OVERVIEW
A versatile and goal oriented business development leader with extensive experience in strategic marketing, technology design, brand management, sales, competitive intelligence research, customer segmentation, value proposition development, market launch plans and new product development. An analytical evaluator who leverages technical knowledge with creative problem solving skills to synthesize complex data. Transforms information into opportunity, delivering a measurable competitive advantage and positioning a company for long term growth.
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EXPERTISE
NEW BUSINESS DEVELOPMENT / INNOVATION
Excellent at communicating future opportunities backed by the ability to develop and lead new product, new platform and new business model development. I understand how to analyze value chains, conduct Voice of the Customer and Voice of the Industry using primary, secondary and competitive intelligence to find value leveraging core competencies. Experienced in developing B2B as well B2C commercial opportunities. Spent the first half of my career in Consumer Products industry. I understand the downstream as well as the upstream which helps to uncover new opportunities for growth.
Over the past 10+ years many raw material companies have shifted their technology focus toward short term application development efforts. This style of new business development will only replace business that's being lost through the back door. Raw material companies need to find a balance between organic and inorganic growth. Inorganic is easier but rarely delivers the results that organic growth can provide over the long term.
STRATEGIC MARKETING
Able to direct comprehensive projects encompassing addressable market, unmet customer needs, customer and industry segmentation, buying process, desired behaviors, path to market, value proposition development and market launch plans with the goal to achieve a sustainable competitive advantage.
DESIGN COMPETENCY
Able to build and direct a Design Competency to leverage the functional capabilities of core technology to increase adoption. Design becomes the common language or bridge that connects the raw material supplier with the finished goods manufacturer who connects to the end user. The languages are completely different. One tends to be highly technical - the other is highly emotive and functional. The Designer often doesn't care about the reasons why the technology is performing the way it does....just that it does and how that translates into functionality for the user.
BRAND MANAGEMENT
A complete understanding of the four P's of Marketing including brand positioning, primary and secondary research, quantitative and qualitative, trade promotions, retail POS programs, promotional programs and events and value pricing models. Able to lead and drive new product development inside the brand which would be product or brand extensions, cost savings that could come from packing changes distribution cost savings based on program details, etc. Everything that helps to build the personality of what the brand stands for in the market. This takes someone who has a good balance of tactical execution along with enough creative insight to give the brand a personality.
SALES & SALES MANAGEMENT
A broad range of selling experiences from small to medium sized customers from the early part of my career to the very large global customers today. Selling is part of any Marketing or New Business Development function. Experienced in Strategic Account selling which often happens in small teams. Some of these large Strategic Accounts would be companies like DuPont, PPG Industries, BASF and Dow. I have extensive experience selling in a B2C as well as B2B with large retailers such as Walmart, Home Depot and Lowe's Home Improvement Centers.
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EXPERIENCE
Celanese International: Cincinnati, OH
2012 - Present
Director of New Business Development / Innovation
Responsible for leading a global team of eleven Commercial / Marketing / Technology professionals. Leverage Celanese polymer platforms to generate new growth platforms. Developed a pipeline of opportunity worth over $1 billion dollars. Commercialized two platforms that will lead to $200 million dollars of new business per year within 10 years. The variable margins of these new platforms are two and three times the normal variable margin of the existing platforms in the pellet form.
Extensive International experience: Frequent travel to: United Kingdom, Scotland, Germany, Amsterdam, Switzerland, France, Portugal, Italy, Brazil and China. Experienced in international social and commercial business practices.
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Albemarle Corporation: Baton Rouge, LA
2010 - 2012
New Business / Brand Development
Developed an eco-friendly chemical brand Green Armor go-to-market strategy to transition legacy bromine technologies under immense regulatory pressure from NGOs, EPA, NIEHS as well as OEMs. Responsible for developing strategic partnerships, tactical marketing plans across the whole value chain. Worked directly with large customers Dow, Samsung, Apple, Sony, Lenovo, Walmart, Best Buy and Underwriters Lab to build industry consensus for new technology. Several months prior to launch the product was pulled by the EPA because of HSE concerns. (see slide # 31 under Innovation tab)
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Bell Helicopter / Textron: Bristol, VA
2009 - 2010
Director of Sales & Marketing: Commercial Aftermarket: www.aero-access.com
Responsible for all Sales and Marketing activities of Bell Helicopter's after market parts division - Aeronautical Accessories. Sales team included 4 field based sales people and 8 customer service phone sales people. Hired and built a traditional Marketing team of 3 to develop new products, update and develop new sales and marketing materials, annual catalog, press releases, new product launches, internet ordering system and updated phone system to increase customer satisfaction by routing calls to reduce wait time.
