Sales Customer Service
Resume:
MICHAEL MARIANI
Gilbert, AZ ***98
Email – *******@***********.***
PROFESSIONAL EXPERIENCE
NIMCO CORPORATION – Crystal Lake, IL – Relocated to Phoenix
Sr. Product Manager / Marketing Director - February 2013 through June 2015
Responsible for leading marketing department of 3, driving product Innovation and profitability of mid-sized global manufacturer of form fill and seal packaging equipment for consumer products.
Working to develop and implement marketing and selling strategies for new and existing brands/products
Provide marketing strategy and tools to the company’s sales force in order to increase market share and profitability, and expand into new market segments
Assist with development and management of new product development process from the concept phase to the commercialization phase.
Lead development team on new high speed Ultra Clean machine system allowing firm to enter and compete in extended shelf life market segment.
Develop and publish case studies on new product applications and installations.
Recruit, select and monitor global distributor network – provide sales leads, product support and conduct training.
Work to develop updated website, sales collateral and e-marketing campaigns
Resigned in June 2015 to relocate to Phoenix, AZ to care for family
DELAVAL INC – Subsidiary of Tetra Laval Inc - Vernon Hills, IL
Marketing Solution Manager - July 2011 through December 2012
Responsible for Robotic Milking Systems in North America
Developed and launched Sales Tool App as well as Tablet for Field Sales and Dealer networks – writing specifications, performing beta test, and developing content. Project will supply android tablets to over 100 field sales personnel in North America
Launched RFID Tracking System to North American Market – worked with corporate engineers to customize for NA market
Set up North American Team Site for VMS – intranet site includes all info, sales, training, market info – allowing team members to instant access to pertinent product and competitive information.
Collaborated with aftermarket marketing manager on preventive maintenance programs and contracts, developing pricing, parts list and monitoring
Initiated VMS Newsletter – communicating market and product highlights to dealer network and field sales staff
Successfully launched 1st US test site for robotic scraper. Responsible for developing test criteria, locating product test site as well as monitoring
Conduct and coordinate Customer testimonials for research as well as sales collateral
Worked to establish and named administrator for company Facebook page – VMS PRO as well as other social media projects
MICROTEK MEDICAL – Division of Ecolab, Inc – Chicago, IL - Alpharetta, GA
Marketing Product Manager - April 2006 through February 2011
Selected to manage direct P&L responsibility for product portfolio of medical devices and disposable items for use in Orthopedic, Laparoscopic, Laser and Electro Surgeries and biopharmaceutical applications. Product lines generated worldwide revenues of $4 million with Domestic GPM of 52%
Developed and implemented market, product and pricing strategies that maintained customer base of legacy product line though continued clinical education and product demonstration
Coordinated and participated in clinical trials with field sales in formal operating rooms where product feedback was solicited and recorded directly from surgeons, nurses and other healthcare staff which was recorded and used for product validations, upgrades and refinements
Moved next generation and new products through product development and launch using Stage Gate process, including market research, clinical trials, and collaboration with R&D and manufacturing. This resulted in two next generation products in the pipeline
Processed new products and product improvements through Stage Gate system including current projects: surgical helmet garment, smoke evacuation unit, and a suction device.
Forecasted sales and increased order fill rate from 68% in April 2006 to over 98% by the end of 2007 and this maintained an order fill rate of over 98%. Achieved results by working closely with sales and manufacturing
Managed private label manufactured and sterile disposable items with over $5M in revenue – 35% GP including OEM Class ll medical device for Valleylab and DePuy
Secured 3 year national GPO contracts through collaboration with with Corporate Accounts Managers with Novation and Premier and negotiated with HealthTrust for clinical trials
Created product training materials and conducted product training for field sales, customer service and in service with end users i.e. nurses and surgeons
Collected and disseminated pertinent competitive intelligence through primary and secondary research and direct field intelligence utilizing IMS data as a foundation that developed strategic marketing plans, analyzed market share, and competitively priced new product introductions
Influenced the product development cycle by providing product data, field responses and clinical trials and present to R&D, quality, regulatory, and manufacturing including patent searches and updates to manufacturing processes
Provided documentation to Vice President of Regulatory for 510(k), FDA, KEMA, TUV and UL product certification for Class I and II medical devices while working with Sr. Project Engineer on testing medical device for EMC levels to comply with CE standards and 510k documentation for surgical smoke evacuation system
Worked with purchasing department manager on new vendor selection and validation that reduced reliance on single sourced products, current products include: Suction device, surgical gloves and sterile tubing
Formally trained in document control, developed new procedures and/or revised controlling documents, i.e. bills of materials, manufacturing and testing procedures and participated with engineers on product validations
Assisted Product Managers of Enteral Feeding and Vascular Access product lines in market research and product development, received sales training in both product lines
NIMCO CORPORATION - Crystal Lake, IL
Marketing Manager - April 1995 through April 2006
Marketing and product management of packaging machinery systems for food and beverage products.
Effectively conducted product training for field sales, customer service and end users on a global basis at customer sites, corporate location or at regional trade shows
Managed relationship of OEM products of competitive systems
Work with Project Engineers in qualifying machinery to meet Regulatory Standards including, UL, CE, CSA, USDA and FDA as well as individual country standards
Collected and maintained repository of information on competition and competitive products.
Developed applications for products outside core market – such as building products and confectionary items
Responsible for maintenance of manufacturing production timelines. Gathered data from internal sources, update and post using Microsoft Project resulting in 3 weeks reduction of production per machine
Identify, source and monitor vendors of auxiliary equipment and work with outside engineering to incorporate into current machine designs
EDUCATION
WEBSTER UNIVERSITY, St. Louis, MO
MBA Business Administration
UNIVERSITY OF ILLINOIS at CHICAGO
Bachelor of Science, Marketing
COMPUTER / SOFTWARE SKILLS:
Above average skills in Microsoft Word, Excel, Access, PowerPoint, Project, Outlook, Adobe InDesign, Photoshop, Illustrator, Google Analytics, HTML, Exposure to JAVA, SAP and Goldmine CRM Database
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