EXECUTIVE COMPETENCIES:
Strategic planning, product development, product commercialization, leadership development, new business development, business analytics, business case development, strategic marketing, capital investment, product and program innovation, cross functional team leadership, product management, board level communications
PROFESSIONAL EXPERIENCE & ACCOMPLISHMENTS:
- - - Product Management, New Business Development, Marketing Programs - - -
20+ years with present employer
GLOBAL BUILDING MATERIALS COMPANY
DIRECTOR, PRODUCT MANAGEMENT (2003 to present)
Key executive leadership position involved in all aspects of product management for a $1B plus business unit.
Accomplishments:
- Led the successful development and commercialization of over 12 new products.
- Repositioned and realigned core of product line (representing more than half of division sales) to drive increased sales mix of higher margin products. Volume of higher margin core products grew at 4% CAGR in declining market over last five years.
- In 2008, took over our fledgling accessory products business. As owner of P&L, grew product category revenue by 64% and nearly tripled margins between 2008 and 2011. Created new market identity and value to enable contractors to sell a complete product solution to homeowners. Set up new toll manufacturing and product development partnerships for products outside our core manufacturing capabilities. Built new service platform reducing lead times, providing customers more delivery options, and reducing working capital.
- Beginning in 2011, defined and led a comprehensive contractor growth strategy to become leading brand with contractors. Launched enhanced loyalty levels with meaningful benefits and a new on-line portal. Developed clearly defined action plans, metrics and accountability for sales organization. Contractor membership increased 50% and program revenue increased 60%
- Led divisional strategic planning in 2011 and 2012
Responsibilities:
- Developed and executed the product line strategy.
- Accountable for all product management, major marketing initiatives and contractor marketing to sustain minimum mid-teens operating margin percentage.
- Led the development and commercialization of new products while rationalizing lower performing products.
- Provided leadership to the entire organization regarding product positioning, customer fitness-for-use, product market research, and competitive analysis.
- Partnered with manufacturing and supply chain leaders to reduce costs.
- - - - - New Product Innovation - - - - -
LEADER, NEW PRODUCT DEVELOPMENT (1996-2002)
Accomplishments:
- Created new building products. Awarded over twenty patents.
- Led product development teams on variety of proprietary building products. Focused on new products and product extensions with differentiation to drive higher margins.
- Largest, patented new product generated over 25% of division sales three years post launch.
Responsibilities:
- Partnered closely with marketing, capital engineering, and plant teams through prototyping, production start-up, and commercialization. Utilized stage-gate process.
- Performed preliminary market, economic, and strategic evaluations of technical projects in other divisions with objective of establishing sustainable competitive advantage.
- Developed business cases and created manufacturing cost models for competitive materials and on-site assembly of construction products.
- - - - - Building Material Sales - - - - -
ADVANCED SALES REPRESENTATIVE, Minneapolis & Chicago, (1993 - 1995)
Increased sales in slow growth territory over 18% by developing proprietary specifications and gaining discretionary business from contractors and distributors. I sold value throughout the customer chain, engaging architects, distributors, contractors, and builders. Maximized territory profitability in the midst of rapidly changing raw material costs through job and market pricing strategy. Total sales plan was approximately $6 million. In addition, I taught selling skills to salespeople of key distributors.
ARCHITECTURAL METAL PRODUCTS MANUFACTURER, Pittsburgh, PA, (1991 - 1992)
SALES REPRESENTATIVE
Expanded market presence in architectural metal products by developing new distribution channels and managing manufacturers representatives. Sales plan was approximately $1.2 million to a customer base consisting of building material and HVAC distributors located in 12 northeastern states. Generated 36% of the new customer sales company-wide.
- - - - Architectural Design, Custom Home Building, Contracting - - - -
CUSTOM HOME BUILDER, Minneapolis, MN, (1986 - 1990)
ARCHITECT, CONSTRUCTION MANAGER, and minority equity partner.
Designed custom homes and focused on operations, including home specification, bidding, negotiating, product supply, sub-contracting decisions and scheduling while playing an active role in the sales process.
PACKAGED HOME MANUFACTURER, Minneapolis, MN, (1984-1985)
DRAFTING SUPERVISOR, PURCHASING MANAGER
Company sold home kits and financing to consumers who acted as their own general contractors to build their home. I supervised drafting and estimating department and developed a new process for customizing home packages at point of sale. In addition, I negotiated pricing and set up accounts with product suppliers and solved on-site construction, design, and material problems for customers who had a variety of skill levels and were often frustrated with the building process.
PROFESSIONAL CERTIFICATIONS:
Registered Architect, State of Minnesota
EDUCATION:
University of Illinois, Urbana-Champaign, Illinois
Master of Business Administration 1983
Master of Architecture 1983
Miami University, Oxford, Ohio
Bachelor of Environmental Design 1981 |
