Interest

Squash & Tennis

Playing guitar in Whoover

Travel

Cooking

Blogs

My blog on working relationships, Hidden Talent

My blog on experiences in personal selling and customer service, Road Tales.

Objective

I am looking for a Senior Sales and Marketing leadership role in a mid-sized manufacturing company.

Summary

I help companies transform weak operations into stars by improving the effectiveness of their sales and marketing processes.

Opening Doors has significance in three areas:

1.Business Growth

2.Innovation

3.Management Style

To be profitable, businesses need a steady stream of sales growth. Using cold calling, customer relationship management and strategic alliances, I help the sales team build new connections that become new business. I enable marketing programs to be more effective by bridging the gap that often existes between sales and marketing functions.

In my career, I’ve led business development in Canada, the US and Latin America achieving growth rates in excess of 50% per year. Experience in Consumer Packaged Goods, Packaging, Medical Devices, Plasma technology.

To maximize profitability, I lead development of new technologies to reduce costs and new products that can be sold at premium pricing.

To foster innovation and teamwork, I keep an open door so colleagues can feel free to share ideas and secure support for them.

Work History

Work History
Aug 2008 - Present

Principal

The Packaging Alliance [contract work]
  • Led development of new corporate image program for GN Packaging Equipment. Completed on time (6 weeks) and on budget.
  • Implemented CRM system for The Gilligan Group, a Toronto advertising agency, to support business development efforts.
Dec 2004 - Jun 2008

Business Manager

Plasmatreat North America Inc.
  • Top sales person in North America. One of Top 10 sales people worldwide.
  • Led development of folding carton business in North and Latin America, adding $350K/yr in new business.
  • Managed North American interface with Bobst Group, a major seller of converting equipment, who became our distributor in the folding carton market in 2008.
  • Published and presented technical papers on using plasma to sterilize medical devices and elimination of adhesion promoters in painting. Pioneered use of plasma to sterilize medical implants through liaison with NASA.
  • Fortune 500 Customers: General Motors, Campbell Soup, International Paper, Thermo Fisher Scientific, Lockheed Martin, Siemens, and Foxconn Electronics.
Jun 2003 - Dec 2004

Principal

The Packaging Alliance [Contract Work]
  • Developed VinGARD courier packaging for home delivery of wines in Canada.
Sep 1997 - Jan 2003

Director of Sales & Marketing

Norampac Inc., Lithotech Division
  • Transformed money-losing division into top performer of 22-plant network, growing sales from $25MM to $50MM while improving EBIT to 10%. While serving as a member of Norampac’s Lithotech Division management team.
  • Led corporate sales teams for new business development with Cadbury Trebor Allan and Labatt Breweries. Secured $12MM (per year) multi-year supply agreement with Cadbury and $1MM from Labatt/Interbrew.
  • Engineered program that tripled Lithotech’s brewery business to $6MM/yr. through campaign of trade shows, PR, new products and strategic alliances, growing customer base from 2 in Canada to 40 across North America. Transformed sales person identified as “weak” into top new business developer in our division.
  • Realized over US$3MM/yr in new business by recruiting the Division's first US Sales Force and Agent network.
  • Led sales growth of 50% per year during first two years, maxing out plant capacity.
  • Realized over $3MM/yr in new business by introducing a commission program to incent Norampac corrugated sales force to sell Lithotech products.
  • Introduced Customer Relationship Management (CRM) to organization in 1998.
Jul 1991 - Aug 1997

Director of Marketing - North American Division

Lawson Mardon Packaging
  • Directed development of Marketing Plans for six Labels business units and four Flexible Packaging units in USA and Canada. Developed strategic plan to reallocate production resources in Labels business and unite plant-level sales resources into a centralized sales force for the business.
  • Led development of North American integrated communications program that increased awareness of LMP in the U.S. market from 7% in 1992 to 28% in 1996. Managed Client/Agency interface.
  • Spearheaded creation of the global company’s first Internet site, representing over 50 operations in nine countries, as well as development of company-wide LMP Intranet. Went from approval to live status within 4 weeks
  • Co-leader of N. American project team developing a Marketing Data Warehouse that went live within 7 months
  • Co-leader of team that secured multi-plant global supply agreement for flexible packagingwith Warner-Lambert.
Oct 1988 - Jun 1991

Vice-President of Marketing

ACF Flexible Inc.
  • Developed $3MM in new US business by setting up Agent network, supported by focused trade show and advertising program.
  • Conducted company's first consumer research as part of product line focus on peelable lidding for yogurt, creamers and puddings.
Oct 1986 - Oct 1988

Group Product Manager, Food

  • Negotiated trade terms rollback from 50% to 35% on French’s Sauces and Spices through program of consumer-directed merchandising and promotional programs and first packaging updates in 20 years.
  • Guided launch of FRENCH'S GOURMET COLLECTION Sauce Mixes (Western Canada/Ontario, 1987) the company's first advertised entry in this category.
Mar 1985 - Oct 1986

Product Manager - CARAMILK

Cadbury Schweppes Canada Inc.
  • Reversed 5-year sales decline on CARAMILK and increased market share from 4.5% to 6.8% within 18 months through program of product update and line extensions, supported by targeted consumer events.
Mar 1983 - Mar 1985

Senior Product Manager, New Products

Shulton Canada Inc.
  • Launched two new hair care product lines - HERITAGE Hair Care System - National, 1984) - the first hair care product line targeted at women 40+, and ULTRASWIM (National, 1984) a treatment system for chlorine damage.
Jan 1981 - Mar 1983

Product Manager - BRECK and PINE-SOL

Shulton Canada Inc.

  • Rescued PINE-SOL brand from divestiture candidate to make it the most profitable brand within Cyanamid’s consumer products division. Used EVA to demonstrate brand’s profitability, then grew business through reintroduction of television advertising and innovative consumer events,moving brand from third to second in market, while growing sales by 80% in two years. Successfully defended brand against P&G’s launch of SPIC and SPANliquidwithout losing SOM.
  • Formed straetgic alliance with Johnson & Jonson and Airwick Industries to mount multi-brand consumer events to counter P&G.
Oct 1979 - Dec 1980

Packaging and Project Development Manager

Shulton Canada Inc.
  • Achieved annual savings over $500M by developing the world’s first plastic bottle for PINE-SOL liquid cleaner.
  • Developed Bill of Material system and Specifications for all packaging components.

Education

Education

Skills

Skills

Leadership

Business Development

Presentation

Customer Relationship Management

Certifications

Certifications

P.Eng.

Professional Engineers Ontario