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Eastman Chemical Company: Kingsport, TN
2003 - 2009
New Business Development Director: Innovation Group: www.innovationlab.eastman.com
Held several positions in the Innovation Group: Director Marketing, Strategy Development, Strategic Account Innovation. Worked closely with the Corporate Account Sales team to build growth platforms inside our large customers.
Chartered to identify, analyze, and select opportunities that would lead to sustained profitable growth within the $4B Chemicals & Fibers business group. Focus was toward growth opportunities in excess of $100 million per platform with an overall focus on identifying new products, new markets and new business models.
Helped to move Eastman downstream into their first consumer product sold through Lowe's Home Improvement Centers by leveraging core filter tow legacy technologies. Developed strategic partnership with large Corporate Account as one of our supply partners. See more of this major accomplishment at: http://www.perennialwood.com
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PPG Industries: Pittsburgh, PA
1993 - 2003
Held several key positions in 10 years with PPG across a wide spectrum of business functions. Responsibilities were related to growth initiatives, sales development, marketing, purchasing and strategic alliances.
Brand Manager Olympic Stain: www.olympic.com Responsible for $400M P&L brand. Restructured the brand architecture to meet a changing retail and consumer landscape. The retail channel was consolidating around three major players: Lowe's, Home Depot and Menards. The consumer was becoming more time compressed and having a difficult time understanding how to make a decision. Repositioned the brand along an aesthetic decision. I have extensive creative and advertising agency management experience including copy development, media planning, brand positioning, trade promotion, electronic and media planning and buying, retail POP and consumer print promotions.
Business Development Architectural Finishes: Responsible for developing purchasing and branding strategies for all non-manufactured products to support company store acquisition of Porter Paints. Promoted to lead PPG's flagship consumer product worth $400MM at the time.
Business Development High Performance Coatings: www.ppg.com/coatings/pmc/hpc Chartered to develop go-to-market strategies including strategic alliances, market focus strategies, segmentation strategies, dealer and distributor sales programs to grow PPG's Industrial Coatings business within the Architectural Coatings division.
National Account / Regional Sales Manager: Responsible for sales to large strategic corporate accounts such as: Walmart, Kmart, Home Depot, Lowes, Sears.
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A versatile and goal oriented business development leader with extensive experience in strategic marketing, technology design, brand management, sales, competitive intelligence research, customer segmentation, value proposition development, market launch plans and new product development. An analytical evaluator who leverages technical knowledge with creative problem solving skills to synthesize complex data. Transforms information into opportunity, delivering a measurable competitive advantage and positioning a company for long term growth.
-----------------------------------------------------------------------------------------------------
EXPERTISE
NEW BUSINESS DEVELOPMENT / INNOVATION
Excellent at communicating future opportunities backed by the ability to develop and lead new product, new platform and new business model development. I understand how to analyze value chains, conduct Voice of the Customer and Voice of the Industry using primary, secondary and competitive intelligence to find value leveraging core competencies. Experienced in developing B2B as well B2C commercial opportunities. Spent the first half of my career in Consumer Products industry. I understand the downstream as well as the upstream which helps to uncover new opportunities for growth.
Over the past 10+ years many raw material companies have shifted their technology focus toward short term application development efforts. This style of new business development will only replace business that's being lost through the back door. Raw material companies need to find a balance between organic and inorganic growth. Inorganic is easier but rarely delivers the results that organic growth can provide over the long term.
STRATEGIC MARKETING
Able to direct comprehensive projects encompassing addressable market, unmet customer needs, customer and industry segmentation, buying process, desired behaviors, path to market, value proposition development and market launch plans with the goal to achieve a sustainable competitive advantage.
DESIGN COMPETENCY
Able to build and direct a Design Competency to leverage the functional capabilities of core technology to increase adoption. Design becomes the common language or bridge that connects the raw material supplier with the finished goods manufacturer who connects to the end user. The languages are completely different. One tends to be highly technical - the other is highly emotive and functional. The Designer often doesn't care about the reasons why the technology is performing the way it does....just that it does and how that translates into functionality for the user.
BRAND MANAGEMENT
A complete understanding of the four P's of Marketing including brand positioning, primary and secondary research, quantitative and qualitative, trade promotions, retail POS programs, promotional programs and events and value pricing models. Able to lead and drive new product development inside the brand which would be product or brand extensions, cost savings that could come from packing changes distribution cost savings based on program details, etc. Everything that helps to build the personality of what the brand stands for in the market. This takes someone who has a good balance of tactical execution along with enough creative insight to give the brand a personality.
