Sales Manager

George L. Baker, Jr.

**** ******** ***** 317-***-****

Indianapolis, IN 46268 *********@*******.***

POLICY-LEVEL SENIOR SALES & MARKETING EXECUTIVE

Action-oriented marketing professional with broad experience in

developing and implementing marketing strategies, communications tactics,

negotiating long-term agreements and managing complex business projects.

Astute leader, certified Six Sigma Blackbelt recognized for outstanding

bottom-line results and influencing customer relationships. Impeccable

senior level sales and marketing credentials which include:

P&L Management Strategic Planning

Marketing Management Competitive Strategy Development

Relationship Management Team Building & Mentoring

Business Strategy Development Process Improvement

PROFESSIONAL EXPERIENCE

NAVISTAR, Melrose Park, IL

2011 - Current

Regional Sales Manager, Indianapolis, IN (2011 - Current)

Current responsibilities include identifying and developing new business

opportunities for MaxxForce-branded engines with global and US-based OEM

customers. Effectively work in concert with senior management to develop

our NAFTA-based engine distribution strategy and channel partners.

Together with application engineering teams, proactively provide input on

our global product platforms that drive portfolio mix, product

integration and market launch timing. Proficiently serve as an internal

consultant in aspects of business process improvements, customer

technical support and assist our marketing function with developing

customer-based marketing tools and training resources.

CUMMINS, Columbus, IN 2005 - 2010

Account Manager, Columbus, IN (2006 - 2010)

Primary contact as Sales and Marketing Manager for two global OEM

accounts, Navistar (International Truck & Engine Company +$550M) and Ford

Motor Company (+$45M) with executive-level interface and influence.

Developed, supported and communicated all Cummins sales and marketing

activities related to heavy- and medium-duty truck engine purchases to

both entities and to our field sales and distributor organizations.

. Utilized a long-term agreement to grow Cummins overall NAFTA-based

market share volume 6.2%. This represented first share growth in

over 5 years.

. Attained 93% market share penetration within Navistar for its

overall heavy-duty engine purchases.

. Positively impacted working capital by maintaining accounts

receivables at <.5% annually.

. Facilitated direction and support for Navistar and Ford global

market expansions and truck production activities. Provided

oversight to global product expansion and development

teams/activities in new or emerging markets (Brazil, S. Africa,

Australia, etc.).

. Maintained >95% monthly forecast accuracy for engine requirements.

Manufacturing plants reduced labor and raw materials costs by

minimizing expedite and overtime expenses.

Manager, Customer Technical Support, Columbus, OH (2005 - 2006)

Led Customer Technical Support Functional Excellence initiatives aimed at

improving the overall technical capability of NAFTA-based Technical

Support Managers (TSM) for the North America Engine Business unit.

. Developed tools, processes, procedures, and training that drove

consistency in technical support to our customers provided by 10

TSMs and 15 Territory Managers.

. Managed selected customer issues (i.e. executive customer

complaints) and created issues-resolution action plans while

managing each issue to closure.

. Significantly improved TSM exposure to Six Sigma tools and

facilitated the launch of multiple end-user customer-focused Six

Sigma projects.

. Spearheaded Customer Support Excellence (CSE) initiatives for the

North America field sales and service organization.

THE DOW CHEMICAL COMPANY, Midland, MI 1989 - 2005

Six Sigma Blackbelt, Dow AgroSciences (DAS), Indianapolis, IN (2000 -

2005)

Orchestrated successful completion of highly valued Six Sigma projects

resulting in a positive financial impact in excess of $5.9M. Sponsored,

coordinated and led project initiatives and teams within cross-functional

business groups and charged with identifying and improving productivity

within critical marketing and business processes.

. Utilized and validated data through statistical modeling to

benchmark existing business processes and performance, to establish

measurement metrics, to drive team decisions, and to implement

business recommendations.

. Improved product margins, increased process efficiencies and reduced

DAS capital outlay utilizing proven Six Sigma methodology.

. Employed leadership and project management skills to create vision,

strategy and team alignment.

Business Group Communications Manager, (DAS), Indianapolis, IN (1997 -

2000)

Developed and implemented marketing objectives and communications tactics

to support consumer product launches. Handled day-to-day activities of

20+ member advertising agency assigned to business unit. Charged with

oversight of a $9 million annual advertising and communications budget.

. Managed key business activities/relationships with advertising

agencies, including long-range strategic planning, media events,

public and community relations, media production planning and annual

performance evaluations.

. Utilized joint advertising purchases and coordinated public

relations media events that led to 43% product brand category

growth.

. Redesigned consumer web-site www.sentricon.com to increase reach and

frequency to consumers and key end-users. Incorporated 'Ask the

Expert' consumer-oriented feedback tool.

Senior Sales Specialist, (DowElanco), Aurora, IL (1991 - 1997)

Sales Representative, (DowElanco), Bensalem, PA (1990 - 1991)

Sales Representative, (DowElanco), Rochester, NY (1989 - 1990)

Commercial Development Intern, (Dow Chemical), Indianapolis, IN (1989 -

1989)

EDUCATION

Bachelor of Science, Agricultural Economics, Southern University

PROFESSIONAL/COMMUNITY ACTIVITIES

Six Sigma Quality Council, Indianapolis Community Involvement Team

Commercial Recruiter, Sales Training Advisory Board, Diversity Action

Council

Deacon Ministry, Church Leadership Team, Sunday School & Children's

Church Teacher

Men's Group Facilitator, Youth Coach, Mentor, School District Youth

League Basketball Program Director,

Basketball Instructor

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