Sales Manager

Stephen Crouch

Email: abqi0y@r.postjobfree.com

Address: **** * ***** **

City: Centennial

State: CO

Zip: 80122

Country: USA

Phone: 303-***-****

Skill Level: Management

Salary Range: $140,000

Primary Skills/Experience:

See Resume

Educational Background:

See Resume

Job History / Details:

Stephen M. Crouch

Proven track record of driving value through channel, product,

and business model innovation. Leveraging excellent

organization and market understanding to develop and

execute successful business strategies.

Target: Director / Manager of Marketing or Business Development

Extensive experience in

Channel Development Channel Segmentation Margin Improvement Market and Business Strategy Development Brand Development Market Analysis Portfolio Management New Product Innovation Financial Analysis Corporate Level Strategy Development Market Analysis for Business Expansion Acquisition / Divestiture International and Domestic Strategic Planning

Manufacturing executive with a successful record of increasing business opportunities by combining a strong analytical and financial background with excellent business acumen to quickly understand market and channel dynamics and identify growth and margin improvement strategies. Channel development and channel innovation success span multiple industries in highly competitive markets with both Fortune 100 and mid-size companies including both B2B and B2C corporate settings. Extensive financial analysis expertise successfully utilized to improve margins on existing portfolios in domestic operations and develop and evaluate growth strategies for European and US-based operations. Leader of change within both established and developing organizations resulting in increased market understanding, more efficient strategic development process, and a more focused approach for developing actions in pursuit of achieving strategic plans.

Representative Highlights

* Coordinated and led the effort to develop the integrated marketing plans for the residential segment of the US and Canadian building insulation markets, delivering $25M of new sales through development of new customer channels and by attracting new customers in existing channels for a $700M division of a $2.5B Berkshire Hathaway company.

* Led efforts across the sales, marketing, engineering, and manufacturing departments of multiple P&Ls within the same company to develop innovative new product platforms for sale into the highly competitive refrigeration component industry, which increased the revenue generating opportunity within the market segment by 300%.

* Championed, executed and delivered a profitable new business model for Johns Manville which resulted in the increase of direct buying contractors by 25% and with sales from customers participating in the new business model increasing by 35% during a period when overall segment sales increased by 3%, due to the lagging residential new construction industry.

Professional Experience

JOHNS MANVILLE CORPORTION (A BERKSHIRE HATHAWAY COMPANY), Denver, CO 2007 - Present

$2.5B leading manufacturer and marketer of premium quality products for building insulation, mechanical insulation, commercial roofing, and roof insulation, as well as fibers and nonwovens for commercial, industrial and residential applications.

INSTALLED SALES BUSINESS LEADER - INSULATION SYSTEMS DIVISION (2012 - Present)

RESIDENTIAL MARKETING MANAGER - INSULATION SYSTEMS DIVISION (2008 - Present)

BUILDER SEGMENT LEADER - INSULATIONS SYSTEM DIVISION (2007 - 2008)

Hold strategy development and overall management responsibility for the marketing activity of the $200M residential segment including sales in Canada and the US with 4 major product lines, manufactured in 5 manufacturing facilities, sold through retailers, dealers, distributors, and contractors into both new construction and repair and remodel applications. In conjunction with the Division VP of Marketing and Portfolio Management, identified the need for and assisted in completing the acquisition of a spray foam manufacturer. In the face of the greatest decline in the history of the US housing market, with the assistance of the Builder Segment Leader direct report, successfully implemented a builder facing strategy which increased builder specified sales by $4.5M and positioned the company for greater success as the market rebounds

Control the $1.5M residential marketing budget, with additional responsibility for the $1.3M contractor loyalty program budget, which is directly administered by the Contractor Segment Leader direct report. Together with the Brand Manager and the Retail Market Manager, implemented the branding initiative, executing a $23M television, on-line, and radio campaign focused on increasing unaided brand awareness.

* Designed, developed, and championed the installed services business model which is unique in the insulation industry and which has resulted in real channel focused differentiation for the highly competitive, and commoditized fiber glass insulation business.

- Developed a network of 200+ contractors in support of over 1,600 retail locations, within 12-months of the launch of the program

- Launched the program in 2010 and achieved sales of $3.0M in 2011 and $5.0M in 2012, contributing $1.0M in Operating Income in 2012

- Manage all aspects of the program including contractor recruiting, service offering, pricing, marketing, promotion, and staffing

- Sales with direct-buying contractors participating in the program increased by 25% over a 2-year period when sales increased overall by 3%

* Oversee the Loyalty Program for contractors purchasing more than 50% of their insulation from Johns Manville. Sales for contractors participating in this program accounted for over 50% of the total residential sales volume, with a 80% net retention rate for contractors in a highly volatile pricing environment.

