Marketing & Sales Executive

Tibor Egervary

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

Painted Post, NY 14870-9343

SENIOR EXECUTIVE - INDUSTRIAL / VP MARKETING

Product Development / Market Leader / Sales Management

STRATEGY / CHANNEL DEVELOPMENT / MAR/COM / ADVERTISING

Integrates progressive B2B / B2C expertise in recognizing market status, analyzing salient data, and creating collaborative business plans that support and contribute to an organizational vision; driving short-term processes that produce long-term growth; and applying strategic leadership in industry-leading, people-focused organizations with a high level of integrity.

• Talented marketing executive and leader - generates creative approaches - exposes differentiated, strategically significant performance - leads to market premium

• Establishes brand value - drives revenue and organizational performance, especially with new products and compensation design

• Concurrent business experience and advanced degrees – MBA, DBA (Doctorate of Business Administration) Marketing (a.b.d.). Traditional and online teaching experience

• Concentrated channel activity during market/housing crash to limit revenue reduction by 75%

• Increased add-on sales by 75% with a peak of 18% of total selling price

• Led crisis manufacturing plan to full production within 60 days vs. 180; stable rationing guided customer planning, gained loyalty; benefits produced 10% major new customer revenue

• Implemented market segmentation strategy contributing to 67% unit and revenue growth

• Increased high volume leads to sales turnover ratio by 20% within 12-month program

• Developed alternate sales channel strategies for $100 million+ division

NOTABLE SKILLS

Incisive market analysis

Business development manager

Persuasive customer champion

Extremely strong communicator

Full P&L responsibility

Enterprise leader

Product researcher and planner

Marketing/matrix expertise

Accomplished brand manager

Product line management expert

Proven sales force trainer

Change management driver

Effective, organized business manager

Experienced executive committee leader

Personnel development manager

Strategic marketing visionary

RECOGNIZED ACCOMPLISHMENTS

Took leadership of marketing and sales organization for commodity manufacturer. Reorganized marketing, distribution, branding, product development, and promotions.

Result: Segment margin growth during market/housing crash.

Initiated and led development of industry manufacturers’ association.

Result: Established industry-wide seal-of-approval program and process certifying products compliance with industry standards in first 2 years.

Designed a multi-tier, differentiated, ladder-price product offering, including new products, for national retail chain expecting 50% revenue drop in sales.

Result: 30% unit sales drop kept retailer revenue flat, company increased margin by 5 percentage points with retailer.

DETAILED CAREER HISTORY

Ward Manufacturing, LLC, (Hitachi Metals) VP Marketing & Sales, Blossburg, PA 2008–2011

(Manufacturer, industrial segments and building materials)

Executive officer position with full P&L responsibility for marketing, sales, customer service, distribution channel development. Drove new product development process, strategic marketing, marketing communications, international business and partnerships in Canada, Asia, UK, and EU, as well as Brazilian market initiative.

• Established policies, practices, & procedures in diverse sales force and nationwide manufacturers’ representatives selling to wholesale dealers across North America

• Implemented system to capture manufactured products to contribute to production and new product revenue, replacing purchased products with manufactured products

• Led association and industry representation and policy development (AHRI, NFPA, CPTI)

• Rationalized and modernized ad hoc pricing, selling, and sales promotional systems

• Managed automation of global sales data, processing department, CSR function

• Implemented dynamic, scalable sales compensation system

Compass Point, Ltd., Consultant, Allentown, PA 2007–2008

(M&A research, non-profit merger, marketing program development projects)

Omega Corp., VP Marketing & Sales, Allentown, PA 2005–2007

(Land and subdivision development, community design, residential & commercial construction)

Collaborate with COO in EVP role. Executive committee position with full P&L responsibility for marketing, sales, customer service, quality functions, and property management. Trained and managed sales for 6 communities. Charged with shifting culture to align with market conditions, establishing sales and administration policies, practices, and procedures.

• Restructured branding, promotions & pricing structures, created online strategy & presence affecting several regional communities and overall brand

• Constructed compensation program to shift sales personnel behavior

• Designed and sourced training program for sales force

Valley Forge Corp., Dir., Marketing & Sales, Womelsdorf, PA 1999–2005

(Multichannel manufacturer & marketer: consumer products; textile, flag, and decorative products)

Leading company goals, integrating full P&L responsibility for product development, planning and portfolio management, sales, major account strategy, and compensation development.

• Drove new product sales and global sourcing from 0% to 20% of overall revenue

• Increased revenue margins during period of SKU rationalization and unit decline

• Aligned company, competitors, and vendors to form industry association

The Stanley Works, Allentown, PA 1985–1999

Marketing / Communication / Analyst / Strategy

(Manufacturer: material handling, storage and automated systems, tools)

VarCom Communications, Allentown, PA 1983–1985

Vice President, Operations

(Marketing, communications, PR: product design, licensing, packaging, POP strategy)

Merling, Marx & Seidman, New York, NY 1979–1983

Assistant Vice President, Client Services

(Marketing firm: product design, licensing, packaging, POP & channel strategy)

CREDENTIALS

DBA, Marketing (a.b.d.), Nova Southeastern University, ~1999

MBA, Marketing, De Sales University, 1994

BA, English Studies, Allentown College of St. Francis de Sales, 1977

Professional/Executuive Training: Problem Solving; Statistics; Teams & Facilitation; Sales, 1988–1990; AMA Distribution Management, 2000; Accountability Management, 2011

EXEMPLARY ACCOMPLISHMENTS

Ward Manufacturing, LLC faced a commodity environment and an oncoming crash in its primary housing marketplace. By focusing sales efforts on specific channel segments, the largest segments were limited to 8% reductions in the 2008–2009 period vs. 36% reductions in other segments.

