PROFILE
Customer Driven Executive with strong background in
Industrial Sales, Marketing and Product Management.
Proven track record of increasing sales and maximizing profitability through innovative planning and effective implementation. Unique ability to develop strong cross-functional teams to maintain focus on objectives. An extremely effective leader that brings out the best in others. Possess a high level of personal and business acumen required to deal with all levels of management and corporate situations.
Skills include:
* Sales & Marketing Management
* Distribution Management
* Inside Sales & Support Management
* Customer Relationship Management
* Product Management
* Strategic Alliances/Partnerships
* Advertising / Marketing Communications
* Tactical & Strategic Positioning
* Product Branding
* Collateral Development
* New Product Development
* Mergers & Acquisitions
Selected Accomplishments:
* In three separate situations, through effective restructuring and proper planning/forecasting, was able to reduce sales staff and inventory while increasing sales and gross margin ..... details below
* Created and managed new Parts & Service organization that dramatically increased sales and margins.
* Increased Corporate and Product Awareness and Branding through innovative technical/position papers, compelling advertising campaigns, effective trade show booth design and management, successful customer outreach programs to include direct mail pieces with over 12% response rate. Sales of targeted products grew an average of 22% to 58% per year over a 5 year period.
* Developed three new products that increased sales 21%, while providing on-going sales of $11 million at 50% gross margins, with an additional $7 million in pull-through sales of existing products.
* Restructured Inside Sales Organization to become pro-active and customer sensitive, leading to 48% rise in efficiency rating, 63% decrease in turnaround time and 79% increase in customer satisfaction rating.
PROFESSIONAL EXPERIENCE and RESULTS
NATIONAL SALES MANAGER 2003 to Present
Manage National sales network comprised of 4 direct sales personnel, 73 independent distributors and 12 manufacturers reps selling fire control/suppression equipment and specialty, engineered hose products to multiple market channels to include Fire Protection, HVAC, Water Works, Construction, Agriculture and Marine. Develop and implement strategic and tactical plans to increase sales and market share of mature, commodity type items, as well as promote brand awareness and sales of new concept type products. Restructured and re-invigorated Sales Force to more effectively reach targeted customer base.
* In the first year, reversed the negative sales trend and positioned company for sustained growth of both mature and burgeoning product lines.
* Despite reduction of sales staff, minimal inventory, extended lead times and continuous missing of promised ship dates, sales have grown every year.
* Average growth per year of mature, commodity product is 9.1%, while New Products growth has averaged 79% per year.
SALES AND MARKETING CONSULTANT 2000 - 2002
Develop and manage unique sales and marketing programs tailored to specific Instrument and Controls clients. Programs include:
Set up, train, motivate and manage sales force including direct sales, manufacturers reps and distributors.
Develop financially feasible, pro-forma business plans.
Establish pro-active, technical and commercial Customer Service capabilities.
Target customer base, set up strategic positioning, pricing strategy, marketing and time action plans.
Develop product collateral, branding, company profile, direct mail and telemarketing campaigns
Create advertising campaigns (media, trade shows, press releases, testimonials, technical articles, direct mail)
Develop & promote strategic alliances for marketing and private label agreements
* Consulted with and successfully developed customized programs for 4 different companies during this period.
DIRECTOR, MARKETING AND PRODUCT MANAGEEMENT 1997 - 2000
Responsible for inter-disciplinary management of the full line of company's engineered, flow control, specialty valve and instrumentation/controls products. Direct and manage all activities required to meet and be accountable for: profit/loss objectives, business plans, strategic and tactical sales programs, comprehensive array of sales support/customer service functions, demand forecast and planning, inventory control, pricing, costing, product changes/additions, engineering, manufacturing and purchasing liaison, private label agreements, mergers/acquisitions, supply chain management.
* Acquired two companies and merged them into existing operations seamlessly.
* Increased effectiveness of budgeting process, financial analysis, development and implementation of marketing programs, which encompassed advertising, collateral development, trade shows, press releases, public relations, communications, market research and strategic planning and positioning.
* Sales grew an average of 10% per year and gross margins increased every year
EASTERN REGIONAL SALES MANAGER / PARTS & SERVICE MANAGER 1996 - 1997
Managed Eastern U.S. Region, which was made up of 10 Direct Salespeople, 24 Agents and 18 Distributors. Successfully revitalized and restructured the region. Instituted proper focus, planning, motivation and customer sensitivity.
* Generated a sales increase of 46.5% through new account acquisition and growth of business from the existing customer base.
Simultaneously, supervised both a service team and a parts group. Turned these reactive organizations into proactive, customer sensitive, growth oriented, profit generating entities. Created an independent network of repair centers to better serve customers throughout the USA.
* Parts sales increased an average of 31.5% per year and gross margin increased to 69%.
* Within two years, service revenues increased 157% and generated 53% gross margins.
MANAGER OF INSIDE SALES SUPPORT 1992 - 1996
Developed, implemented and managed policies and programs for department of 41 people responsible for providing commercial and technical customer service, quotations, order entry, expediting, applications engineering, sales and product training, telemarketing, private label agreements, advertising, direct mail, collateral development and communications support. Restructured the department, automated the customer specific drawing creation, quotation development and order entry processes.
* Realized 48% rise in efficiency rating and decreased turnaround time by 63%.
* Customer satisfaction rating increased 79%.
MANAGER, NEW PRODUCT DEVELOPMENT 1990 - 1992
Managed inter-disciplinary group that conceived, created business plans for, fully engineered, developed specific manufacturing processes, marketed and successfully brought 3 new products to market in 2 1/2 years where the company had been unable to introduce any new product in the previous 20 years.
* These new products provided on-going annual sales of $11 million at 50% gross margins, with an additional $7 million in annual pull-through sales of existing products.
REGIONAL MANAGER / TERRITORY MANAGER / SALES ENGINEER 1980 - 1990
As Regional Manager, guided "real" sales growth of 29% per year over a three year period, through direct reports and an independent sales network of Agents and Distributors throughout the Northeastern Region of the United States.
As Territory Sales Manager, covered several different territories throughout the eastern United States. Duties included both direct sales and the management of independent Agents and Distributors.
* Continually met and exceeded forecast and growth targets.
* Received "Excellent" or "Very Good" rating every year.
EDUCATION / CERTIFICATION
LAFAYETTE COLLEGE, Easton, PA - BA, Economics and Accounting
WHARTON SCHOOL - New Product Development and Marketing Principles,
- Finance Principles in Business for Non-Financial Managers
Crosby Total Quality Management Certification
Oliver Whyte MRP II certification
COMPUTER SKILLS
Microsoft Office Suite
Lotus Notes
Selltis Sales Force Management Software
Oracle Business Management Software |
