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Executive

Location:
Spanish Fort, Alabama, 36527, United States
Salary:
100000+
Posted:
May 25, 2010

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Kip E. Robinson

**** ******** **** ***** *****

Spanish Fort, AL 36527

Mobile: (251) ***-****

Email: ecmoj4@r.postjobfree.com

Website: www.visualcv.com/tjkrobin12

SUMMARY

Senior Sales and Marketing Executive successful at establishing the vision and strategies necessary to grow a company. Talented product and brand management professional with broad industrial product experience in the U.S. and international markets. Expert at creating and leveraging selling channels, networks and business connections, while negotiating and managing joint ventures and strategic partnerships with multi-billion dollar companies. Diverse, “big picture” skill sets include maximizing new marketing opportunities, leveraging business development initiatives, driving innovation, channel expansion and managing cultural shifts to achieve ambitious profitability goals. Excel at partnering with all core business operations to significantly increase the company’s footprint, expand market share, and generate sustainable revenue and profitability gains. A team builder with strong P&L and general management skills.

PROFESSIONAL EXPERIENCE

2009 to Present TIMEC COMPANY, INC. Mobile, AL

$350M mechanical contracting firm

Business Development Manager Southeast

Direct all general management functions for the Southeastern US including business development, territory expansion, sales, marketing and contract management. Responsible for strategic and tactical planning, account development, target market penetration, competitive sales analysis and contract negotiations.

Selected Results & Achievements:

· Established profitable Mobile, AL operations in just seven months.

· Implemented new selling and marketing strategies resulting in increases to overall revenue opportunities from $1M to $8M in first year.

2006 to 2008 QUINCY COMPRESSOR Bay Minette, AL

$170M capital equipment manufacturing company with earnings of $25M from global sales.

Vice President of Marketing and International Sales

Responsible for leading a domestic focused industrial manufacturing company that lacked a global presence, a robust brand position, strong customer service and a value proposition concentration to an expanded global market position. Responsible for strategic planning and business development including channel expansion, alliance activity, branding and product strategy.

Selected Results & Achievements:

· Identified alternative selling channels, including Internet, manufacturer’s representatives and dealer networks, increasing sales by $5 million.

· Introduced and championed brand recognition initiatives resulting in a measurable increase in top of mind of awareness of 42%.

· Managed international sales staff. Increased international sales by 50%, primarily in Latin America and the Pacific Rim through the expansion of selling channels, brand positioning and new customer acquisition. Increased Latin America market share 200%.

· Increased aftermarket sales by 20% through customer loyalty and retention programs, aftermarket product bundling, pricing initiatives and cross-selling strategies.

· Increased market share by 10% through pricing programs, new product development, channel development and brand positioning.

· Implemented Commercial Excellence initiatives, utilizing Lean Manufacturing strategies, resulting in a 25% decrease in spending while increasing throughput of marketing information flows.

· Promoted in first six months.

2000 to 2006 PEERLESS PUMP COMPANY Indianapolis, IN

$120M capital equipment manufacturing company.

2002 to 2006 Vice President of Marketing and Strategy

P&L responsibility included managing all aspects of complex commercial and operational issues. Championed and actively promoted the judicious use of Business Excellence tools that included Lean Enterprise (Champion), Six Sigma (Black Belt) and Strategic Procurement to enhance results-focused orientation and employee performance levels.

Selected Results & Achievements:

· Took a once-dominant capital equipment manufacturing business that suffered a dramatic decline due to decades of mismanagement, asbestos litigation, industry fragmentation and lack of new investment activity and transformed into a $100 million turnaround success story.

· Increased sales by 18% and order totals by 40% in a commoditized marketplace, while increasing margins 5% through the creation of value- added services, marketing focus, operational excellence and continuous improvement programs.

· Created an online aftermarket presence, resulting in revenue generation of $20 million, while redirecting 80% of the parts business to a seamless Internet-based approach.

· Introduced 29 new products, increasing total sales by 8%.

· Grew international sales by 29% and related profitability by 39% (primarily in China, Southeast Asia and the Middle East) through focused marketing efforts and consistent new product development.

· Established a customer-service mindset throughout the company, improving measurable customer service levels by 12%.

· Led turnaround and business revitalization through product mix reorganization reducing overdue orders by 95% and increasing short cycle business cash flow by 13%.

· Promoted 6 times in 5 years.

LABOUR PUMP COMPANY Selma, AL

A 30M division of Peerless Pump

2002 to 2004 Vice President and General Manager

Managed all aspects division focused on process market segments.

Selected Results & Achievements:

· Executed a comprehensive Operational Excellence program focused on Lean Manufacturing / 5S and Continuous Improvement principles, improving profitability by 8% and throughput by 20%.

· Re-energized and re-organized a manufacturer’s representative and distributor based sales channel, increasing sales 20%.

2001 to 2002 Marketing Manager

Directed strategic marketing and planning activity, including creating future “blueprints” for market share, revenue growth and sales channel communication strategies. Managed strategic E-commerce initiatives designed to provide company with alternative sales channels while leading company to industry leading position in E-commerce. Managed the creation and implementation of two new corporate web sites (peerlesspump.com and labourtaber.com).

Selected Results & Achievements:

· Implemented internal marketing campaign providing first-ever measurements for morale and relationships between management and employees.

· Introduced new products that utilized outsourced engineering and manufacturing expertise in India.

· Managed new product development, introducing new products that utilized outsourced engineering and manufacturing expertise in India.

· ISO 9001:2000 Author and related Certified Internal Auditor.

2000 to 2002 Aftermarket Manager

Managed all aftermarket initiatives, which included sales, operations, repair and field service activities.

Selected Results & Achievements:

· Increased Service Department sales 33% by penetrating mature markets using niche marketing and guerilla marketing techniques.

1997 to 2000 THE INDIANAPOLIS STAR Indianapolis, IN

Sales Manager

Responsible for customer retention efforts, call center management, direct sales force and payment methods.

Selected Results & Achievements:

· Managed customer retention initiatives that increased revenue over 500% (from $750K to $4 million).

· Launched various marketing programs and sales initiatives, increasing overall circulation and customer retention by 15%. Total readership increased proportionately.

· Significantly increased the number of automated payment accounts through various highly successful marketing initiatives

EDUCATION

Master of Business Administration, Finance

Indiana University, Bloomington, Indiana

Bachelor of Science Degree in Business

Indiana University, Bloomington, Indiana

PROFESSIONAL DEVELOPMENT

Six Sigma Black Belt Certification

Lean Manufacturing Champion

United States Navy Veteran



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