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.
2011-2016
$2.3B Industrial-grade network communications products
Vice President, Strategic Initiatives Marketing, 2014present
Promoted in January 2014 to create strategies, form teams, and execute plans to address industrial Ethernet, wireless and cyber security market transitions.
Created the strategy to transform the companys global industrial divisions from promoting and selling individual network components to sell our entire network portfolio as a solution. Our actions enabled the company to sell to higher level decision makers and further leverage these relationships to sell highly profitable industrial cyber security and wireless solutions. By executing this strategy, we increased sales productivity, differentiated our offering from niche component suppliers, and established the company as the industrial network market leader.
To drive Ethernet leadership:
Recommended and assisted in the acquisition of an industrial gateway product company. This added specific complementary offerings that increases our influence as customers migrate to Ethernet.
Developed innovative sales tools, training, messaging and promotion to attract new decision makers and identify opportunities for our whole portfolio.
Formed and led a global team of H30 application engineers, attracted complementary 3rd party service providers, and established promotion of the entire breadth of free, fee, and partner services to support a customers entire project cycle.
In 6 months, we doubled North Americas sales funnel to nearly $100M.
To drive cyber security leadership:
Established partnerships with several complementary security service and product partners, leading directly to the acquisition of a leading cyber-security product company.
Directly aligned with security standards and government agencies.
Evolved security messaging to include security in the larger network solution message.
Trained sales and support.
Established internal processes to audit and address potential vulnerabilities in our products.
In one year, our security groups organic growth nearly doubled.
2012 2013 2014
High Tech Industrial ($M revenues) 219 231 253
Company Growth (% year/year) -5.1% 5.4% 9.5%
Market Growth (% year/year) 2.8% -0.9% 6.9%
In addition, company stock is trading at $90, up from $29 in Nov 2011. Analysts cite this transformation and acquisitions in this division and others as key to its success.
Director, Vertical & Initiatives Marketing, 20112013
Hired to create strategies and execute plans to transform the companys industrial businesses from component-oriented cable and Ethernet switch businesses to a model better suited to address emerging markets, market transitions, and emerging competition. Also challenged to refine and drive an existing strategy focused on the most attractive market segments.
To improve the focused market segment strategy:
Added an evaluation process to identify and pursue the best customers in each segment.
Added promotion and channel readiness actions to complement product roadmaps.
Established a disciplined process to stop, start or continue activities based on the plan.
To drive success in focused market segments:
" Aligned marketing and sales resources, and focused promotions and messaging.
" Designed in-person and distance sales training.
" Created unconventional tools to promote and differentiate the companys offerings including Design Checkups, Popular Configuration sales tools, Selling Briefs, Great Applications drawings, webinars, blogs, press releases, and feature articles in trade magazines.
Also created and promoted the concepts of the market transition strategies and plans which led to my promotion to VP.
Market Segment Market CAGR Company Growth 2012-2013
Oil & Gas 5.4% 7%
Power T&D 5.4% 17%
Automotive 4.9% 35%
Rail-Rolling Stock 4.4% 50%
TOTAL FOCUS Markets 5.0% 22%
1985-2011
$5.9B Industrial automation and controls
Director, Networks Business, 2007-2011
Promoted to establish a company-wide business strategy for industrial networks and drive execution impacting all company divisions and regions.
Created the strategy to add differentiated value for the companys system-level customers, and establish market leadership for the companys chosen network technology instead of technologies backed by much larger competitors. The strategy required we accelerate market adoption of industrial Ethernet, focus on network infrastructure, and address the convergence of industrial and enterprise networks. Internally, the strategy required aggressive adoption of this same Ethernet technology and inclusion of appropriate design for security for ~11,000 products and nearly 50% of the companys $5.9B revenue.
To drive market leadership:
Persuaded 3 significant competitors to join the consortia that promotes the companys chosen technology as principal members equal to my company.
Engaged in technology sharing, joint promotion, co-marketing, and product compatibility activities.
To enhance the companys position:
Partnered with a leading Ethernet switch maker to enter the industrial Ethernet switch market by delivering joint products, promotion and technical expertise.
Complemented the offering with other 3rd party branded products to supply the breath of products needed to enter this space.
New Ethernet switch business revenues exceeded $50 million in the 3rd year, with significant penetration into customers IT groups and several multi-million dollar pull-through successes.
To drive adoption internally:
Formed a networks promotion team to unify messaging and direction across company divisions and channel sales teams
Formed an internal networks and security technical team to drive consistent and rapid adoption of new network technologies across multiple business units, market segments, and regions
By 2011, all of the companys high-volume network products were available on the new Ethernet technology, growing at 30% CAGR, out-selling their legacy networked counterparts and commanding a price premium.
2010 ARC Market Share Data Units($k) Units% ($M) ($%)
Devices w/ preferred technology 634.5 31.7% 675 30.2%
Main competing technology 278.2 13.9% 395 17.7%
Marketing Manager, Networks, 2003-2007
Promoted to manage 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.
Initiative Leader, Integrated Architecture, 2004-2005 (dual role)
Created an initiative and formed a team to ease design and application of our new, high volume control platform. Created unconventional customer tools, including free application code samples, faceplates, selection tools, popular configuration advice and value calculators. Reduced customer application development time by 60% and complexity by 40%. In the first two years, these tools were downloaded tens of thousands of times.
Regional Commercial Manager, 1999-2003
Promoted to facilitate sales activities for 25-30% of the companys core architecture-level business in the U.S. Indirectly supervised 15-20 Area Managers in five districts. Won standardization at Cleaver Brooks, Navy, GM, Michelin and many other global accounts.
Senior Area Manager / Area Manager, 1994-1999
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.
OTHER RELEVANT EXPERIENCE
Senior Software Product Marketing Manager / Marketing Manager Industrial Automation
Senior Performance Analyst / Training Designer Industrial Automation
Senior Training Specialist / Training Specialist Industrial Automation
R&D Engineering Technician Medical Imaging
EDUCATION
BS, Business Management, Hiram College, Hiram, OH
AS, Electronic Engineering Technology, Electronic Technology Institute, Cleveland, OH
University of Wisconsin, Sheldon B. Lubar School of Business, Strategic Leadership, Milwaukee, WI
Corporate Leadership Institute, Milwaukee, WI
University of Wisconsin, Technical Instructors Institute, Eau Claire, WI |
