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Sales Manager

Location:
Menomonee Falls, Wisconsin, 53051, United States
Posted:
May 24, 2010

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DONALD E. MARLOW

N**W***** White Oak Circle Menomonee Falls, WI 53051

Home: 262.***-**** Cell: 414.***.**** abmrp3@r.postjobfree.com

PROFESSIONAL SUMMARY

Seasoned Marketing & Sales Leader delivering globalized products and

product lines through Voice of

Customer discovery to create value package solutions, drive profit margins

& share propositions.

Developing strategic business plans in highly engineered product Business-

to-Business environments

through collaborative leadership of global cross functional NPD teams

innovating out-of-box ideas,

executing tactical growth initiatives, increasing visibility with key

customer decision makers & removing

barriers to capture opportunities. Six Sigma Green Belt analytical skills

support cost reduction initiatives

& productivity improvements using LEAN principles to identify waste &

rationalize product lines.

ACCOMPLISHMENTS

ENERPAC (world leading manufacturer of high force tools) Milwaukee, WI

2004 to 2009

Global Product Leader

. Drove growth, pricing and margin strategies- maximizing

market share and profitability for $130M

revenue global product lines

. Discerned Voice Of Customer and monitored

market characteristics to create value packages

and

sales support tools focused at OEM & MRO channels

. Initiated supply chain relationships & negotiated contracts to fast

launch 6 complimentary products

. Lead global matrix/cross functional NPD teams (UK, Spain,

Netherlands, China, India, US)

. Launched 11 new (line extension) products, increased

revenues $30M

. Implemented LEAN principles in NPD PMP reducing process

time & cost 12%

. Integrated acquired products; redesigned & re-branded to

create world-class $25M product line

. Championed MBF project reducing inventory & order fill time 25%

INDIANA INSTITUTE OF TECHNOLOGY (private university) Fort Wayne, IN

2002 to 2004

Adjunct Faculty

. Undergraduate Basic Marketing

. Graduate International Marketing

INGERSOLL-RAND (Aro Division, fluid products & automation) Bryan, OH

1992 to 2002

Market Manager

. Defined product mix and positioning; formulated product

development initiatives

. Developed literature, sales tools; managed trade shows

. Formed and lead national distributor council

. Reduced 50% of models and maintained top line revenues

. Sold two product lines and eliminated two non-core focused

factories

. Redirected market approach to channel orientation (from product sales)

to reduce inter-distributor competition

. Managed multiple brands, distribution channels, and direct

accounts

. Developed web downloadable product configurator &

application software

. Developed a new technology (patented) composite materials

product line to enter crowded market

. Negotiated patent use agreements for development of new

product platform

. Reduced development costs and project timeline by 75%

. Developed Manufacturing Pro MRP system configurator logic

DONALD E. MARLOW, Page 2

FIGGIE POWER SYSTEMS (hydraulic & pneumatic equipment) Rockford, IL

1988 to 1992

National Sales Manager

. Reorganized eight field sales and seven customer service

responsibilities

. Repositioned two product lines; consolidated 4 other lines

. Segmented distribution channels by market; decreased product access to

limit inter-distributor competition

. Realigned advertising reducing costs by 30% and increasing

coverage

. Managed literature creation, and trade show participation

. Lead product management group

. P&L responsibilities: price positioning, cost reduction focus, sales

forecasting and strategic planning

VALENTINE PAPER COMPANY (technical papers) Fitchburg, MA

1986 to 1988

Midwest Regional Sales Manager

. Established and strengthened relationships with executive

level of key customers

. Exceeded sales goals with this $80M manufacturer of

technical papers

INLANDER-STEINDLER PAPER COMPANY (distributor) Rockford, IL

1983 to 1986

Sales Representative

. Commissioned sales of packaging, and office supplies

. Built virgin territory to 120 accounts and $2M revenue

FORT HOWARD PAPER COMPANY (absorbent papers) Green Bay, WI

1976 to 1983

Territory Manager

. Distributor account management and sales of absorbent

paper products

. Earned five Sales Representative of the Year nominations

. Earned two Sales Trainer of the Year nominations

EDUCATION

MBA, General Management and Human Resource Management, January 2001

Indiana Institute of Technology, Fort Wayne, Indiana

BBA, Marketing, December 1975

Western Michigan University, Kalamazoo, Michigan

Six Sigma Green Belt Certified, September 2006



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