Strategic Sales & Marketing Leader
PROFILE
Strategic leader with broad industry experience and a strong technical foundation. Expertise leading Marketing & Sales of highly engineered defense, industrial, and aerospace products. Experience implementing initiatives to increase revenue, provide strategic direction, and build long-term customer relationships. Achieves objectives through the selection and empowerment of top team members.
Marketing
· Strategic Planning
· Licensing & Branding
· Web, MARCOM, PR
· Mergers & Acquisitions
Sales
· Channel Development
· Territory Management
· Direct Sales
· P&L Responsibility
Industries
· Aerospace & Defense
· Industrial Components
· Firearms
· Pre-IPO High Tech
PROFESSIONAL EXPERIENCE
ZERO CORPORATION, DIV., BLUE POINT CAPITAL, Salt Lake City, UT 09/2006-Present
$40MM Manufacturer of Engineered Protective Equipment Cases, Enclosures, and Components
Vice President of Sales & Marketing – Industrial Products
Reporting to the CEO, responsible for all global Industrial Sales, Marketing and Business Development activities.
· Increased sales 25% during first 12 months
· Increased EBITDA 43% through targeting high margin product sales
· Redesigned all marketing collateral with new brand elements and industry focused materials
· Implemented key account strategy that achieved 75% target growth with top 16 strategic customers
· Developed strategic plan targeting 15% CAGR
STURM, RUGER & CO., INC, Newport, NH 10/2001-12/2005
$150MM Manufacturer of Firearms and OEM Cast Components
Director of Sales & Marketing
Reporting to the Chairman & CEO, led Sales & Marketing for operations in Newport, NH and Prescott, AZ. Drove Product Management activities, including product requirements, product development, pricing strategy, packaging and product launch. Managed advertising, tradeshows, sales network, website, licensing, and branding efforts.
· Expanded North American Sales organization and grew Prescott casting business over 25% per year.
· Successfully launched 42 new products in less than 12 months, from concept to full-scale production.
· Turned unprofitable Ruger Accessories line into profitable business growing at nearly 300% per year.
· Created industry-leading website with over 5 million visitors per year and over 5,000 pages of content.
· Developed licensing program with a goal of generating $1 million per year in royalty revenue.
· Significantly expanded brand through tradeshow, television, print media, and internet communication strategy.
INTERSENSE, INCORPORATED, Burlington, MA 09/2000-09/2001
$6MM High Technology, pre-IPO startup manufacturer of precision motion sensing systems for simulation and training.
Director of Marketing & Product Management
Reporting to the CEO, directed all marketing, strategic planning, product and program management activities.
· Created partnership with Israeli ultrasound probe manufacturer to produce 3-D medical ultrasound products.
· Created all product marketing media including website, show booths, brochures, press releases, and advertising.
· Developed strategic plan targeting 300% annual growth rate.
· Led successful tradeshow launch of three new products designed to capture immersive-visualization market.
NORMAN P. DEPEAU
BFGOODRICH / COLTEC INDUSTRIES - LEWIS ENGINEERING, Naugatuck, CT 06/1995-09/2000
$25MM manufacturer of sensors, monitoring systems, indicators and electrical harnesses.
Director of Sales & Marketing/Corporate Key Executive/Business Unit Leader
Reporting to the Vice President/General Manager, directed Global Business Development, Sales, Contracts, Programs, Repair, and Product Support through a staff of twenty-two employees. Managed full P&L for new electrical harness business unit including Engineering, Operations, and Sales.
· Increased sales over 250% from $10MM in 1995 to $26MM in 1999.
· Increased profit from break-even in 1995 to over $6MM in 1999, the highest profit in the group.
· Led Lewis’ largest program win effort: a long-term, $10MM contract for 22 new instruments.
· Created and led fastest-growing product line with sales of over $7MM.
· Created world-class corporate international tradeshow displays.
· Led acquisition of $1.4MM sensor product line and $2.5MM industrial sensor business.
Director of Engineering (1996-1997)
Directed staff of twelve engineers, designers, and support personnel.
GENERAL ELECTRIC / AMETEK, INC., Wilmington, MA 1988-1995
$125MM manufacturer of aircraft flow, level and temperature sensors, monitoring systems, and cockpit indicators.
Manager - International Business Development (1990-1995)
Reporting to the VP/GM, developed sales of aircraft engine sensors and avionics at key U.S. and International customers. Identified marketing opportunities, coordinated costing and proposal efforts, negotiated agreements, and transitioned to program management. Developed and managed regional representation to grow global sales.
· Developed $60MM in program wins for new products in U.S., Italy, Japan, France, and England.
· Established international representation in Canada, Russia, and Japan.
· Developed and managed multi-divisional tradeshow exhibits at Paris and Farnborough Air Shows.
· Created and implemented strategic plan to increase sales 30%.
Manager - Mechanical Procurement (1989-1990)
Supervisor - Receiving/Incoming Inspection (1988-1989)
GENERAL ELECTRIC - MANUFACTURING MANAGEMENT PROGRAM 1986-1988
World-class operations leadership training program involving four six-month assignments.
EDUCATION
MBA – Business Management
SOUTHERN NEW HAMPSHIRE UNIVERSITY, Salem, New Hampshire – 1990
BS Dual Degree - Mechanical Engineering & Material Science
UNIVERSITY OF CONNECTICUT, Storrs, CT – 1986
TRAINING/CERTIFICATION
Licensed Private Pilot - 2004
Six Sigma Black Belt Champion - 1998
ISO 9001 Quality Systems Implementation - 1997
Leadership Education and Development - 1992
Purchasing Management Program (C.P.M. certification) - 1991
Professional Negotiating - 1990
Managerial Skills Development Course - 1989 |
