Jessica Lawrence

$180M+ revenue portfolio • 57-person organization • 2,500+ accounts • 350+ strategic partners Revenue Operations & Business Intelligence. Owned a full $180M+ P&L, driving profit optimization through revenue operations and business intelligence spanning financial planning, budget management, and forecasting. Turnaround Leadership. Took a division from #9 to #2 in national revenue growth in 24 months, rearchitecting the go-to-market model, realigning territory management, and instituting an enterprise OKR and KPI framework that embedded accountability organization-wide. Business Development, Market Entry & Sales Enablement. Architected the go-to-market strategy, sales enablement, and market entry playbook that turned the organization into a new business engine, using business and competitive intelligence to drive demand generation and new logo acquisition. Multi-Channel Distribution & Commercial Strategy. Designed and executed a multi-channel distribution and route-to-market strategy, deploying channel strategies by segment and optimizing resource allocation through market segmentation and sales analytics for profitable growth. Organizational Transformation. Redesigned the organizational structure from scratch, realigning reporting lines, management layers, and roles to market opportunity and building an efficient operating model that drove commercial impact. Talent Architecture & Workforce Planning. Built a leadership pipeline producing 7 promotions, 3 enterprise-wide, through talent acquisition, leadership development, succession planning, and workforce development within a high-performance culture that became a recognized source of enterprise talent. Digital Transformation & AI. Architected GTM planning and deployed an AI-enabled field intelligence platform that lifted targeting precision and share capture, then turned predictive analytics and real-time market signals into a repeatable, data-driven account-targeting engine.

$90M revenue portfolio  •  30-person team  •  75+ strategic partners  •  2,800+ accounts -  hospitality, travel, entertainment, sports Strategic Partner Management. Designed and led a full strategic partner and alliance management framework across 75+ national and regional partnerships, directing joint business planning, co-investment, partner relationship management, contract negotiation, and go-to-market execution that strengthened C-suite engagement, deepened partner investment, and drove revenue growth and market share expansion. Team Performance. Built and led a 30-person team that outperformed every peer division in the NY Metro market, sustaining top-ranked performance through non-negotiable standards, structured coaching, and a culture anchored in data analytics, program integrity, sales forecasting, quota setting, and value-based selling. AI & Technology Innovation. Led the SaaS implementation and enterprise change management rollout of an AI-enabled market intelligence platform, building the use case, driving user adoption across the commercial team, and securing partner buy-in, delivering a shared intelligence capability that turned real-time market signals into revenue-generating decisions. Enterprise & Cross-Functional Leadership. Selected as 1 of 23 executives globally from a 23,000-person organization for a yearlong UNC Kenan-Flagler and FIU leadership program, then chosen as 1 of 5 to lead the design of a company-wide enterprise software platform, owning requirements definition, sourcing and evaluating external vendors, and presenting the business case directly to the CEO. Operational Excellence & Process Optimization. Institutionalized sales operations cadence, performance reporting, and process standards across the division, eliminating execution inefficiencies, improving cross-functional alignment, and building the operational infrastructure that sustained performance through leadership transition.

$35M commercial portfolio  •  NY Metro  •  6-person team  Sustained Revenue & Profit Growth.  Delivered positive revenue and gross profit growth every year across an eight-year tenure — peaking at +17% revenue and +16.4% gross profit in the strongest year, never falling below +5%, and managing a complex multi-segment account portfolio through market cycles and competitive pressure without a single down period. Talent System Design.  Designed a hiring, onboarding, and development framework purpose-built for a high-volume commercial environment. System was scaled across the business unit and adopted as the foundation for field talent development. Change Management & Digital Adoption.  Pioneered enterprise CRM adoption and digital transformation across the salesforce, owning rollout strategy, change management, and user enablement to establish pipeline visibility, data integrity, and forecasting accuracy. Account Portfolio Development. Directed key account management, strategic account planning, and executive-level client engagement across a complex NY Metro portfolio — identifying competitive displacement opportunities, negotiating and securing incremental contract value, and building C-suite relationships that drove customer retention, expanded share of wallet, and positioned the organization as the preferred commercial partner in every key account.