Concurrently, a new product initiative to identify and produce existing products for new applications led to thermal solar, geothermal, and other industrial applications.

Member of executive management group of EU partnership for OEM distribution, expanding from 1 country to 6 within 3 years.

Manage introduction of international product sales to provide more competitive position for distribution channel, resulting on ~23% margin increase at the manufacturer representative level on new business.

Omega, Inc. provided low to mid-market single and multi-family housing in medium to large regional development. Consistently sold-out communities frustrated customers. An aggressive program of branding and pricing upgrades, coupled with simplification of complex option selections led to a 75% increase in add-on sales. Targeted price increases in all communities slowed sell-outs and increased margin significantly.

During my tenure at Valley Forge Company, the market’s organic demand was stable and slowly fading, with an unpredictable spike about every 10 years. 9/11 provided that spike during in this period. My ad hoc design for product rationing across three channels resulted in well-informed customers, evenly distributed product, and a net gain of customers, and was used for 2 more years after 9/11.

An ambitious project to create a “new-to-the-world” product involving required inconsistent, poorly distributed, and variably duplicated color on a textile, clearly opposite to traditional performance. This aging process created striking antique characteristics. With new-to-the-category, high-end packaging, a simple cotton product that languished at under $25 retail suddenly sold out at $60 and higher. Along with competing “me-too” products, 2.5% of brand new industry revenue was realized with margin increases reported in the double digits for all manufacturers.

As the #2 firm in the industry, a new web-based service resulted in a robust, useful, narrowly focused tool that benefitted 3 out of 4 sales channels and boosted competitive standing in all channels. By pushing customer-specific pricing and delivery information through the web, nonessential calls to customer service lines were reduced, speeding transactions for 2,500 commercial customers. A consumer interface also provided a zip code based referral system that sent web visitors directly to commercial dealers and retailers, complying with their commercial requirements.

While with The Stanley Works, a $60 million division grew to $100 million in 6 years due to a market segmentation and product application process I implemented. Using high-performing and high-intellect field marketing personnel, individual market segments were identified, managers trained in marketing and sales programs, and promotional strategies put into place for multiple market segments such as healthcare, automotive, construction equipment, military, microelectronic distribution, and manufacturing.

Later, my market analysis supported the strategic acquisition of an automated material handling firm. The new entity was known as the industry leader within 12 months and had produced an additional 12% of revenue for the acquiring division.

PUBLICATIONS AND WHITE PAPERS

Facility Care Compliance Management for Healthcare Operations, “Designing Storage for Healthcare Facilities,” Focus on Design, September, 1997.

AFE Facilities Engineering, “University Adopts Industrial Storage Solutions.” with Don Kuhrt, July/August, 1997.

Proceedings of the Marketing Management Association, “A critical summary of new industrial product literature,” Spring Conference, Chicago, IL, 1996. Doctoral publication achievement.

Columnist, “Advertising Manager’s Desk,” Deadline, monthly publication of Business Marketing Association, Philadelphia Chapter.

Charter Columnist, Out ‘n About Magazine, lifestyle magazine.

New Product Success Factors in Fortune 1000 Firms, Doctoral Dissertation in Process, Nova Southeastern University.

Correlations between firm and employee behavior in new industrial development processes, construct development and literature search, doctoral thesis work, Nova Southeastern University, 1999 - current.

Five stages of employee commitment and behavior, construct development and literature search, with Lynn, Daniel. Unaligned professional research, 1999.

National Technology Improvement Act of 1996: an analysis and recommendation, doctoral work in public policy, Nova Southeastern University, 1996.

The XXXXXXX Works, a Strategic Plan for Wall Street, doctoral work in management strategy, Nova Southeastern University, 1996.

Summary and critique: Managing Assets & Skills, the Key to Sustainable Competitive Advantage, David A. Aaker, doctoral work in brand equity, Nova Southeastern University, 1996.

Summary and critique: Experimental test of an Emotion-Based Approach to Fitting Brand Names to Products, Mehrabian and de Wetter, doctoral work in brand equity, Nova Southeastern University, 1996.

Indications of Brand Decay, doctoral work in brand equity, Nova Southeastern University, 1996.

The Not-So-Great Atlantic & Pacific Tea Company, an Analysis of Long Term Market Share, doctoral work in brand equity, Nova Southeastern University, 1996.

Information Technology’s Role in the Product Development Process, doctoral work in MIS, Nova Southeastern University, 1995.

Team building practices in learning organizations, doctoral work in organizational behavior and human resources, Nova Southeastern University, 1995.

Links Between Firm and Individual Behavior in New Product Process, an exploratory paper, doctoral work in organizational behavior and human resources, Nova Southeastern University, 1995.

Factors in New Industrial Product Successes, doctoral work in marketing management and research, Nova Southeastern University, 1994.

Ignore at your own peril: Buick Reatta Case Study, doctoral work in marketing management and research, Nova Southeastern University, 1994.

Using Forward Integration to Capture Downstream Efficiencies in Soft Drink Bottling, Unpublished Masters Thesis, College of St. Francis de Sales, 1993.

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