Sales Marketing

MICHAEL J. GAGNON

Mobile: 401-***-**** Email: **************@*******.*** www.linkedin.com/in/mikegagnon

SALES & MARKETING EXECUTIVE

An accomplished Sales and Marketing Executive with a hands-on, results-generating style that consistently

increases sales and profits. Global experience in strategic marketing, business development, sales and general

management. A consistent record of accomplishments with proven ability to develop and direct multi-million

dollar business operations within start-ups and Fortune 1000 companies. A professional with integrity,

pragmatic business acumen, creative problem solving skills and accountability to meet corporate goals and

objectives.

KEY SKILL AREAS

Sales Strategy Product Life Cycle Management

New Business Development New Product Innovation and Introduction

OEM, Partner and Channel Sales & Marketing Marketing Communications

Business Management, Strategy and Planning P&L Management

PROFESSIONAL EXPERIENCE

SENSATA TECHNOLOGIES Attleboro, Massachusetts 2011 - PRES

A global leader for sensors and controls used in Automotive, Aerospace, Defense, Telecom, Datacom, HVAC, Rail, Solar and

other Industrial applications with 2014 sales of $2.4B and 11,500 employees

Director, Sales and Marketing (2011-present)

Direct the sales and marketing activities for the $130M Power Management Business Unit in the Americas and

Europe. Manage a team of Direct Sales, Application Engineers and Marketing people selling to OEM accounts

through Direct Sales, Manufacturers’ Representatives and Distributors. Provide the leadership for go-to-market

strategy, sales strategy, channel management, product roadmaps, marketing collateral and value propositions.

• Grew Sales 1.5% YOY in 2013 and 10% YOY in 2014 in a flat to declining market

• Reorganized Direct Sales force and restructured Rep and Distribution channel to optimize sales efforts

• Developed comprehensive sales strategy to protect the core business and increase revenue by expanding

core business, stealing market share from competition and attacking new markets such as rail and solar.

• Identified and drove Pure Share Gain wins with just over $10M in new business in last 3 years

• Instrumental in driving price increases of 8% in last two years and increasing Gross Margin by 11%

• Increased Marcom activities through Website redesign, Tradeshows, Newsletters and On-line webinars

• Major OEM customers include GE, Emerson, Carrier, Cummins, HP, Google, EMC and Eaton

VETTE CORPORATION Marlboro, Massachusetts 2008 – 2011

Start-up division within global manufacturer of thermal management solutions for Electronics and Data Center environments.

Vette Corp had 400 employees worldwide and was sold by private equity to Ohmite in 2012

Director, Marketing (2008-2011)

Directed all Global product management, strategic marketing activities and business development for

Coolcentric - a start-up division - within Vette. Managed product strategy plans, product life cycle management,

marketing communications, technical sales support and go-to-market strategies for a state of the art cooling

solution that is designed for high density Data Centers across a variety of industries.

• Contributed to the growth of sales from $0 in 2008 to $4.5M in 2011

• Developed comprehensive product line strategies and product roadmaps, created company’s first

NPD policies & procedures, first product launch procedure and division’s first complete website and

price list

• Program manager for the development of three new product platforms - performed VOC,

developed MRD and PRD documents, worked with Engineering from concept to commercialization and

developed product launch plans, promotions and competitive analysis

• Spearheaded cost reduction program for all products resulting in a 91% Gross Margin

improvement

• Developed the OEM partner and Manufacturers’ Representative Programs including partner

identification, contract negotiation, setup, training, technical support and sales support

• Managed all inbound/outbound marketing, PR, press/analysts briefings and tradeshow

presentations

• Awarded US Patent in September, 2012 for an In-Row Cooling Device

• Key accounts included IBM, Purdue, Syracuse University, Lawrence Berkeley National Labs,

Sun

WRIGHT LINE LLC Worcester, Massachusetts 2003 – 2008

Leading manufacturer of Technical Environment solutions for Data Centers, Labs, Technical Offices and Government

facilities with sales of $110M and 550 employees worldwide. Sold by private equity to Eaton Corporation in 2009

Vice President, Marketing and Engineering (2003-2008)

Managed a cross functional team consisting of Engineering, Product Management, MarCom,

Application Engineers and CAD designers responsible for global product strategy, product life cycle

management, marketing communications/promotions and technical sales support. Managed P&L for

20 product lines, generating the marketing input for strategic and tactical business plans and managing

an $8M operating budget.

