Manager Sales

BACKGROUND SUMMARY:

Market/Business Development Professional with unique ability to take a high

level view, taking complex concepts and ideas and making them simpler for

executives and others to understand, resulting in impactful strategies, plans

and specifications. Extensive business experience in:

Sales / Market Analysis

Business / Market Development

Sales / Business Execution

. Product Marketing/Direction

. Business Development

. P&L Management

. Market Analysis

. Product Development

. Program Management

. Competitive Analysis

. Strategic Planning/Direction

. Portfolio Management

. Scenario Planning

. Strategic Re-alignment

. Team/Staff Development

PROFESSIONAL EXPERIENCE:

ROCKWELL AUTOMATION / ALLEN-BRADLEY COMPANY, 1983 - 2009

A $5B+ Global Industial Automation Product & Services Company

Manager of Global Business Development, Engineered Solutions Business,

Milwaukee, WI, 2004-2009. Coordinated a Project Office with a staff of 15-20

responsible for US Commercial Engineering (proposals), Marketing, Business

Development and Program Management of customer accounts, and business

infrastructure development for China and Mexico.

Provided business growth leadership for value-add assembled control and power

panels, doubling global revenue to $60M.

Broadened business market efforts to energy sector - working with sales to win a

key $10M OEM account in the Wind Turbine industy

Had extensive contact with OEM and large end user customers in automotive,

semiconductor, energy, material handling, HVAC, food, beverage, and process

markets, developing a close relationship with Operations, as well as managing

the intricate portions of a business entailed in its P&L.

Director/Manager of Business Strategy Development, Headquarters, Milwaukee, WI,

1994-2004. Extensive Consultative / Engagement Management of cross-company

iniatives involving product architecture, regional commercial sales strategy,

merger/acquisition support and business strategy. Broad perspective of entire

company and how to coordinate large programs and processes, working with many of

the company's executives and business managers. Supported creation and

communication of Rockwell Automation's long-range business strategy, as well as

management of supporting programs and services used in the development of

strategy. Engagement / Program Manager for key company accomplishments:

Cross-company China Strategy - coordinated start up of Research Lab, 10

University Labs, western region Sales office and engineering consultant lab,

facilitating 25%+ CAGR market growth.

Region-wide European Commercial Strategy effort - first ever done in region, and

developed market development model that eventually became standard globally for

measuring market development progress and uniformity of investment.

Region-wide A/P Commercial Strategy effort -first ever done in region, revealing

key nature of regional industry focus, especially on Oil & Gas.

Two Strategic Sourcing Waves/Initiatives for Professional Services (Legal,

Consulting, Tax, etc)

Cross-company Product Security Initiative outlining key use cases and

development objectives.

Global Market Development Initiative outlining key development strategies /

prioritized investments.

Template Developer of and Program Manager for SBU Strategy Summaries giving

instaneous snap-shot / dashboard view of SBU business health.

Cross-company HR Acquisition Process database providing uniform process from due

diligence through day 1+ integration activities.

Cross-company next generation Highly Distributed Control Architecture

requirements process.

PROFESSIONAL EXPERIENCE: (continued)

Manager of Program Planning, Highland Hts, OH, 1991-1994. Facilitated strategic

vision and Program Management for new product architecture direction in the

areas of communication, operator interface, information processing products, and

later for Allen-Bradley's new Automation System Architecture (ASA) program

facilitating retaining billons of dollars of product sales and moving into new

markets such as integrated motion and process worth hundreds of millions.

Director of Engineering, Communication Division, Ann Arbor, MI, 1990-91.

Restructured an engineering group of 85 in development of communication

technology/architecture and products with a budget of $8M+, redirected the

management structure, and re-organized engineering teams to allow a new

communication architecture and products to be developed, ramping down

development of older product lines.

Manager of Product Marketing, Communication Division, Ann Arbor, MI, 1988-90.

Program Manager of the company "Center of Excellence" for Communications, a

matrix managed group which provided standardized communication components for

all A-B divisions. Later responsibility as Manager of Product Marketing for all

Communication Division products, architectural vision planning, and Chairman of

A-B's Network Architecture, which involved: major analysis of A-B's Network

Architecture, future recommendations, and ensuring buy-in and engagement of all

product divisions.

Manager of Communication Engineering, PLC Division, Highland Heights, OH,

1983-88. Managed a group of 30 (grown from 5) software & hardware engineers in

the design and development of high speed industrial networking products, with

program budgets of $2M+. Managed the merger and move of this group with the new

Communication Division in Ann Arbor, MI while maintaining an on-time release of

a 2.5 year program (DHII) with more than 20 engineers concurrently developing

architecture and products. New development facilitated winning key Automotive

programs worth $20M+.

Prior to 1983, Software Engineering positions at:

TECHNICARE CORPORATION, Solon, OH, and WARNER & SWASEY COMPANY, Cleveland, OH

EDUCATION:

. MS Computer and Information Science, College of Business, Cleveland State

University, Cleveland, OH

. BS Computer and Information Science, College of Engineering, The Ohio State

University, Columbus, Ohio

. Ongoing professional seminars in technical leadership, technology, finance,

and management.

AWARDS:

Rockwell Automation / Allen-Bradley:

2 Patents : Nos. 4,942,552 & 5,113,502: "Method and Apparatus for Saving and

Performing Industrial Control Commands".

ICCG "Just Right" Awards, 1990, 1991, Customer Service Award, 1991

Robert K. Thomas Customer Satisfaction Award, 1992

Innovation Award, 1994: "Highly Distributed Control System"

Rockwell Chairman's Team nomination - 1996 - AOP/LOP Process Team

Certificates of Achievement - Strategic Sourcing Initiatives - Professional

Services Team, 1999, 2000

Certificate of Completion and Recognition - 2005/6 - Personal Leadership

Effectiveness (PLE) Trainer

Warner & Swasey:

Trade Secret: W&S OEM CNC Off-Line Tape Preparation System for A-B, Bendix,

GE, W&S

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