Work History

Work History
2010 - Present

Managing Director

AriVance Business Growth Consulting, LLC

Lead and manage growth of small and mid-sized firms through integrated advisory services in sales and marketing, business development, strategic planning, product development, and organizational design.  

2011 - Present

Director of Sales and Marketing, Trailer OEM and Dealer

Air-Weigh

Global leader in electronic on-board weighing systems for commercial vehicles.  Direct growth of trailer OEM and dealer channels.  Launched QuickLoad Trailer Scale, winner of Heavy Duty Trucking's Top 20 Products for 2012 Award.

2012 - Present

Director of Marketing

Hadley Products Corporation

Growing global supplier of electronic, pneumatic, and interior systems for commercial vehicles, with leadership positions in several truck and transit markets.  Direct growth of new technologies through expanded marketing and business planning initiatives.

2009 - 2010

WASTEZERO

Growing leader in environmental services, applauded by the EPA and prominent economists for highly effective municipal programs that reduce solid waste, increase recycling, and provide exceptional financial benefits to local governments.

Vice President of Sales and Marketing

Built sales and marketing organization to develop and implement robust marketing plan.  Directed staff of 10 including outside sales, inside sales, and marketing.

  • Dimensioned initial sales pipeline of $214 million by rolling out new business model, targeted sales approach, call cycle planning, and CRM system.
  • Organized sales team around Miller Heiman Strategic Selling.
  • Secured 25 new municipal customers through e-mail marketing and sales campaigns.
2007 - 2008

INSITUFORM TECHNOLOGIES

Publicly-traded global $845 million NASDAQ infrastructure company, specializing in construction products and services for water and energy pipeline rehabilitation.  Originator of cured-in-place pipe trenchless technology for rehabilitating underground pipe without digging.

Director of Marketing

Led global organization in marketing communications, product management, market research, lead generation, inside sales, pricing, and corporate development.  Headed 11-person department with 6 direct reports, including one based in Europe.

  • Developed mechanism to assess marketing ROI, demonstrating a marketing-driven return of 217%.
  • Spearheaded market research on corrosion-resistant oil & gas pipeline market, resulting in acquisitions adding $316 million to annual revenues.
  • Organized History Channel coverage of Insituform and industry for "Modern Marvels: Corrosion and Decomposition" segment.
  • Completed 5-Year Product Roadmaps based on data-driven prioritization of all product development and inorganic growth.
  • Restructured marketing operations to focus on qualified lead generation, surpassing 2008 target by 20%.
  • Advised cities on raising public awareness of need for infrastructure renewal through Water Environment Federation webinar and roll out of PBS documentary, Liquid Assets.
  • Directed search engine optimization program, increasing web traffic by 30%.
1988 - 2007

ARVINMERITOR / ROCKWELL INTERNATIONAL

Former automotive business of Rockwell International.  $9 billion Tier 1 component supplier.  Grew division over 14 years from $125 to $500 million in annual sales through systems strategy. 

 Director of Product Planning and Development   2003-2007

Directed growth of $500 million Trailer Systems division through APQP quality-based product development process.Led cross-functional teams to advance programs from concept through launch in engineering, purchasing, manufacturing, finance, sales and marketing.

  • Added $60 million in annual sales and $12 million in gross profit by developing ChassiPak axle and pneumatic brake package for Chinese OEMs.
  • Revolutionized mechanical suspension systems by developing SimilAir composite springs.
  • Grew automatic tire inflation business to $18 million in annual sales with 25% gross profit by enhancing competitive advantage with ThermALERT heat-sensing technology.

Director of Worldwide Marketing   2000-2003

Headed marketing and business development for Suspension Systems and Trailer Products division with five direct reports.  Directed advertising, public relations, promotion, training, shows, website and customer relationship management tools for highway products.
  • Secured 60% North American axle market share by positioning as systems supplier.
  • Conducted consumer goods promotion for recreational vehicle products to build end-user preference, which secured standard position at major OEM.
  • Addressed successive company name changes with brand and positioning strategy in Europe, resulting in 25% increase in share.

Director of Marketing   1996-2000Led marketing, sales planning, mergers & acquisitions, and strategic planning of Trailer Products division, leading manufacturer of heavy-duty truck trailer axles worldwide, managing four direct reports within matrix organization.

  • Doubled divisional sales through development of a complete undercarriage system.
  • Formed joint venture to develop trailer air suspension system, which was selected as standard equipment by world's largest trailer manufacturer, and recognized with the prestigious automotive PACE Award for Innovation.
  • Added $9 million in annual sales and $2.3 million in gross profit by negotiating marketing and distribution agreement for automatic tire inflation system.
1988 - 1995

ROCKWELL INTERNATIONAL

Diversified $12 billion industrial goods corporation with advanced technology focus.

Product Manager  1990-1995

Developed and implemented marketing and strategic plans to achieve corporate targets.  Led division to win Chairman's Team Award and numerous awards for marketing collateral.

  • Increased market share 50% by expanding distribution channels and fleet pull-through.

Market Planner  1988-1990

Managed all Marketing Department activities for two product teams.

  • Directed five market research projects, including Quality Function Deployment.

CAREER SUMMARY

Strategic Sales and Marketing Executive focused on driving growth in business-to-business and business-to-government markets.  Proven track record in Fortune 500 and entrepreneurial firms within the industrial, water, energy, automotive, and environmental sectors.  Passion for bringing to market commercially successful technical products and services.  Expertise includes:

 
  • New Product Development
  • Business Development
  • Strategic Planning
  • International Marketing
  • Search Engine Marketing
  • Market Research
  • Marketing Communications
  • Mergers & Acquisitions
  • Sales Management

PROFESSIONAL AFFILIATIONS

Board Member, American Marketing Association, Detroit Chapter   2002-2007

  • Director of Professional Development - Created highly successful Mentoring Program.

TECHNICAL EXPERTISE

Proficient in: Microsoft Word, Excel, PowerPoint, Outlook; Lotus Notes; Stage Gate; CRM

Education

Education

PhD

Johns Hopkins University

BA

Summa Cum Laude, Phi Beta Kappa

MBA

Columbia University Graduate School of Business

Marketing and Finance