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Sales Manager

Location:
Noblesville, Indiana, United States
Salary:
215000
Posted:
March 13, 2019

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Resume:

DAVID LAWRENCE WHITE

*** ****** ****, ***********, ** 46062

M: +1-630-***-**** ac8rt4@r.postjobfree.com

GLOBAL MARKETING AND COMMERCIAL EXECUTIVE

Industrial / Automation / Mechanical PT

International Experience in North America, Brazil, China, Japan, India, South Korea, Taiwan, Thailand, Nepal, Eastern and Western Europe CAREER SUMMARY

Sales, Marketing and Operations Professional with a track record of leading organizations to World Class performance. Recognized as a key member of the Senior Leadership Team accountable for driving profitable growth and transformation. Possesses over 15 years of P&L responsibility across multi-site global, joint venture and subsidiary businesses. Proven reputation for navigating young organizations through early growth phase of their lifecycle by effective strategic plan implementation, new product launches, product portfolio optimization, and acquisitions / partnerships.

EXECUTIVE PROFILE

Global Sales and Marketing Leadership NPD, Road mapping and Commercialization Profit and Loss Responsibility Voice of the Customer and Quality Function Deployment Thailand, Brazil and India Legal Entity Acquisition/Divestiture Strategy and Execution Board of Directors Representation Low Cost Country Enterprise Launch EBITDA Improvement Industrial Market Verticals Knowledge Sales and Operational Planning Cross-Functional Teams EXPERIENCE

Standard Locknut LLC, Westfield, IN, USA 2017 to 2019 PE-held bearing accessory and pillow block manufacturer serving heavy industry verticals and bearing OEMs. Vice President of Sales and Marketing

Maximized the combined value of Standard Locknut and Miether brands in OEM and Aftermarket spaces. Grew the newly combined operation’s revenues by 20% and EBITDA by 50%. NTN Americas, Mount Prospect, IL, USA 2015 to 2017

$6.7 billion manufacturer of industrial and automotive bearings, CV joints, and specialty mechanical PT products. Director of Marketing

Drove growth and change in NTN’s Industrial business. Managed a sales area P&L of $170 million; and a marketing and development budget exceeding $4 million.

Implemented a stage gate process to accelerate product line expansions and new introductions.

Grew the Marketing organization to more effectively launch product and market segment campaigns.

Established NTN as the preferred brand in five new market segments where no prior presence existed.

Cut budget waste by 40% and reallocated funds toward new brand identity and go-to-market initiatives. Dominion Dealer Solutions, Indianapolis, IN, USA 2013 to 2015 Privately-held SaaS provider that drives dealership success with award-winning business software and services. General Manager – Dominion CRM

Executed a turnaround for Dominion’s $35 million CRM portfolio of businesses.

Reinvigorated legacy products’ strategy and implemented rapid product updates, stabilizing a loss- making and shrinking product line, and creating a roadmap for growth.

Launched flagship Microsoft Dynamics CRM product line development using an agile NPD cycle.

Reorganized Product and Marketing teams around portfolios to improve execution against business objectives.

The Chamberlain Group, Elmhurst, IL, USA 2011 to 2013 Privately-held corporate parent to LiftMaster, Chamberlain, Merlin and Grifco brands. A global leader in residential garage door openers, commercial door operators and gate entry systems. Director of Marketing – LiftMaster Gate and Access Systems Transformed LiftMaster’s GAS business into growth engine.

Realigned and expanded the Marketing function, built a revenue portfolio of $65 million, and an operating budget of just under $7 million.

Turned around a shrinking business by accelerating new product launches and targeting profitable user segments, growing the top line by 25% over the first two planning cycles.

Identified and implemented two partnership agreements to drive adjacent platforms in gate operators and web-based community management systems.

Created a three-year strategic plan, the first of its kind for the Gate and Access Group, that doubled revenue and improved profitability by 30% by 2016. Kaydon Corporation, Muskegon, MI, USA 2010 to 2011

$350 million manufacturer of specialty engineered bearings in transition for sale to larger corporation. Vice President – International Sales, Bearings Division Supervised an international team of five sales managers, a first-year revenue portfolio of $57 million, and an operating budget of just under $1 million.

Created Kaydon Bearings’ first international business plan.

Drove revenue growth 30%, with a focus on China, Japan, South Korea, and Taiwan markets; and heavy industrial applications.

Negotiated two new macro-regional distribution agreements with larger peer companies for China and South America, the first of their kind for Kaydon. The Timken Company, Canton, OH, USA 2005 to 2009

$3.6 billion manufacturer of engineered bearings and power transmission products. General Manager, Timken Industrial Services

Integrated Timken’s global Industrial Services business portfolio across 7 service centers for the first time. Managed US, Brazilian, Romanian, Indian and Chinese sites; a P&L of $30 million; and a capital budget exceeding $7 million.

Expanded Timken’s primary metals services portfolio in China, India and North America, growing the business 22% in the first year.

Negotiated Timken’s divestment from a loss-making Brazilian joint venture and transitioned the assets and personnel into a profitable standalone bearing repair business.

Launched a new $4.5 million bearing repair facility in South Carolina; and $1.7 million, $780,000, and

$550,000 service center expansions in Indiana, India, and China, respectively. Director of Sales and Marketing, Timken India Limited, Bangalore Drove 25% annual growth in Timken’s Indian P&L for 3 years from $37 million to nearly $100 million.

Transformed the national sales force from a geographic model to six industry-specific teams in order to drive accelerated growth to a broader group of market segments.

Launched one new product line each quarter, on average, to expand Timken’s India portfolio.

Developed a core team of sales, service and marketing professionals that would perpetuate Timken’s growth.

Ingersoll-Rand Corporation, Woodcliff Lake, NJ, USA 1997 to 2005

$15.7 billion diversified manufacturer of climate control, residential and commercial security, and industrial productivity solutions. MHE Global Product Marketing Manager, Infrastructure Group Managed the $120 million telescopic handler product line between Bobcat and Ingersoll-Rand brands.

Rationalized product line between France and Pennsylvania facilities.

Merged the Bobcat and Ingersoll-Rand brand strategies for the Americas, eliminating overlap in product and channel offerings.

Grew the North American brand by 45% after consolidation.

Re-established a strategic alliance with Bobcat’s largest European agricultural OEM and produced a joint business and product strategy that grew the business by $7 million in the first year. Material Handling Equipment Product Mgr, Infrstr. Grp., Shippensburg, PA Managed the $45 million Ingersoll-Rand rough terrain forklift and telescopic handler product line.

Launched three new European-made models and developed aggressive channel introduction programs that generated $25 million in new revenues.

Integrated the IR / Bobcat individual product lines into a single global business, and designed the product line for both brands.

Area Manager – India; Director NRB-Torrington, Ltd., Mumbai Represented Torrington on its joint venture’s Board of Directors while migrating the Indian business from a joint venture to direct share in NRB Bearings’ parent organization. Profitably grew Torrington's imported products business.

International Sales and Business Dev., Reltec Corporation, Bangkok, Delhi and Chennai, 1993-1997 Free Market Development Advisor, US Department of State, Kathmandu, 1992 to 1993 Publication: "Surya Silks: A Case Study in Government Asset Privatization in Developing Countries", USAID, 1993. EDUCATION

MBA General Management. Case Western Reserve University BS Mechanical Engineering. Virginia Polytechnic Institute and State University SPECIALTY TRAINING

Timken EDGE Advanced Management Program. The Darden School at UVA Ingersoll-Rand Management Skills Program (Mahler). IR University Certified Scrum Master. The Scrum Alliance



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