Rich Makover is a Partner in TechCXO’s Revenue Growth Practice and is based in New York. As an executive sales leader, he drives results for clients as an interim and fractional Chief Sales Officer (CSO), Chief Revenue Officer (CRO) and GM in consumer segments including beauty, jewelry, home goods and watches. Rich consistently exceeds growth goals, develops and executes innovative go-to-market strategies and organizational turnarounds across Fortune 500 and smaller, PE-backed companies. He has experience across channels, having built and led B2B, DTC, and eCommerce channels.
During his career, Rich transitioned from a career in Finance to a growth leader with a track record of leading new revenue strategies and aggressively pursuing transformation to achieve goals. His roles and accomplishments include the following:
Chief Sales Officer, Citizen Watch America – Rich maintained full sales, revenue and Go to Market responsibility for this Japanese public company and largest US maker of watch brands (Citizen, Bulova) with additional responsibility for luxury brands Frederique Constant and Alpina in preferred retailers. He managed multiple channels of trade: department stores, national mid tier, national jewelers, regional key accounts, independent jeweler, online marketplace, and off-price.
Chief Revenue Officer, Frederick Goldman – For this largest US bridal jewelry company, Rich developed a new business plan within his first 100 days, and restructured the field, marketing, and merchandising departments. Additionally, he built a new GTM focus and on-demand business model which contributed 300 margin basis points and dramatically improved the speed to react to the marketplace. He led a team of 10 with focus on change management, introducing energetic programs and and execution focus surrounding sales, merchandising, and marketing functions. He also oversaw multiple channels of trade: mass, national, regional key accounts, independent jeweler, online marketplace, and “e”retailers.
General Manager, SVP – Sales (Americas) A.T. Cross Company – Rich led this private-equity owned American fine writing implements company through organizational reorganization, modernization, and recovery efforts with attention to sales and marketing strategy, new product launches, as well as operational improvements implementation.
VP of Sales, Avon – Rich led a $2.3B field organization through a large business transformation with cross-functional responsibility over sales operations (SNOP), sales strategic planning, Go to Market alignment, digital lead generation, incentives/programs/events, marketing integration, training, segmentation, and analytics. He was a key architect/operations leader with Boston Consulting Group as they developed and executed a predominantly Direct Sales to a Multi-Level structure. His fact-based approach and empathetic leadership skills were critical to the accomplishment and were adopted across the globe.
Rich graduated with a BS in Accounting from Penn State and is an active mentor in both the Smeal Business School and the Men’s Varsity Lacrosse program, where he was a former team captain. He founded and now serves as director of “Teammates For Life,” a mentoring program for the men’s varsity lacrosse team. Rich used his strategic and organizational skills to create the program. They have successfully mentored and placed 90%+ of the graduates in entry-level jobs.