Sales Manager

PAT Pignataro

***** ******* ***** ***** ********, OH 44133 ***********@*****.*** c440.454.3787 h440.230.0605

SUMMARY OF QUALIFICATIONS

A results-driven Product/Market Manager with extensive experience in business development, marketing, customer relationship building and personnel motivation/management possessing a passion to win. A proven record of enhanced profitability, business growth, and strategic initiatives. An excellent acumen to understand new business and make an immediate impact. Dedicated to exceeding business goals. Strong plastic/polymers and mechanical/process equipment background.

Strategic Plan Revitalized Mature $ 42M Business, Sales Funnel Build $ 20M, $ 4M Closed Yr. 1

Managed Price, Cost and Mix to Increase ASP $ .18/GM 16%, Reduced Material Cost $ 1M

Multifaceted Brand Strategy Resulted in $ 100M in Sales, $ 1M Print/Trade Show Ad Campaign

Increased Sales 195%/GM 258%, Improved Close Rate from 32% to 87%, Reduced Cost 20%

CORE COMPETENCIES

Brand Management/Marketing Strategic Planning Business Acumen

P&L Accountability Value Selling Problem Solving

New Business Development Account Management Detail Oriented

Personnel Management Matrix Management Customer Advocacy

PROFESSIONAL EXPERIENCE

STERIS Corporation, Mentor, OH – Life Science Group (2010-Present)

Global leader in infection prevention, contamination control, surgical and critical care technologies serving the healthcare and pharmaceutical environments with $ 1.2 billion in sales worldwide.

Product Manager, Steam Sterilization (Global) April 2010 – Present

P&L responsibility. Developed and implemented a comprehensive strategic plan to revitalize a mature $ 45M business through strategic pricing/positioning, and product platform cost reduction via design/manufacturing simplification.

Via in-depth market research/direct customer contact (VOC) determined Product Line was significantly overdesigned

Successfully led multi-functional NPD project team to redesign LAB Product utilizing Stage Gate and Kiazen processes

Developed and implemented a market based price strategy to reduce market share erosion until redesign completed

Worked closely with Sourcing and Manufacturing to in-source key components to reduce Product cost

PolyOne Corporation, Specialty Engineered Materials Division (2008 – 2010)

Premier provider of specialized polymer materials and solutions with $ 3M billion in sales to a wide variety of custom processors in a multitude of industries such as healthcare, industrial, automotive consumer, building and construction.

Sr. Industry and Product Manager, Specialty Wire & Cable Products Jan. 2008 – March 2010

Developed and implemented a comprehensive strategic plan to revitalize a mature $ 42M business through sales translation, new business development, new product platform introduction and brand promotion.

Resulted in first year Sales Funnel Build of $ 20M realizing $4M EAV in closes in the first year

Managed Price (market based), Cost and Mix resulting in a $ .18 increase in ASP and a 16% increase in GM

Worked closely with Sourcing to negotiate more than $ 1M in cost reductions from major raw material suppliers

Direct responsibility for sales and service of large house accounts with total sales of $ 12M at 19% GM

Via in-depth Market Research and Direct Customer Contact (VOC) developed comprehensive Strategic Plan

Integral member of team that led major manufacturing realignment (closed 2 plants -moved production to 3 others)

Launched of two new product platforms and two enhanced product platforms via stage gate process

Lubrizol Inc. (formerly Noveon/BF Goodrich), TempRite ® CPVC Division (2002-2008)

A leading specialty chemicals, lubricants and additives manufacturer with approximately $5 billion in annual revenue providing chemicals for an array of applications in the transportation, industrial, and consumer markets.

Market Manager, Plumbing Nov. 2005 – Jan. 2008

Led Brand marketing effort in the North American plumbing market to pull-through the sales of CPVC compounds via Brands of Pipe and Fittings manufactured by Licensee Processors. Administered pricing policies, rebate programs trademark usage and quality programs. Guided new product development and implementation.

Managed a multifaceted Brand strategy, $ 100M in sales pulled through plumbing channel via wholesalers/big box

Guided (across matrix) pull-through efforts of North American Sales Force (22 individuals) targeting builders/plumbers

Led development of major new product line from R&D stage, through approvals, field testing and commercialization

Influenced 80 individuals in all disciplines to successfully launch product in < 1 year, exceeded Sales expectations

Key contributor to the development/implementation of million dollar print/trade show ad campaign touting Brands

Account Manager (sold CPVC compounds to Licensed Processors) Feb. 2002 – Nov. 2005

Built and strengthened relationships with Licensee-Customers’ Senior Management and Owners. Negotiated new and extended existing sole source contracts. Implemented pricing policies, rebate and quality programs.

Responsible for over $ 150M per year in Sales (40+% GM) over three TempRite Plastics Product Lines

Successfully implemented 4 price increases over 3 years totaling 30%

Built relationships with customers by open, honest communication and dedication to the customers and their needs

Acted as voice of the customer on TempRite Business Teams

Saint-Gobain Corporation, NorPro Division (1995-2002)

The world’s largest building materials company and a global leader in high performance materials and glass containers with sales of $ 40 billion. NorPro was a $ 150M division supplying mass transfer equipment to refineries.

Product/Business Manager, Plastics Oct. 1999 – Feb. 2002

Responsible for the profitability of the Plastics Business. Defined/created/implemented a comprehensive strategic plan identifying profitable new markets, applications and products to grow business. Supervised team of 8 individuals.

Aggressively increased product line Sales by 195% while increasing margin by 258%

Developed/Implemented strategic plan to target un-served markets via dedicated sales and manufacturers’ reps

Eliminated price list in favor of project/job pricing increasing close rate from 32% to 87%

Reduced costs 20% by negotiating better sub fabricator pricing, spot buying raw materials and improving packaging

Successfully launched 3 new products through guiding a multi-functional team from conception to commercial

Account Manager June 1995 – Oct. 1999

Responsible for Sales and technical support of NorPro’s mass transfer equipment. Actively called on existing accounts and developed new accounts in the chemical, petrochemical and refining industries. Directly supervised Inside Sales.

Nearly tripled territory sales during tenure by cross selling, translation and hard work

Received “Million Dollar Month” award 8 times, highest dollar volume of Sales of any of the Sales Force in 1998 and 1999

Niabco Equipment Sales (1991-1995) Sales Engineer Jan. 1991 – May 1995

EDUCATION

Bachelors of Chemical Engineering (BChE) - Cleveland State University, Cleveland OH – 1989

Contact this candidate