• Developed and directed product line and marketing strategy using a combination

of product line extensions, new product platform introductions, new market positioning,

international sales expansion and new market vertical strategies resulting in 36% revenue

growth from 2004 to 2008

• Spearheaded cost reduction program achieving just over 20% gross margin

improvement through new product development, product design cost reductions, product

obsolescence and new vendor selections

• Designed and managed a comprehensive NPD process across all disciplines that

included new MRD, PRD and product launch checklists that resulted in quicker product

launches. Served as the process owner and trained all departments for corporate-wide adoption

• Developed standard operating procedures resulting in improved customer support, increased

number of sales tools and improved market/competitive analysis

• Led cross functional teams that performed VOC, market research, conceptualized, developed

and commercialized a new major product line for three market verticals (Analytical Labs,

Medical Imaging and Technical Office environments) that resulted in $6M of business in the

first year of sales

• Designed and implemented a collaborative custom product development process allowing

quick turnaround on customized, value-added solutions resulting in sales averaging 25% of the

company’s annual revenue

• Responsible for C-level presentations, tradeshow presentations and press/analysts briefings

• Key accounts included Verizon, Comcast, AT&T, Reuters, Oracle, ESPN, Kaiser Permanente

AMERICAN POWER CONVERSION (APC) West Kingston, Rhode Island 1997 – 2003

Global leader for UPS’s, server enclosures, cooling and monitoring products in IT environments. In 2003 APC employed

over 5,000 employees worldwide and had sales of $1.5B. APC is now owned by Schneider Electric

Director, NetShelter Business Unit (1997-2003)

Managed an international team responsible for product development and global marketing of the

NetShelter Data Center Solution. Established and executed annual business plans for four global sales

territories. Provided leadership for product roadmaps, new product development, cost reduction

programs and on-line configuration tool. Developed sales tools, promotional programs and marketing

collateral for Direct Sales, Distribution, Value-added Resellers and End Users.

• Built a start-up business unit with less than $2M in sales in 1996 to $65M in sales in 2003

while improving gross margin by 95% over that timeframe

Michael J. Gagnon **************@*******.***

• Grew sales by developing new sales and marketing strategies, utilizing partner promotions,

developing a new interactive website including ecommerce and the use of advertising and

promotional videos

• Worked extensively in the field with End Users and Sales to identify new requirements and

products, translated these needs into PRD and worked with Engineering to develop

commercially viable and profitable products. Expanded global product portfolio from 14 SKUs

to over 300 SKUs

• Developed a “Configure to Order” program using on-line configurator as a value added service

• Project Manager for the development of a new LCD flat panel display product line with

worldwide sales of $20M in 2003, including $9M of new business with IBM

• Extensive International experience helping increase sales by 451% in Europe and 1,105% in

Asia

• In 1999 was awarded “Outstanding Divisional Support Person” by APC’s Field Sales

organization

• Personally managed key relationships such as IBM, Sun, Dell, AT&T, Deloitte & Touche,

Fannie Mae

AEROVOX INCORPORATED New Bedford, Massachusetts 1991 – 1997

Leading manufacturer of electronic capacitors used in industrial and consumer products. In 1997,

Aerovox employed over 750 people globally and had $130M in sales

Market Manager (1992-1997)

Directed the worldwide sales, product management and marketing efforts for the Lighting, Microwave and

Refrigeration OEM market segments. Managed a team that developed marketing programs, performed market

analysis and coordinated the development of new products. Responsible for P&L, strategic planning and

maintaining personal relationships with key OEM accounts having sales revenues of $31M in 1996.

• Led the project team that successfully investigated, conceived and developed a new state of the

art capacitor product using a new automated manufacturing process for the consumer

refrigeration and ceiling fan market opening a new $50M niche opportunity

• Increased Aerovox’s market share in the Lighting segment by 33% to a 60% market share

• Exceeded sales revenue goal by a minimum of 8% every year

Regional Sales Manager (1991-1992)

Managed all sales activities within Eastern USA and Latin America through 11 Manufacturer’s Rep

organizations. Created innovative sales/marketing strategies for individual accounts and drove growth

plans in coordination with Rep firms.

• Successful sales management of 12 of Aerovox’s top 20 accounts

• Achieved 1991 sales of $17M (15% above objective) and 1992 sales of $22M (10% above

objective)

• Penetrated new accounts resulting in $2.1M of Pure Share Gain wins

FENWAL INCORPORATED Ashland, Massachusetts 1989 – 1991

Market Manager (1989-1991)

Directed the sales and product marketing activities of the Gas Ignition and Temperature Controls

Division. Responsible for P&L, the development of new products and the implementation of

marketing strategies. Managed Manufacturers Reps to drive sales through Industrial Users, OEM’s

and Distribution.

WESTINGHOUSE ELECTRIC CORPORATION Albany, New York 1983 – 1989

Michael J. Gagnon **************@*******.***

Sales Engineer (1983-1989)

Managed all technical sales activities for Electrical Distribution equipment and services in NY and Vermont exceeding

sales objective every year.

EDUCATION

Masters of Business Administration (with honors) - Marketing, Rensselaer Polytechnic Institute, 1989

Bachelor of Science (with honors) - Mechanical Engineering, Worcester Polytechnic Institute, 1983

Continuing Education courses in Managerial Finance, Northeastern University, 1990

Continuing Education course in Strategic Product Development, MIT Sloan, 2006

Karrass’ Effective Negotiating Training

Covey’s 7 Habits of Highly Effective People Training

Six Sigma Training, Worcester Polytechnic Institute

Lean Process for Managers Training, Sensata Technology

Michael J. Gagnon **************@*******.***

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