Christopher (Chris) Ross, Sr.

Experience

• 

  United States Navy

  Jan 1980 - Jan 1989

  E-6 Boatswain Mate 1st Class

  Team Leader of Beach Master Unit One Amphibious Team• Supported combat ready Beach Party Teams during amphibious operationsAssault Boat Coxswain • Specially trained to command small boats during shore landing and retrieval operations. Supported special operations units such as the Navy SEALs or Special Warfare Combatant CrewmembersNuclear Powered Cruiser – Deck Division• Trained, directed, and supervised personnel in ship's maintenance duties in all activities relating to marlinspike, deck, boat seamanship, painting, upkeep of ship's external structure, rigging, deck equipment, and boats. Show less

• 

  PepsiCo

  Apr 1989 - Mar 1997

  • Account Manager

    Jun 1993 - Mar 1997

  • Driver / Merchandiser

    Apr 1989 - Jun 1993
• 

  The Coca-Cola Company

  Mar 1997 - Apr 1999

  District Sales Manager
• 

  Dr Pepper Snapple Group

  Apr 1999 - Aug 2014

  My positive track record in creating added value for the business and its customers led me down the path to my next promotion and role as Director of National Accounts. In this position, I oversaw both the regional and national account executives handling accounts across the major chain dollar, drug, and convenience retailers.When I stepped into this role, I observed a strong disconnect between the team business culture versus the decision making involving the marketing efforts and their frequency, both of which were driven by volume growth. This disconnect led to inconsistencies in the promotional strategy during joint buying calls, which, in turn, resulted in lower sales and profit margins.To combat this issue, I created a pre- and post-promotional strategy evaluation to help identify the key success factors while shifting away from volume-based to margin-based sales. This evaluation, combined with training and education in revenue management methodology principles, was well received by the national and regional account executives.►Raised sales in positive margin-driven programs 65%.I also encouraged and trained national and regional account executives in various Excel-based tools, including pivot tables, macros, and spreadsheets to organize business analytics and calculate ROI across various product launch and promotional strategies. These tools helped the team to answer key questions:What’s the trade spend budget? Where are we going?I really enjoyed evaluating the business analytical side, which provided instrumental support in planning and executing future promotions.I left Dr. Pepper Snapple Group following a corporate restructuring initiative that eliminated my position. After 16 years with the company, I accepted a new position with Salient Management Company and will be forever grateful to Dr. Pepper in supporting me throughout the transition. Show less I was appointed to manage the newly created Department of Revenue Margin Management, overseeing national-level accounts and providing strategic direction and guidance on identifying performance gaps and implementing robust process improvements to optimize promotional plans, trade spend management procedures, and warehouse direct pricing plans.In this role I overhauled trade spend management procedures to establish budget plans and track annual trade spending in compliance with SOX requirements.►Recovered $15M that was able to be reinvested in national accounts promotional activities.Introduced pricing and tier models for various products across all channels and distributors within the warehouse-direct business to ensure consistency in pricing architectures and to mitigate diversion of products among warehouses.►Reduced divergence of warehouse-direct products among national accounts and elevated margins 3%. Show less As Director of Revenue Management, I provided strategic guidance and leadership to Regional Account Executives (RAE) across CA, NV, and WA on business and marketing analysis and promotional pricing plans for major retail clients to create favorable net revenues and gross margins. This experience would also mark the beginning of my exposure to ROI and trade spend management.Sales & Promotional Strategy Redesign ==> I introduced the concept of revenue management methodology to the RAEs and its value in analyzing pre- and post-promotional spending and the key success factors that contributed to each strategy.Using Excel-based tools, I was able to increase the team’s visibility and understanding behind the business and marketing analytics and enable more strategic decision making to maximize sales.►Boosted margins 15% while cutting labor costs 5%.~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~Following the restructuring of the business in 2010, I was asked to relocate to Plano, TX and take on the role of Director of Warehouse Direct/Beverage Concentrate, expanding my knowledge and experience in managing national-level accounts. Additionally, this role posed a new challenge in developing new sales strategies for food and beverage distribution.Trade Spend Management Processes ==> I defined and implemented clear trade spend management procedures to better manage and track trade spending in relation to the annual budget.►Reclaimed 8 figures that were effectively reinvested in marketing and sales promotional activities.Pricing Architecture ==> I resolved the issue of inconsistency between various products, which led to several products being diverted from multiple warehouse channels, and created specific warehouse pricing tiers for various product categories.►Elevated profit margins 3% while significantly reducing the divergence of warehouse-direct products.These experiences advanced and solidified my ability to compete at the corporate level. Show less I was promoted to Area Director for my exceptional management skills and contributions in creating procedures that streamlined business operations and positioned the branch as a key competitor in the CPG industry. My promotion came with added responsibilities including expanded territory, encompassing the San Diego, San Fernando, Camarillo, and Santa Maria sales centers, with total revenues of $152M, which accounted for more than 50% of southern California’s revenues.This experience was challenging in that I had to adjust to working with fewer resources compared to my early career at Coca-Cola. However, it stimulated my creative thinking process and increased my management capabilities by developing a management-by-walking-around style. As a result, I was able to build a strong rapport with my managers and their staffs, remain vigilant and accessible, and better predict pitfalls or bends in the road.KEY ACCOMPLISHMENTS INCLUDE:Sales Restructuring ==> I rebuilt and trained the San Fernando management team by identifying top performers and promoting from within the business in the new management and operational guidelines that supported sales and profit growth.Operations Startup ==> I led the startup operations of a brand-new sales center in Camarillo, in addition to building and training the new management team and creating new operational processes and training materials across the sales, warehouse, and merchandising functions.New Product Launch ==> I held strategic oversight for the planning, preparation, and execution of new product launches at the San Diego site, a center renowned within the company as the most successful in product launches.Following the implementation of the sales turnaround and business operations strategy, all of the sales centers succeeded in exceeding their operating profit goals. My success in this role captured the attention of the executive team and culminated in my promotion to Director of Revenue Management. Show less

