CAREER OVERVIEW
Presently, I am a Product Manager for a global manufacturing company, responsible for +350% sales growth of a current $### product portfolio in North America. My responsibilities include market research, product positioning, product development, setting prices, sales forecasting, creation of marketing materials and sales brochures, trade shows, initiating sales calls, preparing quotations, and the ongoing training of sales managers, staff, distributors, reps & customers.
Previously, I performed all aspects of product development for a $### contract research and technology development company. While there, I identified commercial opportunities, applications and partners; lead an engineering team in demonstration of feasibility and value; wrote $900K in awarded Phase I & II SBIR grants; and re-launched the company website to market its licensing opportunities and products.
At a multinational manufacturing company, I invented and patented a groundwater pollution detection technology, then launched and staffed a profitable international business. The $### business at [company] is still growing thanks to the current strong market for petroleum exploration.
Out of graduate school, I conducted building energy audits, contracted energy efficiency services to commercial and residential buildings, and conducted solar and wind power sitings.
QUALIFICATIONS
I am skilled at mastering new industries, markets, technologies and engineering processes in the search for new product opportunities. My goal is to commercialize those products and services possessing unique and profitable value. I am accomplished in developing intellectual property and patents; communicating product value and competitive advantage for technology products; developing of product strategy; establishing branding and value pricing for products; recruiting qualified staff; positioning and marketing products; and post-launch competitive strategy. I have experience with many facets of the supply chain, from manufacturing to wholesale and retail merchandise distribution. I have recruited and supported direct sales forces, and facilitated sales through warehouse distributors and manufacturer’s representatives.
I have functioned in a variety of roles within corporations: experienced businessman, program leader, marketer, listener, mentor, problem-solver, scientist, strategist, inventor, team player, statistician, manager, author, public speaker. I am skilled with the tools of problem solving, application of the scientific method, statistical data analysis, pattern recognition and controlled experimentation.
My experience extends to many technologies and industries, including semiconductor and microelectronics, chemical/analytical instrumentation, petroleum exploration, hydrocarbon processing, cleanrooms, gas and liquid filtration, membrane separations, fluoropolymers plastics, air and groundwater pollution detection, air emissions control and remediation, respiratory oxygen production, building construction, heating, cooling and energy efficiency in buildings, building energy audits, solar and wind power site assessments.
2004 – Present GLOBAL MANUFACTURING COMPANY
Northern New Jersey
North American Product Manager
Recruited to the North American division of this ~$### million privately-owned global manufacturer of air filters by [name] U.S. Marketing Manager. [name] saw the potential for strong sales and profit growth for two related lines of specialty air filters. Product sales were stagnant due to lack of skilled product management. After 5 years as North American Product Manager, 2008 sales were up +350% to $### from the base years of 2002 and 2003.
All aspects of both product lines were revamped over the past four years. The product lines were segmented by product performance and application, and expanded with new products. Selected existing European offerings were modified, imported and offered in North America. Product pricing was reset to reflect repositioning of products from highest to lowest performance and value. New product brochures were created; the existing ones were extensively revised. Training programs were developed and are regularly offered to the entire U.S. and Canadian direct sales and distributor/manufacturer’s representative network. A full-time sales engineer (direct report) was recruited, and tasked with marketing directly to architectural engineering customers and design/build construction firms engaged in new building design and construction.
Regular duties include responding to technical application inquiries from customers and internal customer service staff, preparation of detailed performance statements and quotations, product champion to manufacturing plants, new product development proposals, monitoring and analysis of competitive products and patents, initiation and conduct of ‘pull-through’ sales calls, extensive travel with sales staff and reps to customer’s facilities and representation of the company’s interests at trade and standard’s organizations as a voting committee member.
In 2008, my duties were expanded to promote [current employer]'s market messages of energy efficiency and lowest cost of product ownership. I have begun to participate in matters before the US Green Building Council (USGBC) regarding Leadership in Energy and Environmental Design (LEED) and building air filtration.
2000 – 2003 TECHNOLOGY DEVELOPMENT COMPANY
Mid-Atlantic State
Director, Marketing and New Product Development
I was recruited to this small privately-held research and technology development spin-off of the DuPont Company in April 2000 by [name], President of [company]. [name] sought a Product Manager to screen product applications and negotiate the licensing and development of product applications.
In my four years at [company], I collaborated with [name] to develop value propositions and marketing messages for gas-separation membranes and gas-liquid contactors, lead application-specific prototype development, authored publications and technical presentations, designed bench and field demonstrations of technology, documented product performance, managed development and licensing partnerships, and contributed improvements to development partner’s product designs.
I wrote more than $900K in awarded Phase I and Phase II SBIR grants from the U.S. Department of Energy and the National Science Foundation, and recruited engineers and research scientists to conduct the research. I oversaw a complete redesign of company website, writing content that focused on marketing its licensing opportunities and products.
1984 – 2000 GLOBAL MANUFACTURING COMPANY
East Central State
Sixteen years of progressive experience developing commercial applications for proprietary [tradenamed product line].
1998 – 2000 Program Manager, Corporate R&D Decision Support System
* Developed methods and metrics for enterprise-wide measurement and coordination of [company’s] $### Research & New Product Development portfolio. Reported directly to the CTO.
* Developed working relationships with [company’s] CEO, COO and associates in over forty plants in the United States and Europe across the entire Financial, R&D, Information Technology, Marketing, and Manufacturing operations.
* Developed a working knowledge of product portfolio analysis tools in use across the corporation.
