Sales Manager
Resume:
David K. Anderson **** Anza Lane, Costa Mesa, CA *2626
**********@*********.***
www.linkedin.com/pub/dave-anderson/4/413/23
5/
Sales & Marketing Vice President
Marketing ... Strategic Management ... Product Development ... Life Cycle
Management ...Global
Results oriented, MBA-prepared professional skilled in all aspects of
Sales, Marketing, Design, Manufacture and Industry Segmenting of highly
complex technical products and solutions. Success creating & implementing
strategies to optimize product offerings, bringing new products to market,
and profitable sales growth. Team-builder acknowledged for ability to
communicate complex technical issues/solutions and grow strong
corporate/customer partnerships in challenging multi - national markets
Experience and Expertise
Voice of Customer ... Strategic Planning ... Sales ... Marketing ...
Engineering ... Manufacturing ... Product Development ... QA ...
Management... Budgets ... Project Management ... Strategic Planning ... Key
Accounts & Industry Segments ... Marquee Account Management / Projects ...
International ... Teambuilding ...Training & Seminars ... Oracle
Implementation... Six Sigma Yellow Belt ... Market Assessment for New
Product Development by Strategic Industry Segmentation ... Price
Segmentation ... Product Obsolescence Strategies ... Mid - tier Product
Differentiation for Developing Markets
WORK EXPERIENCE
Emerson, Rosemount Analytical Inc. May 2000 - present. $310M Business unit
of Emerson Process Management
Marketing Director, January 2011 to Present (Promoted from Industry
Marketing Manager January 2011; Promoted from Senior Industry Manager
October 2007, promoted from Industry Manager December 2004)
Directed Industry/Applications, Marketing Communications, and Product
Marketing Groups, with Global responsibility for product development,
corporate sales, pricing, & marketing strategies in US, Europe, Asia,
Canada, Mexico, Middle East and South America. Report to VP / General
Manager.
. Responsible for FY'14 Sales $135 Million with average gross margins @
60.3%.
. $2.5 Million Budget Responsibility - implemented cost control programs to
maintain profitability levels when Corporate adjusted Sales for Fiscal
Year 2011 and 2013.
. Seven Direct Reports, 4 Reports in Best Cost Countries, along with dotted
line responsibility for Ten Global Business Development Managers.
. Product lines include pH, Conductivity, Amperometric (DO2, DO3, Cl2
species), Optical Turbidity, Zirconia based Oxygen, Combustibles, Cross
Stack IR CO spectroscopy and ancillary equipment.
. Developed Wireless Platform Strategy for Analytical Business Unit
Planning Conference with CEO.
. Acted as Voice of Customer for New Product Development Programs,
accelerating Market Acceptance of New Product Introductions, as well as
delivering on Corporate Directive for 60% of total sales generated from
New Products.
. Drove Development Programs for Mid-Tiered Product aimed at High Growth
Developing Markets without cannibalizing Standard-Tier and High-Tiered
product unit sales or margins.
. Created Marketing Segment Programs for Flexible Transmitter Line,
enabling Price Premiums for application solutions to end users while
maintaining cost effective offering for price - sensitive OEM Market
Segments.
. Developed Sanitary Product Line for Biopharmaceutical and Food & Beverage
Segment, creating Brand Imaging with PUR-SENSE Line of solutions. 20%
year over year growth from 2006 through 2009.
. Contributed to 20% annualized sales growth in 3 year period with key
project pursuits at Marquee accounts such as BMS, Fluor Daniel, Lonza,
DuPont, Amgen, bp and other large multi-national corporations by creating
Strategy, Communicating the vision to all team members, following up with
key decision makers/influencers, and addressing any customer objections
or road blocks.
. Conducted Market Analysis for Single Use Biopharmaceutical Industry
Segment, as well as key product requirements, financials, unit volume and
market growth to determine product development time line to profitably
capture market segment.
. Built team acknowledged for increasing shipments from recent Oracle
implementation, improving work flow processes to improve shipments by
100% within two months.
