CHIEF COMMERCIAL SALES OFFICER
MBA (International Business), BS (Business/Marketing), Chief Commercial Sales Officer with more than 20+ years of leadership experience in building cohesive, cost-efficient sales cultures that generated sustainable revenue growth and net income objectives, exceeded Key Performance Indicators (KPIs) and identifying new market opportunities for organizations ranging from a $10.3 million privately held company to an international manufacturer of NFPA-20 certified diesel engines with $78.9 million in annual revenue.
Most recently as Director of Sales and Marketing USA for Fluid-Bag LLC in West Chester, Ohio, accomplished the following 3 items: 1) Personally developed a U.S. strategic plan which proved instrumental in expanding over a 4-year period new market unit sales of 941.9% which currently represents 26.1% of the total business; 2) Converted 100% of customer trials (17 trials from 2016 through 2019) into regular business equating sales of more than 5,000 units per year; and 3) Held new product demonstration at NLGI Las Vegas annual meeting which generated customer requests for more than 30 TAU Xtractor quotes with the parent company describing the event as the "best exposition ever."
AREAS OF SALES MANAGEMENT KNOWLEDGE
Relationship, Consultative & Solution Selling | New Market Penetration | Achieving Sustainable Revenue Growth |International Sales | Forming & Leveraging Multi-Channel Partnerships | Creating a Shared Sales Management Vision | Developing Go-To-Market Strategies | Managing all Phases of a Sales Lifecycle | Strategic Planning & Execution | Supporting Multiple Geographic Locations
CAREER HIGHLIGHTS
* Managing a Turnaround Situation: Played a key role in turning around Applied Electrostatics Division (United Air Specialists). Subsequently, achieved in 1-year revenue improvement from $3.9 million to $5.1 million and transformed an operating loss of $0.93 million to an operating profit of $0.21 million. Delivered TotalStat sales growth of 50.1% from $2.6 million to $3.9 million. Expanded divisional sales 28.2% from $3.9 million to $5.1 million, and increased earnings 122.6% from a loss of $0.93 million to a profit of $0.21 million.
* Increasing U.S. Market Share: Joined United Air Specialists as a Market (Sales) Manager when TotalStat was in the start-up phase with only 3 customers placing orders and no systems had been delivered. Consequently, over 6-years, personally secured 96.9% of all U.S. orders and lost only one order to the competition with an overall market share increase from 5.8% to 90.4% of the U.S. market.
* Creating New Market Segment Diversification: Entrusted by Fluid-Bag LTD (Finland) senior management with developing and implementing a strategic U.S. market plan to diversify into new market segments and broaden the customer base. Subsequently, generated over a 4-year period (2016-2019) new market segment unit sales 941.9%, representing 26.1% of total business, increased legacy market segment unit sales by 51.2%, and replaced 55.9% of the single customer lost business by the end of 2019.
* Achieving Multi-Million-Dollar Market Growth: Developed market strategy with Clarke Fire Protection Products designed to influence various buyers including pump OEM’s, OEM’s pump distributors, fire sprinkler contractors, and authorities having jurisdiction. As a result, achieved a market shift from electric motor driven pumps to diesel-driven pumps of 6.3 points to 37.4% of the market, coupled with a sales increase of 260.3% from $21.9 million to $78.9 million (2000-2008), and EBITDA of 13.4%.
WHAT OTHERS SAY
"M has 35 years of successful global management and sales experience in B2B and capital equipment sales in the USA, Europe and Asia. I have worked with several sales executives and M is one individual who uniquely stands out for delivering excellent results. I observed M appreciate the ideas and opportunities developed by team members, but also share his experiences and know-how for the benefit of the team. M does not assume things; he will walk the extra mile to find out the facts even on a detailed level. It was a joy to work with him because of his consistent positive attitude. I am absolutely confident that M will be a great executive for any company which selects him to grow and manage their company."
...Jan A. Backman, Managing Director, Fluid-Bag LTD
"M is an outstanding international sales executive who has traveled all around the world and has experienced many cultures and their challenges. He has been successful in exporting many different technologies in Asia, Europe and South America. I would recommend M’s help if you need someone to organize your export department, or if you need M to become your exporting department for you."
...Jagtar Khera, Owner at Khera Engineering LLC
KEY COMPETENCIES
Industrial & Capital Equipment Sales | Building & Leading High-Performance Teams | Achieving P&L Improvements | Conflict and Dispute Resolution | Formal Presentation Skills | New Product Rollouts | Leadership by Example | Multiple Project Management | Forming & Leveraging Vendor Alliances | Strategic Global Account Development | Managing a Distributor Network
PROFESSIONAL EXPERIENCE & ACHIEVEMENTS
Fluid-Bag LLC - West Chester, Ohio - 2015 to 2020
www.fluid-bag.com
Director Sales & Marketing, USA – Scope of duties for this U.S. startup (Finland parent company) consist of full responsibilities for the strategic plan, budgets, forecasts, full P&L, pricing, sales team management, customer service, inventory, and HR functions. Personally organized and designed the processes and procedures with the capacity to support a growing organization.
* Created and implemented the Fluid-Bag U.S. strategic plan through input and buy-in from the Finland based manufacturing, engineering, finance, marketing, and business segment managers. Team participation was essential to gain support for the strategic plan, the allocation of resources to implement the plan, and the availability of technical resources for the support of new customers.
