PROFILE
Create improved business performance by leveraging market insights to influence strategic and tactical plans that deliver differentiated offerings to customers
Sustain business improvements with systemic organization and method changes
Experienced in both global and US domestic marketing and marketing research challenges
Successful in both B2C FMCG and B2B Industrial environments
EMPLOYMENT
Current VP, Client Services - CPG Valient Solutions
Valient Solutions is a full service market research agency with headquarters in Rochester, NY. Valient Solutions is staffed with experts in consumer packaged goods, consumer products, food service and business-to-business market research. Current responsibilities include business development, consultation on market research design and analysis.
Key Achievements
Developed and implementing CPG sector client penetration strategy.
Penetrated several key target prospects.
Refined/improved omnibus product
2009 2010 Marketing Consultant Materials Science Technology
Materials Science Technology is small technology startup. The company designs, develops and manufactures high performance polymers.
Key Achievements
Helped drive global initial global sales for the military aerospace market
Developed key relationships with governmental and military organizations to support sales and marketing targets.
Developed marketing strategy for base product covering three priority sectors.
Developed and implemented a range of marketing materials
2003 2009 Vice President, Global Insights Shell Lubricants
Shell Lubricants is a multi-billion dollar unit of the Shell Oil Company. Shell Lubricants develops and markets oils and greases to consumers, industrial and transport customers around the world. Responsible for delivering market insights that influence the strategic direction for Shell Lubricants with $10M in marketing research spending and 10 direct reporting marketing research managers. Also responsible for developing globally consistent marketing research methodologies and operating standards.
Key Achievements
Helped drive global lubricants market share +1 point and +2 points in the consumer industry segment
Improved customer satisfaction +2 points
Developed globally consistent marketing methodologies for customer satisfaction, advertising testing, and new product development
Improved marketing spending effectiveness significantly by driving marketing planning and execution based on new global consumer lubricants segmentation scheme
Led the development of Lubricants marketing skill development program
Led the development of Shell Lubricants/Agency insight development training program
Developed 4 direct reports for promotion from marketing research roles into marketing roles
2000 2003 Senior VP, Automotive and Transportation Practice Harris Interactive
Harris Interactive is a global marketing research firm with $200M annual sales. Responsible for customer development and retention, new product development and customer satisfaction.
Key Achievements
Increased profits +166% versus previous 12 months
Improved customer satisfaction +1.1 point from 7.9 to 9.0
Developed new sales strategies and product offerings
Developed and implemented customer satisfaction monitoring program (as Chief Quality Officer)
Developed and implemented product development process (VP Business Implementation)
1994 2000 VP, General Manager Smith Container
Smith Container was a $65 million dollar distributorship. Smith Container, a privately-held family company, was sold in 2002. Responsible for commercial operations, brand development, marketing and sales. Organization consisted of approximately 20 people including VP National Sales, 3 Regional Sales VPs, Major Account Manager and Inside Salespeople
Key Achievements
Led company restructure to prevent bank takeover in 2000 and increased revenue +10% for 3 month period v. previous year
Used first-ever customer research results to establish new direction for sales restructure, new advertising strategy, and customer portfolio management strategy
Developed new small customer marketing and sales program, drove inquiries +25%, increased profitability +39% and reduced cost of sales 64%
Developed proprietary product search tool that reduced salesperson bid prep time by 80%
Developed and implemented new price management tool and increased profit margins +3 percentage points
1984 1994 Management Roles with Increasing Responsibilities Procter & Gamble
Program Manager Bounty
Responsible for developing and commercializing new products for the Bounty brand. Key strategies were to leverage consumer insights kitchen towel needs and proprietary papermaking technologies and fast-cycle time methods.
Key Achievements
Delivered Quilted Bounty US national expansion 3 months ahead of schedule.
Reduced new equipment capital and launch expense
Implemented training course for sales and manufacturing to expedite rollout
Brand Manager Attends
Responsible for brand development, market share, and profits. Launched new products, packaging upgrades and new advertising. $25M annual marketing budget, 2 assistant brand managers, 1 brand assistant, 1 admin assistant.
Key Achievements
Delivered first ever annual profitability on Retail Attends brand
Increased annual shipments +24% versus 12 month period prior to joining the brand
Increased annual shipment +30% in second year
Improved profitability +22%
Developed new introductory and equity advertising.
Assistant Brand Manager - Pampers
Responsible for marketing plan development and management, new product introductions and advertising agency management.
Key Achievements
Increased shipments +28% behind revised long-term pricing and promotion strategy
Recommend and secured approval for development on Pampers Phases Newborn line extension
Developed Pampers Club store channel SKU
Assisted in development of Paper Division training program on pricing strategy development and implementation
Brand Assistant - Puffs
Responsible for promotion plan development and marketing plan budget management
No direct reports
Key Achievements
Developed annual promotion plan that contributed to +8% sales increase
Managed multi-million marketing plan to within 0.2% of budget
Introduced Peanuts Cube freestanding promotional display
Led product development efforts that led to Puff Plus Aloe
Business Team Manager Pulping Operations
Responsible for manufacturing volume, quality, cost and quality as well as personnel development
16 direct reports manufacturing operations technicians
Key Achievements
Improved production volume +12% year over year
Improved quality 2%
Improved reliability 8%
Developed new operating team structure that was re-applied plant-wide and considered as best practice for division redeployment
Developed and implemented career growth plans for team which led to 37% of staff being promoted
One direct report was promoted from technician to manager.
Project Engineer Pulping Operations
Responsible for engineering solutions to support manufacturing operations
No direct reports
Key Achievements
Engineered and implement critical air quality improvement solution
Engineered and implemented boiler feedwater reliability improvement solution
1983 1984 Inside Sales Engineer Westinghouse Electric Company
Responsible for construction plan review and bid preparation, and small account management
Key Achievements
Sold record order size for newly introduced product dry type commercial transformers
EDUCATION
Graduated Bachelor Mechanical Engineering Georgia Institute of Technology
Completed Executive Development Course Wharton School of Business, Univ. of Penn
HOBBIES AND INTERESTS
Golf, reading, music and youth sports |
