BUSINESS TO BUSINESS & BUSINESS TO RETAILER MARKETING GENERALIST AND CREATIVE PROBLEM SOLVER: Adept in interpreting customer and sales force input, formulating and executing cohesive strategies, creating product/service positioning and communicating and delivering customer oriented value.
CUSTOMER-DRIVEN, CROSS FUNCTIONAL TEAM BUILDER: Skilled in bringing together Engineering, Product Development, Manufacturing, I.T., Sales and Marketing departments to solve customer problems and increase speed to market.
MULTI-LEVEL MARKETER: Proficient in developing, implementing and managing advertising, public relations and value-oriented sales promotion programs.
SEASONAL PRODUCT LINE SPECIALIST: Expert in taking on the challenges and understanding the nuances of marketing seasonal product lines to wholesalers and retailers.
EDUCATION
M.B.A. Loyola College, Baltimore, Maryland.
B.S. Marketing, Babson College, Babson Park, Massachusetts.
PROFESSIONAL EXPERIENCE
Niche marketer and manufacturer of air conditioner products sold through the home improvement and multi-housing channels.
V.P. Sales & Marketing 2002 to Present
Selling, marketing and servicing through The Home Depot, Lowe's, Menard's, TruServ, Ace Hardware, Do it Best, Canadian Tire, etc.
Increased sales 51.1% in 2006, 15.6% in 2005, 11.3% in 2004, 12.2% in 2003 and built product line into category leader by:
Driving consistent packaging, point of purchase display and planogram designs.
Realigning and training in-store service groups.
Implementing a comprehensive cross merchandising initiative.
Designing and launching informational web site.
Designed and implemented automated Vendor Managed Inventory system with Home Depot. Sell-through increased 22%, lost sales reduced significantly.
Raised margins 5% by reducing packaging costs and pushing through price increases.
Developed and implemented a private label program with major competitor (Frost King) to penetrate mass merchandiser channel in 2004. Products now placed with Wal-Mart. First year contribution to revenue 19.8%.
Increased multi-unit housing market penetration via precision marketing program while maintaining a tight budget.
EMHART TEKNOLOGIES, A BLACK & DECKER COMPANY Shelton, CT
Global leader in the development, production and supply of fastening system technology. 2001 revenue $518 million.
Product Marketing Manager, POP Riveting Systems 1998 to 2002
Business unit manager of market leading product lines. Marketing fasteners, tools and automated installation systems to OEMs and industrial distributors in the U.S. and Canada through regional sales managers, direct territory managers and manufacturers reps. Product group revenue in excess of $50 million.
Grew sales $4.5mm (9%) in 1999, competition was flat; $2.75mm (6%) in 2000, competition was up 3%. Increases generated via value-oriented programs, new product introductions, new installation system sales and entries into new markets.
Reduced new product lead-time from months to days. Increased speed to market by creating cross-functional team (Engineering, Product Development, Manufacturing, Sales and Marketing) that met weekly to solve internal problems and accelerate new product development.
Gained 1.9 market share points in 1999, 1.3 points in 2000.
Raised new product sales 22% by listening to and interpreting customers needs and importing product line additions from the U.K., Japan and China that match those needs.
MASTERCOOL, Inc. Randolph, New Jersey
High growth, leading manufacturer of refrigerant recycling equipment, air conditioning specialty tools and service equipment. Products sold through sales engineers and manufacturers reps to automotive tool distributors and automotive aftermarket retailers, buying groups and warehouse distributors.
Marketing Manager/National Sales Manager 1992 to 1998
Hands-on manager of integrated business-to-business marketing and sales programs.
Engineered solid sales increases of 53% in 1993, 55% in 1994, 29% in 1995, 33% in 1996 and 25% in 1997 by exploiting a close sales relationship with our major customer to promote our product line to that customer's competitors and tool & equipment distributors.
Raised refrigerant/recycling equipment revenues 42% by producing and implementing sales engineer and manufacturers rep technical and sales training programs.
Increased key product group sales 23% by creating customer consultancies and designing and introducing display packaging concepts.
Moved brand from #6 to #2 on competitive positioning ladder by designing and implementing multi-media, value oriented programs and campaigns.
AUTO-MARINE TECH, Inc., A Varn International Company, Oakland, New Jersey
Start-up, direct marketer and manufacturer of chemicals, hand care products and leak detection equipment to automotive aftermarket distributors and dealers.
National Marketing & Sales Manager 1990 to 1992
Formulated marketing policy and developed positioning of brands, products and company.
Designed and coordinated direct marketing program.
Surpassed all sales goals and exceeded profit forecasts.
MURRAY CORPORATION Cockeysville, Maryland
Leading manufacturer of automotive aftermarket air conditioning parts and industrial products.
Marketing Manager 1988 to 1990
Created and implemented company's first strategic marketing plan.
Managed in-house advertising, graphic arts and catalog department.
Generated sales increases of 15% in 1989 and 20% in 1990.
Initiated and implemented national private label program.
1987 & Prior
Various sales positions in the hardware, home center, plumbing, automotive and marine markets, throughout the U.S. with increasing responsibilities leading to National Accounts Manager. Significant number of years spent training technicians air conditioning physics, theory and repair techniques. |
