Marketing, Sales, and Business Leader bringing diverse experience to analyze market transitions, industry trends, business and customer situations, then establish a vision and strategy, form teams, execute plans, and measure results. I delight in taking on complex and challenging roles that require innovation and are critical to the success of a company and its customers. Competencies include:
" P&L Management
" Change Management
" Global Strategy Development
" Leadership & Team Formation
" Business Development
" Integrated Marketing
" Human Factors & VoC
" Sales and Tech Training
" Promotion & PR
" Process Improvement / Lean
" Channel Management
" Policy development
" Initiative Execution
" Sales & Customer Tools
Director, Business Development and Sales, (2017-2018)
$2B Industrial & precision motion control for aerospace, medical, military, and industrial markets.
Recruited to lead sales, channel management, and product management for three market-leading brands.
" Improved outside sales team talent and direction to exceed annual sales goals by $3.4M with 7% growth in 1st year, continued growth trajectory in 2nd year. Managed an organization of 15 sales and product management personnel.
" Transformed inside, outside, and digital sales to utilize analytics, marketing automation, lead management, and new processes that match current customer project life-cycle and purchasing preferences.
" Established new project management process to improve internal, sales, and customer technical and commercial communications during complex projects. Ensured IP protection and eliminated loss of revenue for free engineering with no commitment to purchase. Generated $1/2M incremental annual business and $3M funnel.
" Implemented tiered distribution program based on mutual investment and activities to grow business together. Activities include account planning, target accounts, training for sales and specialists, stock plans to improve key service levels, and lead management. Achieved above market growth in year 1.
COMMUNICATIONS COMPANY 2011-2016
$2B Mission-critical network infrastructure solutions for industrial, enterprise, and broadcast markets.
Vice President, Global Strategic Initiatives Marketing (3 years)
Promoted to create strategies, form teams, and execute plans to address market transitions, including Ethernet, wireless, physical and cyber security, and the Internet of Things.
" Recruited and managed six marketing and business development leaders and a newly formed global team of 30 presale application and technical support engineers.
" Created an initiative designed to capitalize on market synergies from several recent acquisitions. The initiative transformed the companys global industrial sales activities from promoting and selling individual network components to selling the entire network portfolio as a solution to higher level decision makers. Actions included global assessment & training for sales & distribution, introduction of innovative sales tools, alignment of incentives, and a new PR strategy and associated campaigns. This initiative increased sales productivity, differentiated our offering from niche component suppliers, and established the company as the industrial network market leader, with 8% growth on a $1B business.
" Recommended and initiated the acquisitions of a communications gateway company, to increase the companys influence as customers transition to Ethernet, and a security software company, to build out the companys cyber security portfolio.
" Analyzed, selected, and penetrated several very large global customer accounts to expand the companys global account program. Activities included establishing global pricing and support agreements, private labelling, and consulting to improve their success in the marketplace. By year 2, created $20M in new funnel, $10M in revenue, and $5M/year in revenue from standardization.
" Created and led a physical security initiative with a leading camera manufacturer and leading electrical distributor, designed to target transportation, industrial and utility markets facing new risks, government regulation, and extreme environmental challenges. Program elements incorporate new, world-class technology, combined expertise from each company, and tested and validated designs with extended warranties. Expectations include first year revenues of $1.5M with growth to $10M and beyond in 3-4 years.
" Established a program and partnerships with several complementary security service and product partners, leading directly to the acquisition of a security software company. Organic growth nearly doubled in one year.
" Invented and launched a new global sales process, workshop and interview tool to share industry best practices with customers, while identifying opportunities for the breadth of the companys industrial portfolio and establishing the companys differentiation. First year sales opportunity funnel grew by 30%, and win rate increased by 5%.
" Established promotion of the entire breadth of free, fee, and partner services to support the customers entire project cycle.
" Frequent author, speaker, panelist, blogger, and analyst consultant on industry trends.
Director, Vertical & Initiatives Marketing (3 years)
Recruited to analyze markets and develop and execute strategies focused on the most attractive vertical market segments.
" Drove sales in target vertical markets at an average of 4x market growth rates, affecting ~$300M of this divisions business.
" Created and aligned promotion, channel readiness, business development, partnering actions and product roadmaps to augment target vertical market assessments.
" Established a disciplined investment process to stop, start or continue investment activities based on vertical assessments. This helped reprioritize scarce development and promotional bandwidth.
" Invented industrys first Industrial Network Certification program that warrants customers installed networks, backed by a vendor and supported by highly trained and authorized integrators.
" Invented unconventional sales and customer tools to promote and differentiate The companys offerings including Popular Configuration sales tools, Selling Briefs, Great Applications drawings.
" Created and conducted many webinars, blogs, press releases, and feature articles in trade magazines.
INDUSTRIAL AUTOMATION MANUFACTURER 1985-2011
Leading industrial automation and controls manufacturer
Director, Networks Business, (5 years)
Promoted to establish a company-wide business strategy for industrial networks and drive execution impacting all company divisions and regions.
