Mark Fitzgerald
Sales Operations Leader · Salt & Light Sales
San Diego County, CA
In My Own Words
Experienced Sales Operations, Business Development, and Project Management Professional
Seasoned expert in the technology sector with a robust background in retail and distribution. Adept at optimizing data to boost sales profitability and revenue, implementing innovative service solutions, and leading teams to achieve strategic objectives. Holder of an MBA from Pepperdine University and PMP/PMO Certifications in Agile and Lean methods. Demonstrated success in building and nurturing relationships with enterprise accounts, distribution, and supplier partners to drive revenue growth and secure profitability. Passionate about leadership, team building, and emerging technology, with a proven track record of collaborating with industry leaders like Apple, Starbucks, Google, and Coca-Cola. Committed to integrity, quality communication, and ethical business practices.
Work Experience
Business Consultant
Salt & Light Sales2022 – Present
• Lead independent consulting practice focusing on managing sales and service programs/projects for retail, manufacturing, and e-commerce clients with a direct-to-consumer focus. • Utilize data analysis to drive increases in sales, profitability, and sustainable revenue. • Manage project operations to grow and secure global key accounts and relationships. • Develop leadership strategies to enhance transparency, teamwork & performance. • Grew client’s business by 180% annually, with continued expansion internationally.
Service Supervisor, Vendor Management
HME2019 – 2022
• Managed a corporate team of 10 including 6 Coordinators and 4 Project Management Associates accountable for planning and completing workflow of 600+ vendors for over 1,000 accounts, US/CAN. • Report to Service Director and President regularly on project management status, metrics and customer growth through provided services, installation KPIs, budgeting and staff performance. • Generated 30% YoY revenue growth via service upgrades, cross-selling, and acquisition efforts. Key account management and project development strategies with national enterprise clients. • Maintained mutually beneficial relationships with global and national franchises including Starbucks Corp, McDonalds Corp, Chick-Fil-A, Dunkin’ (Inspire Brands), RBI, Wendy’s, Culvers, and others. Consistently growing each account through new location service projects and sales operations. • Led field teams to consistently achieve SLA targets for successful installations and service delivery, generating $3M+/year in service revenue and maintaining a 100% account retention rate by providing timely service and minimizing client downtime. Operate with LEAN Principals, Continuous improvement. • Project management for the deployment/installation of 300+ systems per month, achieving 99% success rate on timeliness and quality of work among vendors while coaching under performers. • Integrated a continuous improvement culture, bolstering technicians access to training on technical problem solving, and customer relationship building to enhance overall performance. • Ensured contactual agreements and compliance with municipal, state, and industry regulations. • Developed an expertise in both the hardware and software integrated into technology solutions. • Onboarded, contracted and facilitated relationships with 120 Vendor Partners in US/CAN. • Implemented an innovative quality control tracking, accountability and enable performance growth.
Business Consultant
Salt & Light Sales2018 – 2019
Launched an independent consulting practice to support clients by driving increases in sales, profitability, and long-term sustainable revenue. • Advise industry clients to improve user audience data capturing via integrating financial incentives into profitable analytics. Developed structure for discount, sales events, and promotions to generate a 200% increase in sell-through. • Successfully integrated a financial credit merchant bridge for end-to-end financial software transactions, resulting in streamlined credit processing for an outdoor activity retailer on ecommerce platforms, while increasing brand exposure through SEO and SEM to facilitate exponential growth. • Assisted launch of online outdoor equipment distributor for e-commerce and direct to consumer retailing via signature website, Shopify and Amazon. • Ensure KPI’s were being met in order to optimize end-user experience and corporate compliance.
National Sales Manager
BGZ brands™2015 – 2018
Recruited to the global smartphone accessory provider to drive B2B and B2C revenue generation across all major sales channels: • Generated 100% YoY growth to expand revenue via improved account management and business development strategies. Secured 35 new retail accounts over 2.5+ years as well as growing the value of inherited accounts by 200%. Reported directly to VP of Sales. • Managed and grew relationships with national accounts including Apple, Dicks Sporting Goods, REI, Barnes & Noble College, Follett, AT&T, D&H Distribution, Summit Distribution, Ingram Micro, TJX Corp. • Spearheaded wholesale management of successful Bodyguardz, Lander, and Moxyo brands in the highly competitive Consumer Electronics market, driving sales through distribution, retailers, and online. • Innovated and executed marketing programs and displays in major retailers nationwide, ensuring seamless construction and implementation of seasonal program displays for maximum impact. • Expertly handled in-field marketing at events, regional sales and territory representation, and product exhibition, impressively showcasing the brands and cultivating strong client relationships. • Drove product and program education by delivering highly effective technical product trainings in-store and creating incentives for retail associates resulting in increased sales and customer satisfaction. • Represented brands across high-profile trade show platforms, including CES, Outdoor Retailer, and consumer-facing expos, contributing to increased brand recognition and awareness. • Conducted in-depth forecast, analysis, and weekly research of selling history, replenishment, and returns, ensuring optimal inventory levels and maximizing profitability.
Senior Sales Manager
mophie2012 – 2015
Recruited by the computer/tablet/smartphone accessory provider to lead business development and account management operations: • Managed 50+ account relationships in Outdoor and Active Lifestyle markets, from national multi-door retailers to specialty shops. Drove revenue through point-of-sale marketing, retail associate training, and seasonal sales campaigns. • Lead in B2B and B2C revenue generation, achieving 140% YoY growth and expanding category revenue to $10M+/year via improved cross-channel sales strategies, securing 35-40 new accounts and growing current account value by 110% yearly. • Owned key account relationships with clients including West Marine, Verizon Wireless, Apple, REI, Academy Sports, Bass Pro Shops, Cabela’s, Best Buy, and others. • Project management of SMU's per customer by segment (education, outdoor, electronics) • Drove consistent growth and strong long-term retention among each account through consistent review, data analysis and quality communication to stakeholders. • Analyzed weekly and monthly selling data to identify regional trends and create sales programs for growth at the retail level. Diagnose and solve problems with slow or dead products. • Oversaw brand training modules, e-learning, and on-site training for floor associates, buying teams, and merchandisers to optimize performance and profitability. • Collaborated with distributor partners for streamlined processes and compelling in-store merchandising and direct-to-consumer programs, both online and within brick-and-mortar retail.
National Sales Manager, North America
Incipio Technologies2010 – 2012
Partnered with the rapidly growing IT industry accessory sales business to develop and implement a dynamic revenue growth strategy: • Drove sales and service of Incipio mobile accessory products to distributors and retailers across North America, including the US, Mexico, Caribbean, and Canada, leading to impressive 125% annual revenue growth during tenure, expanding revenue to $11.5M/year. • Directly managed a team of 5 sales coordination associates. • Oversaw sales operations for on-time deliveries of product to distribution partners. • Responsible for international compliance, freight, duties, taxes and bills of lading. • Managed business strategy and sales process relationships with retail buyers and distribution partners to maximize profitability for all parties involved, supervising a team of inside sales managers and associates to execute on this impactful sales strategy. • Led B2B program and licensing partnerships with some of the world's largest and most recognizable brands, including Coca-Cola Company, The Walt Disney Company, Google, Hasbro, M&M/Mars.
