Philip B. Laut

PROFILE

Indiana University Kelley MBA, MS Materials Sciences & Engineering US/Global Senior Sales Leader who worked 15 years for global public corporations and 10 years for PE backed (KKR, TPG) global organizations.

Results driven, action oriented, senior global executive with demonstrated success in development and implementation of marketing, sales and new product development plans. Achieved multi-million dollar sales with global entities. For the last 4 years in the pharmaceutical industry but was groomed in industrial sales and marketing through major multinational corporations with expertise in chemicals, engineered materials and industrial products such as plastics, industrial gases, magnet wire, carbon black, construction materials, pneumatic products, analytical instrumentation, capital equipment, systems, added value offerings and services. Provides well recognized focused leadership strategy, direction and drive. Communicates effectively, acts with honor and character, makes complex decisions, manages well work processes, relates well with stakeholders. Great relationships from ranking files to c-levels.

Areas of expertise include:

US and International Sales

Process and New Product Development

US and International Marketing

Sourcing and Alliances

Process Optimization

Pricing, Contract Development and Negotiations

Strategic Visioning

Multi-channel Strategy

CAPSUGEL LLC (KKR), Morristown, NJ (2012-2015) ($1+bio world’s leading manufacturer of capsules for the pharmaceutical industry, sold by Pfizer to KKR mid-2011)

Global Sales Director (VP), Global Accounts/P&L $170 million

Responsible for global sales of medical capsules to all multinational “big-pharma” branded pharmaceutical accounts. Manages and leads commercial efforts for 14 global accounts covering about 200 locations worldwide: Abbott, Abbvie, Astellas, AstraZeneca, Bristol-Myers, Boerhinger-Ingelheim, Eli Lilly, GlaxoSmithKline, Johnson & Johnson, Merck, Novartis, Pfizer, Roche and Sanofi. Supports and works with Senior Vice President of Worldwide Sales. Led a global team of about 20.

Over 4 years, increased sales by more than 15% and drastically improved profits

Through negotiations and added value promotion successfully implemented aggressive price increase programs

Within an industry suffering from the “Patent Cliff”, where sales had decreased for “many years”, increased year over year average selling prices (ASP) along with global revenues

Renegotiated all price schedules

Negotiated new global contracts/master supply agreements and/or amendments to agreements in place

Recaptured several million dollars of business

Developed high level contacts at all major accounts

Regained for Capsugel major award with a key multinational account

Resolved/turned around to mutual benefit of both Capsugel and customer very difficult highly visible problems

Excellent at selling added value and new technologies: first worldwide to successfully sell new 6-sigma technology

Aggressively helped Dosage Form Solutions division grow within multinational accounts

Prepared and organized all business review meetings

Developed with all regions business plans to further grow global accounts

Set up global KPI/metric systems to measure global sales and marketing performance against goals

Organized worldwide multinational accounts sales meetings

Spearheaded new product development efforts at all customers

Pioneered the use of SAP Hana & Tableau for global and regional reporting

Liaised with all Capsugel regions worldwide coordinating data as appropriate

Despite negotiations geared towards price increases, enjoyed truly outstanding relationship with customers

Position responsibilities transferred to Belgium in August

CREST FOAM INDUSTRIES (TPG), Moonachie, NJ, (2007-2012) ($4+bio technical plastics conglomerate)

Vice President, Sales & Marketing/P&L $30 million, Moonachie, NJ, (2007-2011) (Was part of TPG(USA)/British Vita (UK) up to Jan. 2010, then part of Inoac/Japan)

Responsible for sales of worldwide technical reticulated polyurethane ester and ether plastics foam under very challenging market dynamics: threats from Chinese imports, new European entrant into the US, wide raw material cost fluctuations, growing application conversions away from polyurethane to alternative technologies due to price increases. Brought the sales force to the next level by establishing a more professional sales process, new metrics (KPIs), new goals and tools, while recruiting and training proper staff. Improved the working relationship between sales and manufacturing, and revamped customer service. Main markets were in the US and Canada but sold worldwide.

Within a marketplace which shrunk in half, kept sales levels stable since 2007

Captured enough new accounts to grow the active mid-size customer base by close to 40%

Net new business captured in the past 5 years added up to 35% of current annual sales

Successfully implemented large number of price increases without decreasing sales or losing any customer

Regarding attainment of budgets, either sales or financials, helped Crest becoming one of the best performing foam manufacturers globally. In some years, next best industry performer was 50% behind

Reestablished partnership relationships with key customers (20/80 rule)

Set up new channels in Asia, Europe, South America and Australia

Through new products development and commercialization, sustained profitable market share growth

Set up new ACT CRM tool now used as the main reference and metric tool by the sales force and management

Built up new relationship with Defense Logistics Agency (DLA) resulting in substantial additional military sales to the US Air Force. Reached close to 100% market share in the aerospace and military sectors worldwide

Fully developed OEM channels including military, medical and environmental. Successfully approached specifiers

WALTRON LLC, Whitehouse, NJ, (2004-2007) (110 years old private producer of industrial water chemistry analytical instrumentation especially strong in the power generation industry, #1/#2 in all products,)

Global Director of Sales & Marketing, Waltron LLC/P&L $5 million

Managed direct sales force, customer service and distributors. Responsible for worldwide sales & marketing for industrial water chemistry analytical instrumentation (monitoring of hydrazine, copper, ammonia, dissolved oxygen, silica, sodium, etc…). Focused on USA, China, Brazil and Europe.

