Genreal Manager / Director Global Sales / Sales Manager
Resume:
continued…
John W. Phillipp Mooresville § 704-***-****
General Manager
Accomplished steel executive with extensive experience in improving business performance in both the U.S. and internationally. Demonstrated talent for developing sales plans, growth initiatives, and strategic budgets that increase revenue and reduce expenses. Effective leader with hands-on history of directing teams to improve organizational efficiency and operations management. Areas of Expertise
• P&L Responsibility
• Lean Manufacturing
• Cost Control
• Territory Management
• Business Unit Management
• Dynamics CRM
• Continuous Improvement
• Operations Management
• Global Sales Strategy
• Microsoft Office Suite
• Change Management
• Growth Initiatives
Professional Experience
Marmon Holdings Inc., Englewood, NJ
General Manager NJ/PA - Bushwick Metals, LLC, June 2017 - December 2019 Oversaw full P&L responsibility for the New Jersey and Pennsylvania business unit. Managed operations for the New Castle, DE manufacturing and distribution facility. Bushwick was sold to a competitor in December 2019.
Improved productivity by 9% year-over-year with development and implementation of Visual Board Management system.
Enhanced on-time shipping performance by 10% in the first month following the Visual Board Management system implementation.
Designed and executed 2019 commercial plan that grew account penetration, market expansion, and new business acquisition.
Restructured sales and operations teams to operate more efficiently and effectively.
Established metrics for individual sales and operations to promote accountability and manage performance tracking.
Marmon Holdings Inc., Charlotte, NC
General Sales Manager - Marmon/Keystone, LLC, June 2017 - July 2018 Directed the commercial and distribution activities for 6 regional service centers in the assigned southern region. Forecasted monthly business performance with sales management processes.
Exceeded annual growth by 20% for year 2018.
Expanded business with key accounts through strategic negotiations and relationship building.
Amended individual pipeline and growth activities to support business objectives. John W. Phillipp Page 2
Special Metals Welding Products Company, a PCC Company, Newton, NC Director of Global Sales, February 2012 - May 2017 Led international sales as part of a 3-member leadership team for the business unit. Appointed as member of the PCC executive bonus program. Developed and executed commercial plan for global sales business unit with 75% of sales outside the U.S. Focused on meeting quarterly budget revenue goals and EBIT.
Meet or exceeded budgeted EBIT for 10 straight quarters to rank as top graded global sales team.
Identified opportunity to take advantage of emerging markets overseas and positioned company to succeed with FY2014 sales plan.
Grew the China market by 475% in 1.5 years with focus on emerging international markets.
Doubled sales in Europe in just 1 year.
Initiated SPIN selling training and processes to meet business and sales objectives.
Raised gross product margin from 8% to 30% with the transition of a commodity driven product to a value driven product.
Broke into $100M market with premium margins as project leader for new product initiatives.
Introduced product to energy market with commercialization plan and pull-through market strategy. Tubular Steel Inc, Cleveland, OH
Director of Sales & Marketing - Eastern Region, June 2010 - February 2012 Provided sales leadership for a region covering the eastern third of the U.S. Oversaw full P&L responsibility for steel service centers producing $50M in revenue. Revamped the organizational structure for sales staff. Implemented sales performance and customer relationship platforms.
Increased tons produced by 6.5% and improved gross profit by 5% in Q4 of 2010.
Developed and managed the 2011 strategic sales plan to introduce a different blend of market segments and product mix concentrations.
Boosted revenue by 20.6%, gross profit by 39.3%, and tons by 5.1% in Q1 of 2011. McNichols Company, Cleveland, OH
District General Manager, October 2005 - October 2009 Managed full P&L responsibility for the Cleveland business unit including sales, operations, and employees. Transformed underperforming district into growth-focused organization with leadership of business plan, sales, personnel, cost control, inventory, and accounts. Prepared and administered strategic and quarterly budgets.
Improved revenue by 60% and grew district growth profit percentage from 2005 to 2008.
Exceeded quarterly and annual earning objectives consistently with sales training, Lean Manufacturing techniques, customer service initiatives, and continuous improvement.
Grew operating working capital by 45% in the first year alone.
Cut annual expenses by 20% over 4 years with reduction initiatives.
Shipped 99% of stock orders and processed 98% of orders on time while simultaneously reducing shipping and processing errors.
Generated value-added sales that increased region’s percentage of business from 8% to 25%.
Achieved gross profit dollars increase of 48% in the first year. Additional Experience
Combined Metals of Chicago, a A-K Steel Company, Houston, TX General Manager, Sales Manager Mercury Stainless Corp, Wheeling, IL Inside Sales Representative Education
Economics, Illinois State University
PCC Executive Development, University of Michigan-Ross School of Business
Contact this candidate