Sales Manager
Resume:
Timothy T. Frank **** Columbine
Road
***.*****@*******.***
Asheville NC 28803
Career Summary
Experienced executive with proven results at three major industry leaders
in North America. Direct P&L responsibility of over $2 billion.
International experience in Latin America, Western Europe, S. Korea, and
China. Strategy, sales, marketing, product development, operations,
distribution, retail, and M & A experience.
Employment History
2003-2011 Volvo Construction Equipment Asheville, NC
Volvo Group is a $50 billion global manufacturer of industrial/commercial
vehicles and engines
Vice President, Distribution Operations ('09 - '11). Managed $300m owned
distribution organization, as well as all strategic distribution
investments.
. Reported to the CEO, managing 5 VP direct reports across NA, with 450
indirect.
. Assigned to turnaround chronic annual losses in distribution
businesses owned by Volvo, a division that lost $28 million in 2008.
. Introduced a new organization structure, reduced headcount by 258,
instituted a formalized process to focus on cash and inventory
management and rebuilt the sales team.
. By the end of 2009, in the worst year in industry history, reduced
operating losses to $9 million, with a Q4 near-breakeven run rate.
April 2010 is projected to be the first profitable month in over 3
years, in a market that remains flat to 2009. FY forecast is for a
modest profit.
. Managed distribution related mergers, acquisitions, investments, and
divestitures.
. Led team of 6 specializing in strategic financial / operational
workouts / restructures throughout the Volvo distribution.
. Terminated or integrated over 150 dealer contracts, sold 7 locations,
merged 4 locations, closed 3 locations, terminated 2 major dealers and
reassigned their contracts, acquired one major dealership, and
approved $18 million in dealer investments.
. Served on the board of 2 independent dealers in which Volvo had a
substantial investment.
Senior Vice President, Operations Strategy and Marketing ('07 - '09).
Managed all NA company functions.
. Reported to the CEO, managing 23 VP and manager level direct reports
across NA, with 859 indirect.
. Responsible for the major operational functions of the $2 billion NA
region, including strategy, sales, marketing, after sales support,
order intake, and finance.
. Created the NA operations strategy and managed the supporting
operational tasks thru all levels of the company.
. Managed functional VPs to reach the overall financial goals of the
company - resulting in the highest sales and operating profit in
company history.
. Led the NA acquisition and integration of Ingersoll Rand Road products
division ($1.5 billion).
. Provided NA based data and counsel during the acquisition process, set
post-acquisition goals, managed a newly formed integration team to
implement the merger, integrated over 500 corporate and retail staff
into VCE, developed the new distribution model for the combined
entities and implemented distribution restructuring.
Vice President, Sales and Marketing ('05 -'07). Managed all sales and
marketing functions for VCE-NA.
. Reported to the CEO, managing 15 VP level field-based direct reports
across NA, with 92 indirect.
. Restructured the field team responsibility, transferring pricing
authority to the local level versus centralized.
. Developed targeted customer / dealer engagement tools for use in the
field, and developed a master set of metrics to measure progress at
each distributor - a program still in use today as the major tool for
managing distribution operational development.
. These efforts resulted in total market share growth of 2 points
overall, with increased price realization of $181 million.
Timothy T. Frank
Page Two
Vice President NA, Excavators ('03-'05). Managed $250 million excavator
business line.
. Reported to the CEO, managing a direct staff of 11 managers based
across NA
. Built and managed a team to re-launch and grow the highest potential
product in NA.
. Worked with dealers and customers directly, implemented new direct
selling and marketing programs to build awareness and provide sales
incentives, and launched a key customer management system that
justified marketing investments with an ROI of 210% over 12 months.
Worked heavily in S. Korea and China with industrial team.
. With full P&L responsibility, increased division sales revenue from
$82 million to $250 million.
. Increased operating profit from $16 million to $38 million and
wholesales to dealers from 702 units to 1800 units.
. Increased retails from 718 units to 1850 units and market share from
4.1% to 7%.
