National Account Manager – Best Buy & Target
I work with the largest tech distribution companies in the USA，managed an entire distribution channel for companies.
• Full P&L management over two categories:
o Networking
o Smart Home
• Daily account management over both Target and Best Buy
o Year long demand planning and forecasting, by SKU, by week.
o Assortment Planning and roadmap development
o Weekly engagement with each buying team
 PO recommendations & allocation
 Sales trends
 Marketing activities
o Oversight of writing promo plans
• Weekly revenue and shipment tracking
• Launched Networking products with Best Buy, 10/10/21
o Further expanded the assortment by 2 incremental SKUs for Summer 2022
• Expanded Smart Home by 1 incremental SKU at Target and 2 incremental at Best Buy for Fall 2022.
• Expanded Networking by 3 SKUs for the 6/19 POG Refresh
• Improved Smart Home category profitability by double digits.
-----------------------------------------------------------------------
全国客户经理 - 负责Best Buy 和 Target 这两个大客户的管理和销售。我与美国最大的技术分销公司合作，为公司管理整个分销渠道。
主要负责的产品线：
o 网络
o 智能家居
- Target 和 Best Buy 的日常客户管理
o 按 SKU 和周进行全年需求规划和预测。
o 产品组合规划和路线图制定
o 每周与各采购团队接触
 PO 建议和分配
 销售趋势
 营销活动
o 监督促销计划的编写
- 每周跟踪收入和发货情况
- 与百思买合作推出网络产品，10/10/21
o 在 2022 年夏季进一步扩大了产品种类，增加了 2 个 SKU
- 2022 年秋季，在 Target 和 Best Buy 分别增加 1 个和 2 个智能家居 SKU。
- 在 6/19 POG 更新中增加 3 个网络产品系列
- 智能家居品类的盈利能力提高了两位数。

I was originally hired as the first B2B / Distribution Sales Manager in Anker. With Anker having zero exposure in the B2B / Distribution, my goal was to build a world class channel business for Anker and to penetrate key verticals and NSPs. Since then, I have been promoted to Key Accounts, calling on Best Buy.
• Full P&L management over multiple categories:
o Mobile Charging Accessories
o Computer Accessories
o Headphones
o Wearable Accessories
o Virtual Reality
o Music / Bluetooth Speakers
• Work with each internal Business Group to develop and identify a Best Buy specific roadmap & incremental product opportunity.
• Developed a year long promotion plan aligned with Best Buy’s key promotional times.
• Identified key areas by category to increase profitability YoY by 5-10%.
• More than doubled SKU count in Headphones from 9-19 SKUs for FY22.

• Onboarded Ingram Micro & AB Distributing.
• Shored up over $500k in past due from D&H leveraging current relationships.
• Begun building a B2B specific product roadmap in Hubs, Computer Docks, and more.
• Standardized pricing across the channel and implemented a bid grid program and deal registration.
• Begun discussions with each NSP:
o CDW agreed to potential Bronze / Silver level Partner.
o Signed agreement with SHI and moving forward.
o Signed with Insight / PCM as an emerging vendor.
o NDA signed with Connection Inc and moving to next steps.
• Presented plan to executives for team expansion.
• Built out first long-term forecast for channel specific inventory.



我最初被聘为 Anker 的第一位 B2B / 分销销售经理。由于 Anker 在 B2B/分销领域的曝光率为零，我为 Anker 建立了世界级的渠道业务，并渗透到主要的垂直市场和 NSP。从那时起，我被提升为大客户经理，主要负责百思买。
职责详情：
- 负责多个类别的全面损益管理：
o 手机充电配件
o 电脑配件
o 耳机
o 可穿戴设备配件
虚拟现实
音乐/蓝牙扬声器
关于客户百思买的贡献：
- 与每个内部业务部门合作，开发并确定百思买的具体路线图和增量产品机会。
- 根据百思买的关键促销时间，制定全年促销计划。
- 按类别确定关键领域，使利润率同比增长 5-10%。
- 22 财年，耳机 SKU 数量翻了一番多，从 9-19 个 SKU 增加到 19 个 SKU。

关于分销商的资源和个人贡献：
- 加入 Ingram Micro 和 AB Distributing。
- 利用现有关系，从 D&H 公司获得超过 50 万美元的逾期贷款。
- 开始在 Hubs、Computer Docks 等领域构建 B2B 特定产品路线图。
- 对整个渠道进行标准化定价，并实施投标网格计划和交易登记。
- 开始与各 NSP 讨论：
o CDW 同意成为潜在的铜级/银级合作伙伴。
o 与 SHI 签订协议并取得进展。
o 作为新兴供应商与 Insight / PCM 签订协议。
o 与 Connection Inc 签署了 NDA，并进入下一步骤。
- 向高管层提交团队扩张计划。
- 首次对渠道库存进行长期预测。

I managed day to day operations of our national distribution channel, regional retailers, key vertical markets (K-12 & Healthcare), and authorized resellers (over 750), generating $15mm+ annually. I demonstrated consistent and proven yearly growth since my start, based upon growth in new markets, incremental category and product penetration, a unique understanding of the Distribution / B2B market, and leveraging relationships to form a strategic alliance of partners. Accounts managed through tenure: Ingram Micro, D&H, Tech Data, Meijer, HSN, AAFES, NEX, CGX, MCX, B&N College, Follett Higher Education, Wireless Advocates, Fry’s Electronics, Google, CDW, Connection Group, SHI, Insight, ZONES.

