Paul Canavan Resume
Resume:
PAUL M. CANAVAN
** ********** ****, ******** *****, NJ 07046
*********@*******.***
DIRECTOR / MANAGER -
SALES & MARKETING /
PRODUCT MANAGEMENT
Product Development / Launches / Market Research
P&L / Key Accounts / Reps / Teams /
Growth Strategies / Market Penetration /
Negotiations / MarCom / Licensing / B2B / CRM
Developed and implemented strategies for long-
term revenue growth for industry leaders,
including American Cyanamid and Hayward
Industries. Conducted market research,
identifying new markets and uncovering demand
for new products. Collaborated on product
development, targeting untapped demand. Turned
around underperforming product lines. Directed
agencies developing marketing communications.
Responsible for P&L on revenues to $54M.
* Introduced innovative new product line, taking
sales from zero to $21M in three years for
Hayward.
* Turned around slumping product line at
Hayward, boosting sales 50% to $12M in three
years.
* Revamped sales, marketing and distribution
strategy, preserving key account and protecting
revenue.
* Created innovative program, gaining pre-launch
exposure with 60% of market for American
Cyanamid.
Key Skills: Identifying and penetrating
profitable new markets and accounts. Leading
effective sales and marketing efforts, growing
business with existing clients. Recognizing
demand for new products and collaborating on
product development. Developing strategies to
ensure steady long-term revenue growth. Building
durable customer relationships.
BS, Management and Logistics, Northeastern
University.
SELECTED ACCOMPLISHMENTS
Introduced innovative new product line, taking
sales from zero to $21M in three years for
Hayward. Competition had differentiated it
products and was increasing share. Recognized
opening in niche for new specialty product line.
Collaborated on specifications and negotiated
license agreement with supplier for industry-
first microprocessor-controlled LED lights.
Developed and implemented successful marketing
plan, delivering sustained growth.
Turned around slumping product line at Hayward,
boosting sales 50% to $12M in three years. Sales
were slipping. Identified opportunity to
increase share with expanded product line.
Collaborated with engineering team on seven new
items. Evaluated pricing benchmarks among
competition and revamped price structure.
Developed marketing plan. Directed agency on
creation of new marketing communication
materials. Retrained sales team on updated line.
Revamped sales, marketing and distribution
strategy, preserving key account and protecting
revenue. Hayward competitor was poised to take
largest account in a price war, threatening 50%
of product line sales. Recognized opportunity to
reduce costs through bulk shipping direct to
distributors from Chinese plants. Passed savings
on to customers, offering aggressive full-
container pricing incentives. Negotiated
exclusive supply agreements with largest
wholesale customer. Boosted sales 20% to $22M in
first year.
Created innovative program, gaining pre-launch
exposure with 60% of market for American
Cyanamid. Company developed new chemical.
Identified opportunity to conduct field testing
with key corporate clients to establish pre-
launch beachhead for new product. Won
cooperation from three largest potential U.S.
accounts to run nationwide tests. Established
brand reputation before release. Generated
immediate sales at release, with first year
sales projected at $9M.
CAREER HISTORY
Hayward Industries, Product Marketing Manager
for $500M controls, lighting and equipment
manufacturer, 2002-2008.Recruited in to manage new
product development and marketing for two
product lines. Design and implement marketing
plans, sales promotions and pricing incentives.
Collaborate with agencies on marketing
communications materials. Create one and five-
year strategic product development plans.
Negotiate licensing agreements.
American Cyanamid, $3.8B chemical manufacturer,
1988-2000. Promoted progressively through
positions, including:
Sales & Marketing Manager. Responsible for P&L
on product portfolio. Directed sales team and
manufacturer reps. Implemented sales and
marketing strategy. Developed annual business
plans. Managed new product development, pricing
and incentive/promotional programs.
Marketing Manager. Responsible for income
statement and product portfolios. Managed key
accounts, including three largest companies in
industry. Led collaboration among manufacturing,
customer service and R&D areas.
Product Manager. Negotiated and implemented
manufacturer's representative agreement.
Developed training programs for two largest U.S.
accounts.
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