Industrial Sales & Marketing Pro

PROFESSIONAL SUMMARY

Sales & marketing professional adept at structuring

and delivering company’s value proposition to target

customers. Hands-on experience on both revenue & cost

sides of business. Significant key account management

background. Top producer with particularly strong

communication skills. Well-rounded management back-

ground ensures a balanced business perspective.

EXPERIENCE

Sapa Extrusions, Inc Pittsburgh, PA

U.S. aluminum soft-alloy extrusion business unit of

global conglomerate Orkla ASA of Norway. 2007 - 2009

Regional Sales Manager Cincinnati, OH

Account manager position with emphasis upon N.A.

automotive accounts, but with addition of industrial

customers. Account base increased to > 35 customers,

in 7 states and Mexico, by 2009. Key activities:

identifying/securing new business, sales forecasting,

negotiation of Supply Agreements, protect/grow share

at existing accounts, past due cash collection/resolve

credit issues, collect/report competitive intelligence,

develop/execute account plans.

* Achieved 95% of shipments & 99% of conversion revenue

(CR) plans in 2008. Actual results: 16.5 million lbs.

shipped to generate US$10.3 million of CR.

* Achieved 112% of shipments and 130% of CR plans in

2007. Actual results: 18.1 million lbs. shipped to

generate US$11.4 million in CR.

Alcoa Engineered Products Chicago, IL

Global aluminum extrusion business unit of Alcoa, Inc.

of Pittsburgh, PA. 2005 - 2007

Regional Sales Manager-Automotive Cincinnati, OH

Account manager position focused upon penetration of

soft-alloy aluminum extrusions in N.A. automotive

applications. Seek profitable volume & conversion

revenue growth.

* Managed & negotiated resolution of a large, under-

utilized customer Fixed Metal Contract, resulting

in a 2006-2007 extraordinary gain of > US$4 million.

* Directed cross-functional team assembled to address

a major Q1 2007 quality excursion at a key account.

Result was issuance of a $40K part-sorting credit,

but no field incidents/recall at the automaker level.

No loss of share with Alcoa's customer.

* Managed all aspects of commercial relationship with

20 assigned accounts, generating 14.9 million lbs.

of shipments and US$8.9 million of CR in 2006.

* Achieved 120% of shipments plan and 142% of CR plan

in 2006.

AGC Automotive Americas Co. Florence, KY

N.A. automotive business unit of Asahi Glass Co., Ltd.

of Tokyo, Japan. 2002 - 2005

Director, Marketing Florence, KY

Managed all marketing activities at US$400 million N.A.

auto glass supplier. N.A. rep. on global auto mktg

team. Created & managed 2004 budget of US$886K.

Directed market research, data collection/analysis/

reporting, trend ID and tracking, forecasting, Sales

Dept support, competitive analysis, benchmarking,

intellectual property, market-driven new product

development, vehicle segmentation analysis, pricing

strategy & guideline formulation, advertising &

promotion, press releases, media contact/spokesperson,

brand management. Reported to VP-Sales & Marketing.

Two salaried direct reports.

* Achieved 12% & 7% top line YOY growth in 2002 &

2003, respectively, for N.A. business.

* Led introduction of Stage-Gate™ methodology into

new product development process.

* Project leader for global market assessment to

evaluate US$5.3 million R&D asset.

* Planned & guided 2003 strategic plan update process.

* Managed all aspects of roll-out for new company

name and global brand in N.A.

Alcan Aluminum Corporation Cleveland, OH

U.S. business unit of Alcan Inc. of Montreal, Quebec,

Canada 1981 - 2001

Business Unit Manager-Automotive Warren, OH

(1999 - 2001)

Directed production, production planning and process

control functions. Managed Y2000 budget of US$3.4

million. Reported to Plant Manager. Eight salaried

direct reports.

* Managed business unit through phase-out and transfer

of volume to CDN sister plant.

* Produced 119% of Y2000 production plan, within

budgetary guidelines, in support of significant

(76%) Alcan-Automotive YOY shipments growth.

* Maintained plant’s QS-9000 certification and Ford Q1

Preferred Quality rating, while posting Y2000

customer reject rate of 0.57%, amid business

transition environment.

Business Unit Manager-Can Endstock Warren, OH

(1998 - 1999)

Managed 1998 business unit budget of US$17.2 million.

Reported to Plant Manager, with twelve salaried direct

reports and strategic canstock total business unit

headcount of 82 (70 hourly).

* Business unit processed 100 million lbs. of metal,

in 1998, an amount equal to the prior year, but with

39 fewer available days, due to US$4.3 million CAPEX.

* Commissioned upgraded coating line (33% speed

increase), in Q1 1999, with associated employee

training, safety, environmental, process engineering

and productivity challenges. Encountered no adverse

commercial (service/quality) effects.

Operations Manager Warren, OH

(1996 - 1997)

Directed activities of eight salaried direct reports,

in functional areas of production, planning and main-

tenance. Reported to Plant Manager of 120-employee

manufacturing facility.

* Plant awarded Ford’s Q1 Preferred Quality Award and

QS-9000 certification in late 1997.

* Plant achieved overall rating of 132% with respect

to 1997 objectives.

Market Director-Industrial Prods Group Cleveland, OH

(1994 - 1996)

Complete sales & marketing responsibility for sales to

building products market & distributor channel. Guided

sales mgmt. activities, pricing policies & decisions,

competitive analysis, gross margin management, revenue

growth planning and CRM. Reported to GM of US$2 billion

division. Managed six salaried direct reports, total

IPG staff of twelve and $1.4 million 1995 Dept. budget.

* Achieved record revenue contribution for business

sector, in 1995, at US$254 million. A 26% increase

over prior year and more than twice IPG revenue

generated in 1991.

* Pioneered concept of “formula pricing” (metal index

plus a fabrication conversion charge) to North

American metals distributor channel. Transferred

metal price volatility risk.

Previously Sales Manager, Automotive - N.A. (1993) -

Southfield, MI ; Marketing Manager - Car Components

(1991-92) - Tokyo, Japan ; Senior Sales Rep, Packaging

Products (1988-91) - Cleveland, OH ; Sales Rep - IPG

(1985-88) - Minneapolis, MN ; Cust Service Rep -

Distributor Sales (1982-85) - Warren, OH ; Sales

Trainee (1981-82) - Fairmont, WV.

EDUCATION

B.S. in Business Administration 1981

Bowling Green State University Bowling Green, OH

* Cum Laude graduate with double-major in Marketing.

PROFESSIONAL DEVELOPMENT

Alcoa Growth Process Detroit, MI 2006

(Alcoa Human Resources)

Crisis & Media Management Florence, KY 2002

(C4CS, LLC)

Modern Safety Management Atlanta, GA 1996

(Det Norske Veritas)

Alcan Executive Development Montreal, CN 1994

(Alcan Human Resources)

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