Sales Customer Service

LEO LOVATO

C-Level VP Sales, Marketing, and Business Development Executive

Versatile Senior Business Leader

Senior business executive who links well-conceived strategy with disciplined execution to drive organic growth, including growing sales by $37 Million (22%) in 2010 vs. 2009. Drove change three different times in turning around underperforming and/or high growth companies through hands-on development and execution of business plans that increased market penetration, sales, and profit. Proven builder of end-markets, distribution channels and strategic-level relationships with customer and alliance partners. Developer of professional, high performance teams skilled in process discipline and execution to drive results. Broad industry experience includes: consumer, commercial, building products, packaging and plastics.

Proven Executive Skills and Experience

Sales and P&L responsibility to $1.2 Billion U.S. & International sales teams– direct and non-direct

Strategic planning , new business development Product management and development, and branding

Lead on strategic alliances, OEM’s, contracts Acquisition integrations, re-organizations

National distributors, DIY, big box, groups Process improvement, forecasting, pricing, etc.

Drives Organic Revenue and Profit Growth

• As member of senior operating teams, grew sales, EBITDA, and enterprise value at two private equity-owned companies which resulted in successful sale exits: Sales increased 42% to $102 Million at Carson Industries, LLC and 22% to $199 Million at Packaging Plus, LLC.

• Repeated successes at Maytag Appliances, The Toro Company, and Oldcastle Precast Inc. building businesses to $1.2 Billion. Improved execution of brand, product, and channel strategies to drive growth.

• Integrated 9 acquisitions and led 3 national sales reorganizations which reduced cost, improved process management and customer service, reinforced cultures of accountability, and developed leaders.

PACKAGING PLUS, LLC – La Mirada, CA 2009 – 2011

Packaging Plus is a provider of custom packaging and supply chain services serving consumer, food and medical markets. It was a $199 Million portfolio company of Century Park Capital Partners.

Senior Vice President Sales and Marketing

C-Level executive responsible for global sales and marketing. Recruited by the CEO (formerly of Carson Industries, next page) to drive growth, develop the organization and customers, and position the company for sale.

• 2010 sales grew $37 Million or 22%. Sales and P&L responsibility for $199 Million. Top Customers: Western Digital, Driscoll’s, Sprint, Sony, United Stationers, Earthbound Farm.

• Negotiated $2.2 Million of price increases with top customers on SKU’s that had been frozen by contracts.

• Built a robust new business pipeline projected to drive $22 Million in new revenues in 2011.

OLDCASTLE PRECAST Inc. (formerly Carson Industries LLC) 2004 – 2009

Oldcastle Precast is a provider of precast building products and an operating group of Oldcastle Inc., a $14 Billion building and construction products/materials provider. Oldcastle Precast acquired Carson Industries, LLC in 2007.

VP Strategic Business Development – Oldcastle Precast Enclosure Solutions (2007-2009)

Senior executive who drove growth by cross-marketing new products, and championing new business initiatives within strategic channels and customers across Oldcastle Inc. operating groups, and Precast regions.

• Launched two new businesses driven by new product innovation, smart branding, and cross marketing.

• Developed strategy and negotiated national contracts with strategic customers AT&T, HD Supply, John Deere, Carrier, Lenox, and Ferguson, which represented $72 Million in sales.

Vice President Sales & Marketing – Carson Industries, LLC – Glendora, CA (2004-2007)

A leading provider of plastic building infrastructure products and a $102 Million portfolio company of private equity-owner Norwest Equity Partners. Recruited by the CEO as the C-Level sales and marketing executive to profitably grow revenue, professionalize the sales-marketing team, and position the company for a successful sale.

• Led revenue growth of 42% to $102 Million from $72 Million, and EBITDA growth of 80% to $9.5Million.

• Developed new channel strategies. Leveraged new products for plus business with Verizon, AT&T and others.

• Instituted new processes and performance metrics to improve execution and accountability.

• Improved Customer Service capabilities, performance, and customer satisfaction ratings.

TORO COMPANY – Irrigation Division Headquarters – Riverside, CA 2001 – 2004

The Toro Company is a $1.5 Billion producer of professional and residential turf maintenance equipment. Toro’s Irrigation Division is a provider of residential, commercial, and golf irrigation equipment. Recruited as member of a senior turn-around team to fix an under-performing division.

Managing Director, Sales and Marketing–Irrigation Division Headquarters – Riverside, CA

Chief sales and marketing executive for a $260 Million division. Full P&L for 3 businesses: Toro Golf, Toro Res/Com, Irritrol Systems. Responsibilities included sales, strategic planning, brand management, new product development, product portfolio management, pricing, and sales-operations planning.

• Reversed a 3-year slide and grew sales 20% in a down market, Op income grew 46%.

• Rationalized pricing, executed a new pull strategy, and transformed customer entitlements to growth incentives.

• Integrated two business acquisitions, served as lead with strategic alliances and OEM’s.

• Launched a new golf sprinkler that increased category sales 24% and category GM dollars 31%.

MAYTAG CORPORATION – Newton, Iowa 1982 – 2001

Maytag was the number 3 home appliance maker, a $4.3 Billion consumer products company.

Vice President Field Operations–Maytag Appliances Corporate Headquarters– (1998-2001)

Promoted to senior sales and field operations executive to lead a national field operations reorganization, improve field sales processes and execution, and drive profitable growth. Sales and P&L responsibility for a $1.2 billion business, and the U.S. field sales organization of 250 (from 475). Sales execution for all retail channels including Sears, Best Buy, Home Depot, and Lowe’s.

• Led attainment of record revenue, operating income, and market share for 1998 and 1999.

• Grew Top 100 independent customers 15% or 3 times the industry growth rate. Established R.O.I. process.

• Restructured field organization and attained $5.1 Million in savings. Improved capability, customer service.

• Directed creation of telesales team that served small customers totaling $142 Million in revenues.

Western Region Manager – Los Angeles, CA (1990 –1998)

Promoted to sales, marketing, and general management responsibility for a $102 Million business. Full P&L, channel strategy, customer development, local marketing strategy, brand building, demand creation, advertising, pricing, distribution, regional distribution center, consumer service.

Southeast Region Manager – Tampa, FL – $54 Million region (1984 – 1989)

Cleveland Region Manager – Cleveland, OH – $31 Million region (1982 – 1983)

EDUCATION

Masters of Business Administration – University of Tampa, Florida

B.S. Behavioral Sciences – Westminster College of Salt Lake City, Utah

Contact this candidate