Don Pettus

ad4xcb@r.postjobfree.com +1-918-***-**** Tulsa, OK

Senior Leader in Sales, Marketing, and Operations

Providing unmatched leadership and turnaround expertise for organizations around the world.

Acted as turnaround champion and CEO for struggling overseas company. Result: Drove numbers from massive losses to successful, steady revenue at 85% total production capacity (from only 10%). Positioned company to be sold off.

Pioneered revenue-generating businesses from scratch, including playing a key role as the cornerstone of the Middle East operations for Guardian Industries. Result: Established first float glass plant in the Middle East, capturing $100M in sales, 300+ active customers, and $300M in investments.

Recognized as trailblazer for numerous entries into new markets. Result: Opened successful multimillion-dollar offices in Australia, Korea, Hong Kong, Shanghai, India, Egypt, UAE, and South Africa.

Board Memberships Joint Ventures Mergers & Acquisitions Market Entry Turnarounds

International Markets Production HR Law & Legal Cross-Cultural Team Building Product Development

New Business Development Negotiations Strategy Lean Manufacturing

Professional Experience

GLASSROCK INSULATION COMPANY 2014 – Present

A multimillion-dollar Middle Eastern fiberglass and rock wool insulation manufacturing company with 400 employees.

CEO Cairo, Egypt

Joined struggling organization losing cash hand over fist and sitting at only 10% of its total production capacity to initiate and complete full turnaround. Led all areas of company directly or indirectly: HR, production, sales, finance, legal, manufacturing, and marketing. Currently consulting to complete sale of company.

Negotiated with every vendor on list to rebuild relationships and pay down debts. Cleared 6-figure debt over past several years and refinanced company.

Created and drove strategies to manufacture products in longer production runs as raw materials allowed. Resulted in bringing total production capacity from 10% to 85%+ and running 24/7.

Building customer base almost entirely from ground up through fostering trust and repairing reputation. Navigated Middle Eastern cultures, expectations, and values successfully.

Brought on top talent despite tumultuous situation.

GUARDIAN INDUSTRIES 1991 – 2014

One of the world's largest manufacturers and innovation leaders of float glass and fabricated glass products. Employs 19K people and boasts $5B in annual sales.

VP, Sales and Marketing – Latin America and the Caribbean (2012 – 2014) Queretaro, Mexico and Tulsa, OK

Oversaw all sales and marketing activities with full P&L, $600M annual sales, and $100M+ profit. Managed 12 direct reports and 100+ indirect reports for 4 major float glass plants, 4 distribution centers, 2 large mirror lines, and others in portfolio. Realigned territories to ensure geographic coverage.

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VP, Sales and Marketing, Continued ...

Spearheaded research and development for new business plans and products while leading company through critical strategic transformation. Resulted in cohesion between plants, 100% utilization of factories, 20% increased revenue, and growing operating profits (currently on track for an additional $35M+).

Played key role in capital investments totaling $50M (including $13M+ new mirror line) and additional downstream processes. Paved the way for the Latin American market to become one of the largest markets of profitability for the entire company.

Focused on transitioning from commodity-based division to high volume value-added to increase profitability and become less susceptible to price erosion.

Created new incentive program and marketing strategy for all field sales management to increase sales and profitability. Set targets and drove accountability to meet and then exceed 100% of sales goals. Resulted in strategy being deployed around the world.

Opened new distribution center in Lima, Peru, to conduct market entrance research of green-field investment for new float glass plant. Developed core group to determine feasibility.

Managing Director – Middle East, India, Africa, and Asia (2009 – 2012) Bangkok, Thailand

Managed 10+ direct reports, 2000 indirect reports, $1B in revenue, $140M in operating profit, full P&L, and all sales and marketing activities. Led operations for all 6 float glass plants and business activities throughout division. Mentored plant managers, training them to become well-rounded businesspeople dedicated to supply chain, logistics, and front and back office operations.

Focused on sustainable growth and new business development, prioritizing change before it is needed based on market predictions.

Outpaced rest of company in revenue growth year after year, exceeding all production output goals.

Drove culture of safety, achieving highest safety hours out of 2 plants in Thailand.

Directed a strategic partnership in China and development of new value chain alliance.

Director, Sales and Marketing – Middle East, India, Africa, and Asia (2004 – 2009) Bangkok, Thailand

Led all sales and marketing across the division; sold products in all markets and segments, including residential, commercial, construction, OEM, and automotive. Managed 5 distribution centers in Japan and 3 in South Africa.

Built business year over year by 15% in sales, increasing profitability on continual basis through expanding market geographic footprint throughout Asia and Australasia.

Established first glass plant in India. Increased capacity to 100% (from 50%) to focus on serving local markets, growing from $70M to $100M.

Identified demand for local markets. Opened field sales offices in Sydney, Australia; Seoul, Korea; Johannesburg, South Africa; Hong Kong; and Shanghai. Resulted in $10M–$15M in revenue for each new market entry.

Captured the Twin Towers, a Tokyo railway station the company's single largest order of ultra clear glass.

Awarded Guardian Employee of the Year 2009.

Regional Director, Sales and Marketing – Middle East, India, and Africa (2000 – 2004) Dubai, United Arab Emirates

Oversaw all sales and marketing activities. Established regional sales and marketing office in Dubai, developing the market for the eventuality of green-field float glass plants in the UAE. Elected as Member of Board of Directors, Gujart Guardian Ltd. (company's JV partnership in India).

Played key role in expanding Middle East presence through M&A of JV partnership in company's first float glass venture in Egypt, purchasing 100% of $100M+ enterprise. Resulted in $60M–$70M in revenue.

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Regional Director, Sales and Marketing, Continued ...

Led construction of a green-field flat glass plant in the UAE ($140M CAPEX) with $100M+ sales each year.

Captured architectural glass contract for the Burg Al Arab (the world's tallest building) along with 5 other prestigious skyscrapers in China, Taiwan, Hong Kong, and Japan.

Regional Director, Sales and Marketing – Middle East and Africa (1994 – 2000) Al Khobar, Saudi Arabia

Managed all aspects of sales and marketing, new business development, market research, product development, and business analysis from construction to completion of the new Middle East market. Recruited and trained all sales (inside and outside) and marketing staff. Held P&L responsibility.

Established company's first manufacturing float glass plant in the Middle East (Saudi Arabia) worth $100M in annual sales and $120M CAPEX.

Grew customer base from 0 to 300+ active customers for the Middle East and Africa markets.

Captured $300M in investments due to successful initial planning and execution in the region.

Established several new product lines, generating millions of dollars in revenue each year.

Founded the first warehouse and distribution center in South Africa, driving $25M+ in annual revenue.

PRIOR HISTORY included work with Owens Corning and Dallas OEM Fabrication.

Education & Professional Development

University of Alabama B.S. Business Administration and Management

Sigma Chi and ROTC

Dartmouth College, The Tuck School of Business at Dartmouth Executive Development

Board Membership

Chairman, Board of Directors Ascom Mining

Member, Board of Directors GlassRock Insulation Company

Member, Board of Directors Gujarat Guardian Ltd.

Member, Board of Directors Egyptian Float Glass Ltd.

Member, Board of Directors Guardian Thailand Ltd.

Member, Board of Directors Oklahoma Aquarium Foundation

MILITARY SERVICE: US Army Reserve Captain

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