Tammy McIver-Gay

Promoted to COO September 2024. Executive leadership over Operations, which includes: Manufacturing, Inventory, Sourcing, QA, Compliance, and R&D Operations. Generated over $1m in annual COGS savings through negotiation of lower product costs and elimination of waste. Created a new QA function to ensure full cGMP compliance. Significantly upgraded the entire Operations function, allowing us to support hyper revenue growth and scale for future growth phases. Developed a new product development process, facilitating cross functional alignment and on time launch of innovation.

At BiOptimizers, we are on a quest to end human physical suffering by optimizing health and activating people to a state of Biologically Optimized Health. We invest in science, with a $1mm lab where a team of scientists are constantly studying and testing formulas to ensure we are bringing “best in class” or “first in class” products to market. Our products are premium ingredients backed by science, made in cGMP certified facilities.There is nothing more expensive than supplements that don’t work - our products work and our extremely high consumer retention rate proves that. We are committed to helping as many humans as possible on their journey to reach BiOptimized health. As CSO, I am a member of the executive team, leading the sales function across all channels - B2C, Natural Retail, Healthcare Practitioner, B2B E-commerce, and FDM. • Delivered over $1mm in revenue in the first year of our retail launch. On pace to increase retail sales by 300-400% in year 2. • #1 brand contributing growth to the magnesium category in US Natural Retail • Grew from 0 to over 700 retail placements in first year • Gained placement in national & regional chains such as Sprouts, Fresh Thyme, MOMs Organic Market, Market Street, Fruitful Yield, Lassens, Central Market, Lazy Acres, and many others • Gained placement of 12 SKUs nationwide in Sprouts Farmers Market in year 1 • Launched brand with iHerb, Vitacost.com, Bodybuilding.com; set up brand at KeHE and UNFI • Built entire infrastructure to launch into retail: sales team, products, pricing, promotions, presentations, selling materials, merchandising aids, website. • Growing revenue per person in our B2C sales team through goal setting, measurements, accountability, increasing productivity and efficiency, and creating best practices. Sales per person have increased roughly 50% per month as a result. • Grew healthcare practitioner revenue by double digits in first year

Fractional CSO/Executive Sales services. With over 20 years of experience in the Natural CPG space, my background covers areas such as strategic planning, sales, business development, trade marketing, financial analysis, and marketing. My specialties are dietary supplements and natural personal care, though I have experience in other industries. If you need help in any of these areas, DM me for a free initial consultation! • Building a sales team – organizational design, territory coverage, sales goals and incentive plans, performance metrics, sales data and reporting, selling materials and trade marketing assets. • Designing an omni channel growth strategy – how to utilize the 5 P’s to expand a brand while minimizing channel conflict. Product, pricing, packaging, placement, promotional strategies. • Creating an expansion sequence plan – where to grow first: online, natural specialty, grocery, other? Which retailers first? Which products? • Assessment of your products for entry in Natural channel • Evaluating your business preparedness for growth – selling your products into new customers is the “easy” part. I can help you evaluate whether or not the rest of your business is prepared to support topline revenue growth: operations, finance, IT, marketing, and more. • Gaining new distribution – developing a structure and process for new customer presentations, connecting you with sales professionals who can present your products, introducing you to buyers at key retailers, or you can engage me to present your products to new retailers in the Natural Specialty, Drug, or Conventional Grocery channels. • Expertise in selling product into, and building business in, the Healthcare Practitioner market. • Creating strategic partnerships: Vendor --> Customer, Customer --> Vendor, Business --> Business. • Interim Chief Revenue Officer (CRO/CCO/CSO) and VP of Sales services. • Assistance with interviewing potential new sales hires. • Contracted short term project work.

• Joined as VP of Sales Operations. Promoted April 2020 to VP of Sales - Specialty. • Senior Leadership of our sales teams handling Natural channel retailers, Distributors, Healthcare practitioners, Drug/Pharmacy channel, and Military. Total of about 65 team members, accounting for roughly 50% of total company revenue. • Presided over the Natural Channel sales team during the timeframe (2020-21) when our main HFS brand, Solaray, has been the market leader in sales growth. Most of our competitors were in decline during this same time period. Solaray substantially increased market share and moved into the #2 brand position under my leadership of the Natural Channel sales team. • Close collaboration with brand and innovation teams to ensure cohesion with retailer and market needs and trends. • Co-leadership in developing strategies and framework for company expansion into FDM retailers. Products, pricing, promotions, retailer priority and sequencing, organizational structure. • Personally managed CVS and Walgreens. • Oversight of the Sales Operations team responsible for sales data and analytics, third party data for use in sales presentations, customer insights, budgets and forecasting, sales processes and systems. • Implemented new self service portal for sales reports, created new sales management reports, launched new CRM in fall 2019. • Creation of cross functional processes to improve communication and integration, including around new FDM customer on boarding and consumer marketing needs for new types of customers. • Managed the successful initiative to clean up third party marketplaces from unauthorized sales, resulting in improved price points online by as much as 30%.

Charged with strategic oversight of Bastyr University, including financial stewardship, academic programs, student enrollment and outreach, organizational branding and long term viability. Member of board Finance Committee.

Director of Business Development; Promoted to Executive Team in November 2010 as VP of Business Development; promoted to VP of Sales and Customer Development in April 2017. Responsible for leadership of the company's sales organization including the retail sales team (both natural channel and FDM), ecommerce, healthcare practitioners, international customers, and the customer service team. Total number of staff within sales was 55-60, including brokers. P&L responsibility for revenue, trade spend, selling expenses, and sales infrastructure; set channel & customer strategies; direct management of sales leadership team; managed key strategic partners; conducted financial assessment of investments; prepared sales budgets and forecasts; presentation of sales related material to board of directors and shareholders; participated in new product development process; coordinated projects across functional units. Represented the viewpoint of sales on the Gaia Herbs executive team. Key Accomplishments: • Consistently delivered company revenue goals. • Developed 3 year channel strategy and obtained support from the board of directors for its execution. • Created strategy (including pricing and trade funds) and initiated implementation of company's expansion into FDM, gaining placement in CVS, Kroger, Ingles, Wakefern, Publix, Wegmans, and other conventional grocery. Pursued product co-development with Target. • Built tight collaboration with marketing and operations to ensure revenue plans were delivered. • Account manager for Amazon, posting 9x revenue growth in the 4 years of account management. Created strategy for all Amazon marketing and promotional activity. • Developed new sales infrastructure following significant industry changes affecting deployment of our sales team. • Implemented tools to evaluate customer profitability and promotional effectiveness. • Led practitioner division to consecutive years of double digit growth. • Launched the consumer direct business.

Taught MBA level Business Ethics course and undergraduate Business Policy course (strategic management)

Taught undergraduate business courses in the online program.

Led clients through the development and execution of strategic plans focused on business growth and development. Specific expertise in the nutraceutical industry, and within the practitioner channel in particular. Left this position after being offered full-time positions by several of my clients.

Senior leader responsible for leading several divisions of the company including the physician, international, distributor, and patient direct units. P&L responsibility, strategic planning, business development, sales and marketing strategy, and financial analysis. Managed sales, business development, operations, financial, and administrative personnel. Promoted twice during my tenure at the company. Left this position in order to begin consulting business.

Recipient of the UWGB Leadership Award