Sales Manager

Brian S. Beattie

**** ****** ******* ***** ( Orlando, Florida 32836

407-***-**** (Home) abm41j@r.postjobfree.com 407-***-**** (Cell)

Sales Leader / Senior marketing Executive

. Driven, customer-focused Senior Executive with proven ability to lead

sales and marketing for fast-paced, growing company. Leverage skills to

plan strategic direction, launch innovative programs, and deliver results

in both domestic and international areas.

. Adept at leading world-class sales and marketing teams who retained and

grew customers during the most difficult economy and competitive

environment company ever experienced.

. Articulate communicator able to attract, train, develop, motivate, and

retain talent to maximize their potential. Dynamic, decisive leader with

strength in the business-to-business market segment.

Additional leadership expertise in the following areas:

Account Management Public Relations Trade Shows

Business Development Brand Management Market Research

Mergers & Acquisitions Website Enhancement Product Engineering

Supply Chain Advertising Campaigns Sales Support Materials

Management

Professional Experience

CHEP, INTERNATIONAL, INC. Orlando, Florida 1998 - 2010

Issues, collects, conditions, and reissues more than 300 million pallets

and containers from a global network of service centers, helping

manufacturers and growers transport their products to distributors and

retailers.

Senior Vice President, USA Sales and Marketing (2008-2010)

o Led sales and account management for $820 million business and marketing

for $1.1 billion business.

o Trained, developed, and motivated 103-person team to ensure customer

satisfaction and profitable growth.

o Worked with key customers, including Nestle, Unilever, Kraft, ConAgra,

Pepsico, Kellogg, Kimberly Clark, Niagara, Clorox, and many other

manufacturers of consumer packaged goods, home improvement, and hardware

products. Identified and managed key metrics that drove results.

o Increased quality and frequency of communication to ensure team was aware

of goals and procedures to achieve them. Collaborated with field sales

team to meet with key customers to ensure growth.

o Oversaw entire marketing mix for the U.S. business, including internal

and external communication, brand management, sales support materials,

website, intranet, advertising, public relations, trade shows, and

customer events.

Key Achievements

. Improved underlying growth by 3.3% for $820 million business during the

most challenging, competitive business climate CHEP ever experienced.

Maintained 40% plus margins; managed team of 100 sales and customer

service professionals that drove more than $300 million in margin.

. Renewed long-term contracts with key customers, such as Kellogg, Nestle,

Unilever, First Quality, Premium Waters, and Niagara. Held the first

customer share group to improve customer satisfaction.

. Doubled use of Portfolio Plus, an electronic customer administration tool

that improved business process.

. Drove the adoption of the Miller Heiman Strategic Selling process and

implemented a rigorous funnel review process that drove an 80% increase

in sales at Heinz, nearly 30% increase at Cargill, and double-digit

increases at Mission Foods, Sara Lee, and Allens Canning.

. Competed aggressively against a new competitor by launching campaign to

retain customers.

. Developed and implemented creative market-coverage strategy to ensure all

customers were addressed during a headcount freeze. This required

redeployment and training of 14 people.

Brian S. Beattie Page Two

CHEP, INTERNATIONAL, INC. Orlando, Florida (Continued) 1998 - Present

Senior Vice President, Global Marketing and Business Development, (2007-

2008)

o Led global marketing for all of CHEP, which conducted business in 45

countries. Oversaw the brand, website, intranet, internal and external

communication, trade shows, events, advertising, strategy development,

market segmentation, marketing materials, and customer satisfaction

measurement.

o Maintained frequent contact with Board of Directors of parent company.

o Developed, mentored, and promoted high-quality talent.

Key Achievements

. Drove merger and acquisition strategy to expand business beyond core

offering. Directed team of outside consultants, high-potential CHEP

employees, outside company subject matter experts, and due diligence

experts through all phases of pioneering expansion effort - concept,

research, Board approval, purchase, and launch. The result was the

acquisition of LeanLogistic, a transportation management and software as

a service provider, which increased revenue by 30% in its first year as a

CHEP company.

. Led global marketing organization for a $3.3 billion company. Developed

an environmental sustainability marketing campaign to position CHEP as an

outsourcing solution to reduce a customer's carbon footprint.

. Developed and launched a track and trace Radio Frequency Identification

service offering for intermediate bulk containers and automotive

containers, primarily in Europe and South Africa.

. Challenged with conducting a business expansion analysis for Japan.

Although many Board members were anxious to launch business in Japan,

project was placed on hold, based on sustained negative cash flow, drain

on capital, and negative EBITA over the next five years.

. Grew business from $3.2 billion to $3.6 billion. Served as executive

leader for Say it Loud Advertising Agency and Ram Communications Public

Relations Agency.

Senior Vice President, Global Marketing and Product Engineering (2001-2007)

o Led marketing function across the globe, with primary focus on Europe and

the United States, since 80% of revenue and profits were generated from

these businesses.

o Spearheaded the creation of a global product engineering competency and

built a world-class Innovation Center. This required recruiting top-

level talent, establishing the vision, and driving implementation.

o Elevated internal and external communications through CD / DVD, video,

and written communication process. Developed and implemented global

branding campaign.