2000-2003 CNH Global Lake Forest, IL
CNH is a $15 billion global manufacturer of construction / agricultural
equipment
Director Communications / General Manager Marketing. Directed corporate
and marketing communications globally / directed product marketing for 2
core products - backhoe loaders and skid steer loaders.
. Developed and implemented integrated marketing strategy for
wholegoods, aftersales, and financial services to turnaround loss of
market share in $700 million product line.
. Developed dealer channel marketing system to yield 500% ROI in first 6
months and deliver $500,000 to the company bottom line.
. Identified market opportunity and initiated new "landscape products"
dealer agreement to augment existing distribution of core products -
backhoe loaders and skid steer loaders.
. Drove grass roots mobile marketing demo program targeted towards large
construction job sites to "get people in the seat" and trial our core
products.
. Initiated global marketing and communication plan for $200 million
acquisition of Kobelco Machinery from Japanese steel giant Kobe Steel.
. Worked frequently in Italy with parent company FIAT.
1998-2000 Caterpillar, Inc. Peoria, IL & Miami, FL
Caterpillar is a $50 billion global manufacturer of construction equipment
& power systems
Communications Manager - Latin America. Managed all marketing
communication and developed marketing plans for medium to light product
lines.
. Developed market launch, penetration, and ongoing promotion plans for
8 major LAR countries. Traveled extensively throughout every country
in the region.
. Introduced upgraded backhoe loader line and new skid steer loader line
into the region, capturing an average of 10% share across all major
geographic markets in year 1.
. Launched over 15 additional product models in 3 different languages.
. Launched dealer brand education, identity, and retail merchandise
programs.
1997-1998 Converse Marketing Peoria, IL
Converse is a marketing / leadership training agency
Marketing Consultant / Management trainer. Developed marketing plans and
deliverables for multi-national
B-2-B clients; trained middle to senior level managers on values-based
leadership skills.
. Developed marketing plans for the mining, engines, and light equipment
divisions of Caterpillar.
. Developed, marketed, and taught a values-based leadership program to
Caterpillar executives.
. Increased billable hours from the firm's largest client, Caterpillar,
from $300,000 to over $750,000 in 8 months.
Timothy T. Frank
Page Three
1995-1997 Fleming Packaging Peoria, IL & Napa Valley, CA
Fleming is a $125 million international specialty label printer for the
wine and spirits industries
Marketing Manager. Responsible for marketing function and internal sales.
. Developed interactive sales tool for sales force to highlight ROI of
different substrates for customers.
. Managed the firm's largest international account - Bacardi Martini -
to a revenue increase of 8%, generating an additional $2 million in
revenue.
. Developed distributor relationships in Chile and Brazil to begin LAR
market penetration.
1994-1997 Black Bear Outfitters Peoria, IL
Internet based mail order outfitter
Owner
. Launched a dot.com business during the boom.
. Appeared in the NY Times and the Wall Street Journal as a "website to
watch."
. Sold the business.
1992-1993 Richmond Transportation International Lake Forest, IL
Freight management firm
Marketing Manager - Responsible for marketing and internal sales
Education
M.A. History - Illinois State University, Bloomington, IL
1994
B.S. Business Administration - University of Illinois, Champaign, IL
1990
. Graduated with Honors; Deans list 6 semesters
Other Skills & Experience
. Board Member
o Association of Equipment Manufacturers 2007 - 2011
(attachment)
o Junior Achievement
o SUNU Energy (Senegal)
o Two equipment dealers
. Accomplished public speaker and presenter
o Handled all major dealer and public speaking presentations
for Volvo
. Conversational Spanish
. Active Triathlete and Marathoner
. Launched and sold several startups including:
o Black bear Outfitters (sold in 1997) - online gear for kids
attending summer camp
o The WaveBox (sold in 2009) - world's first portable
microwave; www.thewavebox.com
o www.irentequip.com (active) - online equipment rental auction
platform
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