Sales Manager

Kip E. Robinson

**** ******** **** ***** *****

Spanish Fort, AL 36527

Home: 251-***-****

Mobile: 251-***-****

Email: abldn1@r.postjobfree.com

Website: www.visualcv.com/tjkrobin12

SUMMARY

Executive leader with over 15 years experience and extensive expertise in

growth, turnarounds, change management, business development and

profitability acceleration. Rare combination of sales and marketing

strategy, operations management, full P&L responsibility, process

improvement expertise and project/program management proficiency. Six

Sigma Black Belt and Lean Manufacturing Champion with MBA and BS degrees in

Finance. Demonstrated ability to transform organizations with industry

leading results in revenues, productivity and profits in over 20 markets

and in 5 different industries. A strategic planner with proven ability to

build and lead senior leadership teams.

PROFESSIONAL EXPERIENCE

TIMEC COMPANY, Mobile, AL 2009-2010

$350M mechanical contracting firm serving processing industries.

Business Development Manager Southeast

Responsible for opening new territory and directing all general

management functions for the Southeastern US, including business

development, territory expansion, sales, marketing and contract management.

Charged with target market diversification and geographic expansion.

Selected Results & Achievements:

. Established profitable operation in newly opened office in seven

months - profit in excess of $1M.

. Implemented new selling and marketing strategies resulting in

increases to overall revenue opportunities from $1M to $8M in first

year.

. Responsible for company wide implementation of Salesforce.com systems.

QUINCY COMPRESSOR, Bay Minette, AL 2006-2008

$170M capital equipment manufacturing company serving most industrial

markets.

Vice President of Marketing and International Sales

Responsible for leading a domestic focused industrial manufacturing

company that lacked a global presence, a robust brand position, strong

customer service and a value proposition concentration to an expanded

global market position. Responsible for strategic planning and business

development including channel expansion, alliance activity, branding and

product strategy.

Selected Results & Achievements:

. Identified alternative selling channels, including Internet,

manufacturer's representatives and dealer networks, increasing sales

by $5 million.

. Managed international sales staff. Increased international sales by

50%, primarily in Latin America and the Pacific Rim through the

expansion of selling channels, brand positioning and new customer

acquisition. Increased Latin America market share 200%.

. Increased aftermarket sales by 20% through customer loyalty and

retention programs, aftermarket product bundling, pricing initiatives

and cross-selling strategies.

. Increased market share by 10% through pricing programs, new product

development, channel development and brand positioning.

. Implemented Commercial Excellence initiatives, utilizing Lean

Manufacturing strategies, resulting in a 25% decrease in spending

while increasing throughput of sales and marketing information.

. Introduced and championed brand recognition initiatives resulting in a

measurable increase in top of mind of awareness of 42%.

. Promoted in first six months.

PEERLESS PUMP COMPANY, Indianapolis, IN 2000-2006

$120M capital equipment manufacturing company serving most industrial

markets.

Vice President of Marketing and Strategy

P&L responsibility included managing all aspects of complex

commercial and operational issues. Championed and actively promoted the

judicious use of Business Excellence tools that included Lean Enterprise

(Champion), Six Sigma (Black Belt) and Strategic Procurement to enhance

results-focused orientation and employee performance levels.

Selected Results & Achievements:

. Took a once-dominant capital equipment manufacturing business that

suffered a dramatic decline due to decades of mismanagement, asbestos

litigation, industry fragmentation and lack of new investment activity

and transformed into a $100 million turnaround success story.

. Increased sales by 18% and order totals by 40% in a commoditized

marketplace, while increasing margins 5% through the creation of value-

added services, marketing focus, operational excellence and

continuous improvement programs.

. Created an online aftermarket presence, resulting in revenue

generation of $20 million, while redirecting 80% of the parts business

to a seamless Internet-based approach.

. Introduced 29 new products, increasing total sales by 8%.

. Grew international sales by 29% and related profitability by 39%

(primarily in China, Southeast Asia and the Middle East) through

focused marketing efforts and consistent new product development.

. Established a customer-service mindset throughout the company,

improving measurable customer service levels by 12%.

. Led turnaround and business revitalization through product mix

reorganization reducing overdue orders by 95% and increasing short

cycle business cash flow by 13%.

. Promoted 6 times in 5 years.

Vice President and General Manager

Responsible for LaBour Pump, a $30M division of Peerless Pump. Managed all

aspects division focused on process market segments.

Selected Results & Achievements:

. Executed a comprehensive Operational Excellence program focused on

Lean Manufacturing / 5S and Continuous Improvement principles,

improving profitability by 8% and throughput by 20%.

. Re-energized and re-organized a manufacturer's representative and

distributor based sales channel, increasing sales 20%.

Marketing Manager

Directed strategic marketing and planning activity, including

creating future "blueprints" for market share, revenue growth and sales

channel communication strategies. Managed strategic E-commerce initiatives

designed to provide company with alternative sales channels while leading

company to industry leading position in E-commerce. Managed the creation

and implementation of two new corporate web sites (peerlesspump.com and

labourtaber.com).

Selected Results & Achievements:

. Implemented internal marketing campaign providing first-ever

measurements for morale and relationships between management and

employees.

. Introduced new products that utilized outsourced engineering and

manufacturing expertise in India.

. Managed new product development, introducing new products that

utilized outsourced engineering and manufacturing expertise in India.

. ISO 9001:2000 Author and related Certified Internal Auditor.

Aftermarket Manager

Managed all aftermarket initiatives, which included sales,

operations, repair and field service activities.

Selected Results & Achievements:

. Increased Service Department sales 33% by penetrating mature markets

using niche marketing and guerilla marketing techniques.

THE INDIANAPOLIS STAR, Indianapolis, IN 1997-2000

Sales Manager

Responsible for customer retention efforts, call center management,

direct sales force and payment methods.

Selected Results & Achievements:

. Managed customer retention initiatives that increased revenue over

500% (from $750K to $4 million).

. Launched various marketing programs and sales initiatives, increasing

overall circulation and customer retention by 15%. Total readership

increased proportionately.

. Significantly increased the number of automated payment accounts

through various highly successful marketing initiatives

CIRCLE CITY FIRESTONE, Indianapolis, IN 1994-1997

Business Manager

Managed all aspects of marketing, remanufacturing and retail operations.

Selected Results & Achievements:

. Directed $5 million retail and manufacturing firm in taking business

from cradle to buyout, securing a 30% ROI.

EDUCATION

Master of Business Administration, Finance

Indiana University, Bloomington, Indiana

Bachelor of Science Degree in Business

Indiana University, Bloomington, Indiana

PROFESSIONAL DEVELOPMENT

Six Sigma Black Belt Certification

Lean Manufacturing Champion

Karrass Negotiation Training

Mississippi Heavy Industry Contractors License

Alabama Heavy Industry Contractors License

United States Navy Veteran

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