Resume - VP Sales used strategic planning to increase annual profit by $13 mm and sales b...

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Senior executive experienced in general and sales management, marketing and strategic planning and business/product development.
Ø Led development of a strategic plan that turned loss of $8 million into a profit of $5 million in 4 years.
Ø Closed numerous contracts for custom engineered products in excess of $5 million (some over $10 million)
Ø Negotiated several industrial product OEM supply contracts, the most recent for $4 million per year.

Adept strategist with keen market sense and proven ability to resolve complex problems, open new markets and achieve record sales.
Ø Launched microelectronic controls business that achieved $2.4 million in sales at 28% margin in year one.
Ø Introduced five new products in a single year that totaled over $7 million at 25% gross margin ($1.1 million)
Ø Achieved record sales levels in 5 of past 9 years. Restructured network of 105 manufacturers reps to achieve record $141 million.

Innovative leader adept at building teams. Uses ability to think creatively to design and implement profitable organizational changes.
Ø Established and led a team to redesign a product for a flow manufacturing process. Reduced cost by 11%, inventory by 60% and floor space by 35%. Production cycle reduced by 80% and sales increased 38%.
Ø Restructured customer service department and distribution facility, revised price structure and distribution network to turn money-losing product into a $2.2 million line with 25% gross margin.

Skilled negotiator with track record of forging corporate level partnerships to drive long-term growth.

Keen understanding of customer needs and the work environment that ensures maximum employee output.

B.A.Sc. (Systems Design Engineering), U. of Waterloo, (Canada) 1982
Professional Engineer (Ontario)
Numerous financial analysis courses
Certified trainer in Skills for an Empowered Work Force (team building skills)

PROFESSIONAL EXPERIENCE

HOWDEN BUFFALO INC, 1996 to 2002
Vice President of Sales, Columbia, SC
Led a team of 6 regional managers, an advertising department, 2 direct sales reports and 105 manufacturers reps in North America through a very difficult corporate restructuring to a record sales level of $141 million.
Ø Rationalized rep organization, hired and trained regional managers, and reestablished brand reputation.
Ø Established marketing department, ran ad campaigns, revitalized web site. Added more than $2 million in sales from leads alone.
Ø Led annual strategic planning process, instituted quote management system and competitive activity tracking systems that modernized product lines and led to reduced operating costs.

CAN-ROSS ENVIRONMENTAL LTD, 1995 to 1996
General Manager, Oakville, Ontario
Total P&L responsibility for a $6 million per year manufacturing business.
Ø Consolidated and upgraded process resulting in 35% increase in productivity.
Ø Developed strategic plan that increased sales by 17%.

ASL TOMKINS LTD, 1993 to 1995
General Manager, Sales and Marketing, Brampton, Ontario
Directed a network of manufacturers reps, the customer service department and the distribution group for this $24 million industrial products manufacturer.
Ø Achieved record sales each year, exceeding $24 million in 1994.
Ø Achieved record 30.4 % ROI, 34% gross margin.

TRANE CANADA INC, 1982 to 1993
Manager of Sales and Distribution, Toronto, Ontario
Started as a product manager after college, rose to the highest sales position in Canada. Responsible for sales network of $100 million, introduced many new products, upgraded sales management systems.
Ø Drove sales to record levels in two consecutive years by instituting aggressive marketing programs.
Ø Closed two contracts over $6 million each at over 35% margins using imaginative sales strategy.
Ø Introduced networked sales process, reducing process time 99%, increased sales 23%, and margins by 8%.

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VP Sales used strategic planning to increase annual profit by $13 mm and sales by 17% in a declining market. Proficient in marketing and sales management (direct, business-to-business, consultative, & value added). Negotiated contracts in excess of $1 mm. Record sales in 5 of the past 9 years.

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