* Organized a cross-functional team of marketing, sales, building science, research and development, and product development to create and implement a strategy to expand the applications of Johns Manville loose-fill insulation into the weatherization and home performance industries, resulting in $2.4M of additional sales and offsetting declines in new construction sales.

- Gained the support and testimony of industry experts

- Coordinated manufacturer and contractor trade organizations to provide broad product category support in a challenge to an outdated preference held by the Department of Energy for a competitor product type

- Executed a broad market awareness campaign which included print advertising, on-line advertising, direct mail, trade show participation, industry sponsorship, and an Executive Committee / Policy Committee position in the industry trade organization, Efficiency First.

* Work closely with the Director of Government Affairs in coordination of federal and state policy related activity in an effort to create opportunities for the industry and to oppose policies detrimental to the industry.

* Expanded opportunities to gain builder specifications for insulation sales through contractors by engaging the national purchasing executives of large national builders to establish purchase incentives. Grew revenue from builder specified activity to $8.0M in the first year, with $25.0M in opportunities identified.

* Coordinated the collection and analysis of information together with other members of the sales, marketing, and portfolio management teams to understand the behavioral segmentation of the industry at both the contractor and the builder levels of the value chain, and the impact of growing industry trends over the strategic planning period.

* Instrumental in the decision making process to aggressively pursue the acquisition of a spray foam manufacturer to enhance the long-term viability of the insulation product line.

EMERSON ELECTRIC, St. Louis, MO 1994 - 2007

A $24B diversified global manufacturing and technology company offering a wide range of products and services in the industrial, commercial, and consumer markets through the Process Management, Industrial Automation, Network Power, Climate Technologies, and Appliance Solutions brands.

DIRECTOR OF SALES & MARKETING, REFRIGERATION PLATFORM (2005 - 2006)

Selected by the Emerson Electric management team to manage the Sales, Marketing, and Product Development activity for the Refrigeration Platform of the Motors and Appliance Components Group of Emerson Electric. Led a cross functional team across multiple P&L entities, with a combined $65M in revenue from sales to all major OEMs. Presented the strategic growth initiatives for the Refrigeration Platform to the CEO of Emerson in the semi-annual Planning Conferences. Coordinated customer facing technology review events with strategic OEM customers, during which the product development efforts and schedules of both companies were aligned. Directly involved in the logistics, inventory management, and quality assurance of product lines which were produced in China and supplied to OEM customers in the US and Mexico. Projects managed increased revenue opportunities by 250% to $180M, with customer engagement expanded beyond the US to China and S. Korea.

* Championed the project to leverage the manufacturing capability and component supplier relationships across 4 divisions to develop and present detailed plans to increase revenue with Whirlpool Corp. by $125M by providing complete icemaker subassemblies for all Whirlpool brands.

* Coordinated manufacturing, engineering, and product development activities on the highly technical measured flow water valve, utilizing Emerson proprietary thermal anemometer algorithms and sensor development technologies. Successfully launched a pilot program with Whirlpool to further develop and test the accuracy of the sensor in new refrigeration platforms.

* Managed in coordination with the Product Engineer the development, supplier selection, product testing, logistics, and customer engagement activities involved in bringing a new water valve to market with a wider range of flow rate capability and a cost reduced design.

* Primary member of the team responsible for coordinating the quality, logistics, and cost reduction efforts for refrigeration products manufactured in China, both by 3rd party and Emerson managed facilities. Key challenges included the management of inventory to meet customer demand given the logistic lead times and the development of a quality management process which balanced the cost associated with high sample rate product testing and the potential of quality issues being uncovered in the customer`s facility.

DIRECTOR OF MARKETING (2002 - 2005)

Promoted into the position to support the team of Platform Leaders of the newly created Emerson Appliance Solutions sales and marketing organization. Interacted directly with the Presidents, Strategic Managers, and Product Managers from the 6 represented divisions of Emerson to coordinate brand image, sales planning, and strategic market planning.

* Conceived the idea for, championed, developed and managed a market-planning tool, which enabled the Platform Leaders and sales team to track the component sales opportunities across all 6 divisions on each OEM engineering platform. The rolled-up data from the tool provided a real-time view of the market opportunities and competitive activity, with historical data analysis, which provided insight into the strategic agenda of the competitors across disparate platforms.

