Manager Sales

Bob Coppenhaver

***** ****** **** ****, ******* Falls, OH 44023

H: 440-***-**** C: 216-***-**** ***.***********@*****.***

CAREER PROFILE

Visionary Six Sigma marketing and product management leader with more than 20 years combined experienced in

strategy development, sales, business development, and market analysis. Motivational leader of B2B marketing

teams from product concept through launch and commercialization of high technology products. Extensive

International experience and capability to work with geographically dispersed teams. MBA educated, product

management & green belt certified, and holder of three technology patents. Innovative with a passion to leverage

customer needs and current market trends into strategic directions, processes, and products.

EXPERIENCE

HONEYWELL, Cleveland, Ohio 2004 2008

Novar, a stand alone $81 Million Honeywell company, is a technology provider to multi site building market.

Novar is focused on saving energy and increasing operational efficiencies to clients through combination of

hardware, software, and services.

Director of Product Management and Marketing

Led and managed staff of 8 in Product Management, Marketing, and Training departments within Novar reporting

to VP/GM. Responsible for hardware and software portfolio contributing $61 Million of revenue.

• $58 Million of incremental business through 2010 by leveraging acquired Honeywell technology into 5 Year

multi generational product roadmap. Created strategic plan transitioning the organization from hardware

focused to enterprise software and services focused.

• Lead generation increased 500% by refocusing marketing strategy. Integrated old and new media to

maximize exposure with no additional expenditure. Responsibilities included value proposition, trade

shows, collateral, website, newsletters, webinars, launch packs, advertisements, case studies and sales

tools. Management and launch of Novar stand alone brand initiative.

• 50% overdrive of forecasted revenue into adjacent market segments realized by realigning product

direction and introducing 2 new architectures within 12 months of inception.

• Implemented formal Strategic Marketing / Product Management methodology including voice of the

customer (VOC), market and competitive analysis, segmentation, pricing strategy, marketing requirement

definitions, and product launch. Created Product Issue Escalation system to capture and prioritize customer

issues improving customer satisfaction.

• 20% decrease in new product cycle time attained by transitioning the product management and

engineering organizations from ad hoc development environment to stage gate development process.

Efforts reduced customer attrition and increased sales while providing $3 Million in incremental profit.

WIND RIVER SYSTEMS, Cleveland, Ohio 2001 2004

Supplier of real time operating systems, development tools, and consulting services in embedded software market.

With sales of $250 Million Wind River is the leading provider of integrated embedded software solutions.

Business Development Manager – Industrial and Medical

Sold to and maintained relationship with key Strategic customers including developing vertical solutions and

proposals to “close” key industrial account opportunities.

• Generated 50% of the Automotive & Industrial business unit vertical design wins resulting in revenue

exceeding $30 Million/year. Exceeded quota last three quarters.

• Created customer segmentation models to determine market attractiveness, product requirements, and

channels to market resulting in key Industrial business unit vertical design wins with major accounts.

• Identified and managed strategic partners within vertical market segments. Negotiated contracts and

created key strategic alliance between Wind River and partners for inclusion of middleware into Industrial

Automation Platform product. Interfaced with all levels of external organizations from engineering to

executive management.

ROCKWELL AUTOMATION / ALLEN BRADLEY, Cleveland, Ohio 1986 – 2001

North American market leader in industrial automation; international manufacturer of 500,000+ industrial

automation products with 25,000 employees in over 80 countries and sales of $4.5 Billion

Global Strategic Marketing Manager (1998 2001)

• Strategic plan development, AOP creation, market and economic research/analysis, market trends

assessment and competitive analysis for multi divisional businesses. Developed merger & acquisition

database for 250+ potential targets including automated selection criteria.

• Managed New Product Development department responsible for initiating new development processes and

procedures for 160+ projects within Control & Information Group. Implemented product portfolio process

for all Control and Information Group projects.

• Managed design and implementation of Rockwell Automation Intranet site

Marketing Manager, Highly Distributed Control (1996 1998)

Managed next generation distributed control team including product line definition, enhancement, and strategy

for a family of products and technologies to be integrated into non traditional automation devices. Key

responsibilities included all aspects of product management, management of engineering team, generating multi

divisional support, defining and developing application partners, coordinating generation of tools and

technologies, and marketing 3rd party licensing opportunities.

Marketing Manager, Flex I/O (1992 1996)

Led new product conception and marketing for next generation industrial programmable logic controller product

whose 13 year revenue exceeds $1 Billion. Product management responsibilities included segmentation, market

analysis, VOC, product requirements, product design, product planning, competitive analysis, product positioning,

forecasting, and International pricing. Commercial marketing activities including product launch, customer

presentations, trade shows, sales and product promotions. Developed long term ten year business plan and

strategy for product family.

Project Manager, Nagoya, Japan (1989 1992)

Managed sales and support coordination of Toyota overseas projects with Allen Bradley offices in Japan, the UK,

Australia, and the USA. Served as liaison between product divisions and Allen Bradley Japan for sales, technical

presentations, International product marketing and joint development projects.

Senior Field Application Engineer, Philadelphia, PA (1986 1989)

All phases of Programmable Controller support, specification, and design of automation systems.

ALL CONTROL SYSTEMS, Philadelphia, PA 1984 1986

STANLEY FLAGG & CO., Philadelphia, PA 1981 1984

EDUCATION

Master of Business Administration, 1998, 4.0 GPA

Kent State University, Kent, OH

B.S. Environmental Engineering, 1982

Pennsylvania State University, University Park, PA

CERTIFICATIONS & ACHIEVEMENTS

• •

Certified Product Manager, AIPMM NE Ohio Software Association (NEOSA) Marketing Board

• •

Certified Product Marketing Manager, AIPMM Key Entrepreneurial Development Board

• •

Six Sigma Greenbelt Certified Board of Directors – Eagle Scout Association

• •

Spin Selling Certified MBA Mentor/Coach, Kent State University

• •

Patents (3) in distributed I/O and control Rockwell Chairman’s Team

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