Kildeer, IL 60047 (NW Suburb of Chicago, IL)
GLOBAL BUSINESS DEVELOPMENT, SALES And MARKETING PROFESSIONAL
Global Sales, Channel Management, Marketing, Direct Marketing, Strategic Planning; domestic and international (Europe, Asia Pacific, China, LATAM), B2B thru to end-user consumer. New Business Development / Solution Selling. Large / small cap and pre-IPO businesses. Field sales, P&L expertise; sales management / team development / Training. Distribution and independent rep / agent management. Customer Service Management. Go-to-Market & Channel access strategy. Brand Management / Market segmentation, Research / S.W.O.T. Value Chain Analysis. Product Introductions. Creative briefs; Positioning; USPs. Direct marketing, eCommerce, advertising, promotions, budget control. Selecting, deploying scalable technology tools for eBusiness / eCommerce / CRM / Web 2.0 Interactive / SEO / SEM. Quick Study. High Energy. Critical thinker / ideation multi-project manager. Technologist for eBusiness. Quarterback, player / coach, organization & team builder.
CONSULTING ENGAGEMENTS (08/06 -Present):
- SANFORD BRANDS – Sharpie.com site global web deployments & related Promotional Project Management / ongoing.
- M.H. BERTUCCI ( www.mhbertucci.com ) – Performance Watches marketed to life style retailers. Business
Development; lead opportunity management; building independent dealer / rep network / ongoing.
- BRIGHT OBJECTS – New Business Development for custom software developer / ongoing.
- JOHNSONDIVERSEY, Inc – Disengagement / handover to outsource partner Wipro Technologies) / concluded.
CAREER ACCOMPLISHMENTS:
JOHNSONDIVERSEY, Inc (SC Johnson), Racine, WI 01/01 – 08/06
$3.3 Billion Manufacturer of Industrial Cleaning, Sanitation & Infection Control Products, Services & Value Added Solutions.
* DIRECTOR GLOBAL eBUSINESS; Manage new business development, B2B tactical delivery & deployment supporting channel market segmentation, re-branding and direct account development strategies; three direct reports and matrix manage 35+ country webmasters; internal integration & IT web development, OpCo marketing teams; direct management of outsourced vendors. Direct Collaboration with account teams and channel DSRs.
* Created Global e-Business platform to drive Channel revenue through deployment of company’s market segmentation strategy. Within 2 years, directed the eSolutions team architecting a Global eBusiness strategy (Lead-to-Order), built the business case ($4.5 million), won management approval (C-levels); and, project managed end-to-end deployment. Included web portal / dashboard, integration with channel partners, SFA / CRM (Siebel), eMail marketing, SEO / SEM. Generated incremental sales of $15 million while setting the stage for chasing a long term $250 million opportunity through the segment and category management strategy.
* Within 90 days of plan approval, built the eBusiness team and a network of cross functional teams to drive business adoption and change management for the project. Created the CHAMPIONS philosophy using eBusiness Champions to drive:
- Deployment to 35 countries plus multiple alternative brand programs 3 months ahead of plan.
- Brought in 5% under budget… on time… w / fully delivered functionality. >$1.0M Synergy savings.
- Near Term revenue gains; Hilton Hotels + 23% (>$500k); JC Penney + 400 % (2.0yrs > $2.1MM).
- Incremental $9MM Annual run rate w/ 5 Super Regional Distributors thru CleanWise JV portal.
COMMERX Inc, Chicago, IL 05/99 - 12/00
Pre-IPO Start-up; B-2-B Internet Portal & ASP Delivering eProcurement & Supply Chain Management Solutions.
* DIRECTOR OEM SALES. Drive new business start-up / strategy / branding / supplier acquisition. Created the go-to-market tactical plan incorporating an integrated DM (direct marketing) outreach for supplier recruitment & pre-qualification, developed and implemented market segmentation strategy identifying key target accounts. DM results +17% response rate over 18 months. Personally accounted for 50% of supplier recruitment.
JOHN BROWN PLASTICS, S. Attleboro, MA 08/85 – 04/99
Multi-divisional $125M Plastic Processing / Converting Equipment, Controls, Systems & Services Manufacturer.
* DIRECTOR OF SALES & MARKETING (EPCO Div., John Brown Plastics, Fremont, OH) 10/96 – 04/99
Managed Sales P&L for direct field sales (5) and rep network (30+), Customer Service & RFPs / marketing / positioning for remanufacturing services division; Included ISO 9001 Certification / conformance to Ford Q1 standards.
