Product Marketing Executive / General Management
Business-building executive with international experience in leading complex product groups and multiple operating units with full P&L. Strategic, collaborative and high-energy approach to leading and achieving results...through both growth and turn-around situations. Successful in advancing revenue, profit and market share while strengthening competitive position. Major contributor during company's expansion from pre-IPO $24 million to $540 million.
1994 - present HIGH TECH EQUIPMENT MANUFACTURER
Vice President, Product Marketing, $300 Million Division, 2004 - present
Promoted to create and execute growth strategies. Led teams and built consensus throughout organization in developing business plans, establishing market requirements, introducing new products and winning key business. Systematically revitalized product lineup. Launched 14 new products, captured 42 design wins and produced over $55 million in annual revenue.
** Developed and implemented strategy to establish product value and increase brand equity.
** Landed and executed breakthrough joint development program with large customer, resulting in a new product line, commercialization of advanced technology, over $20 million in annual revenue, several follow-on projects and strong market preference.
** Led largest product introduction in company history. Established strategy and collaborated with customers to define and develop a best-in-class product and technology solution.
** Penetrated major account with core technology on market-leading product platform.
Senior Director, $100 Million Product Group, 2002 - 2004
Took charge of #1 product group during company's consolidation and turn-around phase. Rallied organization and implemented effective processes to ensure successful business recovery. Established and managed product line P&L. Led broad program to rank product lines, select investment strategies and define and prioritize key engineering projects. Assembled world-class product team...recruited best available talent...and focused company resources to renew organic growth.
** Developed analysis and planning methodology for corporate strategic planning process, which was a priority CEO initiative. New approach served as the template for the entire company.
** Pioneered "Product Team" concept, a manager-level, cross-functional structure that drove rapid decision making, improved communication, and organizational alignment.
** Increased revenue from $75 million to $124 million and gross margins from 37% to 40%.
** Achieved $31 million in new revenue streams and boosted operating income from 17% to 21%.
General Manager, $25 Million Business Unit, 2001 - 2002
Relocated to direct two acquired businesses. Led all aspects of the organization: marketing, engineering, operations, applications and quality with full P&L responsibility.
** Consolidated the two acquisitions into one business unit, achieved ISO-9001 certification and created applications and manufacturing hub 20% ahead of target timeline.
** Drove continuous new product development resulting in technology advancement and cost reduction.
** Won $3 million strategic contract and achieved preferred supplier status with major customer.
** Led program to relocate operation to headquarters under corporate restructuring initiative.
Director, $25 Million Business, 2000 - 2001
Selected to lead growth of acquired business. Staffed and managed marketing and applications engineering team. Revamped collateral, pricing and selling strategy. Trained sales force and management team. Expanded business beyond traditional customer base.
** Increased product line revenue from $15 million to $25 million.
** Grew market share from 10% to 26% and won over 50% of all new global business opportunities.
** Supported merger and acquisition activities for three company purchases.
Senior Account Manager, 1998 - 2000
Handpicked to establish the company's new account management function. Grew business through product penetration with the company's top two customers. Negotiated all key contracts and business agreements. Drove engineering projects for customer applications.
** Led 12-person, cross-functional account team and grew revenue from $23 million to $59 million.
** Achieved 27 design wins, displaced key competitors and increased market share by 45%.
** Awarded Account Sales Team of the Year in 1999.
Senior Product Manager, 1994 - 1998
Joined company as Product Marketing Specialist. Earned early promotion after six months to Product Manager. Led development and global market introduction of new product line, meeting monthly with customers in Japan, Europe and North America. Promoted again after two years to head $23.5 million product line and to introduce the company's newest core product.
** Grew business from $1 million to $10 million and market share from 0% to over 11%.
** Led company's Japan market penetration and expanded product line to over 50% of Japan revenue.
1991 - 1994 CONSULTING FIRM, Boston, MA
Privately owned, 20-person consulting firm specializing in business strategy and technology solutions for the energy, petrochemical, telecommunications and financial services industries.
Senior Associate
Sold, developed, managed and delivered consulting services to electric utility and insurance company clients. Services included topical reports, clearinghouses, independent reviews and proprietary software applications.
** Contributed to 400% revenue growth for electric utility business group.
** Team leader for onsite technical assessments of power systems reliability at nuclear plants.
1986 - 1991 UNITED STATES NAVY
Submarine Officer
Served as a Lieutenant on nuclear-powered attack submarine based in Norfolk, VA. After leading several engineering divisions, achieved early promotion to Weapons Department Head.
** Consistently ranked Number One Lieutenant onboard. Awarded Navy Achievement Medal.
** Won Admiral's commendation for best officer recruiting/training program in Atlantic Fleet.
** Battalion Commander for Navy ROTC Unit during senior year.
EDUCATION
MS, Engineering Management, Operations Research, Northeastern University, 1994
BS, Electrical Engineering, with Honors and Distinction, The Pennsylvania State University, 1986 |
