CHIEF MARKETING OFFICER OR VICE PRESIDENT SALES AND MARKETING
Creative, quick-thinking change agent adept at visionary strategic development, critical decision making, and building high performance teams. Particularly skilled at building brand through advertising, sales promotion, sponsorships, co-marketing and trade shows. Track record of restructuring, building infrastructure, driving new product development, utilizing market research, instituting segmentation strategy, increasing share of customer, increasing share of market, expansion into new markets and growth through acquisition. Focused on driving higher margins, ROI, and EBIT. Primary focus in consumer products but also experienced in business to business in a number of industries.
2005 - 2008
GENMAR YACHT GROUP
Pulaski, Wisconsin
VICE PRESIDENT SALES AND MARKETING (CHIEF MARKETING OFFICER)
$170 million division of Genmar Corporation. World’s largest manufacturer of 36’ to 70’ luxury command bridge motor yachts. Products marketed under the brand names Carver and the ultra premium Marquis brand.
Instrumental in the development, build out and refinement of the Marquis brand, the fastest growing command bridge yacht line in the world. Introduced 5 new models in 3 years.
Instrumental in the development and installation of a stage gate style new product development process.
Created a product marketing function to focus on product line strategy and management and to front end the new product development process.
Upgraded staff in both sales and marketing to increase the effectiveness of the organization and to provide the business acumen needed to execute revised sales and marketing strategies.
Installed a product life cycle management system to improve competitiveness through better product rollover and market positioning.
Created a market research strategy to provide competitive information to help improve product positioning and competitiveness
Through the development and installation of better metrics and analysis tools improved the discipline in sales execution and market pricing continuity.
2004 - 2005
THE METAL WARE CORPORATION
Two Rivers, Wisconsin
VICE PRESIDENT SALES AND MARKETING (CHIEF MARKETING OFFICER)
Housewares and outdoor consumer products manufacturer. Customers include major retailers in the mass home center, hardware, grocery, drug, club, sporting goods, internet, catalog, and television channels of distribution.
Responsible for the introduction of 21 new products.
Developed and installed a new product development system
Secured placement of 10 new product placement programs in major retail chains
2002-2004
CONSULTING
Independent business development, strategy, and marketing consulting targeted at manufacturing and commercial businesses. .
2000 - 2002
WPS RESOURCES CORPORATION,
Green Bay, Wisconsin
VICE PRESIDENT SALES AND MARKETING (CHIEF MARKETING OFFICER)
A $2.6B energy holding company focused on electric and natural gas sales and distribution operating both regulated utilities and non-regulated energy marketing and generating subsidiaries in 26 states within the United States.
Chief Marketing Officer, executive staff member, and an officer of the corporation, responsible for market and brand strategy for the corporation and its subsidiaries. Promoted to position and maintained previous responsibilities for WPSC (see below).
Directed changes to the corporate vision, mission, strategy, and corporate strategic planning process to include both market and customer-focused philosophies.
Developed a focus on the customer that led to Wisconsin Public Service being ranked by J.D. Powers as #3 utility in the nation in customer satisfaction in 2001.
Restructured, redirected, and downsized a marketing organization consisting of 150 people focused on government-driven programs into an organization geared to the customer and marketplace.
Reduced Marketing budget by 20%.
Initiated and developed strategies and functions for brand management, e-business, and knowledge management resulting in better all around marketplace visibility, reach, and internal information flow.
During tenure with corporation revenue increased from $1.3B to $2.6B and net income increased by 70%.
1998 - 2000
WISCONSIN PUBLIC SERVICE CORPORATION
Green Bay, Wisconsin
VICE PRESIDENT SALES AND MARKETING (CHIEF MARKETING OFFICER)
A $1B gas and electric utility subsidiary of WPS Resources Corporation.
Responsible for sales and marketing activities for Wisconsin Public Service Corporation.
Developed and implemented a Customer Value Management system that drove the actions of the regulated subsidiaries changing the focus of the business from internal to external.
Initiated a Customer Relationship Management system and implemented Onyx CRM software, which created one consistent view of the customer and customer-oriented plans across the corporation.
