Patrick Goss

Patrick Goss

Skills

Skills

Opportunity Analysis

Was formally trained in the principles of Opportunity Analysis (OA) while with Avery Dennision. OA applies the principles of Stagegate in risk management, specific to managing projects from ideation to commercialization.   Have been directly involved as project leader or portfolio manager in over 50 OA projects spanning two companies/industries and across oceans.   Have formally implemented Opportunity Analysis methodology from scratch while on expatriate assignment, and again when joining Bostik, Inc. Have recruited and/or trained multiple professionals to conduct OA in market evaluation.

Work History

Work History
Nov 2009 - Present

Business Director, Americas

UPM Raflatac

Joined the Americas Leadership Team of this $400MM Industrial pressure-sensitive roll laminates operating unit of United Paper Mills (UPM), with commercial P&L responsibility for the product identification labelstock business in the Americas. Managing 1 Director and 4 marketing professionals.

Jan 2009 - Nov 2009

President

SBR Capital Management

Founded commodity futures trading firm. Sought to attain Exempt Commodity Pool Operator status.

May 2005 - May 2008

Director of Strategic Marketing

Joined the Divisional Leadership Team of the $260MM Industrial Adhesives and Nonwovens Division of Bostik, Inc. in a newly created position, with responsibility for creating the Marketing department, establishing new work processes and achieving growth in strategic markets. Reported to the GM, recruited/managed 5 professionals.

  •       Led Divisional strategic planning process, introducing financial bridge analysis, technology gap analysis and Horizons portfolio management as a basis for strategic growth discussions.
  •       Introduced Opportunity Analysis (OA) portfolio stagegate management, and created cross-functional segment leadership teams to execute newly developed segment plans. Innovation sales grew to 9.6% of total sales, with the Horizons project portfolio doubling in value to exceed $20MM.
  •       Pursued the product development, process development and acquisition targets necessary to achieve a #2 sealant supplier position to the Windows & Doors industry. Five major new products involving contract technology development, cross-divisional technology transfer, global sourcing and new-to-world technology platform R&D were in development/commercialization.
  •       Repositioned Bostik as the innovator in the Windows & Doors segment, introducing the "Future of StikÔ" marketing communications campaign.
  •       Recently appointed a seat on the 6-member Bostik Worldwide Innovation Steering Committee.
Jan 2003 - Dec 2004

Director of New Business Development

Promoted. Joined the Executive Leadership Team of this $1.2 billion North American operating unit in a newly created staff position, with responsibility for leading Avery's longer-term "Horizons" initiatives. Reported to the VP/GM, managed 2 professionals.

  •       Grew new product/new segment sales from zero in 2003 to $5 million in 2004. Led teams that conducted Opportunity Analysis (OA) on 15 projects, including "Blue Ocean" primary research in the residential housing construction industry with the ECC Partnership.
  •       Developed novel OA Step 1 idea-screening stagegate methodology in achieving Six Sigma Greenbelt certification. Launched Division-wide "Everybody Innovates" contest generating 500+ ideas.
  •       Established JDAs for the R&D of "new to world" pressure sensitive structural adhesives.
  •       Appointed membership on the Avery Corporate Brand Council.
Aug 2000 - Jan 2003

Commercial Business Director

Fasson Roll Materials Europe

Commercial Business Director, Roll Materials Europe, England (8/00 - 1/03)       

Expatriate Assignment. General Manager with profit and loss responsibility for the $32 million Specialty pressure-sensitive laminate products business unit in England. Marketing Director for the $145 million Northern region of Europe. Reported to the Regional VP/GM, managed 11 professionals from Marketing, Sales, Purchasing and Operations.

  •       Increased Specialty EVA $2 million in 2002. Instituted Six Sigma, improved productivity via manufacturing line speed gains, order scheduling, and made-to order inventory management.
  •       Grew Specialty & Regional sales $7 million via new market development initiatives in security printing and produce labeling.
  •       Justified a new multi-million dollar distribution center in London through market segmentation analysis.
  •       Received $500 thousand in Company venture capital board seed money for fast-moving consumer goods (FMCG) product testing after conceptualizing the "Avery Home" brand positioning. Conducted an in-home placement study in the UK regarding use of functional packaging reclosure strips.
Aug 1999 - Aug 2000

Director of Marketing

Director of Marketing, Fasson Roll North America, Cleveland, Ohio (8/99 - 8/00)

Promoted. Commercial leader for the $295 million Product Identification Division of FRNA. Reported to the VP/GM, managed 2 departments, 8 professionals in total.