  • Director of National Accounts

    Apr 2012 - Aug 2014

  • Director of Warehouse Direct/Beverage Concentrate

    Apr 2010 - Apr 2012

  • Director Of Revenue Management

    Apr 2007 - Apr 2010

  • Area Director

    Apr 2005 - Apr 2007

  • Branch Manager

    Apr 2000 - Apr 2005

  • Area Sales Manager

    Apr 1999 - Apr 2000
• 

  Salient Management Company

  Oct 2014 - Aug 2016

  Vice President, Client Development

  As VP of Client Development, I supported Salient’s top 18 revenue-generating clients in growing their businesses and accelerating their objectives through the sale of business intelligence and performance management technology solutions. I delivered 7-figure sales through expert account management and retention, marketing intelligence, new business development, and consummate relationship management with executive leaders.I also provided technology recommendations and solutions to top-tier clients from the initial selection to implementation, bringing in an additional 6 figures in incremental revenues. Show less

• 

  North Coast Home Inspections, LLC

  Jan 2016 - now

  General Manager | ASHI Certified Home Inspector

  I founded my current company, focused on conducting residential and commercial building inspections. Beginning our 8th year serving Maine and New Hampshire with over 2,500 Inspections completed. I serve as its General Manager and a certified American Home Inspector through the American Home Inspector Institute. My extensive background and experience in sales and business operations have been pivotal in the progress that I have made in less than 4+ years, which includes:►Grew Operating Profits in 2019 by 32%, Companies 7 year CAGR 70%.►Serving the states of Maine and New Hampshire.►Continuing to build a strong network comprising realtors through out Maine and New Hampshire.►Continued investment in systems software and equipment in an effort to provide State of the art services.►ASHI Certified Inspector►Spruce Technologies, Inc Certified Radon Tester►Radon_Cert-PSM50215/SMC379►Affiliate member of the Maine Association of REALTORS®, and the York County Council of the Maine Association of REALTORS®, My previous startup experience has prepared me well for the hands-on aspect that this new challenge has brought. What I find most rewarding about this business is the customer interaction and being a part of a key milestone in my clients’ lives, many of whom are first-time homebuyers. Show less