B2B Sales, Marketing, and Business Development Leader
Resume:
GREGORY G. BORDEN
Glen Ellyn, IL *****
*************@*******.***
www.linkedin.com/in/gregoryborden
SUMMARY
Global B2B Sales, Marketing, and New Business Development Leader with extensive international experience including a network of OEM, aftermarket and strategic end-customer relationships in the engine, automotive, heavy duty vehicle, power generation, marine, and industrial markets along with their related parts sales, service, marketing, and dealer program initiatives.
U.S. Navy Veteran with a proven track record in the delivery of strategic growth, market share, sustainable profitability and enduring brand equity including service, and extended care programs that convert sales transactions into long- term customer relationships. Management executive who can strengthen and expand OEM, independent aftermarket and other distribution channels and establish strategic alliance partnerships in North America and other regions. Expertise includes:
Global Sales & Marketing Management
Strategy Development and Execution
Product, Project, and Program Management
Partnering and Strategic Alliances
Financial Analysis and P&L Management
Distribution Channel Development & Management
Strategic Account Acquisition and Retention
Lean Manufacturing / Best in Class Economics
Global Cross Functional Team Leadership
Industry, Market and Customer Analysis
PROFESSIONAL EXPERIENCE
CLEAN DIESEL TECHNOLOGIES (CDTI) (Global Headquarters) Oxnard, California 2014 – April 2016 Commercial Director, Heavy Duty Transportation Aftermarket (Remote office location in Glen Ellyn, IL) Led Product Development & North American Distributor Acquisition in the Automotive & Commercial Vehicle Aftermarket
Head of Sales, Brand Executive and Product General Manager
Developed, launched and managed DuraFit® brand for the OEM and independent aftermarket distribution channels
Created and led North American Distributor Acquisition plan that identified and targeted key alliances and client base
Secured 5% of available market share, increased distribution channel by 50% and sales to national fleets by 60%
Enlisted, trained & managed a high impact sales force; exceeded unit sales by 15% and revenue target by 10%
Developed Sales Reporting Metrics & Key Performance Indicators to ensure profitability and rate of progress
Established and directed trade show initiatives, contractual agreements, pricing and product warranty distributor programs, marketing collateral, value proposition and training materials
Managed Ad Agency on Brand Aesthetics, Customer Messaging, Online Communications and Advertising
Led cross functional initiatives to leverage global cost, expertise, and achieve best in class economics
Launched managed inventory aftermarket parts program across four warehouses in the United States that reduced delivery lead time by 50% and increased order fill rate by 30% NAVISTAR INTERNATIONAL CORPORATION (Global Headquarters), Lisle, Illinois 2011- 2013 Product Marketing Manager, Parts Group
Directed product strategy and P&L of a $260M portfolio of diesel engine fuel, turbo, EGR, SCR, and cooling systems and components to dealers and national accounts.
Increased revenue by 10% and EBIT by 3% by developing and executing product life cycle, cost reduction, pricing, and sales and distribution program strategies for new and remanufactured engines and service components
Generated 15% increase in dealer and customer satisfaction and retention by providing improvements to parts availability and launching new sales programs with the dealer network and key end-user national fleet accounts
Reduced waste by 7% and enhanced product portfolio as key contributor to Category Management Teams for air and fuel management systems through PPAP and master supply agreement processes
Reduced warranty costs by 5% through expediting the introduction of remanufactured engine service parts
Served as key member on Remanufacturing Category Management Team that captured an additional $40M in savings through product improvements / roadmaps, core management, and cost reduction
Provided leadership and strategy development for PurePower Technologies, a subsidiary of Navistar International Corp.
Created a new independent aftermarket distribution channel consisting of 10 central distributors and over 300 dealers
Delivered alignment with new and remanufactured diesel engine service parts portfolio and service tool strategy for the MRO sales channel and national fleet programs for automotive and commercial vehicle applications
Reduced channel conflict by 60% by developing strategies to distribution channels of PurePower and Navistar GREGORY G. BORDEN Page 2
ROBERT BOSCH LLC, Broadview, Illinois 2009 - 2011
Senior Product Marketing Manager
Managed P&L of a $50M portfolio of diesel engine test equipment, tools, and service parts for automotive and commercial vehicle applications.
Increased sales by over $20M and market share by 10% by translating Voice of the Customer, national fleet accounts, and dealer inputs into the creation and execution of new product launch plans and field remanufacturing programs
Expanded revenue by $10M with five new products by directing a new product development cross-functional project team consisting of members in Germany and the U.S. MERCURY MARINE, Fond du Lac, Wisconsin 2006 - 2008 International Product Marketing Manager
Managed P&L of a $125M portfolio of marine engines and service parts.
Exceeded international sales plan by $25M and market share 3% by directing global cross-functional teams for engine development programs and strengthening international distribution channels
Reduced process costs up to 10% and augmented sales by 15% by conducting a global sales and market study that consisted of benchmarking other outboard engine manufacturers (Yamaha, Honda, Suzuki, Tohatsu, and Evinrude)
Created and managed roll out of 8 strategic initiatives consisting of new engines and product line extensions and integrating global marketing and branding campaigns, sales, product and service training programs ADDITIONAL RELEVANT EXPERIENCE
CALSPAN CORPORATION, Buffalo, New York
Business Development Manager
Provided global leadership and strategy for aerospace RDTE programs with corporations and government agencies.
Increased revenue over 15% by developing and launching strategic global sales and training programs
Achieved 30% growth in business opportunities by rolling out new branding initiatives and corporate website DELPHI
Marketing Manager, Global Commercial Vehicles (Global Headquarters), Troy, Michigan Managed strategic marketing initiatives and product development teams for automotive and commercial vehicle OEMs.
Grew sales by 15% and market share by 5% through expanding relationships with OEM customers Market Research Manager (Powertrain Cooling Division), Lockport New York Managed global qualitative and quantitative market research programs
Achieved 10% revenue growth from preparing and launching global strategic sales and marketing plans
Secured important product, pricing, and other data from successful benchmarking study of Denso, Calsonic and other Japanese, American, and European Tier 1 automotive manufacturers
Promoted to Marketing Manager, Global Commercial Vehicles at Delphi, Global Headquarters SCOTT TECHNOLOGIES (A Tyco company), Monroe, North Carolina International Sales and Marketing Manager
Directed P&L of a $25M portfolio and increased sales by 12% to oil & gas, mining, and other industries WÄRTSILÄ DIESEL, Vaasa, FINLAND
International Contracts Manager
Responsible for drafting and negotiating international sales, distribution, service, and license contracts for diesel engines and replacement parts in the marine propulsion and generator set, and power generation markets
Edited and negotiated acquisition contracts and contributed to the integration process of new companies EDUCATION
M.A., International Affairs/Business: The George Washington University, Washington, D.C. B.A., History and Government/French/International Affairs: Daemen College, Amherst, NY French Language Certificate: Université Catholique De L'Ouest, Angers, France LANGUAGES & INTERNATIONAL ORIENTATION
Professional working proficiency in French and elementary proficiency of Finnish and Spanish Expatriate professional work experience: Finland - 3 years, France - 1.5 years, and Spain - 1 year Extensive international business experience and sales results in over 50 countries U.S NAVY VETERAN
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