Key Achievements

. Developed and launched global standardized service offer, activity-based

pricing architecture, and invoice- improvement initiative across the

globe. The activity-based pricing architecture was core initiative that

turned business around in Europe, from a negative Economic Value Add

(EVA) in 2003 to a positive $120 million EVA in 2006. This translated to

$230 million in EBITA.

. Created and staffed a best-in-class product engineering competency.

Introduced Six Sigma methods to speed products, services, and

enhancements to market for 10 parallel projects.

. Saved between $10 million and $50 million per year, due to product

rationalization efforts and product engineering enhancements. Grew

global business from $1.7 billion to $3.2 billion.

. Rebuilt Europe Marketing organization and elevated the talent.

. Launched global customer satisfaction measurement / management system

across the globe in 45 countries.

. Sold an under-performing U.S. reusable plastic container business to

German firm.

. Wrote detailed reviews for Board of Directors, financial analysts, and

investors.

. Served as Executive Leader for Procter and Gamble, CHEP's largest

customer, with revenue over $100 million, to ensure the business

relationship was driving $10 million to $20 million in business process

improvement savings.

Brian S. Beattie Page Three

CHEP, INTERNATIONAL, INC. Orlando, Florida (Continued) 1998 - Present

Senior Vice President, Global Marketing (2000-2001)

o Directed centralized marketing programs across the globe.

Key Achievements

. Centralized global marketing and created first strategic marketing plan,

from a previously disconnected regional structure. Conducted global

brand audit to assess opportunities and better leverage brand.

. Elevated marketing communications with launch of website, intranet,

quarterly internal magazine, and external customer newsletters.

. Initiated global product rationalization process to improve profitability

and analyze products to better meet changing customer requirements.

. Led government relations to gain exemptions for sales tax penalties

customers were paying on rental products. Grew business from $1.4

billion to $1.7 billion.

Senior Vice President, Marketing, Americas (1999-2000)

o Oversaw advertising, communications, trade shows, events, product

strategy, service offerings, and strategic plan development.

Key Achievements

. Implemented strategy to rapidly expand growth through key retailer

service offerings; led to double-digit growth. Grew business from $424

million to $515 million in the United States.

. Developed and executed strategy for a reusable plastic container targeted

at fresh produce business.

. Upgraded trade relations through high-impact trade show strategy.

. Launched government relations function as business expanded and opened

office in Washington, DC.

. Served as key leader on Pricing Committee and leader of market segment

initiatives to drive rapid growth.

. Developed life cycle analysis for the pallet business, which was the

first quantitative tool to measure carbon footprint savings when using

CHEP services.

Vice President, Marketing and New Business Development, Americas, (1998-

1999)

o Expanded marketing beyond historic "advertising and public relations"

competence.

Key Achievements

. Built new business development function to identify and conquest new

market segments beyond food industry. Drove business from $309 million

to $424 million.

. Replaced advertising agency and launched a successful, fully integrated

marketing communications campaign. Upgraded sales collateral material to

deliver targeted message and distinctive image.

. Improved trade show presence and made noticeable impact at targeted

events.

. Launched market intelligence and research center to assist executive

management in decision-making.

RYDER SYSTEM, INC., Miami, Florida 1992 - 1998

A provider of Fleet Management Solutions that offer leasing, rental, and

programmed maintenance of trucks, tractors, and trailers to commercial

customers.

Director, Field Sales and Marketing Support (1996-1998)

Director, New Product Marketing (1995-1996)

Director, Product Marketing (1993-1995)

Senior Product Manager (1992-1993)

Brian S. Beattie Page Four

TENNECO AUTOMOTIVE, Two Locations 1989 - 1992

A multi-national corporation and one of the leading manufacturers of after-

market ride-control and emissions products.

Director, Sales and Marketing, Rancho Suspension, Long Beach, California

(1990-1992)

Product Manager, Monroe Auto Equipment, Monroe, Michigan (1989-1990)

PEPSICO, Several Locations 1981 - 1989

A world leader in convenient snacks, foods, and beverages.

Area Marketing Manager, Pepsi Cola Company, Orlando, Florida (1987-1989)

National Sales Development Manager, Pepsi Cola Company, Purchase, New York

(1986-1987)

Regional Sales Manager, Pepsi Cola Bottling Group, Lansing Michigan (1983-

1986)

Regional Sales Manager, Pepsi Cola Bottling Group, Saginaw Michigan (1982-

1983)

District Sales Manager, Pepsi Cola Bottling Group, Lansing Michigan (1981-

1982)

Education / Professional Development

MICHIGAN STATE UNIVERSITY, East Lansing, Michigan

Bachelor of Arts in Business Administration, Transportation, and Marketing

Media Training

Siebel Contact Management

Executive Level Six Sigma Training

Professional Affiliations

Food Distributors International

Council of Logistics Management

Returnable Plastic Container Coalition (RPCC)

Presentations

Spoke on Radio Frequency Identification (RFID) and Environmental

Sustainability at

South African Production and Inventory Control Society (SAPICS) Conference

in South Africa.

Co-presented on Radio Frequency Identification Business Case with Microsoft

at

RFID Live Conference in the United States.

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