* Charged with retaining major key account; Within 9 months, identified issues, designed and implemented changes to overcome quality, pricing, training and performance issues. Resulted in maintaining sole sourcing status and retained $5 million Ford Motor Company account.
DIRECTOR MARKETING & COMMUNICATIONS; John Brown Corporate, S. Attleboro, MA; 08/85-10/96
Directed strategic planning, total MARCOM effort Ad / PR agency, budget (>$1.5MM), pro-services management. Campaign management, Branding / Outsource freelance creative services. INTEGRATED DIRECT MARKETING for:
- New Product Launch for plastics recycling systems driving $21M+ in new revenue; for a new regulated medical waste management solution driving $17MM in RFPs / $600K in initial new business to major hospitals
- Developed multiple Internet Web sites for John Brown Plastics and its Business Units.
- Trade show exhibit/events management; 100 - 12,000 sq. ft. (worldwide); trade show budgets >$1.5M.
FRAM CORPORATION (Bendix >AlliedSignal >Honeywell); Providence, RI 06/80 - 07/85
World Trade Division for $600M Automotive Aftermarket & OEM Components Manufacturer, FRAM (a Subsidiary of Bendix).
MANAGER INTERNATIONAL SALES & MARKETING; Managed Sales P&L, International sales rep & distribution network / 7 person Customer Services function, RFPs. Emerging Markets Strategy / Market Access. Brand development; positioning; budget. Negotiated business in 40 countries worldwide for Fram, Bendix, Autolite aftermarket product lines.
* Created The World Sourcing Program leveraging multiple brands into a single go-to-market strategy that took advantage of global manufacturing capabilities to source product in a manner that capitalized on logistics savings; product availability; currency fluctuations; consolidation/strengthening distribution in constantly changing emerging global markets.
- Reduced selling & logistics costs by >12%; Drove initial sales gains > + $4 million. Managed export sales growth from $7.0 to $22 million over four years vs. industry avg. 3% AGR.
CORE BUSINESS COMPETENCIES / KEYWORDS:
- Territory / Account Planning Mgmt / Training.
- Field Sales P&L & Customer Services Management, RFPs.
- Domestic & International Sales & Marketing.
- Opportunity Management / Pipeline Forecasting / CRM.
- Direct Response, Interactive, ROI Marketing.
- Strategic Planning & Market Research. S.W.O.T. / Value Chain.
- eCommerce Strategy / Tactical Deployment
- Data Base Marketing / Dir. Mktg. Collaterals Creation.
- Promotions; Brand Management; Positioning.
- New Product Introductions. Pricing Strategy / Modeling.
- Web ASPs, AD / PR Agency Management.
- MARCOM Mix Plan / New Media. Web Search, SEO/ SEM.
- Organizational Development / Training.
- Channel Strategy / Access to Market.
- Go-to-Market Strategy & Tactical Deployment.
- Account Acquisition & Retention, Solution Sell.
TECH / eBIZ SKILLS: MS Office; Siebel / Sugar CRM. Scalable Solutions for eBusiness. Manage Web Marketing Strategy: Content, eCommerce; UI design. Manage web designers / developers. Develop supplier network & software application knowledge. Business Objects; MS Content Manager & Commerce Server / eMail Marketing tools / Technologist for eBusiness.
EDUCATION:
Rider University, Lawrenceville, NJ – Bachelor Science; Commerce / Marketing.
Bentley College, Direct Marketing Professional Certification (2 year) Program, Waltham, MA, 1994.
Marketing War College (Branding / Positioning); Trout & Ries, New York, NY.
Merrie Spaeth PR training… Message & Crisis Management,2000.
Miller Heiman Sales Training, 2004
AFFILIATIONS:
AMA American Mktg. Assoc. through Corporate membership.
NEDMA, New England Direct Marketing Association, Boston.
NPE, Trade Show Advertising & Promotional Committee, Chicago.
BPA, Media Managers Advisory Committee, NYC; Chairman; 1996-99.
SAE, Society of Automotive Engineers. SPI, Society of The Plastics Industries.
OUTSIDE INTERESTS: Family / Personal Fitness / Lacrosse / Global Politics / Skiing / Travel / Sports Cars.
Willing to Travel, Relocate; References On Request. |
