Sales Manager

ANTHONY PICARELLO

**** *. ********** ***** 480-***-****

Chandler, AZ 85249 *******@***.***

Successful Sales, Marketing and Business Development Executive

Market-driven professional adept in strategic planning and global product development initiatives. Expert

qualifications in identifying and capturing market opportunities to accelerate expansion, eliminate non-performing

assets while optimizing revenues, and maximizing profit contributions. Proficient in financial analysis to support

strategic plans and implementation. High Impact, Strong Results. Ability to think strategically and execute

flawlessly. Directed strategic planning, marketing research, and business solutions functions. Outstanding record of

achievement in creative problem solving, employee motivation and bottom line results. MBA.

Improved retail dealer franchise value from last to first

Recognized for “Best Internet Marketing Campaign” by Automotive News

Achieved #1 ranking in Customer Satisfaction, Service and Sales experience from 10th place prior year

Professional Experience

Westport Innovations, Vancouver, Canada

The leading developer of environmental technologies that enable vehicles to operate on clean-burning alternative fuels

Vice President, Sales and Marketing, 2008 - present

Develop strategic plans based on market conditions, opportunity and competitive bench marking. Create and

integrate market solutions for targeted customers and distribution channels. Direct the sales and marketing functions

including customer identification, prospecting, segmentation/targeting, brand/product positioning, and value

proposition activities.

Created an innovative pricing scheme, minimizing costs by 25% increasing product acceptance

Obtained public commitment for 1200 Alternative Energy trucks from the San Pedro Ports

Secured $9.3 million dollars in incremental funding for Westport technology

Created a positive working relationships and brand reputation in the market place

Introduced differentiated Westport HD Branding Guidelines

Developed and implemented strategic marketing plans for the North American market

Led Sales and Service agreement negotiations for the dealer distribution channels

Secured “Innovator Award” for Westport Innovations

AB Volvo, SW

Provides transportation related products and services with focus on quality, safety and environmental care.

Executive Director of Marketing, 2003 -2007

Led and directed brand strategy, business solutions and product development departments. Introduced “Driving Success” brand

strategy and dealer retail immersion program. Oversaw marketing, customer and product segmentation, market research,

pricing, budget management, co-marketing relationships and customer and dealer incentives.

Launched and introduced new products, exceeding business plan metrics by 50%.

Facilitated leading Share of Voice metric from a Public Relation actions and initiatives

Stimulated $86 million profit improvement in 2005, by segmenting and targeting key customers, pricing model optimization,

realigning discount structure and improving Dealership relationships and customer experience.

Implemented market and customer focused communication strategies, improving retails sales by 48%.

Awarded: Best Product Launch - Dec 2005; Highest Recall Ad - Jan 2006.

Transformed marketing effectiveness and franchise value from last to 1st industry leading status.

Created a Salesperson2Salesperson success line, an interactive salesperson teaching tool

Anthony Picarello Page Two

AMERICAN RACING EQUIPMENT, Long Beach, CA

American Racing is the largest aftermarket manufacturing & wholesale wheel company in North America.

Director of Marketing, 2001- 2003

Directed global marketing, strategic planning, advertising, product development, public relations for six brands. Accountable for

product portfolio growth through strategic identification and the development of a “value proposition” selling strategy.

Generated $20 million profit improvement in 2002 while capturing 2.3 p.p. market share gain by eliminating unprofitable

styles, increasing pricing and realigning discount structure.

Implemented focused and integrated marketing and sales strategies for 30,000 wholesale customers and end-use

consumers, improving performance by 38%.

Recruited and developed top-notch marketing and product development organization.

Created leading edge B-to-B Internet strategy and platform called “Dealerline”, that validated product application, inventory,

pricing, invoicing in real time, resulting in a competitive advantage that increased participants’ sales by 100%.

FORD MOTOR COMPANY, Detroit, MI 1983 - 2001

Manufactures, assembles, and sells cars, trucks, and related parts.

Brand Manager, 1997 – 2001

Led overall vehicle line marketing, brand positioning, cost management and product development strategies and initiatives.

Managed $430 million fixed and variable marketing budget. Generated the largest profit growth, 52% of the Division’s profits.

Appointed to “turnaround Sable.” Presented strategic plan to the CEO within 30 days of promotion to Brand Manager.

Results: revitalization plan endorsed and retail sales improved 30% during tenure.

Forged vision identifying new product entry, producing $1 billion of incremental revenue over a 3-year period.

Developed a strategic click & mortar partnership with Barnes& Noble. Sales increased 30% over the prior year.

Achieved “Best in Class” recognition in Product Satisfaction in Sales and Service by focusing in on features and processes

that met or exceeded customer’s expectations in a systematic and predictable manner.

Exceeded 2000 and 1999 CY net profit targets by $126 million and $283 million, respectively, through cost reduction and

focused tactical marketing strategies.

Product Strategy and Pricing Manager, 1995 – 1997

Developed and established forward model product programs. Developed and instituted new pricing and packaging strategies.

General Sales Manager, 1993– 1995

Led the retail, wholesale, market share, dealer profitability and customer satisfaction initiatives for the Region. Directed and

trained field sales organization; achieved and exceeded business objectives.

Regional Advertising Manager, 1992 – 1993

Directed, and prioritized communication strategies to optimize sales and profit performance requirements.

District and Department Manager Positions, 1983 – 1992

Oversaw distribution, market representation, M&A, customer satisfaction, and market territory assignments

EDUCATION

University of North Carolina, Chapel Hill, NC, Executive Program, Marketing Integration

University of California, Los Angeles, CA, Executive Program, Marketing Strategy

University of Dallas, Irving, TX, MBA, Business Management – Graduated cum laude while working full time

Northern Arizona University, BS, Philosophy – Graduated in three years with magna cum laude honors

OUTSTANDING REFERENCES PROVIDED UPON ESTABLISHMENT OF MUTUAL INTEREST

Contact this candidate