GENERAL MANAGER
Seasoned Business-to-Business Sales & Marketing Executive
High impact, action oriented go to market general manager with a proven track record of delivering results in intensely competitive markets for business-to-business industrial companies. Creates competitive advantage by developing strategic business vision, identifying and growing new markets, streamlining processes to improve profitability, and building high performance teams to deliver a differentiated customer experience. Brings a passion for transforming business operations and delivering turnaround results based upon the following skills and experiences:
SALES MARKETING GENERAL MANAGEMENT
Direct Sales Growth, Acquisition Brand & Market Strategy Profit & Loss Management
Channels Dealer, Agent, Franchise Product & Service Line Innovation Financial Planning & Forecasting
Inside Professional, Transactional Go to Market Activation Disciplined Performance Analysis
Field Engineering & Technical Sales Communications & Thought Leadership Engineering & Operations
Sales Operations & Enablement Digital e-Sales & Service Customer Service
PROFESSIONAL EXPERIENCE
CATERPILLAR GLOBAL MINING (BUCYRUS INTERNATIONAL), Oak Creek, WI 2010 - 2013
A $15B global manufacturer of mining equipment and solutions for surface and underground mining operations.
Sales & Marketing Operations, Americas North Region, 20122013
Selected to continue with Caterpillar Global Mining following the acquisition of Bucyrus with continued responsibility to support the direct sales effort and the dealer divestiture of customer facing functions. Report to GM of North America.
" Accountable for CGM sales revenue quota (machine, parts, service) and new machine PINS (market share) in support USA and Canada sales regions. Delivered a record sales revenue result in 2012 of 5.1B (98% of plan) and 60 PINS (104% of plan).
" Supported 12 dealer divestitures (representing over 75% of region mining revenue) to transition Legacy Bucyrus business supported all sales, marketing, communications, and product training aspects over 60-90 day serial transition periods
" Led Tier 2 Sales Engineering for Legacy Bucyrus machine sales Shovels (Rope/Hydraulic), Drills, Trucks, Room & Pillar
" Transformed entire sales operation to mainline Caterpillar business planning, forecasting, reporting, and field sales review
" Introduced and led widespread adoption of Salesforce.com platform to warehouse account data, manage sales opportunities, forecast revenue, and to enable field collaboration of customer, market, and competitor intelligence
" Built Tier 2 Technology Specialist team to drive market penetration and growth of Caterpillar MineStar platform. Key objectives include double sales revenue over 2012 (on track in 1H13), increasing bundled machine/technology sales, strategic technology solutions sold to key account and greenfield customers, and region/dealer activation and MineStar certification
" Led all major marketing and communication efforts for the region major internal and external events (e.g. MINExpo 2012)
Vice President, Sales, North America, 2010-2011
Recruited by the CEO of Bucyrus to transform the under-performing direct sales function to drive growth and acquire market share. Accountable for top line booked sales and net margin results for machines and aftermarket sales across the entire surface and underground service portfolio. Report to the President of North America.
" Led over 150 field sales, sales engineering, and sales operations employees organized in six sales management territories responsible for corporate and mine site account management for all mining customers in North America
" Delivered 102% of $475M booked net margin target represented a sequential 44% increase over prior year result
" Transformed the entire sales model including account and quota assignment, sales incentive plan, activity standards, disciplined sales management rhythm, technical sales, sales operations infrastructure, and sales recognition program
" Instituted Head Shave Challenge for North America Leadership Team one of the best sales enablers of my career!
" Awarded with a top 10% Distinguished performance rating
MANPOWER, Milwaukee, WI 2008 - 2010
A $16B global provider of employment services and solutions including Manpower Staffing, Manpower Professional, Manpower Business Solutions, and COMSYS (2010 Acquisition).
Vice President, Marketing, Communications, and Franchise Channel Management
Recruited to transform the Sales and Marketing functions to enable strategic growth in both the B2B and B2C markets. Accountable to drive top and bottom line results across the entire service portfolio. Report to the President of the Americas.
