NATHAN C. TURNER
*** ********** ****** *****, ** Pere, WI 54115
TELEPHONE: 920-***-**** ? EMAIL: abhpms@r.postjobfree.com
Sales & Marketing Manager with standout record of achievement in business-
to-business (B2B) industries (PC based software, engineering service &
hardware), leveraging experience in North American, Asian and European
markets to identify, negotiate and lead successful business development
initiatives. Highly skilled in business development, P&L management,
channel (distribution) operations, market entry, turnarounds, client
relations and business transformation.
Achievement Highlights
. Creative thinker who boosts profit through organizational development and
improvement.
o Propelled annual revenue from $800k to $15 million in 4 years.
(Mitsubishi)
o Increased net profit 5% and doubled corporate equity. (Automotion)
o Improved forecast accuracy and reduced excess inventory from $900k
to $500k and improved delivery 8 weeks. (Mitsubishi)
. Outstanding relationship builder who quickly fosters trust among
stakeholders to establish sustainable competitive edge.
o Developed North American distributor network from 0 to 30+
organizations in 3 years and increased sales from $3 million to $30
million. (Yaskawa)
o Aggressively negotiated 50%+ price reductions from overseas
suppliers to position products competitively in North American
market. (Mitsubishi)
. Solid business leader who delivers strong market growth and revenue
performance.
o Revamped divisional business plan and successfully executed entry
into new vertical markets, increasing market share 15% in packaging
industry. (Mitsubishi)
Education
Bachelor of Science, Mechanical Engineering, Northwestern University,
Evanston, IL. 1988.
Professional experience
General Manager, Miller Electric, Appleton, WI
2010 - Present
Miller Electric, $900M division of Illinois Tool Works (ITW), a $17B Global
Manufacturer of industrial equipment (NYSE: ITW).
. Reports to Group Vice President; Complete operating financial
responsibility of a $75M+ business with an industrial and commercial
unit; manage six direct reports; head of 7 departments - including
manufacturing, materials, finance, human resources, customer service,
marketing and engineering.
. Full P&L for two manufacturing facilities with over 90 direct/indirect
employees. Grew 2010 year over year sales 16% with 25%+ operating
income. Member of executive leadership team.
Business Unit Manager and Sales/Marketing Manager, ElectroCraft Michigan
Inc, Ann Arbor, MI, 2007 to 2009
Division of ElectroCraft Inc., $80M private equity owned contract
manufacturer of industrial service, software and electronics (acquired
Automotion assets)
. Reported to Vice President Marketing, retained following acquisition
to manage marketing, sales, new product development and application
engineering during transition period.
. Continued to manage key accounts while assisting in training of new
sales channel (Representatives and distributors).
General Manager and VP Sales/Marketing, Automotion, Inc., Ann Arbor, MI,
2007 to 2009
Division of Infranor, $75M, Publicly traded Swiss contract manufacturer
of automation services, software and electronics (SWX: INI)
. Reported to CEO in Zurich, Switzerland. Directed sales, marketing
and application engineering (5 direct reports). Led and facilitated
alignment of local Automotion marketing priorities (website,
literature, advertising, etc.) with Infranor corporate marketing
vision. Expanded joint sales strategy with Infranor Europe salesmen
and distributors.
. Introduced sales funnel and CRM customer database management.
Spearheaded sales to C-Level Executives. Instituted Government
business through contractors and DOD. Hired and trained sales,
marketing and application engineers.
. Sample customers: Eaton, Caterpillar, Gerber Technology, Eastman
Kodak, ThermoFisher Scientific, Semitool, Cymer, Liebherr.
Vice President Sales & Marketing, Animatics Corporation. Santa Clara, CA,
2001 to 2007
Privately owned high-tech start-up manufacturing high-tech industrial PC
based software and electronics.
. Reported to President and managed application engineering, marketing
and sales (total of 7 direct reports).
. Expanded corporate growth through brand label, joint ventures and
acquisitions.
. Sample customers: Argonne National Laboratory, Department of Energy,
Phillips Medical, Bell & Howell, P&G, Airbus, Boeing.
. Grew revenue 3-fold in 3 years (after losing 70% of distribution and
80% of direct business) through development of new distribution
network in North America and Asia (Malaysia, Taiwan, Singapore, Japan,
Thailand, Korea and China).
. Established sales office in Japan to support Asian business
development.
Director Marketing and Strategic Alliances, Mitsubishi Electric Automation
($250M), Vernon Hills, IL, 1995 to 2001
Division of Mitsubishi Electric, $35B, International Manufacturer of
commercial and industrial electronic equipment.
. Recruited by and reported to VP North American Operations to start new
North American motion control division (including vertically
articulated robots). Managed 7 direct (application engineering and
product management) reports and 40 indirect (field sales) reports.
Grew sales from $800k to $15M and added 40 motion distributors.
. Sample customers: Elopak, Dematic/Rapistan, US Postal Service, Bandag,
Cox Automation, Ford, General Motors, Maytag, AB Dick, Rite-Hite.
. Initiated and led global (UK, Germany, Singapore, Japan, Korea)
planning committee for future world-wide product development.
. Promoted to manage corporate marketing with a budget of $3million
while still managing Motion Product Group.
Channel Development Manager, Yaskawa Electric America ($80M), Waukegan, IL,
1990 to 1995
Division of Yaskawa Electric, $6B, International Manufacturer of commercial
and industrial electronic equipment.
. Reported to VP of Motion Control Division. Managed 2 direct reports, 4
indirect reports (field sales) and 30-member nationwide distribution
network (ASC's).
. Key customers: Applied Materials, Tetra Pak, Seagate, THK.
. Authored distributor contract, policy, evaluation and appointment
procedures. Personally trained sales staff on distribution management
and implemented highly successful marketing tools for distribution.
Field Application Engineer, Compumotor ($30M), Rohnert Park CA 1988 to 1990
Division of Parker Hannifin, $8B Manufacturer of fluid power &
electromechanical controls (NYSE: PH)
. Reported to Regional Sales Manager. Expanded territory sales from
$800k to $1.5M in 18 months. Won President Sales Club Award.
Professional Development
Finance, Strategic Alliances, Channel Management & Product Marketing
Courses AMA, Chicago, IL;
Team Building Courses, Thoren & Associates, Northbrook, IL;
Non-Manipulative Sales Courses, Parker Hannifin Management Institute,
Petaluma, CA.
Software Experience
Microsoft Office Suite (Excel, Word, PowerPoint, Outlook, Visio), Great
Plains (ERP), ACT (CRM)
Gold Mine (CRM), Microsoft CRM, SAP (ERP), Saleforce.com (CRM), SugarCRM.