Experience

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  Kent Elastomer Products, Inc.

  • Kent, Ohio, United States

  • Vice President, Sales and Marketing

    • Jan 2024 - Present
    • Kent, Ohio, United States

    Reporting to the president, responsible for leading growth efforts of world-class custom manufacturer of dip-molded parts and tubing used in critical pharmaceutical, medical, hospitality and recreational applications.

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  NuStep, LLC

  • United States
  • Wellness and Fitness Services
  • 1 - 100 Employee

  • Head of Business Development

    • Jan 2023 - Jan 2024

    Reporting to the CEO, led company’s efforts to identify, prioritize and pursue growth opportunities via new strategic partnerships, dealer network optimization and internal process redefinition.• Drove sales to 158% of budget for collection of key dealer and non-profit accounts.• Employed “Play to Win” strategy process to evaluate and prioritize more than three dozen strategic growth options; created cross-functional implementation teams and plans around priorities.• Pursued fitness, senior living and physical therapy strategic partnerships to spur company and new product growth.• Implemented a formalized dealer program to grow and optimize current distributor network to broaden footprint and ensure a more professional, consistent customer experience.• Identified and implemented new revenue streams designed to increase average “cart” value of each customer transaction including add-ons like accessories, extended warranties, service plans and subscriptions.

  • Executive Leadership Advisor

    • Sep 2022 - Jan 2023

    Bridge position designed to enable early start for new business development role prior to new fiscal year.• Analyzed business environment and prepared updated sales strategy for senior leadership team.• Used Strategic Choice Cascade model to frame objectives, tactics and key next steps for implementation.• Examined sales funnel and recommended optimization options to improve yield/conversion at all stages.

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  The Step2 Company

  • United States
  • Manufacturing
  • 200 - 300 Employee

  • Vice President, Business Development and Custom Products Division

    • Jan 2020 - Sep 2022

    Reporting to the CEO, responsible for overall business development for company as well as general manager assigned to aggressively grow the custom products (contract manufacturing) division.• Grew custom division from $5 million to $20 million in budgeted annual revenue, exceeding five-year plan number in half that time. $36 million run rate budgeted by EOY 2023.• Negotiated most lucrative contract in company history valued in excess of $30 million over two years with key customer.• Overhauled org structure and processes to optimize customer response and promote cross-functional support. Revamped pricing strategy to ensure maximum revenue and profit by utilizing market intel to determine customer price targets.• Consolidated customer base and SKU count to optimize portfolio toward organizational strengths. Developed portfolio growth strategy centered around identifying target segments and customers based on opportunity size and growth potential. Personally pursued and signed multi-million-dollar revenue customers.• Diversified portfolio of customers across a variety of categories and channels to include Yamaha, ORCA coolers, Children’s Factory, ECR4Kids, McCue, Kawasaki and Yale, among others.• Championed initiative to create separate branded entity and P&L to formalize division internally and externally.

  • Vice President, Innovation (Product Management) and Business Development

    • Jan 2018 - Jan 2020

    • Built company’s product management, business insights and business development teams. Responsible for entire play and home product lines ($180 million annually, 50+ new SKUs/year) as well as expanding category portfolio and distribution.• Developed and implemented “Play to Win” strategies and tactics to drive functional and corporate objectives.• Established and managed formal insights-driven Stage Gate new product commercialization process to improve internal efficiencies, better prioritize development projects, increase margins and improve product success rate.• Created new “masspirational” Kingsley Park product line and brand to target a more upscale consumer and win at higher price points. Increased category MSRPs and net margin by as much as 300% over existing products.• Implemented balanced product portfolio approach to ensure prioritization by ROI, proper category coverage and diversified mix of core, adjacent and transformational projects.• Introduced market-driven view of product strategy including using insights and trends to drive direction, positioning within the overall competitive landscape and transforming company from cost-plus pricing philosophy to value-based.• Established higher aesthetic standards for home product line to increase volume and improve margins, leading to operational improvements required to deliver against our more demanding objectives.• Pursued and secured partnerships with Amazon Key, Ring, Yale, FedEx, Instacart, Shipt, Whitehall and Boxlock.• Developed branded differentiators EverTough™ and SureShut™ to better communicate competitive advantages.

