EXECUTIVE PROFILE
Results-oriented senior executive with significant experience in sales, marketing and support of life science and chemical testing products. Team-focused problem solver with an excellent combination of qualitative and analytical problem solving skills. Strong people development capabilities, with a track record of leading cross organizational change, assimilating new acquisitions and identification of new markets for growth.
Budget Responsibilities
Global Account Management
Marketing Program Development and Management
Strategic Planning
1996 – Present
TECHNOLOGY and MEASUREMENT COMPANY with OVER $5B in SALES
2004 to Present
SENIOR DIRECTOR; North American Pharmaceutical Business
National sales manager responsible for delivering over $100M in sales into the Life Sciences sector while driving down costs, increasing customer satisfaction and growing market share. Accountable for a mini-P&L with over a $10M budget, sales and support responsibility and 100 + direct and indirect associates.
•Developed and implemented several cross organizational sales and support channel changes that focused on driving down costs while increasing variable cost structure and growing customer satisfaction resulting in a decreases in operating costs of over 25%
•Developed and implemented successful global account teams targeted on multinational pharmaceutical accounts with a goal of increased wallet share penetration though collaborative cross organization and executive selling
•Successfully integrated new acquisition, retaining key talent and growing revenues by 15% within 6 months
•Achieved sales productivity gains of over 40% without negatively affecting customer satisfaction while maintaining sales volume and driving market share growth
•Achieved Departmental Employee Satisfaction Scores in top 10% of company leaders
•Managed customer service personnel, driving customer satisfaction, achieving governmental compliance requirements and growing contract revenue
•Developed new product with World Wide market appeal, incremental sales over $6M
2002 to 2004
DIRECTOR OF MARKETING AND FIELD SUPPORT CENTER
Responsible for managing a budget of over $20M while leading a multi functional, 88 member organization which developed and implemented marketing programs for the Americas, as well as, customer training and consulting, sales and support technical training and product/application assistance
•Instituted a customer/sales focus to marketing programs, increasing brand awareness at major trade shows
•Shifted funding for higher impact marketing programs that resulted in a over 50% sales growth in targeted markets of genomics and proteomics
•Reduced marketing budget by over 40%, while maintaining customer awareness/sales in “core” products & markets
•Reduced costs while maintaining technical access by developing web based tools to aid in the internal support of sales and service personnel
•Worked cross organizationally to develop a standardized World Wide pricing strategy
•Selected and supported the rollout of an enterprise wide customer contact management solution for the Americas
1996 to 2001
CLIENT BUSINESS MANAGER
Managed sales and support organization focused on Life Sciences market penetration in Midwestern United States. Additional responsibilities included world wide enterprise account management of a major pharmaceutical company and co-managed the National Support Agreement Sales Team.
•Increased major pharmaceutical company account sales by over 450% in four years.
•Developed a world wide communication plan for coverage of a major pharmaceutical company
•Overall district sales growth in four years exceeded $143%
•Developed focused sales and support teams on target pharmaceutical accounts; teams comprised of 15 direct reports in five separate job responsibilities
•National Top District Sales FY97, 98, Regional Top District Sales FY97, National Top Support District, FY 98, 99
•Recipient of Achiever's Club Award in 1997, 1998, awarded to top 20%
•First Divisional Management Recipient of President’s Club Award 1997, awarded to top 1% world wide field employees
•Special projects included: product rollout planning for joint company products, Operational and Compliance Support Product enhancements and co-management of a $54M National Support Sales Organization
1985 to 1996
TECHNOLOGY and COMPUTERCOMPANY with over $45B in Sales
1989 to 1996
DISTRICT SALES MANAGER
Developed and implemented plan to grow company sales and market share in New York/New Jersey/Puerto Rico geographic areas while maintaining customer satisfaction. Developed and lead eight to ten sales representatives supporting the districts.
•Average sales growth 9.4% per year in a depressed market
•Recipient of multiple achievement awards including: Top District FY93, Achiever's Club Award1991, 1993, 1994
•Achieved sales goals in five of six years in the competitive New York/New Jersey and Puerto Rico Markets
•Managed and increased sales in Puerto Rico by over 100% in one year
•Developed district and regional market plans with breakthrough objectives for market development
•Active on several national and world wide task forces including: Support Sales District Development, sales demonstration process evaluation and consignment reorganization
•Incorporated Quality process into the planning process including; KJ, Tree Diagrams and 10 Step
•Managed District assets including budgets, facilities and equipment
1985 to 1989
SALES REPRESENTATIVE
Responsible for maintaining customer satisfaction and increasing sales throughout major accounts and general sales territories in the Pennsylvania, Delaware and New Jersey geographies.
•FY87 and FY88 greater than 150% of quota with over 75% growth and balanced product line performance
•Recipient of many sales achievement awards including: Top Sales Representative of the year-1988, Region Product Sales Awards for GC, IRD and LC
•Developed major account marketing programs to increase sales
1981 to 1985
TECHNOLOGY COMPANY with over $6M of Sales
INTERNATIOANAL SALES COORDINATOR, (1983 to 1985)
Responsible for devising, implementing and supervising an international marketing and sales program for laboratory and process control FTIR Spectrometers.
TECHNICAL SALES SPECIALIST, (1982 to 1983)
Responsible for sales of laboratory FTIR spectrometers and infrared accessories throughout the Central United States.
APPLICATIONS CHEMIST, (1981 to 1982)
Responsible for maintaining an applications laboratory for instrument demonstrations and new application developments.
EDUCATION
2001 Northwestern University, Kellogg School of Management, Evanston, IL
Masters of Business Administration, Executive Program
1981 Marquette University, Milwaukee, WI
Bachelor of Science in Chemistry, Deans List
President of Student Affiliate of the American Chemical Society
PROFESSIONAL PRESENTATIONS
1985 International Process Monitoring and Control Conference Antwerp, Belgium "Ruggedized FTIR for Process Monitoring"
1984 Scientific Supplies Exposition Toronto, Canada
"Effective FTIR Through the Use of Modern Sampling Accessories and Micro FTIR"
1983 Society of Applied Spectroscopy Conference Chicago, IL
"Analysis of Essential Oil Degradation Using FTIR"
References Available Upon Request |