1989 – 1997 Inventor & Product Specialist,
* Identified a clear need in the marketplace and built a service business from scratch to satisfy that need. Conceived product and built business team from concept through commercial launch. Invented and patented a method used for the screening of soil and the detection of both environmental pollutants and subsurface oil and gas reservoirs. Product group annual sales of ~$### in 2006.
* Validated and successfully launched a second geochemical (petroleum exploration) product application in 1995 - 1997; negotiated for acquisition of competitive intellectual property and key talent; lead successful effort to integrate acquired technology and relocate key team members.
1984 – 1989 R&D and Product Development Leader, Cleanroom Products Group
* Developed products to control airborne contamination in dust-free clean manufacturing spaces.
* Designed, conducted, statistically analyzed and presented elaborate field sales demonstrations.
* Provided technical marketing support to sales team in U.S. and Europe. Invited author and speaker.
1978 – 1983 BUILDING / ENERGY CONSERVATION EXPERIENCE
House Doctor (building energy efficiency), Princeton Energy Partners, Princeton, NJ
* Conducted verifiable, instrumented building energy audits; trained and supervised three-man crews performing cost-effective one-day thermal bypass repairs that resulted in documented cost savings to building owners in NY, NJ, PA and DE. Customers served included apartment owners, retirement communities, developers, and the City of New York.
* PEP were pioneers in the use of air blower doors and infrared cameras to diagnose air bypass and thermal construction defects that resulted in significant energy loss through building shells.
Alternative Energy Designs
* Conducted building energy audits; solar and wind power site assessments; insulated buildings.
* Designed energy efficiency measures, consulted with ice rink board of directors, implemented conservation measures resulting in an annual savings of ~25% of the rink's operating budget for electricity.
Graduate Research Assistant, [University]
* Researched and programmed mainframe computer program for predicting solar power on arbitrarily oriented and sloped surfaces and solar collectors. Research funded by the University's Institute of Energy Conversion.
* Conducted Master’s Thesis research on the energy-budget and microclimate of an indoor ice rink.
PROFESSIONAL AFFILIATIONS
* American Society of Heating, Refrigerating and Air-Conditioning Engineers (ASHRAE)
* US Green Building Council \ Delaware Valley Green Building Council
* American Chemical Society
* American Institute of Chemical Engineers (2000 – 2003)
* Northeast Sustainable Energy Association \ American Solar Energy Association
* Institute of Environmental Sciences and Technology
ACADEMIC EDUCATION
* M.S., Climatology (Earth and Atmospheric Sciences), [University], 1983.
Thesis: ‘The Energy Budget of an Indoor Ice-Skating Rink’. Curriculum: Heat and mass transfer in buildings, soil, oceans, and atmosphere; statistical modeling, time series analysis; engineering calculus and differential equations; modeling of solar energy gain on sloped surfaces; sensors & data logging.
* B.A., Geography (Environmental Sciences), [University], 1977.
PATENTS AND PUBLICATIONS
* “Membrane Contactors Featuring Non-Wetting Perfluorinated Membranes For Efficient Gasification And Degasification Of Process Fluids”, American Institute for Chemical Eng’g Annual Meeting, 2001.
* “A Novel Passive Sorptive Method for Site Screening of VOCs and SVOCs In Soil and Groundwater”,
in: Hydrocarbon Contaminated Soils IV, Amherst Scientific Publications, 1994.
* U.S. Patent ########, “[descriptive name] Apparatus”, 1993 (with [name]).
* “Measurement of Detachable Submicron Particles and Surface Cleanliness of Clean Room Garments”,
in: Particles on Surfaces 2, Plenum Publishing Corporation, 1989.
PROFESSIONAL & BUSINESS DEVELOPMENT
* LEED® Accredited Professional (March 2009)
* Competitive Business Strategy (Wharton School of Business, December 1998)
* Smart R&D: Maximizing the Value of R&D (Strategic Decisions Group, April 1998)
* Renaissance Balanced Scorecard Workshop (Renaissance Worldwide, April 1998)
* Measuring for Change: Performance Measurement & Organizational Transformation
(Hammer & Co., March 1998)
* Strategic Selling (Miller-Heiman)
* Commercial Negotiations
* Team Problem Solving
* Goldratt Theory of Constraints
* Leader Effectiveness Training
* Assertive Supervision Training
TECHNICAL DEVELOPMENT
* LEED Building Energy Modeling Workshop (USGBC, May 2009)
* LEED for New Construction and Major Renovations Technical Review Workshop (USGBC, Nov 2008)
* Photovoltaic Design Online (Solar Energy International, July 2007)
* Chemical Aspects of Environmental Engineering (, Graduate College of Eng’g, Fall 1996)
* Gas Chromatography and Mass Spectroscopy Operation (Hewlett-Packard / Perkin-Elmer, 1990-1992)
* Data Analysis and Designed Experiments - DuPont Strategy of Experimentation (1991); [internal company training] (1992)
* Seminar on Site Characterization for Subsurface Remediation (US EPA, Jan 1990)
* On Site and In-Situ Pollution Treatment Technology (HMCRI, Nov 1989)
* Biochemistry (, Spring 1989)
* Particle Mechanics and Statistics (Institute of Environmental Sciences, 1985)
* Proficient with numerous Windows software tools including MS Excel, Word, PowerPoint
PRIMARY REFERENCES
* Former U.S. Marketing Manager, [current employer]
* Retired Western U.S. Cleanroom Sales Manager, [current employer]
* President, [former employer] |
