ALLAN R. HOPKINS

*** ******* **.

Weldon Spring, MO 63304

314-***-****

acri4a@r.postjobfree.com

EXECUTIVE SUMMARY

Fortune 500, Mid Cap and Small Company Experience: Extensive sales/marketing and management experience with technical product firms serving business-to business markets. Career track includes professional growth through such positions as Sales and Product Engineering Manager; Marketing Manager; Director of Marketing; Director of Sales and Business Development; Vice President of Sales and Marketing. Have utilized management, sales, marketing and technical skills and experience to build and improve business operations. Bring a track record of developing and implementing strategic roadmaps, increasing sales, improving margins and streamlining operations in a wide range of situations. Have demonstrated the ability to increase stakeholder value by assessing the needs and expectations of target markets and meeting or exceeding those needs and expectations by aligning the capabilities of operations with the target market’s needs. Markets and industries served include aerospace; automotive; construction; defense; first response; government; machine tools; medical; mining; railroad and safety. Product/service experience includes cutting tools; electrical and electronic systems and components; life support products and systems; liquid oxygen storage, conversion and distribution systems; machine tools; materials; process controls and automation; respiratory protection products; and contract manufacturing services. KNOWLEDGE, SKILLS and ABILITY

Business Development

Channel Management

Competitor Analysis

Continuous Improvement

Contract Manufacturing

Human Development

Leadership

Lean Manufacturing

Negotiation

Operations Management

Organization/Planning/Budgeting

Pricing Strategy

Product Development

Product Launch

Project Management

Sales Management

Sales Process Development

Strategic Marketing

SUMMARY OF QUALIFICATIONS

Sales and Marketing Leadership

• Led reorganization of company field sales force reducing selling expenses and improving sales force productivity by 20%.

Allan R. Hopkins Page 2 of 5

§ Initiated and supported improvements to company sales management process, including enhancements to sales planning, expense budgeting, field communication and customer service. Sales increased 23%.

• Initiated and developed sales and technical product (machine tools, tooling and abrasives) training systems presented by technical services technicians to international distributor sales personnel and U. S. sales personnel.

• Initiated and oversaw creation and production of marketing and training electronic media using company personnel and third-party contractors and professionals resulting in 6-figure savings over previously-used methods

• Created, documented and managed a product launch process for a manufacturer of machine tools, tooling and abrasives resulting in more effective product launches, fewer customer complaints, faster sales/revenue and margin ramp-ups

• Led sales and marketing activities for contract manufacturing operation, that resulted in an increase in revenues of 250% over a six year period Strategic Marketing

• Directed marketing and strategic alliance activities, including new product decisions, acquisitions and strategic alliances. Led activities for the acquisition of a machinery product line, the acquisition of a $4.5 million machine tool company, and a $5 million joint venture with an international (Chinese) partner.

• Developed and implemented corporate strategic marketing plan. This included:

* Development of competitor information template and database that enhanced competitive and SWOTT analysis.

* Development of customer and market segmentation criteria and performed customer segmentation for tactical marketing.

* Development of perceptual maps used to compare the company’s brand attributes with those of the competitors, ascertain market position and recognize customer perceptions of the brand.

* Development and implementation of differentiation and positioning strategies and tactics.

These and other elements of the corporate strategic marketing plan resulted in improved decision making relative to pricing, product development, distribution and promotional strategies. Over the five years that followed revenues increased by 25% and margins improved by 35%.

• Spearheaded the development of alternative channels of distribution. Created formal relationships and alliances with distributors and value-added resellers.

• Initiated and implemented a strategic redirection of corporate pricing policy resulting in greater market share and profits. Share in superabrasive (bore finishing superabrasives) products increased by 10%.

Management, Leadership and Team Building

• A proven record across all major corporate functions. Skilled in areas of senior management, with a history of leadership in marketing, sales, operations, product development, technical services, quality assurance and strategic planning. Allan R. Hopkins Page 3 of 5

• Led phase gate process with a multi-functional team for the purpose of identifying customer needs, translating those needs into product/service requirements, developing those product/services for target markets and introducing those product/services to target markets. New product sales increased from $2 million to

$25 million in 5 years.

• While leading a technical services function, executed the key management role of a business unit that marketed, designed, manufactured, and serviced engineered products and systems for manufacturing markets. Organized and streamlined this business unit facilitating a doubling of sales and margins in 4 years.

