Dynamic, entrepreneurial executive with more than 11 years of progressive experience in building and leading world-class sales, marketing and business development teams for market leading, global companies. Strong business acumen with proven abilities in the development and execution of global, multi-channel sales and marketing strategies designed to establish market presence and increase revenue and profitability. Adept at identifying and executing strategic alliance opportunities in expanding global markets. Proven performer who moves easily from vision and strategy to implementation and follow-through. Demonstrated success in executive relationship development and driving sales growth in complex, highly competitive markets.
Expertise:
• Global Market Planning & Development
• Product Life Cycle Management
• Competitive Analysis & Positioning
• Strategic Alliances, Partnerships & Acquisitions
• Leadership & Team Building
• Multi-Million Dollar Negotiations
• Solution Based/Value Proposition Selling Strategies
• Organizational Restructuring & Revitalization
• Major Account Development & Management
• Market Research & New Product Introduction
• Brand Development & Management
• Pricing Strategies & Structures
• Multi-Channel Marketing & Distribution
PROFESSIONAL EXPERIENCE
TIER TWO AUTOMOTIVE SUPPLIER 2007 – Present
Vice President, Sales & Marketing
Tapped by the parent company (Fortune 200) as a lead executive to facilitate the divestiture of one of its automotive businesses, a 150 million dollar, global market leading, automotive component manufacturer. Led the business through the buyer identification, financing and stakeholder approval stages of the process resulting in the successful completion of the divestiture. Established new organizational structures and business processes capable of delivering long-term growth as a private company. Broad scope of responsibility included P&L accountability, strategic market planning, business and executive relationship development and leadership of the global sales and marketing organization. Reported to the Chief Executive Officer.
• Delivered top and bottom line results in excess of financial projections established in the divestiture process (two percent increase in EBITDA)
• Established strong, executive level industry relationships resulting in 30 million dollars in booked sales despite the uncertainty of the ownership change.
FORTUNE 200 PREMIER DIVERSIFIED INDUSTRIAL 1996 - 2007
Division Sales, Marketing & Strategy Manager – 2005 to 2007
Led the global sales, marketing and business development activities for 150 million dollar, world market leader automotive components division. Primary challenge was driving global growth while managing complex market dynamics highlighted by vertically integrated customer/competitor relationships. Managed a global, multi-cultural team. Reported to the Division Vice President & General Manager.
• Authored a strategic product and marketing plan that served as the basis for rejuvenating a stagnant division. Effort resulted in a more focused, re-positioned product portfolio, reduced manufacturing complexity and the stabilization of top-line sales that had fallen 10 percent over the span of three years.
• Developed and implemented Key Customer Strategies to increase global sales and create significant barriers to entry. Successful execution netted five, new long-term agreements including terms for exclusive supply and 66 million dollars in sales wins in less than 18 months.
• Forged a strategic alliance with a Korean partner to expand market presence in Korea and with Korean vehicle manufacturers globally. Relationship increased sales in the region by more than 50 percent.
• Developed and implemented a new divisional portfolio management process using statistical tools. Additional focus and efficiency gains reduced overhead expense by 10 percent.
• Created and executed successful “pull-through” marketing campaign reaching more than 30,000 dealer sales representatives.
• Served as Strategic Planning Category Champion for the operation’s Business Excellence Award application (patterned after Malcolm Baldridge Criteria). Led team to highest category score in award winning application.
Division Product Strategy Manager – 2002 to 2005
Led multi-dimensional, global, strategic planning process for an automotive components division that represented multiple product lines and 300 million dollars in annual sales. Primary objectives included strategic planning, business development and operational profitability. Reported directly to the Division Vice President & General Manager.
• Defined and executed an Asian market penetration strategy encompassing market definition and development, product and pricing strategies, local joint ventures and regional strategic alliances. Effort resulted in the establishment of a regional manufacturing facility.
• Supported the operations group in defining manufacturing strategies driving profitability gains in excess of five percent.
• Led the sales organization in defining and implementing comprehensive customer strategies that addressed market and customer knowledge, value proposition design, customer service and channel strategy.
Regional Customer Manager – North America – 2000 to 2002
Managed all North American sales initiatives. Developed annual strategic and product sales plans for this high volume, multi-product, business portfolio of more than 180 million dollars in annual sales. Reported to the Global Customer Director.
• Negotiated annual commercial, price and productivity agreements designed to improve portfolio profitability by three percent of sales per year.
• Drove cross-functional business development initiatives including consultative selling, new product value proposition design & communication, and market/channel analysis.
• Led multi-product, customer satisfaction programs focusing on quality, delivery, value and innovation (winner of the customer’s Company Gold World Excellence Award).
• Managed all aspects of cross-functional account operations, as well as interaction with all customer systems.
Business Unit Manager – Aftermarket Products – 1998 to 2000
Chosen to manage “start-up” aftermarket products business. Successfully developed and executed business plan to grow the business to 10 million dollars in annual sales in less than two years. Assumed all P&L responsibility and management staffing. Reported directly to Division Vice President & General Manager.
• Developed international supply chain and manufacturing base resulting in a 20 percent increase in business unit profitability.
• Created and implemented a focused marketing plan which doubled North American sales in year one and drove exponential growth.
• Achieved a 10 percent market share increase through supply side development initiatives such as distributor certification and incentive programs.
Account Manager/Marketing Advisor – 1997 to 1998
Recruited to spearhead the development and execution of all marketing plans and promotional strategies. Reported to the Division Sales & Marketing Manager.
• Created and grew strategic relationships within the account base resulting in two new product development programs.
• Developed internet marketing campaign featuring interactive website, consumer information database and cooperative product promotion.
• Managed division’s marketing and communication activities including “Voice of Customer” focus group project named Corporate “best practice.”
EDUCATION
Master of Business Administration, Marketing Concentration
Bachelor of Science in Food Systems Economics and Management |