In 2004, fully met worldwide sales goals despite a sales force staff decreased by 75%

Organically grew annual instruments sales by 30% through steady growth in US and doubling of global sales

Took over the US Southern sales efforts to better understand this region: tripled sales after only 2 months

Reorganized and rebuilt the US based direct sales force and sales process

Performed full due diligence in Europe and set up Waltron BV Europe in the Netherlands

Fully negotiated and signed private label agreement with Honeywell for China and Asia

Created exclusive distributorships in Brazil, Turkey, Taiwan and Malaysia, Finland

Sold himself to large OEMs: attained 50% over target, double of prior year, raising estimated market share by 40%

INGERSOLL-RAND COMPANY, Annandale, NJ, (2002-2003) ($10 bio conglomerate)

Worldwide Director of Business Development/ P&L $230 million

Led a global business development department staffed with 12 product managers and engineers for air driven products such as cylinders/actuators, valves, FRL/ASCs, ARO pumps (diaphragm or piston) and industrial tools (sanders, impact wrenches, jackhammers, manual hoists, grinders) representing about 40,000 SKUs. Managed overall industrial product lines for growth, profitability and margin improvement. Managed product line list pricing. Led New Product Development projects. Collaborated with Engineering to develop & source new products & identify/present acquisition candidates that fill strategic gaps. Led OSMI, inventory, SKU rationalizations. Managed business processes department (data analysis, metrics, SOP, sales compensation). Was nominated 6-sigma black belt candidate.

Led a multi-functional task force which decreased OSMI by $1,000,000

Through implementation of tollgate process, generated $4 million of new product sales

Improved domestic gross margin by 3 points by successful price increase implementation

Evaluated several potential acquisitions with submission of analysis to Ingersoll’s senior management

Coordinated with operations to rationalize product lines including sourcing, acquisitions and divestment

Identified & prioritized VA/Six Sigma candidate opportunities and led efforts to execute

Improved working relationship worldwide between engineering, business development, sales & marketing

Initiated, set-up and led voice of the customer process and analysis regarding dynamics of demand and technical requirements within bolting solutions

In conjunction with Sales, Finance and other stakeholders, identified key reports & processes required for Ingersoll-Rand’s business and worked to integrate roles & responsibilities

Through broad experience, organization and leadership skills, revitalized the new product development department

Position permanently eliminated due to worldwide reorganization.

LAFARGE CORPORATION, Baltimore, MD, (2000-2001) ($20 bio construction materials co.)

Vice President of Marketing, Construction Materials Group/ P&L $500 million

Managed marketing for Aggregates, Ready Mix and Asphalt. Led a 10-member marketing department of both this division and the five regions it comprised. Promoted marketing best practices and value-added sales. Was responsible for P&L through development of strategic marketing plans and marketing activities such as pricing, segmentation, positioning for regions and product lines. Led strategic operational efforts for concrete products.

Created new multi-region marketing team: pricing and marketing specialists, data warehouse manager

Moved organization towards marketing-driven culture and structure contributing to increased profitability

Developed marketing plans for all regions resulting in about 4 million dollars EBIT improvement

Defined with Boston Consulting Group marketing plan templates then adopted for all Lafarge

Optimized sales and marketing decision making with improved and user-friendly data warehousing

Organized marketing training and established successful pricing seminars and pricing audits

Led the optimization of concrete ready-mix operations, resulting in about $5 million EBIT improvement

Led the E-Commerce evaluation team, establishing operational and procedural objectives and benefits

Position permanently eliminated due to reorganization.

PHELPS DODGE CORPORATION, Atlanta GA & Fort-Wayne, IN, (1997-2000) ($4 bio conglomerate, now integrated into Freeport-McMoran)

Director of Worldwide Marketing, Tire Industry, Columbian Chemicals/P&L $450 million, Atlanta, GA (1999-2000)

Directed worldwide sales & marketing for carbon black (specialty chemicals) to the tire industry. Directed marketing efforts of Managers of Marketing for the Americas, Europe and Asia. Led optimization of pricing policies and processes worldwide, drafted and managed global marketing plans and all regional marketing plans worldwide, led new product development and R&D efforts and provided worldwide marketing direction to sales, product development and marketing groups. Provided input to business development department and managed advertising and marketing communication.

Redesigned pricing decision-making process

Successfully extended $150 million per year global contract

Developed marketing plans for all regions worldwide

National Account Executive, Phelps Dodge Magnet Wire Company/ P&L $500 million, Fort-Wayne, IN, (1997-1998)

As member of the executive team and change agent, led sales team, for field marketing support, sales & marketing management and for definition of new global and domestic sales and marketing strategies. Provided consultative sales and field management, led sales efforts for national accounts, international accounts and contract negotiations, managed lead generation programs, and assumed marketing responsibilities to the transportation and automotive markets.