• Led initial company-wide concentrated budgeting and strategic planning activities for a $75 million manufacturing company. Continued to be a key contributor to annual budgeting process and strategic planning process

• Led product management (machine tool, tooling and abrasives), marketing, advertising, sales promotion, technical services, and customer service functions. Initiated and led acquisition, strategic alliance, and business expansion activities. Responsible for 65 employees.

• Developed markets and business relationships in Western Europe (UK, Germany and Switzerland) and Asia (China).

Marketing Communication

• Initiated and developed a lead generation and lead tracking system. Evaluated cost of inquiry and became a tool for evaluation of media choices.

• Upgraded and provided ongoing management of divisional website through a website contractor. Inquiries increased 42%.

• Established divisional trade show plan. Contracted promotional firm to design and construct trade show display. Initiated participation in appropriate industry trade shows and other promotional functions.

WORK EXPERIENCE

Essex Industries; St. Louis, MO

DIRECTOR, SALES AND BUSINESS DEVELOPMENT

2012 – 2015

Essex Industries is a manufacturer of products for aerospace, defense, medical, government, safety and first response markets. The products produced include aircraft components; life support systems; oxygen regulators, valves and distribution systems; liquid oxygen storage, conversion and distribution systems; respiratory protection products and products for first responders.

• Direct sales management and business development activities. Responsibilities include field sales, marketing, customer service and strategic planning for domestic and international markets. Responsible for achieving budgeted revenues and expense control.

Allan R. Hopkins Page 4 of 5

TECMAR Group; Weldon Spring, MO

MANAGEMENT AND MARKETING CONSULTANT

1997 – Present

TECMAR Group provides management and marketing services for businesses that offer engineered products and services. We work in the functional management areas of sales/marketing, operations, finance and general management. University Of Phoenix

INSTRUCTOR

2003 – Present

Teach graduate course in Operations Management and undergraduate courses in Marketing Management and Sales Management.

American Railcar Industries/Corbitt Manufacturing; St. Charles, MO SALES AND MARKETING MANAGER

2001 – 2009

American Railcar Industries is a manufacturer of freight railcar products and a provider of services related to railcar maintenance. Corbitt Manufacturing Division is a provider of contract manufacturing services. The products/services of the firm include aluminum casting, production machining, progressive metal stamping, component and process engineering, tooling design and construction. Markets served included appliance, food service equipment, construction and mining equipment, manufacturing, aerospace, defense and machine tools

• Directed all sales and marketing activities of this contract manufacturing business unit. Responsibilities include field sales, marketing, customer service, product engineering and strategic planning for domestic and international markets. Responsible for achieving budgeted revenues and expense control. Precision Castparts Corporation/Carmet; Duncan, SC VICE PRESIDENT, SALES AND MARKETING

1996 - 1997

Carmet is a manufacturer of tungsten carbide powders, semi-finished and finished tungsten carbide OEM components, metal forming tools, and metal removal tools.

• Responsibilities included field sales, marketing, customer service, product management, product engineering and strategic planning for domestic and international markets.

• Reporting to me through managers were 35 employees. Reported to the president of the company. Markets served include aerospace, automotive, electronic components, machinery, mining equipment, metal cutting, and metal forming industries.

Allan R. Hopkins Page 5 of 5

Sunnen Products Company; St. Louis, MO

DIRECTOR, MARKETING

1987 - 1996

Sunnen Products Company is an international manufacturer of machine tools, measuring equipment and metal cutting abrasives.

• Joined this company as District Manager and was responsible for sales and customer service within the northeastern region of the U.S. This included achieving sales objectives within budget parameters (revenue attainment and budget control). Reporting to me in this position were 12 field engineers. After 18 months in this position, I was promoted to Director of Marketing.

• As Director of Marketing, was responsible for company domestic and international marketing activities. This included product management, marketing, advertising, sales promotion, technical services, and customer service functions. The technical services function included a business unit that markets, designs, manufactures, and services engineered products and systems. Had profit and loss responsibility for this business unit. Initiated and led acquisition, strategic alliance, and business expansion activities. Reporting to me through managers and supervisors were 65 employees. Reported to the company CEO.

• The primary markets served are industrial metal cutting markets (aerospace, automotive, electronic components, hydraulic components, machinery, mining equipment, etc.) and automotive aftermarket.

EDUCATION

MBA, Finance and Marketing Emphasis

University of Illinois-Urbana

BS Engineering Mechanics

University of Illinois-Urbana

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