SEAN K. SCOTT
5090 Brownstone Drive NE
Rockford, Michigan 49341
Home: 616.863.9969
Mobile: 616.340.7149
sean@scottsnwater.com
“Good Marketing Makes Sales Easy”
EXPERTISE
International sales and marketing professional experienced in diverse technologies and industries, with an expertise in new product and business development. Proven team leader with abilities in strategy formulation, tactical plan development and deployment.
EXPERIENCE
GREATLAND CORPORATION 2004 to 2007
(developer of wage and income reporting software)
Director, Business Development
Grand Rapids, Michigan
Responsible for revenue and profit enhancement through software partner acquisition and development.
•Objective results: 98% in 2007, 122% in 2006, and 117% in 2005.
•Introduced the “Road Map” concept to the Strategic Planning Process resulting in more accurate and achievable corporate goals.
•Actively involved in the support and mentoring of nine personnel on the business development team.
•Instilled greater marketing focus by creating Nelco Technologies’ value proposition and branding strategy.
•Increased efficiency in partner acquisition through the documentation of all related practices, including sales processes, product demonstrations, contract procurement, product compatibility, and software integration and launch.
•Developed tools for effective tracking and reporting of sales personnel activity, partner integration tracking, partner commission and revenue results.
PLASCORE, INC. 2004
(manufacturer of honeycomb cores and lightweight composite solutions)
Sales Manager
Zeeland, Michigan
Responsible for global revenue and profit generation, marketing, sales and customer service team management.
•Improved revenues and profits (up to 43%) through development of product line pricing models, costing work-up models, and market and margin analysis.
•Developed and updated sales tools including Product Data Sheets, corporate website, and sales reports.
DOVER CORPORATION 1994 to 2003
(manufacturer of pumps and petroleum equipment)
Business Development Manager — Blackmer (2001 to 2003)
Grand Rapids, Michigan
Selected for redeveloping core market segment crucial to long-term success of the company.
•Achieved revenue objective of $4.9-million in 2003.
•Secured six new international OEM accounts in Europe and China, generating $500,000 in new business.
•Implemented two product line cost reduction projects, providing $350,000 to the bottom line.
•Served on Strategic Marketing Team’s “Voice of the Customer” New Product Development project.
Director, Product Management and Marketing — Blackmer (2000 to 2001)
Grand Rapids, Michigan
Responsible for worldwide revenue and profit generation, and marketing and pricing for all product lines.
•Hired and managed 19 personnel in France and U.S. locations, including: Product Managers, Marketing Communication Managers, and Sales Application Engineers.
•Pioneered the development of Blackmer’s Strategic Market Segment Analysis process.
•Established and implemented global corporate communication strategy for marketing and sales collateral.
•Saved $450,000 annually by developing in-house marketing department.
•Implemented Distributor Co-Op Marketing Program, generating $250,000 of additional brand exposure.
•Developed global standard practices for Product Management and Marketing, which improved communication and efficiencies, and eliminated redundant activities and costs.
SEAN K. SCOTT, Page Two
EXPERIENCE (continued)
DOVER CORPORATION (continued) 1994 to 2003
Product/Engineering Manager — OPW Fueling Components (1994 to 2000)Cincinnati, Ohio
Responsible for revenue, profitability, marketing, pricing, and life cycle management for Vapor Recovery Systems, Valves & Fittings, Aboveground Storage Tanks, and Compressed Natural Gas product lines.
•Generated $10-million in system sales and $7-million in ancillary sales, from international (Mexico) product launch of new vapor recovery system.
•Identified and successfully entered a new distribution channel with existing AST product line, increasing revenue over three year period by $1.5-million (50% increase).
•Introduced 12 new products, generating $400,000 per year in new revenue.
•Received two US patents: AST Fuel Tank Meter #6,523,404 and Vehicle Refueling RFID System #5,605,182.
•Managed seven personnel on engineering team.
AT&T / NCR CORPORATION 1988 to 1994
(manufacturer of communication and computer equipment)
Sales Consultant/Market Manager — Education Services (1993 to 1994)
Dayton, Ohio
Responsible for motivating the Customer Focus Teams to incorporate education services into the sales solution. Accountable for revenue, profitability, promotions, and pricing strategies.
•Developed and implemented a Sales Incentive and Marketing Program, “Sales Explosion”, generating nearly $1.2-million in incremental revenues at 30% margin.
•Generated $350,000 in new business revenue with the introduction of four new curriculums.
•Identified, secured, and managed new business opportunities.
Product Manager — Media Products Division (1991 to 1993)
Dayton, Ohio
Responsible for revenues, profitability, marketing, pricing, and life cycle management of the thermal product lines.
•Achieved annual sales objectives: 134% in 1993 and 101% in 1992.
•Introduced six new product lines, generating over $13-million in annual revenues, and initiated four product line cost reduction projects, providing over $500,000 to the bottom line.
•Developed a modular training program consisting of product information, sales tools, market trends, selling skills, product samples, and prospective opportunities.
•Created a new branding strategy (AT&T brand) for the Office Superstore Market Channel, generating more than $8-million in annual revenues.
•Coordinated annual sales meeting providing recognition and training for 250 people. (1993 and 1992)
Account Manager — Media Products Division (1988 to 1991)
Detroit, Michigan
Responsible for exceeding revenue objectives through new customer generation and account development.
•Achieved all revenue objectives: 110% in 1990, 114% in 1989, and 100% in 1988.
•Regional Team Player Award recipient in 1989.
EDUCATION
UNIVERSITY OF DAYTON 1998
Dayton, Ohio
Masters of Business Administration
WESTERN MICHIGAN UNIVERSITY 1987
Kalamazoo, Michigan
Bachelor of Science in Applied Sciences
Major: Industrial Engineering Technology
Minor: Marketing |