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  EcoWater Systems LLC

  • Woodbury, Minnesota, United States

  • Vice President, Sales and Marketing

    • Aug 2016 - Jan 2018
    • Woodbury, Minnesota, United States

    Led company’s pro dealer, wholesale and commercial business units with P&L responsibility ($65 million in annual revenue). Responsible for all sales and marketing related to business expansion. Hired as successor to existing president.• Rebranded and relaunched North Star wholesale business into plumbing wholesale channel with new identity, product line, annual multi-spoke marketing plan and sales (rep) management strategy.• Reorganized commercial business unit in pursuit of better performance including redesigning org structure, establishing sales targets and measures, determining RFQ response benchmarks and improving documentation guidelines.• Implemented new commercial channel marketing plan including new products, PR and direct email marketing program.• Developed new three-year sales and marketing plan for historically under-supported dealer network including entirely new org structure, North American branding program, channel growth strategies, upgraded sales toolkit and existing customer database mining, all geared toward improving performance at each stage of the sales funnel.• Identified and pursued opportunities for partnerships in health care field with Baxter and Steris.• Coordinated institutional (schools, hospitals, etc.) water fountain program partnership with Ecolab including marketing, sales training and management, and product customization.• Enhanced retail partnership programs with Costco and The Home Depot via new participation/fulfillment strategies.

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  Kinetico Incorporated

  • United States
  • Manufacturing
  • 300 - 400 Employee

  • Director - Business Development (Marketing and Sales)

    • 2014 - 2016

    • Built business cases and design initiatives in pursuit of international market penetration. • Developed in-depth understanding of market environment including consumer trends/preferences, competitive landscape and applicable technologies. Led cross-functional product and market development teams.• Secured purchase commitments from new OEM partners (Vaillant GMBH); resulting revenue: $20 million in two years.• Championed company’s “smart” connectivity initiative.

  • Director, Business Development, North America (Marketing and Sales)

    • 2007 - 2014

    • Identified and developed new strategic growth opportunities via new market channels, partnerships and acquisitions.• Initiated and cultivated retail store partnership program with The Home Depot from an initial 30 locations in one market to more than 900 nationwide responsible for more than $100 million in retail revenue to date.• Established and led Monument® Water Systems new wholesale business unit and product line.• Commenced relationship with Lowe’s that culminated in on-shelf product placement across Canada.• Established and managed business development team comprised of corporate and field-based professionals.

  • Manager - Residential Markets

    • 2005 - 2007

    • Managed company’s primary residential market development responsible for the majority of corporate revenue and profit.• Researched market opportunities to determine product mix, certifications, pricing, distribution and promotion strategies.• Launched stylized residential water treatment product in the UK resulting in more than $30 million in sales to date.• Introduced new product lines in France resulting in more than $15 million in sales to date.• Created national builder program to leverage home building occasion as an introduction to water treatment.• Headed cross-functional product and market development teams.

  • Manager - Residential Products

    • 1997 - 2005

    • Overhauled and managed global residential water treatment product line responsible for $50+ million in annual revenue through company-owned subsidiaries, international distributors and 500+ independent dealers in nearly 100 countries.• Instituted new product naming scheme and personally created numerous product and feature brands including Mach®, OverDrive®, Purefecta®, QuickFlo®, Syntrex®, SulfurGuard® and Biopure®.• Pioneered a product development culture that centers all product attributes, including aesthetic, performance, interaction and technical aspects, around the needs and wants of the end user.• Cultivated co-development partnerships with Pall Corporation and Sub-Zero.

  • Coordinator - Marketing & Public Relations

    • 1994 - 1997

    • Initiated and created nearly all types of marketing communications, including advertisements, public relations, Internet marketing, literature, sales videos, dealer communications and newsletters.• Managed advertising and public relations agency relationships. Served as main media liaison and company spokesperson.• Established and managed promotional partnerships with Maytag, KraftMaid and Hometime.