. Created and Executed Global Industry Sales Training Programs for India,
China, AP, Brazil, Mexico, Canada, North America, and Europe.
. Developed and Managed cross business unit relationship between Emerson
Industry Centers of Excellence and Analytical Business Unit.
. Executive Board Member, Emerson Global Users Group. Chartered to provide
a forum for the open exchange of non-proprietary information among the
users and Emerson Process Management with the emphasis on the enabling
technologies, solutions and services of Emerson's PlantWeb architecture.
Exceeded attendance figures by 37% in 2010.
Emerson, Rosemount Analytical Process Analytic Division
Senior Product Manager May 2000 - April 2003 (Promoted from Product Manager
August 2001)
Product Management responsibility for all aspects of product conception,
design, manufacturing, and marketing for $120 Million business unit
supplying emissions and process control solutions. Global Responsibility
for profitable growth of strategic product lines into petrochemical,
chemical, power, and refinery markets.
. Product responsibilities included NDIR and UV/VIS Spectrophotometers,
Chemiluminescence NOx, FID Total Hydrocarbons, Paramagnetic O2, Binary
Gas Thermal Conductivity
. Drove Cost reduction programs increasing profit margins by 8-10%
annually.
. Conquered outstanding product issues at GE, General Motors, Chrysler,
Dupont, Praxair and Air Liquide, improving corporate relationships to
maintain $0.5 - 5 Million annual revenue at each account.
. Successfully presented customized solutions to bp, Fluor Daniel, GE,
Chevron and other large corporations, closing long-term, global contracts
with earnings potential exceeding $15 Million.
. Developed cost effect MicroCEMs analyzer platform for low cost Emission
Monitoring Systems, offering customers such as State of California Penal
System, Fluor Energy and Con Edison generating 40% Savings per CEMs
System.
Air Products and Chemicals, Inc.
Sales Engineer, November 1997 - May 2000
Technical Sales Representative selling specialty gases and chemicals for
environmental, industrial and medical uses in southern California.
. Increased $3 Million territory by 15% within first year during
deflationary market pricing.
. Awarded Gold Medal Supplier, Southern California Edison 1998 & 1999 by
exceeding stringent customer expectations for on time delivery, cost
savings and increasing % total buy in by managing Edison Satellite
facilities.
. Developed and implemented profitable market segment targeted at Orange
County Biotechnology Industry.
Air Liquide America Corporation
Applications Engineer and Sales Engineer, June 1996 - November 1997
Developed and marketed customized solutions for key segments including
CPI/HPI, Secondary Electronics, and Heat Treating/Metallurgy for $30
Million Territory in the Pacific Southwest and Mexican border towns.
Supported all technical applications and conducted sales training to
Southwest Region.
. Expanded markets for traditional low cost commodity products such as
nitrogen, oxygen, argon, carbon dioxide, sulfur hexafluoride and other
chemicals by introducing them as low-cost effective alternatives into
untapped markets including PCB manufacturing, injection molding, fish
breeding, water treatment, sulfur reduction, and heat treating. These
actions increased margins by 40% for these customized solutions.
Teledyne
Regional Sales Manager, September 1991 - June 1996
Responsible for design, marketing and selling of customized solutions for
$25 Million manufacturer of process control equipment. Concentrated in the
Northeastern US and Gulf Regions.
. Spearheaded successful new product introductions generating $1.5 Million
additional Revenue.
. Developed Work Procedures for Contract Review enabling the organization
to obtain ISO 9001 Certification.
. Managed company's top four accounts (Air Products, Air Liquide, BOC, and
MEDAL), increasing market share by 25%.
EDUCATION
Masters Business Degree, Marketing, CSU Long Beach
Bachelors of Physical Sciences, UC Irvine, accredited in Analytical
Chemistry by AIChE
ORGANIZATIONS & AFFILIATIONS
. ASME BPE Process Instrumentation, Task Group and Subcommittee Member
. ISPE Membership, involved in Communities Of Practice
. AiCHE
. Emerson Global Users Group Executive Board Member
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