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