* Sold internally, received funding for, and developed a sales aggregation tool constructed to provide the members of the Emerson Appliance Solutions sales organization with a consolidated view of the sales activity for their customer and platform across all 6 divisions, which operated 6 different enterprise resource planning systems.

MANAGER OF E-BUSINESS (2001 - 2002)

Successfully pursued a position with the newly formed Emerson Appliance Solutions sales and marketing organization in a role to help define the opportunity that intranets and the internet offered for the new concept of providing customers, strategic partners, and employees greater access to company information.

* Key member of the team responsible for selecting the ORACLE platform to be implemented across all manufacturing facilities and divisions and responsible for leading the implementation effort within the Emerson Appliance Solutions sales and marketing organization.

* Instrumental in working with the corporate leaders to develop the objectives and guidelines for the initial internet and intranet sites developed across the corporation.

MANAGER OF STRATEGIC PLANNING (1999 - 2001)

Selected by the President of the Appliance Component Group to support the division in strategic areas ranging from acquisitions, divestitures, expansion of operations into China, special projects for operations in Italy, and consolidation and evaluation of division growth plans.

* Coordinated the effort across supply chain, operations, sales, marketing, and the Asia-Pacific business development team to prepare the financial plans and Return On Investment (ROI) justification for the start-up of a new manufacturing facility in Qingdao, China. Presented the financial projections of the plant start-up business plan to the CEO of Emerson.

* Reviewed and evaluated the strategic operations plans in determining the most cost effective locations for the manufacture of various product lines taking into consideration the cost of labor, logistics, productivity, and tax advantages of one location over another.

* Assigned on multiple occasions to assist the European divisions of the Appliance Component Group to develop and present the long-term growth and cost plans for operations in Italy and Slovakia.

MANAGER OF PLANT OPERATIONS AND PLANNING (1997 - 1999)

Promoted to coordinate the operations planning and productivity efforts across the three manufacturing facilities of the Appliance Motor Division.

* Led the 5-year profit planning process for the Appliance Motor Division by coordinating the activities across engineering, plant operations, and finance for the purpose of review with the President and COO of Emerson.

* Selected by the Executive VP of the Motor and Appliance Component Group of Emerson to consolidate and evaluate the rolled-up profit plans for 13 divisions in preparation for presentation to the CEO of Emerson.

* Collected and analyzed on a monthly basis the financial projections and results of the 3 manufacturing facilities, with a focus on plant productivity, variable spend rates, and fixed cost absorption rates.

INTERNATIONAL COST ACCOUNTANT (1996 - 1997)

Selected to lead the implementation of the cost accounting system for the newest manufacturing facility in Reynosa, Mexico.

* Led the effort to adapt a new inventory management system to the operations of the new facility in Reynosa, Mexico in a way that adhered to the structure of the new system and allowed for the analysis and consolidation of data at corporate.

* Managed the implementation of policies and procedures for the inventory management process in the Reynosa, Mexico facility

FINANCIAL ANALYST (1994 - 1996)

Hired as a full-time employee of the Emerson Appliance Motor Division with the responsibility of developing the monthly operational P&L and analyzing the actual vs projected results each month.

PLANT ACCOUNTANT ASSISTANT (1993 - 1994)

Hired as a contract employee to support the plant accounting function of the manufacturing facility in Oxford, MS.

Education

Master Degree, Accountancy, University of Mississippi, 1994

Bachelor Degree, Accountancy, University of Mississippi, 1993

Minor, Liberal Arts - Russian Language Focus, 1993

Professional & Personal Affiliations

Executive Committee, Secretary, Policy Committee Member, Chairman of Manufacturing Committee 2010 - Present

Efficiency First Trade Organization

Co-Chair Government Affairs Committee - Insulation Contractors Association of America (ICAA) 2011 - Present

Board Member, Blown-In Blanket Contractor Association (BIBCA) 2009 - Present

Chairman, Existing Home Subcommittee - North American Insulation Manufacturers Assoc (NAIMA) 2009 - 2011

Member, Residential Codes Subcommittee - NAIMA 2008 - 2010

Member, Energy Efficiency Business Coalition (EEBC), Colorado 2009 - Present

Spokesperson & Public Speaking

2011 Home Energy Summit, Moderator of Capital Investment and Industry Leadership Panels

2011 Residential Energy Service Network Conference (RESNET), Leading Manufacturer Panelist

2010 Home Energy Summit, Leading Manufacturer Panelist

2012 Johns Manville Spokesperson for Builder Media Retrofit Series

2011 Johns Manville Spokesperson for Denver-based Television Advertising Series

2010 Johns Manville Spokesperson for Technical Facility Promotional Video

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