Scott Karpman

Hands-on proven Leader that successfully develops and executes annual plans, sales and marketing strategies and organizational plans while managing profit and loss statements to profitability. Effectively achieves goals through planning, working collaboratively with customers and sales associates in the field, defining roles across the team, leading with clarity, authenticity, transparency.

Chief Sales Officer at Motherlove Herbal Company (2021-02 – 2024-12)

Lead the internal and external sales teams to meet revenue and sales growth targets. Overseas all sales related activities including assessing, implementing, and reporting sales strategies that will drive growth for Motherlove domestically and internationally. The CSO is part of the Executive Leadership Team and a Board Member.

Director of Natural Channel Sales at MegaFood/FoodState Inc. (2019-03 – 2019-12)

Manage $30MM+ of revenue for all National and Key Regional retailers including Whole Foods, The Vitamin Shoppe, Sprout’s, Natural Grocers, H-E-B, Pharmaca, INFRA and NCG. Led the MF sales organization in the natural channel including all brokers and independent retailers. Utilized syndicated data including SPINS, Nielson’s, and IRI to guide sales strategies.

• Developed and implemented new processes including CRM, Trade Program Management and sales compensation programs that directly increased revenue by 11%.
• Managed both revenue and expense budgets to profitability hitting and exceeding TOP line and Bottom line objectives
• Grew YOY sales 11% through effective and efficient trade spends, TDP placements and ACV growth

National Sales Leader at MegaFood/FoodState Inc. (2016-04 – 2019-03)

Led a team, including 30 Territory Leaders, 3 Regional Sales Leaders and broker network. Managed field sales execution including sales training and remote sales education across all channels of business including Natural, E-Commerce and FDMC. Served on the D2C launch team as the “voice of sales” to support the D2C platform.

• Increased sales double digits over 24 months through sales team reorganization, implementation of new sales tools and KPI processes, as well as a focused channel strategy to best leverage assets.
• Built out new sales and education platforms for our internal team to upgrade selling skills and category knowledge, training our team to be the “Trusted Go to Partner” for our retailer community.
• Increased productivity of retail visits over 30% through new CRM implementation, upgrade of tools and technology.
• Opened new channels for the MegaFood brand including Health Care Practitioners and independent pharmacies, a revenue increase of $5mm+
• Through team collaboration created clear channel strategies with tactical measurable actions for a topline revenue increase of 20% CAGR

Regional Sales Manager at MegaFood/FoodState Inc. (2013-02 – 2016-03)

Led Northeast, South Central and Canada Regions with a combined annual budget of $25MM+. Direct responsibility included leading eight Territory Managers, one field sales brokerage and Canadian distribution.

• Leading field sales effort at Key National Accounts including Whole Foods, NCG and INFRA that experienced 25%+ sustained growth through improvement of product mix, focused call cycle and increased distribution points.
• Led head office sales and marketing for MegaFood at NCG and INFRA which achieved growth of 35%+ due to increased SKU placement, new store openings as well as an aligned sales and marketing focus.
• Aligned sales teams on new call cycle and revised territories which increased sales call productivity by 30% and revenue growth by 30%+
• Increased profitability and EBITDA double digits by reducing discount structure with better focused promotional spending and selling on “value” rather than discounts.
• Educated sales team, inside and outside, on fact based selling and better business acumen including use of SPINS data, which has increased turns, placement and category assortment at shelf.

Director of Sales at WELLPET LLC (2008 – 2012)

Managed an annual budget of $400M+ for all brands including Wellness, CORE, Eagle Pack and Old Mother Hubbard. Responsibility for six direct channel reports and a sales team comprising 48 District and Territory sales managers. Realigned the sales team to focus on key customers and profitability. Assessed the sales structure then implemented re-focused sales organizational and compensation plans.

• Hired, trained and coached team resulting in recognition as the “Top Performing Sales Team” in 2009, 2010 and 2011
• Expanded sales to new pet specialty channels including FDMC and e-commerce that increased sales by $70M+ over a 24 month period
• Responsible for cross functional E-Commerce team in this fast growing channel with year over year growth of 100%+
• Had ownership of Key National Accounts with top to top management at PSP, PetSmart, Petco, Pet Valu, Pet Supermarket and Petland which achieved 25% YOY CAGR for 4 consecutive years through increased TDP’s and strong category management leadership

Regional Sales Manager at WELLPET LLC – OLD MOTHER HUBBARD INC. (2003 – 2008)

Responsible over the period for managing majority of territories in the USA and Canada on a national level.

• Managed sales organization through acquisition of company by Private Equity ensuring a smooth transition and successful achievement of sales targets

Sales Manager; President; Vice President, Sales – Grocery/FDMC focused at Old Mother Hubbard, Inc.; Jadsco Foods; BF Foods

Additional Relevant Experience

Bachelor of Arts in Labor Relations – McGill University

Executive MBA Program-Certificates in Leadership and Sales Management – Southern Methodist University, Cox School of Business

MBA – Quantic School of Business and Technology