" Led the strategic positioning of the Manpower brand and capabilities to drive revenue and operating income growth through severe industry downturn resulted in three quarters of consecutive faster than industry growth beginning 4Q09
" Built strategy to guide investment in service line strategy, client and candidate experience, and industry vertical sales program - including the launch of two lines of business
" Completed analysis of the professional staffing industry to identify inorganic growth options, which resulted in the acquisition of COMSYS. Led the sales and marketing integration of the new company
" Directed all aspects of the franchise channel representing over 35 franchisees and $650M in Manpower revenue. Negotiated changes to franchise agreements to create alignment to modern day Manpower business strategy.
" Built and implemented a comprehensive digital marketing platform including on-domain website and off-domain social media platforms, demand generation, direct email, telesales, and client webinar/seminar capabilities
" Developed the Social Recruiting Strategy to increase recruiter productivity by leveraging digital marketing assets
" Transformed the proposal services team into the Manpower Solutions Center to increase sales win rate for large account sales opportunities over $10M
" Accelerated communications and thought leadership program including quarterly Manpower Employment Outlook Survey to dramatically increase brand visibility by aggressively expanding traditional and digital content placement
" Developed a major local and national sponsorship with Ernst & Young Entrepreneur of the Year program to reposition Manpower with growth oriented CEOs
" Reduced overall marketing cost by 25% during the downturn by leveraging new media and digital marketing platforms
" Built a disciplined program management and metrics process to prioritize marketing investments during a time of scarce capital and resources
" Redesigned the client and associate satisfaction process to create accountability with field leadership
MARSH & MCLENNAN, New York, NY 2007
A $10 billion provider of risk advisory, insurance brokerage, and consulting services to businesses around the world
Managing Director of Sales, Americas Region
Recruited for deep experience and performance in leading large field sales teams focused on business-to-business solution selling to develop long term, account managed, annuity relationships. Led the Risk Management and Middle Market sales teams that produced $330 million per year in new revenue. Reported to the Chief Executive Officer of the Americas.
" Led a team of 150 sales professionals, six national producers, and supported over 300 client executives in 60 offices
" Built a comprehensive plan to strengthen the sales practice to drive improved results for 2008. Launched several short-term initiatives across the Marsh and MMC including Global Growth Day, which produced over 7,500 new prospects.
" Supported all major sales operations functions including staffing, training and development, business planning, target assignment, funnel management, results management, compensation, recognition, and performance management
AT&T BUSINESS SERVICES, Bedminster, NJ 1986 - 2007
A $123 billion provider of communications solutions to consumers and businesses around the world
Vice President/General Manager, Mid Market Business Segment, 2003-2007
Led the intensely competitive Mid Market Business Segment (120,000 U.S. businesses) during a severe industry downturn. Responsible for growing $2 billion revenue base, $220 million new sales growth, $300 million profit contribution, $60 million SGA expense budget, and over 800 sales, pre-sale, post-sale, VAR channel, marketing, and sales operations professionals in seven U.S. regions. Report to the President of Business Services Worldwide Sales.
" Turned around revenue growth performance from -24% in 2003 to flat in 2007 (went positive in 2008)
" Led the successful integration of the AT&T, SBC, and Bell South teams into the new AT&T
" Delivered every objective: 104% attainment of revenue, 120% of new sales, 105% of A/R, 103% of customer satisfaction, and earned highest performance appraisal ratings for 2005 and 2006
" Created and implemented an innovative customer segmentation and distribution model with direct and third party account teams that brought a high touch experience to mid market customers, increased new sales productivity by 40% and reduced base losses by 48% in 2006
" Revitalized every aspect of the sales associate development program including rigorous hiring, on-boarding, development, compensation, recognition, career progression, and performance management processes, reducing the annual account executive turnover rate from 65% to 22%
" Created a comprehensive marketing program for a bundled solutions offering; increased strategic services revenue from 35% to 55% of base utilizing VAR channel partners, direct mail, seminars, events, promotions, and advertising
" Created a targeted pricing program that increased sales close rate from 24% to 57%
" Re-engineered quota assignment, forecasting, measurement, and results analysis platform that aligned the business plan with sales activity and market performance
" Awarded Circle of Excellence recognition program for outstanding performance in 2004, 2005, and 2006
Vice President, AT&T Solutions Center, 2000-2002
Led a nationwide team of 450 field engineers and product sales specialists to drive revenue growth with Fortune 500 and Enterprise 5,000 customer segments by delivering technical design and point of sale support to field sales teams.
