Senior Executive with international sales & marketing management and leadership skills, building significant global market presence and driving profitable revenue growth. Direct reports include sales, marketing, engineering, and product development personnel.
Leader of cultural change creating aggressive international product development, sales and marketing presence.Recruited “A” level performers; coached, mentored and motivated “B” performers. Established consistent control systems to manage individual and team accountability standards maximizing organizational performance.Trained product development, sales and operations staff to be successful in closing and maintaining “Smart Growth”business.Training includes LEAN / Six Sigma / Total Quality and William Edwards Deming’s System of Profound Knowledge™.
Business & Product Development,Customer Relations,Sales
Identified and led the expansion into more profitable industry segments. Turned the market perception of companies from troubled to innovative. Led increase in customer satisfaction ratings from failing to highly regarded partner.
Leader in establishing brand identities. Revamped UPG and Nexpak corporate marketing plan;hired and managed public relations firms to improve corporate image. Created new products and services and re-created existing products and services. Performed as media liaison, nurturing relationships with key industry journalists to assist in gaining positive industry exposure. Managed multiple advertising/PR agencies.
Conceived and executed major shifts commercial strategy resulting in key business awards with major new customers including Novo Nordisk, Whirlpool and GE Energy.Drove the sales and marketing efforts within the organization: creating market awareness, establishing a consistent focus on efficiency, protecting critical customer relationships, exiting unprofitable segments and developing new, smart business.
Leveraged existing IP of Nexpak to develop new business segment; NexAlert Security Products. Re-positioned existing product STACKpak, to highlight “Eco-Friendly” attributes – targeting major studios as a platform storage case product for multi-disc catalog releases. Developed new business segment leveraging existing sales channels in commercializing Audiblepak, a preloaded, self-contained, ready to play MP3 audio player packaged in a SecureCase ONE media storage case. Target industries include Libraries, Schools, Universities, Resorts, Cruise Ships, Government.
Incentive Plans, CRM, P&L, Technical
Led many aspects of effective installation and utilization of sales & marketing improvement tools such as incentive compensation plans, CRM and annual individual Goals & Objectives and Annual Budgets. P&L responsibilities on pricing on a global scope. Executive team member monitoring and scrutinizing P&L on all facilities. Lowered overall RFQ pipeline by 30%, improved win rate by 25% and improved new win program gross margins by 7%.
Extensive effort in personally building customer and supplier relationships to support building China, Mexico and Europe business. Organized and managed international marketing, direct sales force and manufacturing representative alliances in Mexico, Europe and China.