Recaptured $20 million of lost business

For the first time at Phelps Dodge, created and then managed marketing and competitive databases which resulted in increased sales and new customers

Reorganized, redesigned and managed the sales force incentive program

Developed marketing plans for US automotive and Mexican markets.

AIR LIQUIDE AMERICA CORPORATION, Chicago, IL & Houston, TX, (1991-1997) ($9 bio world’s largest industrial gases company)

Product Manager, Services, Houston, TX

Marketing management and definition of Air Liquide’s strategy in order to provide added value product offerings. Managed electronic monitoring product line and the development of all other services. Planned and designed business/marketing plans and objectives, delivered expertise to field by providing consultative sales and managing sales blitzes (100+ sales reps) and defined product development process. Financial and customer satisfaction accountabilities.

Successfully organized nationwide sales blitzes leading to the signing of numerous accounts

Sales Engineer, International Markets, Air Liquide Process & Construction, Houston, TX

Provided outside and inside sales duties for international and US sales of large cryogenic plants (up to $80 million per plant). Negotiated with customers to define scope of supply, cost, engineering and construction requirements. Coordinated and managed work between Process, Estimating and Project Management Departments; and prepared, submitted and negotiated technical and commercial proposals

Positioned Air Liquide at top of bidders short list for outside sales

Closed large plant sales with Air Liquide America for $100 million

Marketing Manager (Sales Manager), Large On-Site Systems, Chicago, IL

Managed sales to the United States steel and metal industries of industrial gases produced from large on-site cryogenic nitrogen and oxygen plants and from large non-cryogenic VSA oxygen plants. Defined target markets; organized sales presentations; performed system sizing, costing and financial analysis; prepared and submitted commercial proposals and Letters of Intent; and drafted contracts and maintained contacts with existing customers.

Signed a $5+ million contract with the first VSA System for EAF furnace’s post combustion in N. America

Extended $1.0 million annual liquid nitrogen contract for three years

National Program Manager, FLOXAL Systems, Chicago, IL

Marketed and promoted small, on-site nitrogen product line, PSA, membrane (alliance with E.I. DuPont) and APSATM. Published brochures, press articles and technical papers, managed telemarketing, advertising and trade shows, trained Air Liquide America managers; and established pricing strategies and policies.

Sustained close to 100% annual sales growth

Created marketing alliances with aerospace and chemical OEMs

Negotiated and signed Gas Supply Agreements with broad spectrum of industries

THE DOW CHEMICAL COMPANY, Midland, MI, (1989–1991) ($32 bio corporation)

Development Engineer, Large Appliances, United States Injection Molding Market, Dow Plastics.

Provided technical expertise in thermoplastic resins. Coordinated resin and part development programs with customers. Helped OEMs design parts using thermoplastic resins and assisted injection molders in applying thermoplastic technology. Prepared marketing analysis for the large appliance market.

Technically qualified resins for $10 million of new sales

THE GENERAL ELECTRIC COMPANY, Parkersburg, WV & Pittsfield, MA, (1988–1989) ($132 bio conglomerate)

Applications Engineer, GE Plastics. Through GE's Chemicals and Materials Management Program, occupied three different application engineering and technical sales positions.

MISCELLANEOUS

* Massachusetts Institute of Technology (MIT): 2 months thesis work for MS thesis in Materials Engineering.

* Internships (6 months altogether): Semy Engineering (1986), SNECMA (1983), Lessous & Gorse (1982)

* Solutions Selling Seminar by Michael & Steve Bosworth, Ottawa, Canada (8/02)

* Advance Sales Course, Vantage Associates, 2007

* Published technical and marketing articles in Wire Journal International, Advanced Materials Processes,

Chemical Engineering, Chemical Processing, Circuits Assembly, Cryogas International

* Two "World Class Pricing Seminars" organized by McKinsey & Co. for Phelps Dodge, Fort Wayne, IN (11/99 & 1/00).

* Phelps Dodge Strategic Planning Course & Target Account Selling, Sao Paulo, Brasil (3/99)

* Phelps Dodge's "Creating a Value Driven Organization" for change agents seminar, Coral Gables, FL, (6/98).

* Council member, Gerson Lehrman Group, NY, NY (2003-2004)

* US Citizen

EDUCATION

MBA, Marketing, Indiana University, Kelley School of Business, Bloomington, IN, 1988. Top 10 to top 20 MBA (ranked #2 WW by Financial Times for Marketing)

MS, Materials Engineering & Sciences:

Diplome d’Ingenieur, Ecole Polytechnique of University of Montpellier II, (Polytech-Montpellier), France, 1986

Maitrise Sciences & Techniques, University of Montpellier II, France, 1985

BS, Mechanical Engineering, Paris XIII University, France, 1983

Executive Education: Thunderbird University, Glendale, AZ/Phelps Dodge Executive Program

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