Sales Customer Service

RAPHAEL MOSCARELLO

MBA, CFA, P.Eng.

(C): 647-***-**** (H): 416-***-****

*.**********@******.***

Business Development & Marketing Executive

Top Line Growth – Excels at driving revenue through demonstrated success in marketing, business development and operations in the Industrial market.

Leadership – Collaborative leader with general management experience and P&L accountability. Managed national marketing groups and global project teams to deliver results that exceed expectations. Coached, mentored and motivated sales, marketing, operations and customer service staff.

Relationship Builder – Skilled at leveraging internal resources and nurturing relationships with large, industrial clients in North America, Europe, Russia, Algeria and the Middle East.

Financial / Analytical Expertise – Deep analytical experience using complex financial models to assess markets, value acquisitions, and energy assets.

Professional Experience

SHAWCOR 2008 – 2012

Global Market Manager

Recruited to this $1 billion global energy services company. Led new product development, global client relationships and roll out of innovative products and services to penetrate new markets. Additional rresponsibility for divisional marketing communications including literature, website, industry events, branding, articles and advertising.

Accomplishments:

Led the voice of the customer program through face to face meetings with corporate clients in Russia, the Middle East, Algeria and Europe. Investigated customer needs and presented new product features / benefits. Prepared market entrance strategy to secure the initial phase of new product funding of $1 million.Through cold calling and face to face meetings, created and managed international corporate relationships with senior executives at large, multi-national companies in Europe to determine new subsea product requirements and value proposition. Justified investment of $500k for a new subsea product.Launched a revolutionary, new pipeline testing service ($4 million investment) designed to mitigate risk of pipeline failure. Developed marketing plan, value proposition and presented key features and benefits at client meetings. Successfully completed tests for two multi-national clients realizing $100k in revenue.Identified and valued acquisition opportunities by modeling historical financial statements and forecasting revenue, earnings and cash flow based on market and company assessment. Incremental revenue of $400 million.Drove project teams comprised of technology development, operations and sales located in North America, Europe, Russia and the Middle East. Collaborated with colleagues and managed teams both virtually and through in person meetings.Enhanced company’s market profile by driving global marketing initiatives and leveraging the brand with industry associations /events, consultants and media.

DELOITTE 2005 – 2007

Senior Market Manager

A $400 million per year professional and advisory services firm. Responsible for marketing campaigns, event management, marketing kits, CRM, customer surveys, and budgets.

Accomplishments:

Led 8 direct reports and developed the first marketing plans for 6 Industries (including Energy) and 5 business units. Implemented over 80 marketing programs and managed $5 million budget.Reignited and increased profile of the firm’s corporate governance program by 100% by developing relationships with members of Corporate Boards.

CHUBB SECURITY SYSTEMS 1999 – 2004

Sales / Operations & National Marketing Director

Recruited to this $100 million per year industrial manufacturer. Promoted with General Management and P&L responsibility for a $10 million business unit in addition to accountability for a $1 million North American marketing, communications, and training budget.

Accomplishments:

As Sales / Operations manager led branch team of 30, managed 10 outside sales reps, 2 inside reps and received commission on $4 million for new sales. Delivered profitable growth at 20% net margin.As National Director of Marketing, collaborated with sales, clients, and technology development to achieve new sales of $50 million. Hired and led marketing team of 4, managed vendors, and directed new product and service programs in collaboration with branches across North America. Led development and implementation of the 3-year strategic business plan for 4 consecutive years. Drove $100 million in revenue through 5 new sectors and 2 new major product lines.Devised a new customer service and loyalty program to build a customer retention culture. Increased revenue by $300k. Built new businesses by pioneering new sales and marketing strategies to enter new industrial verticals by providing engineered products and services to meet customer requirements. Realized $10 million in revenue over 3 years.Revamped sales compensation plan for 80 sales reps to establish sales quotas and maintain 20% margins. Motivated sales reps with regular contests and redesigned sales training to drive $100 million in revenue.

HYDRO MISSISSAUGA 1997 – 1999

Manager, Business Development & Marketing

A $400 million electric utility. Recruited to build a new business unit with P&L responsibility.

Accomplishments:

Prepared and implemented a strategic business and financial plan. Launched 9 new products and services to industrial and commercial customers. Increased annual sales by $1 million through direct selling and uncovering needs for new energy services, exceeding plan by 30%. Sold first fibre optic order for the company.

SUPERIOR PROPANE 1991 – 1996

Director Market Development / Senior Acquisitions Analyst

Accomplishments:

Created marketing strategies to generate $5.4 million in revenue. Evaluated acquisition opportunities up to $60 million in value.

PETRO-CANADA 1983 – 1989

Senior Petroleum Engineer

Accomplishments:

Evaluated exploration projects valued at $100 million using complex technical and financial models.Increased production from a top oil and gas property by 40%.

Education & Professional Development

Chartered Financial Analyst (CFA), CFA Institute, 2011

Master of Business Administration (MBA), Rotman School of Management, 1991

Bachelor of Science (Honors), Chemical Engineering, Queen's University, 1983

Professional Selling Skills, Achieve Global Sales Training

Member of Institute of Corporate Directors, CFA Society and Professional Engineers Ontario

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