Manager Sales

KEVIN MORIARTY

585-***-**** ********@*********.**.***

FUNCTIONAL EXPERTISE

Business Development Channel Management Partner Program Development

Account Management Segment Marketing Marketing Program Development Market Research Relationship Management Reseller Management

Professional Experience

1979-1981 Eastman Kodak—Technical Editor (DOD Independent Research & Development Program)

1982-1983 Eastman Kodak—Contract Negotiator (Army and Navy munitions contracts)

1984-1985 Eastman Kodak—IR Optics Sales Manager (infrared transmitting materials)

1986-1989 Eastman Kodak—Business Development Manager, Electronics Contract Manufacturing (ECM)

1990-1992 Eastman Kodak—Manager, Sales & Marketing, Digital Imaging Products

1993-1995 Eastman Kodak—Channel Development Manager, Digital Imaging Products

1996-1997 Eastman Kodak—Government Segment Marketing Manager, Digital Imaging Products

1998 Consultant (Freelance)—Consumer Durables, residential furniture

1999-2000 Xerox Corporation—Strategy & Analysis Manager

2001-2002 Xerox Corporation—Manager, Supplies Marketing Programs

2002 Xerox Corporation—Business Development Manager

2003-2004 Folded Wing Designs, Inc.—President and Founder (residential furniture manufacturing)

2005-2006 Creo Corporation Ltd.—Corporate Account Manager, Xerox Account

2006-2008 Eastman Kodak—Corporate Account Manager, Xerox Account (Kodak acquired Creo in 2006)

2009-2010 Consultant (Freelance)—Financial and go-to-market planning assistance for start-ups (gratis basis)

Experience Details & Highlights

Kodak 1986-1989 Represented the contract manufacturing capabilities of Kodak Apparatus Division… focus on Surface Mount Technology for PCBAs… developed Hewlett Packard into a $4.5 million annual revenue account… four consecutive years of increasing revenue

Kodak 1990-1992 Created a two-tier distribution structure for Kodak’s new line of commercial off-the-shelf (COTS) digital cameras, scanners, and printers—government industry segment… negotiated and executed Supply & Distribution Agreements with more than 40 channel partners

Kodak 1993-1997 Developed, implemented, directed Kodak’s government industry segment marketing and sales strategy for COTS digital imaging products… developed and executed a Channel Partners Program, featuring a two-level program benefits structure… delivered extensive and insightful Partner Business Intelligence results to management—feedback on product and program requirements…deep involvement in Partner go-to-market planning… directed a $600K print advertising budget (ad development and media buy).. . oversaw the development of numerous collateral pieces… managed trade show participation strategy and planning / theme delivery… grew segment revenue from $500K to $70M 1990 -1997

Consultant 1998 Market sizing and competitor analysis—high-end residential furniture

Xerox 1999-2000 Conducted numerous competitor, industry, market, and technology analyses and assessments for the Xerox Channels organization… as Strategy Manager, interacted with all divisional functions to compile and edit annual go-to-market plan… created a decision-support model for the inkjet R&D activity.

Xerox 2001-2002 Designed, launched, and managed an internet-based, international marketing program (fulfillment of a post-purchase “Free Software” offer) for the Xerox Small Office / Home Office Group… implemented an innovative menu-based offer fulfilled by a third-party… increased ink consumption 9% in the target population… established a customer data base (13,000+ records)… substantial up-sell and cross-sell results… conducted (via e-mail w/ web link) customer surveys which garnered valuable demographic, geographic, benefit, and user application data… led a website development team that built a consumer loyalty website (PrintClique.com) for the Xerox Small Office / Home Office (SOHO) inkjet business organization

Xerox 2002 Created and implemented the marketing program for Xerox Variable Information Printing software EzDocs™ (used to create customized marketing collaterals, POS signage, and other hardcopy in the manufacturing, financial services, and retail industries)… developed and promulgated pricing, positioning, promotion strategy, licensing arrangements, sales technical training content, Prospecting Guide and other sales tools, marketing collaterals, and financial justification models… developed the high-end retailer Nordstrom’s into a flagship account

Folded Wing Designs, Inc. 2003-2004 Start-up S-Corporation for design and manufacture of artisan-quality contemporary residential furniture… grew distribution into seven states… bootstrapping strategy failed

Creo / Kodak 2005-2008 Managed a strategic corporate business relationship and developed color print server business within a complex account (Xerox Production Systems Group) in a time of extensive and destabilizing change (Kodak and Xerox compete in the graphic arts / commercial printing industries)… $30M+ level of business / multiple concurrent programs / global reach… extensive co-marketing, go-to-market, and sales support activity into commercial print and other vertical industry customers… numerous pricing and product feature negotiations

Other Relevant Experience

Supervisory—led a multi-functional sales operation team

Management/Motivation—managed an eight-company team of manufacturer’s representatives

Education and Development

MBA, University of Rochester, Simon School of Business, Rochester, New York (1998)

AAS Engineering Science, Rochester Institute of Technology, Rochester, New York (1979)

BA English Literature, St. John Fisher College, Rochester, New York (1975)

Leadership Development Program, Center for Creative Leadership, Greensboro, North Carolina (1996)

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