Sales Manager

SHAUN P. HORAN

W*** S**** Edward Court Cellular: 262-***-****

Muskego, Wisconsin 53150 ******@**.**.***

EXECUTIVE PROFILE

Multi-talented Product Management and Marketing Executive/Leader proven at delivering high impact strategies industrial, commercial and consumer markets. Strengths include interpreting research, field initiatives and trends for developing user responsive new products, pricing, launches, promotions and communications. Vision, global perspectives and a full array of business skills strengthened by an MBA, ensure strategic plans are consistent with goals and expense parameters. Leads by example in developing high performing, goal-achieving teams prioritizing flexibility to change, accountability, communication, timely service and identifying/maximizing opportunities. Prior EE experience and hands on engagement accelerate success with technical products and markets.

EXECUTIVE EXPERIENCE

2009 to September 2010: UNIVERSAL LIGHTING TECHNOLOGIES – Elm Grove, Wisconsin

$400M producer of ballasts, acquired by Panasonic in October 2007

SSL Product Manager – 2009 to September 2010

Researched new market opportunities, developed product roadmap, product specifications, customer support system, warranty and launch materials for new LED lighting products.

• Performed research at sign distributors and sign builders to determine needs and opportunities in the market. Reviewed competitor products and developed specifications to meet market needs and add unique feature to sell against competition. Launched first wave of new products in April 2010 with new support system in place. Trained customer service and sales, developed sales presentation to sell distributors.

• Performed research at lighting manufacturers and developed LED driver roadmap, product specifications, priority of products for targeted users. Working with engineers in US and China to bring products to market.

1999 to 2008: MILWAUKEE ELECTRIC TOOL CORPORATION – Brookfield, Wisconsin

$600M producer of premium power tools/accessories, acquired by the publicly-traded Techtronics Industries in 2005

Group Manager-Accessory Product Management – 2004 to 2008

Promoted to lead revitalization of the $130+ million accessory product group spanning over 3,000 SKU’s. Led development of strategies and decisions, directed/coached 5 Product Managers, and personally engaged in: user segmentation, product planning, product development/enhancement, launch strategy and execution, market research, field testing, pricing, packaging, competitive intelligence, tradeshows, sales and user training programs, written and electronic sales collateral/communications, line reviews, account/management presentations, financial analysis, forecasts, budgeting, business reports, cost reduction initiatives and product rationalization.

• Designed comprehensive strategy integrating the differing issues across the Home Center, Hardware and Industrial Distributor channels. Strengthened core products and identified/prioritized the major opportunities for driving sales by $40+ million in 3 years.

• Overcame 3 management changes and the reallocation of resources to new goals. Preserved team’s strategic focus and business commitment, while growing category from 25% to 30% of total company sales.

• Developed the product roadmap and allocated resources to revitalize existing key underperforming products, introduce new products and leverage the brand into new product areas.

• Revamped processes and increased “voice of the customer” initiatives to obtain current feedback critical to strategies and tactics for new products, packaging, launch, support and line rationalization.

• Answered Industrial Distributor desires for more consumer-like packaging and promotions. Drove design of flexible, modular merchandising fixtures with more strength for showcasing new/more products. Sales in the first 2 weeks after introduction equaled the entire year of sales under the previous design.

• Led team in developing cross-line and multiple item accessory kits with new pricing, packaging and marketing communications. Results propelled $4 million of additional sales in the Home Center and Industrial channels.

• Collaborated with Advertising in fashioning a new, contemporary trade dress consistently deployed across all accessory lines. New appearance incorporated both icons and NAFTA-friendly trilingual wording.

• Integrated global needs into new products, line enhancements and packaging. Served as strategic resource to Group Managers in UK/Europe and Australia.

• Solved lack of consistent levels of engineering support for accessories by leveraging TTI’s Asian-based buying group for packaged complete products and kits. Educated buying group on greater quality demands and established verification processes.

• Developed complex, but highly accurate/realistic sales and margin forecasts, as well as the group’s overall $1 million expense budget. Succeeded in managing activities to mitigate and/or resolve any major variances.

EXECUTIVE EXPERIENCE Cont’d: Milwaukee Electric Tool Corporation

Channel Manager-Home Centers – 1999 to 2003

Recruited to return to organization to increase sales and opportunities of all product lines with Home Depot and Lowe’s. Role was later expanded to include e-Commerce sales through Amazon.com. Partnered closely with Sales and Product Managers in developing and executing strategies, product planning, pricing, line reviews, quarterly/major promotions, special packaging requests and merchandising.

• Pivotal to success in establishing the company’s cordless products amongst professional users, despite its late entry to the market. Won line reviews at Home Depot and Lowe’s and quickly built sales and credibility of products by an aggressive promotion strategy targeting high-end users.

1997 to 1999: STA-RITE INDUSTRIES, INC. – Delevan, Wisconsin

Leading manufacturer of commercial, consumer, pool and spa pumps

Senior Product Manager

Responsible for a variety of branding initiatives encompassing product management, advertising and trade shows. P&L responsible for a $50 million business segment.

• Delivered double digit sales increases by introducing new products and programs, which incorporated more targeted/improved launch strategies and greater levels of support.

• Increased net operating income by initiating cost reductions and improved margins on new products.

1982 to 1997: MILWAUKEE ELECTRIC TOOL CORPORATION – Brookfield, Wisconsin

Local ownership transitioned business to several investment groups prior to its acquisition by Atlas Copco of Sweden

Marketing Product Manager – 1989 to 1997

Selected to join marketing group and progressed into co-leadership responsibilities for a business unit involving a variety of saw products, including the flagship Sawzall line.

• Instrumental in development of numerous new primary products, as well as accessories and saw blades. Several of these products are still being sold and lead their category.

• Participated in developing Sales training programs on new and existing products.

• Teamed with Advertising on collateral, technical bulletins, news releases and point-of-purchase displays.

Electrical Design Engineer – 1982 to 1989

Varied experience in designing fractional horsepower universal motors for new and existing products, including contributions in evaluating supplied components and analysis of competitive products.

EDUCATION

MBA – 2001 – Keller Graduate School of Management – Milwaukee, Wisconsin

BS, Electrical Engineering – 1982 – Marquette University – Milwaukee, Wisconsin

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