$74M commercial portfolio  •  NY Metro  •  6-person team  Owned a $72M off-premise business and led a 6-person field sales team with a branding-first approach, converting premium portfolio strategy into standout in-store presence, distribution gains, depletion growth, and shopper conversion. Brand Building at Scale: Led off-premise brand and portfolio strategy across visibility, messaging, display standards, category management, assortment planning, and new item introductions that strengthened premium positioning and shelf presence. Revenue & Profit Growth: Grew the $72M portfolio +22% in revenue and +6% in gross profit (2019) through disciplined account and territory management, pricing strategy, and promotional planning. Shopper Marketing & Activation: Partnered with internal and external brand teams to build shopper marketing campaigns, seasonal programming, and trade promotions, with in-store execution toolkits informed by consumer and shopper insights. Merchandising Excellence: Drove best-in-class shelf standards, display execution, and planogram and space-to-sales optimization that improved placement, points of distribution, ACV, and sell-through velocity across key accounts. Field Sales Leadership: Led a 6-person field sales team through clear KPIs, structured coaching, performance management, and a repeatable retail execution cadence. CRM-Enabled Execution: Deployed CRM workflows and sales analytics to sharpen call quality, account targeting, forecasting, and program follow-through. Cross-Functional Delivery: Coordinated with supplier, trade, legal, and warehouse partners to ensure compliant activation and seamless retail execution.

Concurrent advisory engagement  •  Keynote speaker  •  Executive case study presentations Engaged as a keynote speaker and commercial case study presenter for senior leadership teams at major global organizations, including Credit Suisse, Citi, Lululemon, and other top-tier global institutions, delivering thought leadership, executive communication, and facilitation across high-level presentations on commercial strategy, sales leadership, and market growth frameworks throughout a concurrent 5-year strategic advisory engagement.

Recruited to lead multi-market growth across 13 states spanning state-controlled and open states; managed a multi-distributor network with end-to-end commercial ownership. Owned all business facets. Multi-Market Revenue Growth.  Drove peak growth of +23% revenue and +17% market share across a 13-state footprint by rebuilding distributor accountability systems and holding them to execution standards that produced consistent, measurable results. International Partner Strategy.  Owned and directed U.S. brand management, trade marketing, and the marketing budget for principals across Europe and South America, aligning global brand strategy and positioning with local market realities and consumer insights, and orchestrating co-op advertising, shopper marketing, integrated campaigns, and demand creation that grew portfolio investment, accelerated U.S. market development, and delivered measurable return on marketing investment. Distributor Infrastructure.  Architected a full-cycle distributor management system including joint goal-setting frameworks, demand planning, sales forecasting, pricing and programming calendars, and a structured Sales and Operations Planning (S&OP) cadence of meetings and quarterly business reviews that transformed distributor partnerships into repeatable growth engines. Brand & Market Activation.  Built and executed multi-market brand activation, experiential marketing, and field marketing programs, leading new product launches and point-of-sale merchandising that translated brand and product priorities into localized consumer engagement and high-impact retail execution, building brand awareness and equity, driving volume growth, and strengthening sell-through across the portfolio.

Drove new business, key account management, and event-driven brand marketing across a top-tier Manhattan B2B territory. Business Development & Territory Growth: Grew a top-tier Manhattan B2B territory +130% through new client acquisition, consultative selling, and relationship management across premium accounts. Negotiation & Deal-Making: Led contract negotiations and pricing discussions end to end, structuring and closing agreements that won new business, deepened account commitments, and protected profitability. Event Planning & Experiential Marketing: Planned and executed high-impact events, tastings, product launches, and on-site activations, partnering with brand teams and venue stakeholders to drive awareness, trial, and loyalty. Stakeholder & Vendor Management: Coordinated brand partners, venue stakeholders, and external vendors, managing program budgets and event logistics to deliver seamless on-site execution. Account Strategy & Client Relationships: Owned end-to-end account strategy and built durable client relationships that drove retention, repeat business, and referrals.

Semiconductor / Technology  •  NASDAQ IPO  •  Core commercial team Contributed to a high-growth B2B technology sales organization through a successful NASDAQ IPO — applying enterprise solution selling, consultative sales methodology, and cross-functional go-to-market execution to drive customer acquisition and revenue growth. IPO Execution & Market Expansion.  Owned commercial execution during the company's NASDAQ IPO, capturing enterprise accounts, penetrating new market segments, and translating complex semiconductor solutions into business outcomes that drove revenue acceleration, expanded the total addressable market, and increased the commercial footprint ahead of the public offering. Revenue & Pipeline Management.  Drove full-cycle B2B pipeline management from lead generation and prospecting through deal closing, developing opportunities, maintaining forecasting cadence, and advancing sales cycle progression while partnering cross-functionally to accelerate deal velocity, quota attainment, and sustained revenue momentum.