Accomplished, action-biased leader with experience in multiple functions, including general management, supplier management, channel management, and go-to-market strategy development. Established record of building effective teams, sizing and prioritizing impact, managing projects from concept to completion, and collaborating with internal and external partners to drive sustainable top-line and bottom-line results.
Experience
Wayfair, Inc. — Boston, MA
10/2022 – 04/2024
Associate Director, Category Management
General Manager of $250M revenue business unit — revenue growth and go-to-market strategy, 25-member cross-functional team, supplier business scaling, channel management, P&L management, end-to-end customer experience.
Grew category from $120M to over $250M in annual revenue and improved bottom line (>500bps) by decreasing supply chain costs through increased use of proprietary supply chain and distribution network (+100%), expanded supplier advertising spend (+300%), and decreased COGS (15%).
Used a data-driven approach to understand customer preferences and category performance, driving team action against company and category KPIs — improved customer NPS (+10%) and category top- and bottom-line performance.
Negotiated national supply chain contracts with Innovel and XPO, adding installation and haul-away services to ~50% of assortment — reducing damages ~35% and increasing conversion rate 25%.
Led a cross-functional team of 25 senior leaders to develop and execute go-to-market strategy for all branded products (~20% of revenue, ~$2.8B) with Chief Commercial Officer executive sponsorship: improved branded product competitiveness 2000bps while remaining margin-neutral; increased branded growth rate 300bps, consistently outperforming overall growth; established Category Captain program driving share-of-voice and revenue growth for top partners while increasing advertising spend by $6M.
Wayfair, Inc. — Boston, MA
10/2018 – 10/2022
Senior Manager, Category Management
Doubled category revenue ($60M → $120M) while improving profitability (+200bps).
Led a cross-functional team of ~50, including 25 engineers and product managers, to develop Wayfair's first API-based supplier integrations with GE and Samsung (45% market share) — enabling real-time inventory management and delivery/installation scheduling; resulted in 3x revenue growth, doubled conversion rate, and +30% NPS.
Identified improvement areas across the end-to-end category experience — homepage through delivery and installation (homepage tile, category page, PDP confidence bar, build-your-order page) — driving a 45% increase in conversion rate.
Established strategic partnerships with GE Appliances, Samsung, LG, Bosch, and Electrolux (~80% market share), navigating channel management and channel conflict concerns plus supply chain challenges.
Wayfair, Inc. — Boston, MA
01/2016 – 10/2018
Manager, Category Management
Grew category revenue from $0 to $60M through brand partnership expansion and SKU launches.
Used customer feedback to add extended warranty options — ran a competitive RFP and negotiated a highly profitable (>50% gross margin) contract; built the framework for selling and merchandising warranties with anchor SKUs and doubled attachment rate (15% → 30% in 12 months) through data-driven merchandising iteration.
Developed relationships and onboarded 50+ brands and manufacturers to Wayfair's platform.
Led key merchandising updates using customer data — including enhanced content and a novel interstitial page for services and warranty purchase — driving a 20% increase in conversion rate.
Sears Holding Company — Chicago, IL
12/2014 – 01/2016
Category Manager
Category owner ($120M revenue), three-member team — store merchandising, e-commerce, promotions, monthly P&L reviews, inventory management, profitable category growth.
Held flat year-over-year growth despite consistent company contraction — drove 25% new-product sales increase using sales data and consumer insights, selling above category margin targets.
Launched a professional-grade tool storage product line (+30% sub-category growth) based on extensive customer research including focus groups and interviews, in close collaboration with manufacturer partners.
Negotiated a profitable national floor-space takeover with DeWalt, resulting in $5M in incremental annual profit.
Sears Holding Company — Chicago, IL
12/2013 – 12/2014
Associate Buyer
Used customer purchasing data and review feedback to develop a new tool bundle that became the top-selling SKU within 3 months of launch.
Owned the category forecast — accuracy within 1% per week — diagnosing misses and building mitigation plans.
Led a merchandising overhaul: transition from horizontal to vertical planogram plus new signage, securing manufacturer-partner funding for signage and transition labor.
Won best-merchandising-team award for best overall category performance and most accurate forecast.
Bullhorn, Inc. — Boston, MA
07/2012 – 11/2013
Contracts and Renewals Specialist
Identified and sized opportunity areas in customer contracts; developed and implemented strategy for de-risking revenue.
Built and maintained a model analyzing existing contracts to de-risk revenue and capture more value through company-friendly terms (user minimums, longer-term commitments).
Responsible for renewing $10M in annual revenue across ~300 mid-to-large clients; owned tracking and presented results to senior leadership.
Education
Bachelor of Science, Business Administration — Babson College, Wellesley, MA