" Designed and implemented the AT&T Solution Center that centralized technical and deal support for all proposals
" Directly aligned all field engineering and specialist support associates to sales organization and sales compensation plan, creating accountability for new sales and revenue objectives
" Created Network Architecture Assessment and Customer Lab programs to accelerate design-to-close cycle
" Led intensive sales activation of Data/IP Managed Services portfolio to accelerate revenue growth grew revenue by $50 million and a three year annualized growth rate of +8%
National Sales Director, Data & IP Services, 1996-1999
Led a nationwide direct sales team of 230 people focused on Enterprise 5,000 segment customers and a headquarters staff of 50 associates responsible for compensation operations, sales team training, business planning, and results analysis.
" Achieved 108% of sales objective, and revenue growth of 37% to $1 billion
" Led a massive launch and successful implementation of AT&T Internet Services Portfolio
" Built the first integrated value bundle offer - Resources for Growth
" Awarded Leaders Council recognition program for top 2% sales performance in the nation
Marketing Director, Small Business Market, 1993-1995
Created the Small Business Segment and its offer, marketing, and sales strategy to drive revenue and increase profitability with over four million small business customers. Led 12 P&L marketing managers and an extended business team including product management, database marketing, telesales, direct mail/media advertising, and customer service.
" Built the Road Runner database platform to plan, evaluate, and maximize sales program profitability
" Operated 25 customer segmented acquisition, growth, and retention sales programs
" Doubled sales revenue results to $40 million in 1995 while reducing SG&A unit cost by 18%
" Revitalized Profit by Association affinity program to drive revenue growth from $200 million to $1 billion
" Recognized with Business Communications Services - Quality Award for outstanding performance
Product Manager, WATS Service Family, 1992-1993
Chief of Vice Presidents Executive Staff, 1991-1992
Operations Manager, InfoWorx National Maintenance Center, 1990-1991
Member of Technical Staff, Bell Telephone Laboratories, 1989-1990
Engineering Manager, Network Operations Group, 1987-1989
National Account Executive - Certified Insurance Industry Consultant, Allstate Insurance, 1986-1987
Summer Intern, Sears National Account Team, 1985
EDUCATION
Master of Business Administration - Marketing, Farmer School of Business, Miami University, Oxford, Ohio, 1986
Bachelor of Science - Chemistry, College of Arts & Sciences, Miami University, Oxford, Ohio, 1984
PROFESSIONAL DEVELOPMENT & COMMUNITY SERVICE
Leader as Teacher, Making Great Leaders, Caterpillar Global Mining, 2012 2013
Foundations for Leadership, Society of Organizational Learning, Boston, 2003
Executive Development Program, Kellogg School, Northwestern University, 1997
Communications Training Program, AT&T Bell Telephone Laboratories, 1990
Church Council (past President) & Youth Advisor, Fox Point Lutheran Church, 2010 - present
Active Board Member, Marketing & Education Committees, Discovery World, Milwaukee, 2009 present
Active Board Member, Programs Committee, Association of Corporate Growth (ACG), Milwaukee, 2012 present
Active Board Member, MDA Black-N-Blue Ball, Milwaukee, 2010 - 2012
House & Membership Committees, Ozaukee Country Club, 2010 - present
Volunteer Teacher, Junior Achievement & Special Enrichment Programs, 2002 - present
Coach for Youth Baseball, Soccer, and Basketball programs, 1999 - 2010
Past President & Sunday School Teacher, Zion Lutheran Church, 1992 - 2008
Past President, New Jersey Chapter, Miami University Alumni Association, 1990 - 1994 |
