Jennifer Houghton

Hudson, OH ***** * 330-***-****

ac2tqv@r.postjobfree.com

www.linkedin.com/in/jshoughton

Senior Commercial Manager

Vibrant and persevering International Executive who strategically delivers record sales growth while protecting bottom-line results. Commercial leader who manages, builds and motivates teams globally, developing and supporting individuals to reach maximum potential. Able to navigate unfamiliar terrain and achieve success in entirely new disciplines through excellent communication skills and a high level of technical and business acumen.

Commercial Leadership: Adept at negotiating complex, multi-million dollar international contracts. Grow and maximize profit for large accounts. Build strong client relationships through timely service.

International Experience: International sales, managing commercial teams and channel partners in the Americas, Europe, Africa, and Asia (Japan, Singapore, China and Indonesia). Fluent in English and French, conversant in German. Dual French-American citizen.

Industries: Aerospace Manufacturing Factory Automation Industrial Manufacturing Technology

EXECUTIVE COMPETENCIES

Sales Leadership

Executive Management Experience

Client Services

* Business Development Strategy

* Full P&L Strategic Planning

* CRM Client Retention

* Territory & Market Expansion

* Personnel Development

* Contract Management

* Strategic Alliances & Partnerships

* Cross-Functional Team Leadership

* Account Management

* Pricing Strategy

* Multi-Cultural Team Management

* Aviation Requirement

PROFESSIONAL EXPERIENCE

Schneller, LLC - Kent, Ohio Paris, France 2009 - 2016

Global leader in the development and production of highly-engineered decorative laminates, thermoplastics, and non-textile flooring for aerospace and rail interiors. Part of the Transdigm group ($3.2B in FY 2016).

Director Sales and Marketing (USA) (2015 – 2016)

Challenge: Commissioned by president to manage a the commercial team across three continents, including 6 direct and 20 indirect reports, and 12 distributors in 11 countries. Accountable for EBITDA.

Key Achievements:

Successfully negotiated complex contract claims with high profile customers; settlement resulted in $450K vs. $1.4M, resulting in $1M (65%) of savings in 2016.

Exceeded previous year’s sales by 16% with revenue growth of $20M.

Delivered EBITDA of over 50% by growing revenues and streamlining operations.

Managing Director, Europe - France (2014 – 2015)

Challenge: Parachuted into position to rebuild team, restoring confidence after company had been acquired and following departure of previous Director. Managed team of 13, generating 30%+ of global sales. Managed P&L and Airbus relationship. Provided reporting and forecasting to US-based headquarters.

Key Achievements:

Consolidated the European commercial team, integrating and training four new members while maintaining customer confidence and meeting sales targets.

Increased market share from 25% to 33% for non-textile flooring at Airbus. Led business development team supporting airlines and OEMs, securing two largest low-cost carriers in Europe.

Negotiated with employee union to bring working hours in line with complex, French labor law.

Senior Account Executive – France (2013 – 2014)

Challenge: Built on previous duties to include developing strategy for leasing companies and training and supporting new account executives.

Key Achievements:

Secured Air France as new client resulting in $5M in sales within two years. Led 10-person global, cross-functional team to win largest ever seating program by demonstrating strategic advantage over competition through an RFI / RFP process. Built relationship with supplier to be specified into seating products.

Developed strategy for obtaining leasing company contracts, representing 40% market share for commercial aircraft ownership. Ensured specification for Schneller product in newly built-aircraft. Attained reputation as leasing company expert.

Account Executive – France (2009 – 2012)

Challenge: Recruited to assist American-based company in turning around a struggling UK market.

Key Achievements:

Expanded territory from 2 to 15 countries while driving sales 143%, from $2.6M to $6.3M. Proactively developed commercial pipeline and customized strategy for key accounts, adding 28 new clients.

Increased gross profit by 24% at largest UK account over 2 years by optimizing pricing.

Raised profitability by 4% in overall territory, achieving 67% in gross profit margin by reviewing and optimizing pricing, bringing in favorable accounts and offering new products.

Secured sales of $1M over four years by securing difficult-to-close account through certification and leveraging relationships with other airlines.

Nurtured relationships with 100 global designers by organizing a 5-day event at the London Paralympics, resulting in higher sales by being specified into original designs.

Frost & Sullivan 2006-2008

Global consulting company with 1,700 employees in 32 countries.

Strategic Account Manager (France)

Challenge: Recruited to facilitate commercial discussions with international key accounts in the industrial sector.

Key Achievements:

Named Global Account Leader after six months for securing 12 new international accounts.

Early Career – France and Luxembourg

Manpower France - International Account Director International Account Manager – negotiations and contract management

GE Fanuc Automation Europe: Program Manager Sales Engineer Sales Representative Customer Service

EDUCATION

Master of International Management – Thunderbird School of Global Management, Glendale, AZ

Bachelor of Arts – University of Iowa

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