Developed and implemented a Data Warehouse system, which unified information from legacy systems reducing customer response time from weeks to hours.
Responsible for developing and installing a New Product Development and Product Management processes.
Restructured and redirected the efforts of the Account Management group to focus on customers increasing customer response time.
1995 - 1998
LUND INTERNATIONAL HOLDINGS
Anoka, Minnesota
VICE PRESIDENT SALES AND MARKETING (CHIEF MARKETING OFFICER)
A $240MM public company focused on manufacturing light truck accessories and was the largest producer of light truck appearance accessories in the United States. Marketed to Auto Parts Chains, Mass Merchants, Automotive and Outdoor Catalog, OEM (Ford, Chrysler, GM etc.), specialty retail truck stores, and automotive distributors.
Chief Marketing Officer, executive staff member, and officer of the corporation responsible for all Marketing, Retail Sales, Engineering, and R&D functions for the corporation.
Developed a 5-year business plan that called for rapid expansion of the business through a series of steps that included a combination of internal growth and acquisitions. Resulted in growth from $45MM to $240MM.
Instituted complete Marketing function including development of a strong Marketing team.
Instituted the company’s first full marketing plan.
Launched and implemented a complete new product development system strategically aligning Marketing and R&D functions. Resulted in new products making up 30% of annual sales.
Developed and executed strategy to enter the mass retail, auto parts retail, catalog, and OEM markets with major trademarked product lines resulting in $15MM in new business in first year.
Involved in targeting, landing, and assimilating company’s first 2 major acquisitions.
1985 - 1995
NEWELL COMPANIES (now NEWELL/RUBBERMAID)
PLASTICS INC., St. Paul, Minnesota (1994-1995)
VICE PRESIDENT SALES
A $45MM subsidiary of Newell, was a market leader in disposable tabletop plastic products to the food service, airlines and retail markets. Brought in to turn company around.
Responsible for sales effort for Plastics Inc. Position responsibility included managing a network of national accounts, regional sales managers and manufacturer representatives.
Reworked the sales strategy to be more driven by reaching the end customer rather than focusing on the distributors in the food service business increasing pull through of products.
Increased disposable tabletop product sales by 35% ($10MM) through repositioning and new product introductions in multiple product lines including the industry leading Prestige™ product line.
Revamped the sales strategy to include focus on retail opportunities and brought on a separate retail sales force made up of manufacturer representatives, resulting in $2MM in new sales.
ANCHOR HOCKING PLASTICS INC., St. Paul, Minnesota (1991-1994)
VICE PRESIDENT MARKETING
A $75MM subsidiary of Newell, was a market leader in retail microwave cookware and retail food storage products (Customers included major retailers in the mass grocery, drug, club, and television channels of distribution.)
Responsible for company strategy, product P&L responsibility, advertising, new products, targeting acquisitions, and overall product line and brand management. Managed a staff of 12.
Conceived of, developed and introduced an innovative new 75 SKU food storage product line (Stowaways™) that forced the market leader to reposition itself and pushed 6 competitors out of the mass-market channel. First year’s sales of $20MM.
Developed and launched a multi million dollar national television ad campaign to support introduction of the new Stowaways™ product line.
EZ PAINTR, Milwaukee, Wisconsin (1990–1991)
MARKETING MANAGER NORTH AMERICA
A $100MM subsidiary of Newell, was the world’s largest manufacturer of consumer and professional paint applicators.
PLASTICS INC., St. Paul, Minnesota (1987-1990)
MARKETING MANAGER (1987-1990)
NATIONAL SALES MANAGER – Food Packaging Markets (1985-1987)
1978 -1985
THE VOLLRATH COMPANY
Sheboygan, Wisconsin
OEM SALES SPECIALIST (1982-1985)
OEM SALES ENGINEER (1978-1982)
A $100MM privately held company producing stainless steel and plastic products for the foodservice, medical, and OEM markets.
EDUCATION
1978
B.S. Degree - Biology
University of Wisconsin Eau Claire |
