PAUL R. PESCI

**** ******** ******

Elm Grove, Wisconsin 53122

414-***-****

acrlei@r.postjobfree.com

Profile

Senior executive with over 20 years of global leadership experience in operations, business development, sales, and performance management. Background in global strategic planning, international product development, customer base management, marketing, operational start-up, business process re-engineering, product and project management, implementing change, organizational restructuring, and national account relationships.

Career and Impact

2014 to Present

Consultant: Responsible for providing market intelligence and consulting services to the engine industry and a variety of manufacturing clients.

Performed management and sales restructuring, situation analysis, performance evaluation, pricing, channel and organizational development, and market studies.

2001 to 2013

Briggs & Stratton Corporation, Milwaukee, Wisconsin

A $2.1 billion manufacturer of air-cooled engines and outdoor power equipment.

Vice President - Commercial Engines: Responsible for P&L of $120 million Commercial Power Division including Briggs & Stratton, Daihatsu LLC, leading team of up to 27, serving as member of the Leadership Group and developing and executing global strategic plan, situation analysis, product initiatives, customer segmentation, and pricing and distribution analysis.

Led team in designing global strategic plans, initiating common specification process, and capitalizing on specific categories to drive growth. Result: Reduced inventory, increased sales volumes by an average of 11% per year, and grew annual margins by 15%.

Restructured sales organization to be a Lean, market-focused team concentrating on large and small OEM markets, and implemented new pricing structure. Result: Increased market share in 3 years in excess of 5% and regained 13% growth sales revenue in last 5 years.

Led Lean initiative in response to market decline of 40%. Result: Limited sales decrease to half of broader market decline.

Trained, coached, and motivated Integrated Distributors Network (IDN) sales team and principals, and developed strategic plans for growth. Result: Increased margin by 8%.

Collaborated to design customer-specific daily measuring tool, aligned with scheduling team on forecasting procedures identifying quarterly opportunities, and measured specific performance versus annual operating plan, forecast, and previous year. Result: Achieved 98% of forecast.

Initiated specific improvements by introducing Voice of Customer (VOC) early into product development process. Result: Launched products that became industry standards in 3 categories and gained additional revenue of $1,600,000.

Strengthened market position by building lasting relationships with executive management of key customers and implemented necessary pricing strategies. Result: Delivered margin and price increases in face of commodity price decreases.

2002 to 2006

President / GM, Briggs & Stratton - Daihatsu LLC: Responsible for P&L of joint venture with revenues of $22 million and managing global relationship with Japanese partner and oversaw North American sales and marketing, distribution, accounting, human resources, and product strategy.

Integrated business unit into Commercial Engine Division, simplified sales processes, and drove cost efficiencies. Result: Provided 2 consecutive $750,000 annual dividend increases, reduced lead times by 30 days, and grew volume by double digits, bringing business to record profits.

Generated business plan and situation analysis for joint venture, negotiated pricing structure, and launched 2 products. Result: Improved margin by 2%. Exceeded initial forecast by 8%.

2001 to 2002

Director of Engine Sales - Turf: Responsible for sales to Professional Turf OEMs, identifying market opportunities for sales growth, implementing new product offerings, and establishing competitive marketing program with sales revenues of $4 million.

Promoted to VP-B&S Commercial Engines and President of Briggs & Stratton - Daihatsu LLC.

1992 to 2001

Textron Turf Care & Specialty Product, Racine, Wisconsin

A division of the $11.5 billion organization which acquired Ransomes, PLC.

1995 - 1998

Vice President – Sales: Responsible for complete sales and marketing for 3 business units, generating $341 million in sales within North, Central, and South America. Led staff of 50 and served as member of Acquisition Due Diligence Team.

Led global sales staff in North America, South America, and Japan through a major acquisition, consolidated sales force, and implemented daily sales measurement tools by SKU to track performance. Result: Delivered sales growth in 3 business units and exceeded contribution margin plan for consolidated organization by $4,600,000.

Restructured sales programs, reduced floor plan, and stabilized national account pricing. Result: Exceeded cost savings goal by $4,500,000.

Developed strategic business plan for new product through value engineering challenging current distribution model. Result: Strengthened market share in rental market by 11%.

Proactively integrated and consolidated 75% of the distribution channel, streamlining products to market. Result: Reduced launch time by 25% and increased customer satisfaction by 10%.

Developed business plans for product rationalization, life cycles, and new product launches. Result: Delivered 2 new products first to market for high-margin, incremental revenue.

Consolidated parts distribution into 1 facility and streamlined operations to optimize customer satisfaction. Result: Fostered speed to market and reduced cost by 18%.

Managed implementation of new tailored golf programs and established control process for pricing structures. Result: Increased success rate for available packages from 25% to over 50% and increased margin rate on new golf packages by 4%.

1995 to 1998

Vice President - Sales and Marketing (Ransomes), based in Lincoln, Nebraska: Responsible to President and CEO for P&L with budget of $14 million, sales of $145 million, and staff of 40.

Identified new market opportunities and challenged current market plans. Result: Improved net operating profits from 10.8% to 11.8%.

Recognized as key leader in worldwide product development and ISO 9000 review committees. Result: Brought to market 6 products in 12 months through value engineering and design.

1994 to 1995

Director of Sales and Marketing: Responsible for product management and distribution of multiple turf care products and parts to 3,200 independent dealers/distributors within North, Central, and South America with sales of $90 million. Led staff of 20.

1992 to 1994

Director of Sales and Distribution: Responsible for product management and marketing strategies for $70 million commercial/consumer turf products business. Led staff of 12.

Prior to 1992

Held increasingly responsible positions with J.I. Case Company as Regional Service/Training Manger in Toronto, Ontario and Minneapolis, Minnesota, and with Preston Trucking, Preston, Maryland for 11 years as National Account Representative, International Marketing Manager, and as General Manager. Served as Operations Manager with the University of Maryland in College Park, Maryland, and with Servamation Corporation in St. Mary’s, Maryland.

Education

Executive MBA, University of St. Thomas, St. Paul, Minnesota, 1996

BS Degree, Indiana University of Pennsylvania, Indiana, Pennsylvania, 1977

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