CHIEF MARKETING OFFICER OR VICE PRESIDENT SALES AND MARKETING
CAREER SUMMARY
Business change agent repeatedly chosen by CEO’s and Presidents to effectuate visionary go to market strategy development/execution, organizational restructuring, and sustainable growth models. Particularly skilled at institutionalizing operational excellence in the Sales, Marketing, Customer Service, Product Line Management, NPD, and BD functions.
Broad experience in proprietary and private label consumer durables. Categories include housewares, hardware, outdoor products, automotive aftermarket, and luxury recreational products. Channels of retail distribution include Mass, Home Center, Hardware, Department Store, Farm Store, Sporting Goods, Automotive Chain, Club, Grocery, Drug, varieties of Specialty Retail, Dealer Networks, Television Shopping, Catalog, and Internet. Additional experience with Automotive OEM, Industrial OEM, Foodservice Distributor, Automotive Distributor, and Airline channels.
PROFESSIONAL WORK EXPERIENCE
GENMAR YACHT GROUP (Carver & Marquis Yachts), Pulaski Wisconsin 2005 – Oct. 2008
$170 million division of Genmar Corporation. World’s largest manufacturer of 36’ to 72’ luxury command bridge motor yachts.
Products marketed under the brand names Carver Yachts and the ultra premium Marquis Yachts brands. Sold through large Marine Dealers.
Vice President of Sales and Marketing (CMO)
Responsible for all sales marketing operations for the corporation.
• 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. Resulting in 50% growth in the brand.
• 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 and focus 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 function to provide competitive information to 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. Improved margins by 3%.
THE METAL WARE CORPORATION, Two Rivers Wisconsin 2004-2005
Counter top electric housewares and outdoor consumer products manufacturer. Marketed under Nesco, American Harvest and Open Country brands. Channels of distribution included major retailers in the Mass Home Center, Hardware, Grocery, Drug, Club, Sporting Goods, Internet, Catalog, and Television Shopping.
Vice President of Sales and Marketing (CMO)
Responsible for all sales and marketing operations for the corporation.
• 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.
• Increased revenue by 5% and profit by 3%.
CONSULTING 2002-2004
Independent business development, strategy, and marketing consulting targeted at manufacturing and commercial businesses. .
WPS RESOURCES CORPORATION (now Integris), Green Bay, Wisconsin 1998-2002
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.
Vice President Sales and Marketing (CMO) (2000-2002)
Chief Marketing Officer, executive staff member, and an officer of the corporation, responsible for market and brand strategy for the corporation and its subsidiaries. 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 and internal information flow.
• During tenure with corporation revenue increased from $1.3B to $2.6B and net income increased by 70%.
WISCONSIN PUBLIC SERVICE CORPORATION, Green Bay, Wisconsin (1998-2000)
A $1B gas and electric utility subsidiary of WPS Resources Corporation.
Vice President Sales and Marketing (CMO)
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.
LUND INTERNATIONAL HOLDINGS, Anoka, Minnesota 1995-1998
A $240MM public company focused on manufacturing light truck accessories and was the largest producer of light truck appearance accessories in the United States. Focused on multiple channels including Automotive Chain Retail, Mass, Farm Store, Specialty Automotive Retail, Automotive Distributor, Automotive Dealer, and Automotive OEM.
Vice President Sales & Marketing (CMO) (1995-1998)
Chief Marketing Officer, executive staff member, and officer of the corporation responsible for all Marketing, Sales and R&D Engineering 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 market 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.
NEWELL COMPANIES (now NEWELL/RUBBERMAID) 1985-1995
A $3.5B consumer products company with multiple subsidiaries in the housewares, hardware, and office products retail markets.
PLASTICS INC., St. Paul, Minnesota (1994-1995)
A $45MM subsidiary of Newell, was a market leader in disposable tabletop plastic products to the Mass, Department Store, Party Store, Grocery, Club, and Drug retail channels as well as Food Service Distributor, and Airline channels.
Vice President Sales
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.
• Revamped the sales strategy to focus more 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)
A $75MM subsidiary of Newell, was a market leader in retail microwave cookware and retail food storage products Channels of distribution included major retailers in the Mass, Department Store, Farm Store, Grocery, Drug, Club, Specialty Housewares, Drug, Grocery, and Television Shopping.
Vice President Marketing Anchor Hocking Plastics/Plastics Inc.
Responsible for marketing both companies. Included company strategy, product P&L responsibility, advertising, new products, targeting acquisitions, and overall product line and brand management.
• 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. Personally hold 13 patents on the line.
• Developed and launched a multi million dollar national television ad campaign to support introduction of the new Stowaways™ product line.
• 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.
EZ PAINTR, Milwaukee, Wisconsin (1990–1991)
A $100MM subsidiary of Newell, was the world’s largest manufacturer of consumer and professional paint applicators Retail Channels of distribution included Mass, Home Center, Hardware, Farm Store, and Specialty Paint Stores.
Marketing Manager North America
PLASTICS INC., St. Paul, Minnesota (1987-1990)
Marketing Manager (1987-1990)
National Sales Manager – Food Packaging Markets (1985-1987)
THE VOLLRATH COMPANY, Sheboygan, Wisconsin 1978-1985
A $100MM privately held company producing stainless steel and plastic products for the Foodservice, Medical, and Custom OEM markets.
OEM Sales Specialist (1982-1985)
OEM Sales Engineer (1978-1982)
EDUCATION
B.S. Degree – Biology, Minor Organic Chemistry
University of Wisconsin Eau Claire 1978 |
