Director, Global Sales and Marketing

James A. Gibson

***** ***** **** ***** *******, MI 49423 Cell: 717-***-**** ****************@*****.*** Sales and Marketing Leadership Professional

Value Offered

** ***** ** ********** ******* building diverse regional, national and international technical sales and marketing teams, and leading these teams in the execution of detailed growth plans designed to exceed profitable growth goals and in alignment with corporate objectives and culture.

Education Albright University, Reading, PA

BS, Business Administration

Dec, 2010

Pennsylvania State University

AS, Electrical Engineering Technology

Alpha Sigma Lambda member ETA XI for

academic excellence

June, 1993

Career

Progression

RoMan Manufacturing, Inc.

Grand Rapids, MI

Director, Global Sales & Marketing, 2018 to present Reporting to the CEO, developed FY19 global sales execution strategies designed to position both new and existing technologies to newly identified growth markets. Developed sales process training for an inexperienced outside sales force consisting of shareholders and non-sales personnel, and executed training through sales coaching, mentoring, joint sales calls and weekly and monthly strategy meetings. Reconfigured inside and outside sales structure to better penetrate target markets and support the overall sales effort. Ensured the right people in the right seats. Develop all key business partner and customer relationships with the goal to profitably grow our mutual business and develop new opportunities. P&L responsibility for global Sales and Marketing functions and locations. Developed metrics for sales and marketing to drive alignment with corporate revenue, ROI and other expected outcomes.

Developed FY20 global strategic sales plan around the Asia, EU and N. American markets

Led the organization in bringing high value, technologically advanced power delivery systems to our growth markets and negotiated long term sales contracts with key Asian and US OEM’s to integrate RoMan technology into major industry process system applications.

Negotiated sales support contracts with key system integrators and industry service organizations.

Presented material on a regular cadence to corporate leadership and board members. Involved in identifying and developing rationale for the consideration of strategic divestitures and potential merger activities.

James A. Gibson Phone: 717-***-****

Hammond Power Solutions, Inc.

Harrisburg, PA

US National Sales Manager, 2012 to 2018

Developed and implemented the long-term vision for corporate Channel Sales and development of corporate Channel goals to meet said vision. Mentored Regional Sales personnel to develop, implement and execute annual and longer term territory and regional strategies to meet corporate goals. Developed annual Sales budget and plan to exceed corporate top line and profit goals. Grew top line sales from $55M in FY12 to $90M in FY16 through the channel, while growth in profit margin rose 6 points over that period of time.

Developed and actively manage senior and strategic relationships at global, national and regional distribution, national buying groups and strategic corporate accounts. Develop, negotiate and execute corporate sales contracts and programs at the Distribution and end user levels.

Develop lead and maintain the necessary alignment of multiple departments including Customer Service, Quotations and Technical Support in the successful execution of Sales plan Recruited top level regional sales management talent and have assembled one of the strongest Regional Sales and Manufacturer’s Representative channels in the transformer/magnetics industry.

EGS Electrical Group/Emerson Industrial Automation Harrisburg, PA / Elmira, Ontario (2005 – 2012)

Director of Sales, Canada, 2010 to 2012

Developed and maintained executive relationships within the channel and at the end user, project negotiation and project management to key North American accounts including CNRL, Shell, Husky, GM and Chrysler.

Grew our overall performance of a highly technical, multi-brand offering throughout Canada including revenue and GP growth, expense management, market and account forecasting. First year sales growth exceeded 27%.

Strategic and tactical channel management including sales resource allocation and distribution alignment.

Frequent engagement of Engineering, Procurement and Manufacturing resources for the successful production and timely shipment of deliverables. Director of International Sales, 2007 to 2012

Established our first distribution channel for Sola brand control power products in Western Europe.

• Identify, qualify and negotiate terms to channel candidates

• Conduct technical sales and product training highlighting value proposition

• Establish target markets and price levels accordingly Regional Sales Manager, 2005 to 2007

Directed a sales channel comprised of manufacturer’s representatives, local, regional and James A. Gibson Phone: 717-***-****

national distribution partners to exceed budgeted sales forecast. Other responsibilities include global account management (Schindler Elevator, GM) development of regional budgets, hiring and management of manufacturers’ representatives, negotiation of price agreements, development, implementation and execution of regional sales programs and management of all local, regional and national distributor networks. Achievement

Highlights

Significant results include:

As Nat’l Sales,Manager

Harrisburg (2012 to

2018):

As Nat’l Sales,Manager

Harrisburg (2012 to

2018):

As Director of Sales,

Canada (2010 to 2012):

As Dir. International

Sales (2007 to 2012):

As Regional Sales

Manager (2005 to 2007):

Developed a strong set of value messages targeting multiple entry points within two new strategic growth markets.

Led cross functional teams to the development of standard product and system offerings for OEM customers serving the Glass and Industrial Furnace markets. Structured a global sales force around the needs of our target markets utilizing a strategic mix of direct sales, EPC, System Integrators and Asian/European business partners resulting in a first year revenue growth of over 200% coming exclusively through share gain..

Implemented structural change to the marketing function; aligning to corporate goals and sales strategy ncluding functional enhancements to our web and other customer touchpoints.

Assembled a strategic sales channel whose goal is to add value to Distribution and end users by influencing specifications in select verticals. First year top line sales exceeded 15% targeted growth while meeting GM target. Second year bookings met 9% growth goal while increasing GM another two pct to meet target.

Current year saw corporate records in both Q1 and single month bookings on pace to double annual Sales target of 9% while keeping in line with GM growth target. Exceeded FY11 revenue goals by double digits, while leading all countries in profit growth. Developed and presented to senior executive management business cases for product development according to local specifications, thereby initiating new revenue streams for thrust products.

Won first major North American conversion project at Shell NA Negotiated contracts leading to first distribution channel in Western Europe for brand, headquartered in Paris, France.

Coordinated effort to establish local inventory structure to serve European market. Identified local distribution in Germany, Italy and China supporting tier one OEM’s to GM/Opel for brand items on GM GCCL.

First year revenue growth in Western Europe of over 90% while maintaining target GP. Third year revenue of over $15M

Demonstrated, double digit revenue growth in NE Region since taking position, after 5 consecutive years of dollar sales loss.

James A. Gibson Phone: 717-***-****

Built and strengthened the regional sales channel through strong program development and implementation in distribution, and positive change to field sales representation. Negotiated first multi-million OEM account for the Sola brand in Northeastern US Languages Expert written and verbal fluency in English Currently training in Mandarin

Technology MS Office (Word/Excel/PowerPoint/Access/Project), ACT!, Salesforce.com, Windows (all) International

Travel

I have conducted business throughout North America, Asia and Europe, and have travelled extensively in all regions.

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