• 2014 – Revenue: $2.8mm – An increase from $1.1mm over the previous year. This was primarily attributed from onboarding a new distributor, and placement of a double sided 36” fixture within AAFES (290+ doors).
• 2015 - Revenue: $4.0mm – Primary success factor was attributed to incremental placement of screen protection at Costco (450+ doors) through Wireless Advocates Kiosks and expanding Meijer (200+ doors) assortment from 5 to 28 skus.
• 2016 – Revenue: $6.6mm – This was our first year seeing major success in the B2B channel, with huge wins in the K-12 market. First large bookstore retailer with B&N College placement (800+) doors.
• 2017 – Revenue: $8.8mm – The mophie brand (via acquisition) was a driving factor in growth this year, seeing extended placement in Healthcare (specifically hospitals), and the College Bookstore market. Major retail placement of two skus in Follett (1,000+ doors).
• 2018 – Revenue: $11.8mm – Development of new market specific products (Wired keyboard and Rugged case for Education / Healthcare verticals) have been a key factor in driving growth this year, while steadily gaining share in our other key categories. Incremental mophie placement with new customers (Apple Premium Retailers), as well as increased placement within the Bookstore channel.
Key Responsibilities / Achievements:
• Complete responsibility for P&L over entire Distribution channel for all of 2018, generating $11mm+ annually in revenue, and aligned with the organization’s expectations.
• Ingram Micro’s BCS Vendor of the year in 2018.
• High attention to detail over all aspects of the business, including top line revenue, product and marketing strategy, new product needs, forecast and demand planning, and contribution margin metrics.
• Accurately forecast and manage demand planning to a sku level on a weekly basis, working with Operations and Finance.
• Met or exceeded the company’s goal for forecast accuracy each quarter since inception and met bonus accelerator each quarter.
• Worked consistently with Product Mgmt. and Ops to accurately manage pipeline of inventory for critical retail launches and key buying seasons.
• High level of understanding and consistent practice with Executive level engagement, within the organization as well as externally with clients, customers, and partners.
• Worked with the Executive team, Product Mgmt., and Product Development to develop a roadmap for channel specific exclusives to drive incremental revenue and win share from key competitors.
• Displaced multiple competitors in key vertical markets (Healthcare and K-12) and became a Top 5 sku in attach rate.
• Developed strategic relationships with existing and new partners to better leverage our position within the channel, and to create opportunities that were mutually beneficial.
• Managed single store operations and launches all the way up to enterprise level accounts, and 1,000+ door retail chains.
• Worked with Fortune 100 companies to develop customer specific products, and programs.
• Developed a standardized contract and pricing structure for all distribution partners.
• Implemented new programs and incentives for our distribution partners to drive incremental business and strengthen relationships.
• Managed channel budget and MDF funding to assigned organizational targets to drive revenue growth and incremental opportunities.
• Increased brand exposure through marketing activities as well as driving sales growth in new and existing markets.
• Managed multiple rep firms across different accounts and markets.

- 2014 年 - 收入：280 万美元 - 比上一年的 110 万美元有所增加。这主要归功于新分销商的加入，以及在 AAFES（290 多扇门）内安装了双面 36 英寸灯具。
- 2015 年 - 收入：400 万美元 - 主要成功因素是通过 Wireless Advocates Kiosks 在 Costco（450 多扇门）投放了更多屏幕保护装置，并将 Meijer（200 多扇门）的种类从 5 种扩大到 28 种。
- 2016 年 - 收入：660 万美元 - 这是我们在 B2B 渠道取得重大成功的第一年，在 K-12 市场取得了巨大成功。第一家拥有 B&N 学院布局（800+）门市的大型书店零售商。
- 2017 年 - 收入：880 万美元 - mophie 品牌（通过收购）是今年增长的驱动因素，在医疗保健（特别是医院）和大学书店市场的投放得到扩展。在 Follett（1,000 多家）主要零售店投放了两个产品系列。
- 2018 年 - 收入：1180 万美元 - 开发新的特定市场产品（针对教育/医疗保健垂直市场的有线键盘和坚固外壳）是推动今年增长的关键因素，同时在其他主要类别中的份额也在稳步增长。在新客户（苹果高级零售商）中增加了 mophie 投放，并增加了在书店渠道中的投放。
主要职责/成就：
- 在2018年全年完全负责整个分销渠道的损益，每年创造1100多万美元的收入，并符合组织的预期。
- 英迈2018年年度最佳BCS供应商。
- 高度关注业务各个方面的细节，包括一线收入、产品和营销策略、新产品需求、预测和需求规划以及贡献利润率指标。