" Managed eight Marketing and Engineering leaders and multiple matrixed teams focused on developing and executing plans to drive network technology, international standards development, cyber security and wireless internally across divisions and externally. Networking activities became key differentiators for ~11,000 products and nearly 50% of the companys $5.9B revenue.
" Partnered with a leading Ethernet switch manufacturer to enter the industrial Ethernet switch market by delivering jointly developed products, promotion, reference architectures, and technology sharing. Revenues exceeded $50M in year 3.
" Created the strategy to establish market share leadership for the companys chosen network technology, instead of technologies backed by much larger competitors. By 2011, the technology held a 2:1 lead for units and revenue and continued to grow at 30% y/y, surpassing 1M units sold.
" Persuaded leading industrial automation and communication companies to join the consortia that promotes the companys core network technology.
" Created company-wide cyber security strategy team. Activities included creation of design for security standards, internal product audits, and work with appropriate government agencies such as NSA, DHS, US CERT, INL and international standards bodies including IEC, ISA, and IEEE.
" Created a forum bringing together IT and OT from key customers such as General Motors, Chrysler, Goodyear, Kimberly Clark, and Eli Lilly to explore and provide direction to the company about the network convergence trend in industry. This was a predecessor to the Internet of Things.
" Regular author, panelist and global presenter.
Marketing Manager, Networks, (5 years)
Promoted to manage high-tech product lines with global annual revenues in excess of $125 million with a team of eight direct reports.
" Established product plans, budgets, and metrics targeted to grow revenues and $50M incremental profits over 5 years.
" Assessed the current portfolio, competition, and the companys larger differentiation to identify & address product gaps.
" Patent co-inventor.
Initiative Leader, dual role (2 years)
Proposed, created a team, and led an initiative to attract and win Early Majority customers by easing the application of the companys new, high volume control platform. Managed a $4M budget, with benefit to ~$2B of the companys business. Global share grew several points, and US share grew from 50% to nearly 60% during this time.
" Established OBE Out of Box Experience and other user analysis, and drove several product and packaging changes, and a new software help system resulting in 60% less customer application development time and 40% less complexity.
" Created customer website with free application code samples, faceplates, selection tools, popular configuration advice and value calculators. In the first two years, these tools were downloaded tens of thousands of times. These tools and team remain an active and important part of the company today.
Regional Commercial Sales Manager (4 years)
Promoted to facilitate sales activities for 25-30% of the companys $1B core architecture-level business in the U.S. Indirectly supervised 15-20 Area Managers in five districts.
" Won standardization at Cleaver Brooks, U.S. Navy, GM, Michelin and many other global accounts.
" Produced 22 sales training videos designed to accelerate sales for new product line introductions and to align selling techniques and activities globally. Settings were actual customer facilities, training focused on sales activities, not product capabilities, and themes were creative, including This Old Factory, Operation Sales Support, and Take the Hill.
" Revised Area Manager roles and compensation plans to align with their increased role in the companys success. Established an inclusive performance evaluation process to ensure stakeholder input and key priorities were clearly understood.
Senior Sales Area Manager / Sales Area Manager, (5 years)
Promoted to this high-tech consultative sales position. Grew business five years in a row at 7% CAGR to $35 million at four distributor chains and seven locations.
" Drove adoption and standardization at Proctor & Gamble, Pillsbury, Mead, Delphi, Kroger, and others.
" Created and conducted Mission Impossible hands-on seminar used to show differentiated integration between 3 core software products. After hosting the seminar for ~200 local customers, it was repeated for ~400 global customers during the companys annual trade show.
Senior Software Product Marketing Manager / Marketing Manager (5 years)
Promoted to employ human factors skills and significant customer experience to design the companys first Windows®-based programming software product. This multi-award winning software product is still the companys flagship platform today.
Senior Performance Analyst / Customer Training Designer (2 years)
Analyzed user interaction with the companys high-tech products, identified skill gaps and created training and job aids to ensure success.
Senior Training Specialist (3 years)
Provided hands-on system design, programming and maintenance training courses for 250-300 customers/year.
HEALTH CARE EQUIPMENT MANUFACTURER
R&D Engineering Technician (2 years)
Design assistance and test of prototype MRI systems.
BS Business Management, Hiram College, Hiram, OH (summa cum laude)
ASEET, ETI Technical College, Cleveland, OH (summa cum laude)
Strategic Leadership, University of Wisconsin, Sheldon B. Lubar School of Business, Milwaukee, WI
Company Leadership Institute
Strategic Selling, Miller Heiman
Customer Centric Selling, Bosworth
Technical Instructors Institute, University of Wisconsin, Eau Claire, WI
Advanced Instructional Design, Harless Performance Guild
Process Management, Rummler-Brach Group
The Complete Project Manager, Strategic Management Group
20 additional professional courses