Sales Manager

PHILIP ROBINS

( ( (

***** *. **** **** *** ( Tulsa, OK 74133 312-***-**** (

*************@*****.***

Director of E-Business

Marketing executive with depth of experience in Product, Price, Place, and

Promotion

R

esults-driven, professional with 15+ years of diverse experience across a

wide variety of functions, products and industries. Marketing leadership

skills honed through practical experience in all 4 P's of Marketing:

> Product - Managed product lifecycle of a $200 million line of

business

> Price - Analyzed desktop computer pricing strategies

> Place - Applied marketing principles through 12+ different sales

channels and marketing vehicles

> Promotion - Created customer-focused campaigns that drove

significant return on investment

Professional marketing skills combined with expertise in finance, sales and

operations result in an executive with the range to tackle the most complex

business challenges including strategic planning, organizational change and

business development as well as the ongoing requirements to generate

significant revenue and profit.

[pic] Areas of [pic]

Expertise

E-Commerce ( Brand Management ( Product Management ( Pricing and

Profitability Analysis ( Supply Operations ( Financial Forecasting and

Modeling ( Relationship Sales( Risk Management( Commercial Banking

MBA, KELLOGG SCHOOL OF MANAGEMENT, NORTHWESTERN UNIVERSITY

Key Highlights & Achievements

V Built a professional E-Business department within a traditional

manufacturing and sales company by defining a new organizational

structure and developing a strategy that involved a complete redesign

of the web site, entry into new areas of E-commerce marketing and

alignment with the strengths of the company's core business.

V Launched a completely new business for Dell within nine months from

idea inception to first sale. Led the process from the beginning

including strategy creation, executive approval, core team

formation/leadership, outside partnerships, go-to-market planning and

launch activities.

V Managed all marketing activities for a $200 million/year business

including new product development, online marketing, print

merchandising, promotional campaigns, pricing, vendor relationship

management and sales support.

Professional Experience

Hilti Corp., Tulsa, OK

2006 to

Present

$4 billion global company with 21,000 employees in 120+ countries

developing, manufacturing and selling top-quality construction tools and

services.

Director of E-Business - Hilti North America

Lead Hilti's e-commerce business in the United States and Canada with full

P&L responsibility. Manage a team of professionals responsible for all

marketing, operations, sales and financial functions.

. Implemented department change that set a new organizational structure,

defined a new strategy and created detailed process improvement plans

for all key areas of the business.

. Championed initiative to completely redesign Hilti's global web site.

Partnered with IT to enhance customer usability and improve navigation

functionality using Broadvision systems.

. Increased effectiveness of Email campaigns by 130% by utilizing A/B

testing, customer data mining, conversion rate analysis and aligning

calendars to new product launches and key events.

. Pioneered Hilti's entry into Search Engine Marketing by demonstrating

strong ROIs using Web Trend analytics with a focus on improving

conversion rates and cost per click.

. Improved online merchandising by using Easy2 Technologies to bring

interactive multimedia elements on key products to the customer.

Resulted in increased page views per visitor and higher average time

spent per page.

. Designed online promotions that drove increases in average order size,

first-time purchases, and customer purchase frequency while generating

ROIs well over 1,000%.

PHILIP ROBINS

Page 2 of 3

Professional Experience

(Continued)

Dell, Inc., Round Rock, TX

1998 to 2006

Market leader in the manufacturing, marketing and sales of computers and

technology solutions.

Senior Software Brand Manager - Home and Small Business, 2004-2006

Managed team responsible for retail and licensing marketing for all

software titles ($350M/yr) including demand generation, merchandising, e-

commerce, and promotions.

. Directed the strategy and launch of Dell's entry into the downloadable

retail software business including the creation of new processes for

distribution, sales and tech support.

. Launched Dell's new gaming initiative into areas beyond the PC via new

hardware partnerships, collaboration with gaming publishers and

innovative marketing programs.

. Designed new gaming web site based upon primary research of the gaming

customer, analysis of key competitors and a utilization of the Dell

brand.

. Awarded "General Manager Award" for growing Dell's security software

business over $30M in one quarter by improving online merchandising

and managing sales rep behavior.

Senior Product Marketing Manager - Power Peripherals, 2002-2004

Ran daily operations of $200M/yr power peripheral business including

product strategy, promotional programs, marketing activities and vendor

relationship management.

. Developed an online notebook battery selector that had the highest

conversion rates (up to 20%) on Dell's US consumer web site.

. Managed the introduction of six new customized products through every

step of the new product development process from product concept phase

through launch and sales support.

. Awarded "Significant Achiever of the Quarter" for doubling client

power attach rates to PCs in several verticals by refining the product

offering and improving positioning.

Supply/Demand Operations Manager - Dimension Desktops, 2000-2002

Managed team responsible for forecasting customer behavior on over 80

different system and peripheral offerings for the Dimension PC's build-to-

order supply forecast ($5B/yr).

. Coordinated the product transitions of 10 new PC systems and over 50

new peripheral products from customer experience, continuity of supply

and financial perspectives.

. Awarded "Premier Spotlight of the Quarter" for successfully

transitioning Dell's entire Dimension system and peripheral line from

white PCs to black within 30 days.

Profitability & Planning Manager - Dimension Desktops, 1999-2000

Analyzed pricing strategies and profit maximization models for desktop PCs.

Authored desktop PC revenue and margin forecasts using price and cost

modeling.

. Awarded "Most Valuable Player of the Quarter" for creating a model

that analyzed drivers of change in revenue and margin for PCs between

different points in time.

Planning & Forecasting Analyst - Consumer Business Finance, 1998-1999

Created annual and quarterly financial forecasts for Dell's US consumer

business. Analyzed the profitability of the customer base across product

types, marketing vehicles, technical support requirements and price points.

. Awarded "Most Valuable Player of the Quarter" for developing a model

that allocated the P&L across product price bands by analyzing

activity-based drivers of cost.

. Awarded "Significant Achiever of the Quarter" for improving the

process of building quarterly and annual forecasts, including the

redesign of models and process flows.

PHILIP ROBINS

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Professional Experience

(Continued)

Arthur Andersen, llp, Chicago, IL

1995 to 1998

Once a premier member of "The Big Six" accounting firms in the United

States.

Senior Associate - Risk Management

Authored risk analysis reports relating to the firm's client base. These

reports highlighted Enron as a Maximum risk client years before later

issues. Authored and developed weekly and monthly reports that analyzed

the market risk of the firm's portfolio of public clients.

. Re-engineered firm-wide policy regarding acceptance and retention of

clients by creating a tool that isolated clients that generated

significant risk without significant fees.

. Designed and oversaw creation of risk management database containing

two million records on 20,000 clients represented in 120 offices

around the world.

. Developed international financial ratio analysis databases for use in

financial software.

Columbia National Bank, Chicago, IL

1992 to 1995

Commercial bank with assets near $1 billion. Purchased by LaSalle National

Bank in 1996.

Commercial Lender -1994-1995

Managed B2B customer sales relationships within a $17 million commercial

loan portfolio.

. Grew single relationship over 400% to become one of the bank's largest

credits.

. Originated $2 million in commercial loan commitments.

Commercial Credit Analyst - 1992-1994

Analyzed corporate and personal financial statements using ratio analysis,

cash flow comparisons and industry research to assess credit quality of

new/existing customers.

. Authored the bank's first policy manual detailing credit analysis

procedures of the commercial lending department.

Education

MBA, Kellogg School of Management, Northwestern University, Evanston, IL -

1998

BS - Finance with Honors, University of Illinois, Champaign, IL - 1992

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