PAUL M. CANAVAN

** ********** ****, ******** *****, NJ 07046

973-***-****

x4b5tp@r.postjobfree.com

DIRECTOR / MANAGER -

SALES & MARKETING /

PRODUCT MANAGEMENT

Product Development / Launches / Market Research

P&L / Key Accounts / Reps / Teams /

Growth Strategies / Market Penetration /

Negotiations / MarCom / Licensing / B2B / CRM

Developed and implemented strategies for long-

term revenue growth for industry leaders,

including American Cyanamid and Hayward

Industries. Conducted market research,

identifying new markets and uncovering demand

for new products. Collaborated on product

development, targeting untapped demand. Turned

around underperforming product lines. Directed

agencies developing marketing communications.

Responsible for P&L on revenues to $54M.

* Introduced innovative new product line, taking

sales from zero to $21M in three years for

Hayward.

* Turned around slumping product line at

Hayward, boosting sales 50% to $12M in three

years.

* Revamped sales, marketing and distribution

strategy, preserving key account and protecting

revenue.

* Created innovative program, gaining pre-launch

exposure with 60% of market for American

Cyanamid.

Key Skills: Identifying and penetrating

profitable new markets and accounts. Leading

effective sales and marketing efforts, growing

business with existing clients. Recognizing

demand for new products and collaborating on

product development. Developing strategies to

ensure steady long-term revenue growth. Building

durable customer relationships.

BS, Management and Logistics, Northeastern

University.

SELECTED ACCOMPLISHMENTS

Introduced innovative new product line, taking

sales from zero to $21M in three years for

Hayward. Competition had differentiated it

products and was increasing share. Recognized

opening in niche for new specialty product line.

Collaborated on specifications and negotiated

license agreement with supplier for industry-

first microprocessor-controlled LED lights.

Developed and implemented successful marketing

plan, delivering sustained growth.

Turned around slumping product line at Hayward,

boosting sales 50% to $12M in three years. Sales

were slipping. Identified opportunity to

increase share with expanded product line.

Collaborated with engineering team on seven new

items. Evaluated pricing benchmarks among

competition and revamped price structure.

Developed marketing plan. Directed agency on

creation of new marketing communication

materials. Retrained sales team on updated line.

Revamped sales, marketing and distribution

strategy, preserving key account and protecting

revenue. Hayward competitor was poised to take

largest account in a price war, threatening 50%

of product line sales. Recognized opportunity to

reduce costs through bulk shipping direct to

distributors from Chinese plants. Passed savings

on to customers, offering aggressive full-

container pricing incentives. Negotiated

exclusive supply agreements with largest

wholesale customer. Boosted sales 20% to $22M in

first year.

Created innovative program, gaining pre-launch

exposure with 60% of market for American

Cyanamid. Company developed new chemical.

Identified opportunity to conduct field testing

with key corporate clients to establish pre-

launch beachhead for new product. Won

cooperation from three largest potential U.S.

accounts to run nationwide tests. Established

brand reputation before release. Generated

immediate sales at release, with first year

sales projected at $9M.

CAREER HISTORY

Hayward Industries, Product Marketing Manager

for $500M controls, lighting and equipment

manufacturer, 2002-2008.Recruited in to manage new

product development and marketing for two

product lines. Design and implement marketing

plans, sales promotions and pricing incentives.

Collaborate with agencies on marketing

communications materials. Create one and five-

year strategic product development plans.

Negotiate licensing agreements.

American Cyanamid, $3.8B chemical manufacturer,

1988-2000. Promoted progressively through

positions, including:

Sales & Marketing Manager. Responsible for P&L

on product portfolio. Directed sales team and

manufacturer reps. Implemented sales and

marketing strategy. Developed annual business

plans. Managed new product development, pricing

and incentive/promotional programs.

Marketing Manager. Responsible for income

statement and product portfolios. Managed key

accounts, including three largest companies in

industry. Led collaboration among manufacturing,

customer service and R&D areas.

Product Manager. Negotiated and implemented

manufacturer's representative agreement.

Developed training programs for two largest U.S.

accounts.

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