MPE International - West Chester, Ohio - 2009 to 2015
www.mpeinternational.com
President/GM of JPB Système America – Primary duties focused on daily management of a U.S. startup consulting practice that focused on advising international companies entering the U.S. market.
* Conducted large-scale business development/sales presentations, technical interface for U.S. customers and the French technical team, contract negotiations, and managed the transition from a 'Tier 2' to a 'Tier 1' supplier. Subsequently, signed long-term contract with GE Aviation for the new engine programs LEAP, PASSPORT and GE9X and with Pratt & Whitney for the Geared Turbofan (GTF) new engine program.
Clarke Fire Protection Products, Inc. - Cincinnati, Ohio - 2000 to 2009
www.clarkefire.com
Global Marketing (Sales) Manager – Responsible for growing global sales, developing new international markets by discerning the needs of individual markets, and tailoring products to meet the needs of the individual markets and customers. Additionally, created global price analysis for individual markets and customers and the effect of currency exchange rates at each customer location.
* Sponsored a market study where specific sales data was provided by each OEM pump supplier, consolidated, and a totalized report returned to each OEM supplier. Using this data personally analyzed the certified diesel engine product line up (in terms of hp and rpm), in comparison with the number of fire pumps sold in the industry at each flow rate, hp and rpm. Analysis determined market need for specific hp & rpm node. Researched worldwide and determined the best manufacturing candidate that was the Doosan Infracore marine engine manufactured in South Korea. Met with Doosan at their Inchon factory and arranged a supply agreement of engines for certification testing and subsequent UL/FM certified engine production in the U.S. and introduced as the DT2H-UF series of engines.
United Air Specialists, Inc. - Blue Ash, Ohio - 1989 to 1999
(Purchased by publicly traded CLARCOR )
Vice President - International Sales (1996-1999) – Charged with international sales of all product lines and to support the United Kingdom, and German operations. Managed, recruited, trained, and supported 21 international distributors for TotalStat, Smokeeter and SmogHog product lines.
* Traveled to Thyssen’s corporate headquarters in Duisburg, Germany to conduct a technical and commercial presentation to Thyssen’s complete Management Board. This required me as one individual, to manage the negotiations in several functional areas as each Management Board member represented a different department. At the conclusion of the meeting the Management Board decided to enter into the proposed license agreement.
Division Manager - Applied Electrostatics (1995-1996) – Held accountable for turning around the sales of electrostatic fluid spaying (TotalStat) and electrostatic fluid cleaning (Kleentek) product lines with complete P&L responsibility.
* Led a team with manufacturing, procurement, and engineering department managers to analyze and develop a solution to improve the gross margins. This newly developed Engineering Design Document (EDD) process achieved an average 75.9% reduction in engineering hours from 2,019 to 486 hours, reduced assembly time on average by 84.9% from 896 to 135-man hours, and improved on-time shipment performance from 0% to 100%. Additionally, benefits included documented standards for electrical panel layouts, pump system layout, and baseline PLC programs.
Market (Sales) Manager - Fluid Spraying Systems (1989-1995) – Responsible for the sales of electrostatic spraying systems (TotalStat) located in the U.S. Midwest and international market development.
* Developed the European market for the TotalStat custom engineered systems and learned the customers required the equipment to be CE marked. Personally learned about the CE mark requirements, applicable Safety Directives and Low Voltage Directives, and how to obtain self-certification and avoid the costly TUV certification process. Worked with the engineers to develop the technical construction file, risk assessments, and sourcing of CE Marked components.
PRIOR 1989 PROFESSIONAL EXPERIENCE
Nash-Pulp and Paper - St. Petersburg, Florida
Manufacturers Representative - 1985 to 1989
Avtron Manufacturing - Cleveland, Ohio
Application Sales Engineer - 1981 to 1985
ACADEMIC CREDENTIALS & PUBLICATIONS
MBA, International Business
Xavier University, Cincinnati, Ohio
BS, Business/Marketing
Miami University, Oxford, Ohio
French American Business Alliance (FABA) of the European American Chamber of Commerce (EACC)
Board President - 2015 to 2017
Member - 2013 to 2017
Southern Ohio District Export Council (SODEC) of the US Department of Commerce
Board Chair - 2010 to 2013
Member - 1999 to Present
Honorable Order of Kentucky Colonels
Awarded by the Governor of Kentucky - 2014
"Why the Exchange Rate of Yuans and Dollars Matter"
Cincinnati Enquirer as guest columnist, Published October 11, 2011
"Mideast Turmoil and Business Prospects"
Cincinnati Enquirer Forum Section, Published March 27, 2011
ENDORSEMENTS
"M joined me at a time when I needed a presence in the USA to develop our aerospace business with the big turbine engine makers; GE Aviation and Pratt & Whitney. M demonstrated a firm grasp of technical details and took the time to document them appropriately. M demonstrated a high level of skill in recognizing issues that required solutions. He was able to guide customers to final technical and procurement decisions. M consistently presented a number of well thought-out options with pros and cons to promote improved understanding, communication and decision making. The results are clear, customers want to do business with JPB System because M guided communication in a timely, effective, and clear manner, I would consider any company fortunate to have him join their team.“
...Damien Marc, President & CEO of JPB Système |
