BUSINESS DEVELOPMENT & SALES / MARKETING LEADER
Agent, Distributor, Channel Development / Licensing / Multinational, Key Accounts / Sustainability / Strategic, Tactical Planning / International Trade & Travel (30+ countries) / Contract Negotiations / Consumer, Industrial, Promotional Products and Packaging / Product Development, Management
PROFESSIONAL EXPERIENCE
Marketing and New Business Development Director, VACUMET Corp. 1/07-3/09
Wayne, NJ
Recruited by President to develop new markets, launch products, develop corporate Sustainability approach and increase Corporate / Brand visibility for three distinct product groups. Key Initiatives: Penetration of Health & Beauty Aid industry & Brand Owner multinationals, growth of International markets. Vacumet converts Metallized and Holographic substrates for functional and decorative Packaging applications (Consumer Healthcare, Pharmaceutical, Food, Beverage etc.), and Media.
- Executed geographic growth initiative utilizing international facilities of Vacumet's Parent, as a bridge to launch international efforts. Leveraged perception of "Local Presence" in Brazil resulting in the conversion of a previous competitor into a working partner.
- Implemented New Product Sales initiatives for Sales force targeting Converters, Contract Packagers and Brand Owners in multiple industries: Food, Consumer Healthcare, Pharmaceutical etc. Initiatives included "Blister Card/Packaging" and "Foil Replacement" the latter utilizing branded high barrier Metallized films while leveraging sustainability.
- Homogenized corporate image and value proposition across three product groups: Metallized Plastics, Metallized Papers, and Holographic Products. This effort involved industry media, collateral materials redesign, website rebuild, sustainability approach, and other grassroots initiatives.
Market Development Manager, CROWN SPECIALITY PACKAGING 4/05-12/06
Belcamp, MD.
Responsibilities at this Crown Holdings division, was to develop innovative Promotional Packaging applications in new target industries i.e.: Pharmaceutical, Consumer Healthcare etc. Coordinated efforts with European Product Development team to promote global "Brand-Building Packaging" effort.
- Established Crown in the US Consumer Healthcare marketplace with Pfizer CHC (Listerene) sales initiative sold-through WAL-MART in 2007, adding $396K to net sales.
Sales Manager (International), PHD Inc. 4/03-5/04
Fort Wayne, IN
Challenged to motivate Distributors, and increase sales for this manufacturer of engineered industrial automation devices. Focus was on Packaging & Automotive industries. Reported to CEO, was "hands-on" with Business Plan development, Logistics, Finances, Customer Service, Credit / Collections, Budgeting, Marketing Communication Materials, and Training.
- Increased sales by 33% by taking Sales training to overseas Distributors, providing bi-lingual collateral materials, and building Distributer credibility by meeting with existing and prospective clients in represented territories. Territory experienced less than 15% total growth in prior nine years.
Sales and Marketing Director (International), RIEKE PACKAGING SYSTEMS 8/99-2/03
Auburn, IN
Recruited by President to establish Latin American regional presence, open overseas startup, and launch European brands into the region. Rieke is a multinational manufacturer of Caps, Closures and Dispensers for Consumer products, Pharmaceutical, HBA, Petroleum, Chemical, AgChem, Food, and Coatings industries.
Supervised ten people: two Direct Reports, four Indirect Reports, four Representing Agents.
- Increased sales 47% after restructuring Distribution Channels, opening a Brazilian start-up, executing marketing initiatives and securing high-profile accounts (HEINZ, CASTROL, VALVOLINE, and RECKITT BENCKISER etc.).
- 2001; Incorporated, & staffed start-up while residing in Sao Paulo working closely with lawyers, bankers, warehouses, and governmental agencies to complete Startup.
Business Development Manager (International Markets), PANTONE Inc. 9/94-8/99
Carlstadt, NJ
Managed overseas sales operations in Asia / Pacific Rim & Latin America. Company is a US manufacturer of Industrial & Consumer products for the Graphic Arts, Plastics, Textiles, and Computer industries.
- Increased Latin sales 102% and Asia / Pacific Rim sales 46%.
- Developed product line extension in 1998 intended for international education markets and later sold domestically. This launch added 3% growth to net sales that year.
- Signed on fourteen new Printing Ink Licensees.
- Recruited, trained and collaborated with network of Channel partners (Licensees, Distributors, OEM's and VAR's) on joint Sales & Marketing initiatives.
- Conceived the "Brazilian Color Communication Center" in 1997; a collaborative effort with Industrial Association, ABTG; created for education and acceptance of Pantone throughout Brazil's color dependent industries. Success of this strategic relationship received published notoriety twice in ABIGRAF (03/04 -'97 & 07/08 -'97)
- Secured Company as the Color Communication System of choice for Brazilian Vocational School System for Graphic Arts; "SENAI". Success was highlighted in Brazilian trade publication; ABIGRAF (09/10 -'95).
Sales Manager (International), TEKNOR APEX INTERNATIONAL 2/91-9/94
Pawtucket, RI
Charged with growing Asia / Pacific Rim & Latin American customer base of Five manufacturing divisions for this US-based manufacturer of Plastics (PVC / TPE's), Rubber compounds, Color Concentrates, Molded & Extruded products, and Films for Industrial & Consumer markets (Medical Devices, Packaging, Automotive, Wire & Cable, Lawn & Garden, and Commercial / Food Service products). Responsible for over twenty Representing Agents, Distributors and Licensees.
- Increased Latin sales 96% and Asia / Pacific Rim sales 42%.
- Conceived plan to sell Work-In-Process to competitors in regions where our consumer products were not economically viable for the market.
- Expanded customer base to include Foreign Military.
Started career in International Sales with BASF's Chemical Division (2/89-5/90). Sold Intermediate and Specialty chemicals (i.e. Surfactants) worldwide.
EDUCATION:
Post M.B.A. Graduate Certificate, Pharmaceutical Mgmt. FAIRLEIGH DICKINSON Univ. 2006
M.B.A., International Business, FAIRLEIGH DICKINSON UNIVERSITY, 1988
B.S., Marketing, FAIRLEIGH DICKINSON UNIVERSITY, 1987
A.S., Aviation Management, FLORIDA INSTITUTE OF TECHNOLOGY, 1984
Additional postgraduate courses/programs at Columbia University, NYU and Bryant College.
Languages: Conversational Spanish
Private Pilot and Scuba Diver (AOW, NITROX)
Military: UNITED STATES MARINE CORP RESERVES, 1985-92. Honorably Discharged, E5 |
