Project Manager Sales
Resume:
PAUL L. SCOTT Gurnee, IL *0031
H: 847-***-**** / M: 224-***-****
e: abnpk8@r.postjobfree.com
MANUFACTURING LEADER
Top tier MBA with technical background, proven skills in manufacturing, acquisition,
business planning and marketing. Conducts operations, competitive analysis, strategies
and product development with bottom line focus. An excellent fit in complex industrial and
consumer vertical markets. Six-Sigma trained.
Demonstrated Competencies
Market Segmentation Business strategy Balanced scorecards
Acquisition planning Voice of customer Profit and Loss analysis
Vendor Development Negotiation DMAIC processes
Stage-gate processes Global team management Technical validations
LEADERSHIP COMBINED WITH HANDS-ON EXPERIENCE
Cascade Prefinishing Systems, Inc. Cortland, IL 6/2006 to 7/2009
An emerging $1 million coating equipment OEM manufacturer
President and CEO: Goal - Improve CPSI’s product line and reposition it in the industry.
Achievements:
• Reduced errors and rework 35% by improving design and drawing control.
• Improved margins 20% by re-engineering machinery for a new market segment.
• Negotiated a preferred supplier agreement with North America’s largest paint manufacturer.
• Used ethnographic study to improve design for manufacturability, installation, and support.
Consulting Expertise 5/2004 to 4/2006
SBP/ First Tier Profitability Group, Reengineering Associate 12/2008 to 2/2009
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- Created process maps that reduced time and error costs by 12% for a major commercial electrical
contractor.
• Various Projects 11/2005 to 4/2006
Achievements:
- Drafted business plans, financials and valuations for banks and Small Business Administration.
- Developed market segmentation and created direct marketing proposals.
SignSpin, LLC, Tucson, AZ 9/2005 to 11/2005
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A startup promotional signage company
Achievements:
- Reduced manufacturing costs 10% by redesigning the main rotating sign product.
- Analyzed overall business environment, then revised business plan and product positioning.
- Identified preferred market segments and drafted direct response marketing plans for them.
Concord Mortgage, Northbrook, IL. 5/2004 to 4/2005
•
An independent financial services company
Achievements:
- Analyzed and prioritized $1-5 million revenue enhancement opportunities based on based on
competition, segment growth projections and risk tolerance.
Paul L. Scott, Page 2 of 3
ALTICOR INC., Ada, MI 4/2002 to 2/2004
Pyxis Innovations Division
Alticor is the privately held $5 billion owner of Amway, a global manufacturing, direct sales and marketing
corporation. Pyxis developed new businesses for Alticor and affiliates until consolidation in 2004.
Director, Marketing / New Business Incubation: Hired to lead team of 9 marketing and business
development managers in commercializing technical products in B2B, B2C and e-business channels with a
$3.5 million budget. Governed the stage-gate process. Guided syndicated and primary market research and
deal negotiations.
Achievements:
• Directed due diligence, pro-forma financials and technology adoption life cycle modeling for $10 million
dollar investment in biotech company enabling a $100 million predictive testing program.
• Directed market research defining technical and marketing requirements for $2 million R&D investment
in small turbine generators and induction powered appliances.
• Protected $70 million global water treatment business by combining Fishbone Analysis, user studies
and EPA regulations to define technical requirements and redesign system controls.
• Sponsored data warehouse statistical data analysis and segmentation to identify 30% growth
opportunities for high margin products in $140 million consumer business.
MOTOROLA, Northbrook, IL 1999 to 2001
Automotive Communications and Electronic Systems Group (ACES),
In 2001, Motorola was a $30 billion integrated electronic solutions company. The $800 million ACES Group
provided engine and transmission controls and communication systems to auto and truck manufacturers.
Director of Strategy: Hired to work with general manager guiding sales, marketing strategy and business
development processes for the group.
Achievements:
• Led team to define and sell a 10% ($80 M) growth plan for five business units in the OEM group.
• Employed sales win-loss analysis and conjoint analysis of customer surveys with QA director to raise
customer quality rankings in two consecutive annual surveys.
• Negotiated system engineering contracts and R&D agreements with C-level managers at key
customers for advanced gas and diesel fuel controls.
• Neutralized competition at a major European account through a plasma combustion technology
licensing agreement.
• Created executive awareness of global competition by importing new technologies for examination.
• Searched targets, analyzed proposals, and led negotiations for $7 million equity investment in UK
gasoline and electric engine technology company.
CORNING INCORPORATED, Corning, NY 1992 to 1999
Corning is a $40 billion material science, clean air technology and optical communications company.
1995 to 1999
Business Development Manager
Corning Communications, New Business Group: Promoted to provide strategy and business planning for
established businesses and acquisitions in the telecommunications fiber and components sector.
Achievements:
• Led multi-company technology team to uncover $520 million market segment based on unique low
density network characteristics.
• Performed competitive analyses, ROI, DCF valuations and due diligence for acquisition targets.
• Coordinated inputs and produced $1 billion, 5-year strategic plan for 3 telecom divisions.
Paul L. Scott, Page 3 of 3
Project Manager 1992 to 1995
Environmental Products Division: Led design engineering, market planning and commercial development
for an $11 MM global aftermarket catalyst substrate business in a $200 MM division.
Achievements:
• Coordinated pricing strategies to maintain US market share and new product margins.
• Extended products to lawn and garden engines through analyzing process capability, reconciling
standard costs and setting up sourcing agreements for one and two-tier distribution.
• Designed oxygen sensor based combustion safety system for non-vented indoor gas heaters.
• Co-authored a paper on design and testing motorcycle catalytic converters (SAE 951768).
Additional Achievements
- President’s Sales Club for exceeding sales budget by 50% while maintaining margin.
- Provided technical and sales support to 21 independent sales rep organizations.
- Led ISO 9000 certification for new high-performance workforce ceramics facility.
- Standardized heat processing control systems for US, Europe, Japan.
CREDENTIALS
MBA, General Management/Marketing
Dartmouth College, Hanover, NH
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The Amos Tuck School of Business Administration
Bachelor of Science, Chemistry
Beloit College, Beloit, WI
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AFFILIATIONS:
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- National Black MBA Association
- MarketingProfs
- Ten Thousand Villages, Grayslake, IL; Board of Directors
Additional Training
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o Leadership Development Program, Center for Creative Leadership, Greensboro, NC
o Negotiations, Kellogg School of Business, Northwestern University, Evanston, IL
o AliahThink! Strategy Process, Aliah Inc. (Decision Coaches), Pittsburgh, PA
Contact this candidate