Product Manager & Building Energy Specialist
[current employer]
2004 – Present
Recruited to the North American division of this ~$700 million privately-owned manufacturer of air filters by [former boss], U.S. Marketing Manager. Mr. xxx saw the potential for strong sales and profit growth for two related lines of specialty air filter under the right committed leadership. Sales of those products were stagnant due to a lack of skilled product management. With my leadership, 2010 product group sales reached >300% above the base years of 2002 and 2003. Sales of North American manufactured products has grown >400%. I am currently implementing a growth plan to invest in expansion of domestic sales staff and manufacturing of allied product lines to further increase sales ~200% by 2015.
All aspects of both product lines were revamped in 2004. To differentiate products, I segmented the product lines by performance and application, and expanded them with new offerings. Selected existing European and Asian offerings were modified, imported and marketed in North America. Product pricing was reset, repositioning them to reflect highest to lowest performance and value. Many new product brochures were created; the few 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 in 2005, and tasked with assisting reps and marketing directly to architectural engineering, design/bid and design/build 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 performance specifications, initiation and conduct of ‘pull-through’ sales calls, extensive travel with sales staff and reps to customer’s facilities, developing new marketing tools, product champion to manufacturing plants, new product development proposals, and monitoring and analysis of competitive products and patents. I represent the company’s interests at trade and standards organizations and as a voting committee member of several ASHRAE committees addressing indoor air quality and gas-phase air filtration. I work out of a home office and travel ~30% around the United States and Canada.
In 2008, I engineered an expansion of my duties to also promote [employer’s] market messages of energy efficiency and lowest cost of product ownership. I formulate and conduct field demonstrations in customer's HVAC systems to close difficult sales, then use the results to prepare case studies, publish articles in industry journals and trade magazines, and make sales and technical presentations that communicate the energy efficiency and lowest life-cycle cost of our premium air filter products.
Director, Marketing and New Product Development
[former employer]
2000 – 2003
I was recruited to this small privately-held research and technology development spin-off of the DuPont Company in April 2000 by the President of [former employer]. Mr. xxx sought a Product Manager to screen product applications and negotiate the licensing and development of product applications. While at [former employer], I collaborated with Mr. xxx to develop value propositions and marketing messages for patented gas-separation membranes and gas-liquid contactors, lead application-specific prototype development, authored publications, 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 scientists to conduct the research. I oversaw a complete redesign of the website, writing content focused on marketing licensing opportunities and products.
Program Manager – Product Specialist – Research & Development
[former employer]
Sixteen years of progressive experience developing commercial and industrial applications for proprietary microporous polytetrafluoroethylene membranes.
Program Manager, Corporate R&D Decision Support System 1998 – 2000
* Developed methods and metrics for enterprise-wide measurement and coordination of [former employer]'s $160 million Research & New Product Development portfolio. Reported directly to the CTO.
* Developed working relationships with [former employer]'s CEO, COO and associates in over forty plants in the USA 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.
Product Specialist, Soil Gas Screening Surveys 1989 – 1997
* Identified a clear need in the marketplace and built a service business from scratch to satisfy that need. Invented and patented a method used for the screening of soil and the detection of both environmental pollutants and subsurface oil and gas reservoirs (US Patent #xxx). Now in its 20th year, annual revenues exceed $10 million. Conceived product and built business team from concept through commercial launch.
* Validated and successfully launched a second geochemical (oil & gas 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.
R&D and Product Development Leader, Cleanroom Products Group 1984 – 1989
* 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.
Building / Energy Conservation Contractor
1980 – 1983
House Doctor (building energy conservation), Princeton Energy Partners, Princeton, New Jersey
* Conducted verifiable, instrumented building energy audits; trained and supervised three-man crews performing rapid thermal bypass repairs resulting in documented energy savings to building owners in NY, NJ, PA and DE. Customers served included apartment owners, retirement communities, developers, and New York City.
* 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 leaky building shells.
Alternative Energy Designs, Newark, Delaware
* Conducted building energy audits; solar and wind power site assessments; insulated and weatherized residential and commercial buildings, reducing energy bills.
* Designed energy efficiency measures, consulted with local ice rink board of directors, implemented conservation measures resulting in an annual savings of ~25% of the rink's operating budget for electricity.
Professional Affiliations
* American Society of Heating, Refrigerating and Air-Conditioning Engineers (ASHRAE) - Voting Member and active on four committees: TC2.3, SPC145, GPC27P, SSPC62.1 (Corresponding)
* U.S. Green Building Council \ Delaware Valley Green Building Council
* Association of Energy Engineers \ Greater Philadelphia Association of Energy Engineers
* Northeast Sustainable Energy Association \ American Solar Energy Association \ American Chemical Society
Academic Education
* M.S., Climatology (Earth and Atmospheric Sciences), University of Delaware, 1983.
Graduate Research Assistant funded by the U of D Institute of Energy Conversion. Researched algorithms and wrote computer program to predict solar power on sloped surfaces and solar collectors throughout the USA.
Master's 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; modeling of solar energy gain on sloped surfaces; electronic sensors & data logging.
* B.A., Geography (Environmental Sciences), University of Delaware, 1977.
Curriculum: climatology, earth and atmospheric sciences; engineering mathematics, statistics.
Professional and Business Development
* Certified Energy Manager CEM® (Association of Energy Engineers, August 2010)
* LEED® Accredited Professional (US Green Building Council, 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)
* Strategic Selling (Miller-Heiman) * Commercial Negotiations * Team Problem Solving
* Goldratt Theory of Constraints * Leader Effectiveness Training * Assertive Supervision Training
Technical Development
* Fast Track Training for Energy Managers (AEE, December, 2009)
* LEED Implementation for Building Operations and Maintenance Workshop, (USGBC, June 2009)
* 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 (U. Delaware, 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); Gore (1992)
* Seminar on Site Characterization for Subsurface Remediation (US EPA, Jan. 1990)
* On Site and In-Situ Pollution Treatment Technology (HMCRI, Nov. 1989)
* Biochemistry (U. Delaware, Dept. of Chemistry, Spring 1989)
* Particle Mechanics and Statistics (Institute of Environmental Sciences, 1985)
* Energy Auditor Training (U. Delaware, College of Engineering, 1980)
Primary References
* (former) U.S. Marketing Manager, [current employer]
* (retired) Western U.S. Cleanroom Sales Manager, [current employer]
* President, [former employer]
* Development and Design Engineer, P.E., [former colleague] |
