Senior Vice President of Sales and Marketing, Commercial and Industrial

• Apr 2021 - Present

Vice President, Residential Sales

• Mar 2018 - Apr 2021

• Exceeded budgeted sales growth since 2018 by 7.3% annualized to over $100.0M. In March 2021, order volume was tracking to exceed 12.0% revenue growth in 2021. • Executed a channel strategy shift in the New England and Mid Atlantic markets delivering over $2.5M of gross margin growth by selling direct to channel partners versus through distribution (2-step to 1-step model). • Developed KPI based dashboards to drive sales behavior, customer communications, and business planning. These dashboards were critical to measure internal performance in addition to holding our channel partners accountable to focus on these initiatives. • Created a team-based culture between direct sales representative, independent representative agencies, customer service and operations to deliver a best in class customer experience. Show less

Global Sales Leader - Industrial Insulation

• Jul 2013 - Mar 2018

• Delivered profitable revenue in a period of market decline from 2013 – 2017 with revenue in 2017 of over $82M • Integrated Industrial Insulation Group into the Johns Manville including: • Establishing controls and processes with respect to pricing and customer strategy • Collaborating across business functions to drive enterprise system integration • Improving tools and messaging to enable more effective revenue acquisition • Transitioning the front end business functions from Macola to SAP • Developed a vertical sales strategy across market channels to create a push/pull strategy of influencing upstream specifications while pulling through contractor brand decisions • Recruited over 12 regional sales and technical sales managers to evaluate the existing go to market strategy and championed their recommendations • Contributed $3M of organic growth to geographic markets beyond North America • Provided market intelligence to expand IIG’s breadth of products for adjacent market segments including low temperature insulation and OEM applications Show less

Regional Sales Manager - Building Insulation

• May 2012 - Jul 2013

• Delivered revenue growth of 13% YOY to $143M while exceeding profitability target by 6% • Developed the sales strategy to drive sales across multiple market segments including retail, residential, and commercial. This effort enabled Johns Manville to receive “Supplier of the Year” from an industry contractor association.• Recruited a team 10 territory managers and aligned the team to execute the profitable growth strategy• Initiated strategic partnerships with 3 multimillion dollar contractor accounts by developing strong relationships with the presidents and CEO of those businesses• Achieved over $12M of organic growth through the acquisition of new customers in profitable market segments. Show less

Specifier Services Manager (Architectural/Consultant Channel Manager) - Roofing Systems

• Dec 2009 - May 2012

• Created a new channel team of 4 regional engineers/architects to control specifications at the architectural and roof consultant channel exceeding plan with in $9.5M of organic revenue growth in 2010 and $22.5M of organic revenue in 2011.• Developed one employee who was promoted within the organization and continue to mentor others within the organization to be successful in their careers• Implemented a business strategy targeting design professionals to provide Johns Manville an enhanced position in future opportunities with revenue expectations of $150M over the next 5 years• Standardized marketing tools and specifications for local sales team to open additional opportunities at the local specification level• Implemented Salesforce.com for the owner, design professional, and contractor channels increasing productivity by 10%• Revamped educational marketing strategy and programs to enhance design professionals’ knowledge including architects, roof consultants, building owners, and architectural and construction management students Show less

Sr. Product Manager - PVC Roofing Systems

• Oct 2007 - Apr 2010

• Grew JM PVC Systems to achieve over $44.8M in systems revenue and $9.9M contribution through 2009• Developed a strategic vision and plan for PVC Systems currently executed by PVC product manager increasing system revenue forecasted to $58.7 in 2011 and contribution $12.7M in 2011• Managed private label supply agreement for over $15M• Collected and analyzed competitive market intelligence to drive PVC systems profitability and growth strategy around sales, marketing, operations, and product development business functions• Successfully delivered on incremental profitability for the portfolio of products managed every year from 2006 through 2009 fiscal years Show less

Product Manager - Roof Insulation and Cover Board Product Manager

• Jul 2006 - Oct 2007

• Developed strategic vision and plan for three product lines with over $280M in revenue and $60M contribution margin • Developed a private label relationship contracts resulting in an additional $25M of revenue and $8M in contribution margin• Launched a new consumer building product through a private label partnership with an expected bottom line benefit of $80M over the life of the contract• Launched a new commercial roofing product generating over $5.3M in revenue within 12 months from launch• Implemented tactical sales, pricing, marketing, and product development programs to increase market share for commercial roofing insulation by 2% YOY Show less

Product Manager - Reflective Films and Pavement Markers

• Mar 2004 - Jul 2006

• Developed strategic planning goals to increase annual revenues and profitability for the product lines • Awarded over $7M in state government license plate sheeting contracts for 2006 - 2008 • Developed an innovative highway safety reflector launched successfully June 2005 • Executed a marketing launch plan for a new highway safety reflector generating over $5M in 2005 • Implemented a product development process including, design, supply chain management, and production for license plate material to reduce cost • Led domestic and international standards committees to develop retroreflective and structural standards for highway safety products Show less

Territory Sales Manager - Midwest

• Dec 2001 - Mar 2004

• Increased revenue by 35% to over $4MM annually in a 13 state territory through the use of account planning tools, targeted positioning strategies, value selling, and relationship development • Implemented strategic marketing plan that increased brand recognition with plastic raw material processors and OEMs over 100% • Consulted customers’ engineers and purchasing regarding material selection for new product development and cost reduction projects in the automotive, industrial, and appliance industries • Developed annual revenue forecasting and expense budgeting for the territory Show less

OEM Sales Engineer - Midwest

• Feb 2001 - Nov 2001

• Developed relationships with new accounts as part of a team selling into the OEM channel. • Generated $1.5M revenue within 6 months • Developed relationships with new accounts as part of a team selling into the OEM channel. • Generated $1.5M revenue within 6 months

Product Engineer

• Feb 2000 - Feb 2001

- Managed Various Engineering development programs for a number of customers - Managed Various Engineering development programs for a number of customers

Project Engineer/Manager

• May 1997 - Feb 2000

• Managed design projects from concept through commercialization valued up to $1.5 MM • Utilized six sigma design tools to design electromechanical gear motors and systems for the aerospace/defense industry • Lead and participated in cross functional activities including sales, engineering, procurement, and production for over 150 projects • Managed design projects from concept through commercialization valued up to $1.5 MM • Utilized six sigma design tools to design electromechanical gear motors and systems for the aerospace/defense industry • Lead and participated in cross functional activities including sales, engineering, procurement, and production for over 150 projects