaul in email marketing operations resulting in 22% increase of productivity.
• Organized monthly e-commerce site launches & daily management of all sections of madewell website
• Maintained website functionality and production calendar to ensure deadlines & deliverables are on time
• Supervised email marketing production & QA, coordinate creation of special pages and website changes
• Introduced responsive code update to marketing emails

• Increased Midwest and South, South East S/S sales by 56% in first shipping season (totaling over 50% of all s/s sales nationwide for Spring/Summer 2012)
  
• Opened top tier national accounts including: Dillards ,Karmaloop.com, Barney's and Bluefly.com within first 6 months, leading to more than 42% increase in sales
  
• Implemented new off price strategies for company and opened accounts such as Gilt.com, Daffy’s, Zulily and PLNDR
  
• Illustrated business projections and budgets with overseas Japanese office
  
• Initiated branding and marketing overhaul and increased press coverage by utilizing personal industry contacts

Account Executive 

• Increased Midwest and Southern U.S. S/S sales by 39% 

• Negotiated with off price sale and established new business with Flash Sales events: Swirl, Beyond the Rack, Ideeli, Rue La La

Senior Merchandiser & Marketing Manager 

Worked side by side with president on all aspects of the business with a focus on merchandising / marketing-  launching of 3 new brands and 1 licensed brand

• Coordinated the development of lookbooks, product shoots, all marketing /sales materials
• Introduced internship program; conducted interviews and managed interns
• Assisted in product development; development calendar, reviews cads and techpacks, issue po’s, maintain costing s/s, approve samples for production
• Oversaw all logistics and budget for National and Regional tradeshows: ENK Shows, Project, Platform, Pool, Stylemax, FIG, Dallas Market and LA markets