SALES & SALES MANAGEMENT
A broad range of selling experiences from small to medium sized customers from the early part of my career to the very large global customers today. Selling is part of any Marketing or New Business Development function. Experienced in Strategic Account selling which often happens in small teams. Some of these large Strategic Accounts would be companies like DuPont, PPG Industries, BASF and Dow. I have extensive experience selling in a B2C as well as B2B with large retailers such as Walmart, Home Depot and Lowe's Home Improvement Centers.
-----------------------------------------------------------------------------------------------------
EXPERIENCE
Celanese International: Cincinnati, OH
2012 - Present
Director of New Business Development / Innovation
Responsible for leading a global team of eleven Commercial / Marketing / Technology professionals. Leverage Celanese polymer platforms to generate new growth platforms. Developed a pipeline of opportunity worth over $1 billion dollars. Commercialized two platforms that will lead to $200 million dollars of new business per year within 10 years. The variable margins of these new platforms are two and three times the normal variable margin of the existing platforms in the pellet form.
Extensive International experience: Frequent travel to: United Kingdom, Scotland, Germany, Amsterdam, Switzerland, France, Portugal, Italy, Brazil and China. Experienced in international social and commercial business practices.
-----------------------------------------------------------------------------------------------------
Albemarle Corporation: Baton Rouge, LA
2010 - 2012
New Business / Brand Development
Developed an eco-friendly chemical brand Green Armor go-to-market strategy to transition legacy bromine technologies under immense regulatory pressure from NGOs, EPA, NIEHS as well as OEMs. Responsible for developing strategic partnerships, tactical marketing plans across the whole value chain. Worked directly with large customers Dow, Samsung, Apple, Sony, Lenovo, Walmart, Best Buy and Underwriters Lab to build industry consensus for new technology. Several months prior to launch the product was pulled by the EPA because of HSE concerns. (see slide # 31 under Innovation tab)
-----------------------------------------------------------------------------------------------------
Bell Helicopter / Textron: Bristol, VA
2009 - 2010
Director of Sales & Marketing: Commercial Aftermarket: www.aero-access.com
Responsible for all Sales and Marketing activities of Bell Helicopter's after market parts division - Aeronautical Accessories. Sales team included 4 field based sales people and 8 customer service phone sales people. Hired and built a traditional Marketing team of 3 to develop new products, update and develop new sales and marketing materials, annual catalog, press releases, new product launches, internet ordering system and updated phone system to increase customer satisfaction by routing calls to reduce wait time.
-----------------------------------------------------------------------------------------------------
Eastman Chemical Company: Kingsport, TN
2003 - 2009
New Business Development Director: Innovation Group: www.innovationlab.eastman.com
Held several positions in the Innovation Group: Director Marketing, Strategy Development, Strategic Account Innovation. Worked closely with the Corporate Account Sales team to build growth platforms inside our large customers.
Chartered to identify, analyze, and select opportunities that would lead to sustained profitable growth within the $4B Chemicals & Fibers business group. Focus was toward growth opportunities in excess of $100 million per platform with an overall focus on identifying new products, new markets and new business models.
Helped to move Eastman downstream into their first consumer product sold through Lowe's Home Improvement Centers by leveraging core filter tow legacy technologies. Developed strategic partnership with large Corporate Account as one of our supply partners. See more of this major accomplishment at: http://www.perennialwood.com
----------------------------------------------------------------------------------------------------
PPG Industries: Pittsburgh, PA
1993 - 2003
Held several key positions in 10 years with PPG across a wide spectrum of business functions. Responsibilities were related to growth initiatives, sales development, marketing, purchasing and strategic alliances.
Brand Manager Olympic Stain: www.olympic.com Responsible for $400M P&L brand. Restructured the brand architecture to meet a changing retail and consumer landscape. The retail channel was consolidating around three major players: Lowe's, Home Depot and Menards. The consumer was becoming more time compressed and having a difficult time understanding how to make a decision. Repositioned the brand along an aesthetic decision. I have extensive creative and advertising agency management experience including copy development, media planning, brand positioning, trade promotion, electronic and media planning and buying, retail POP and consumer print promotions.
Business Development Architectural Finishes: Responsible for developing purchasing and branding strategies for all non-manufactured products to support company store acquisition of Porter Paints. Promoted to lead PPG's flagship consumer product worth $400MM at the time.
Business Development High Performance Coatings: www.ppg.com/coatings/pmc/hpc Chartered to develop go-to-market strategies including strategic alliances, market focus strategies, segmentation strategies, dealer and distributor sales programs to grow PPG's Industrial Coatings business within the Architectural Coatings division.
National Account / Regional Sales Manager: Responsible for sales to large strategic corporate accounts such as: Walmart, Kmart, Home Depot, Lowes, Sears.
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