  •       Improved net income in consecutive years by nearly 20% in a mature, declining product line. Realized $1 million in profit with pricing strategy for the Fasson S246 adhesive product line.
  •       Served as negotiation strategist and team leader for the winner take all, 3 yr, $81 million Mail-Well contract.
  •       Staffed a Business Development function. Delivered $9.0 million in growth landing the world's largest produce labeling account and the nation's leading food rotation labeling account.
Sep 1995 - Aug 1999

Product Line Team Leader

Promoted. Team Leader of the $280 million prime paper product line. Reported to the VP/GM of the Product Identification Division. Managed 4 professionals.

  •       Devised and executed a Multi-Generation Product Plan. Re-engineered 4 major substrates and commercialized a "New to World" formulated adhesives technology and process.
  •       Rationalized SKUs in flagship plant by 21%. Achieved the #3 selling Fasson SKU worldwide just 16 months after introduction. Doubled offerings and efficiency of industry-leading Fasson Exact service programs.

Product Line Team Financials (bsi represents one billion square inches of laminate material)

            Units        Sales      Material    Losses    Net Income      ROS

1999      814bsi        $275.8      $143.7      $ 8.1            $15.8      5.7%

1998      785bsi        $279.9      $145.9      $12.6          $13.9      5.0%

1997      789bsi        $283.9      $151.9      $13.6          $11.6      4.1%

Prior roles:

Product Manager, Fasson Roll North America, Cleveland, Ohio (2/98 - 10/98)

Expanded responsibility. Managed the $200 million Fasson brand industrial papers product line.

  •       Developed and commercialized Fasson Prime Portfolio, a novel bundling of new and existing core pressure sensitive adhesive/paper laminates and service programs for the narrow web printing industry that served the product identification end use markets.
  •       Managed a $250 thousand marketing communications plan for commercialization of the Prime Portfolio offering at the Label Expo, including trade journal advertising, direct mail, brochure, trade show video and development of a training manual and program for 150 sales, customer service and marketing personnel.

Market Manager, Fasson Roll North America, Cleveland, Ohio (7/97 -2/98)            

Conducted secondary and primary market research on target end use label markets

Market Manager, Fasson Films Division, Cleveland, Ohio (8/96 - 7/97)       

Marketed pressure-sensitive film laminates used in variable information label printing.

Business Development Manager, Fasson Films Division, Cleveland, Ohio (9/95 - 8/96)         

Recruited. Led a cross-functional team in crafting what became the worldwide charter of the FassonÒ Specialty custom laminations business.

May 1987 - Sep 1995

Account Specialist

Promoted in role. Named to market segmentation and channel development marketing project teams. Recipient of Company's top Diamond-level Achiever sales award.

Prior roles:

Sales Representative, Chemicals & Performance Products, Cleveland, Ohio (5/89 - 5/92)

Responsible for $8 million territory conducting technical end use specification sales of ion exchange resins and filtration membranes to the utility industry, industrial users, and residential and industrial water treatment OEMs.

Production Engineer, Michigan Division, Midland, Michigan (5/87 - 5/89)       

Supported 24 hour / 7 day packaging line operations in the Saran Films Plant. Recipient of General Manager's Quality Performance Team Award.

Education

Education

Objective

My expertise resides in opportunity assessment, strategic planning, classic industrial marketing and profit and loss management. This background lends itself to leadership positions with growth-oriented companies. The ideal organization to work for recognizes the value in being market-driven.

We reside in Asheville, NC while currently maintaining a property in SE Wisconsin.

Summary

Marketing Leadership / General Management

Accomplished industrial business-to-business marketing leader with 20+ years manufacturing, sales, and marketing experience, including 3 years on assignment internationally in a general management capacity.

·Delivered $20+ million in new application growth. A recognized expert in and teacher of Opportunity Analysis process, having directed or managed 50+ market developmental projects.

·P&L accountable. Successfully led $30+ million European business unit to profitability.Delivered consecutive years double-digit net income improvement to $300 million product line.

·Demonstrated strategic planning competency. Most recently built the Bostik segment planning process, then led the product platform developments, acquisition targeting and “Future of Stik” brand positioning campaign in pursuit of the #2 market share position in a key target segment.

·A Diamond-level Achiever award-winning salesperson. A Six Sigma Greenbelt.

·Recognized by Senior Leadership for creativity & functional excellence. Named to the Bostik Worldwide Innovation Steering Committee and the Avery Dennison Brand Council.

And the "buzzwords"

strategic planning, profit & loss management, market segment management, market development, new product development, product line management, opportunity analysis, brand positioning, cross-functional teambuilding

Interest

Equity, Options, Currency & Futures Trading

Coaching Youth Sports

Fly-fishing & Steelheading

Traveling

Certifications

Certifications

Six Sigma Greenbelt Certified

Six Sigma