Experience

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  Trafag USA

  • United States
  • Appliances, Electrical, and Electronics Manufacturing
  • 1 - 100 Employee

  • CEO / Managing Director

    • Nov 2023 - Present

  • Director of Sales, NA

    • Aug 2022 - Nov 2023

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  Unifrax

  • United States
  • Glass, Ceramics and Concrete Manufacturing
  • 500 - 600 Employee

  • Director, Global Sales Development

    • 2019 - 2022

    • Charged with creating a new global sales organization to grow sales and profitability.• Grew revenue by developing and executing best practices for Inside Sales in 5 regions, including emerging markets and M&A’s, increased lead dollars converted to wins and consistently exceeded global sales plan.• Customized key objects within the Salesforce.com CRM tool for leads and opportunity management and created training webinar and materials to support these processes for all global sales teams.• Facilitated the execution of live visibility of individualized shipped and shippable revenue for all global sales teams in Qlik by working with IT and Commercial Operations.• Maximized global margin dollars by identifying and implementing short term profitable opportunities to fill all open capacity. Grew global margin dollars and defined new growth markets for R&D opportunities requiring the addition of more capacity.• Redesigned sales channels for Go to Market Implementation, further dividing traditional field sales teams through assessment of the “Hunters” and the “Farmers.” Managed transition to new channels and new Partner Relationship Management model.

  • Founder and Chair, Global Diversity and Inclusion Impact Council

    • 2019 - 2022

    • Spear-headed and led the first Diversity and Inclusion Council after identifying the need and value.• Established key diversity metrics and goals for the company resulting in increased new hires and promotions being diverse.• Implemented a formal global mentoring program, changed recruitment process to require diverse recruiting panels, cascaded diversity goals to every employee in the company globally.

  • Director Global Sales, Emission Control

    • 2017 - 2019

    • Developed and executed global sales strategies for 7 sales regions.• Identified creative negotiation tactics leading to revenue growth through new business wins in China, India, North America, and Europe, including entry into new strategic customers, positioning for future growth.• Created and led a cross-functional business team of directors to increase efficiencies and improve bottom line profitability.• Recommended new strategy and process for Competitive Intelligence as a Top Talent Leadership Development project.

  • Regional Manager, Americas Emission Control

    • 2016 - 2017

    • Led the global commercial effort to recommend and validate alternative products with customers after a fire devastated 1/3 of fiber capacity for 18 months. • Managed and allocated existing inventory and supply for over a year without any customer shutdowns. Protected millions in revenue that would have gone to competitors permanently. • Acted as the key commercial liaison with the underwriters to assure all costs incurred by Unifrax and customers were reimbursed.

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  OMNOVA Solutions Inc.

  • Global Marketing Manager and North America Commercial Manager, Coated Fabrics

    • 2012 - 2016

    • Defined new profitable business opportunities in adjacent, untapped markets and geographies in a newly created role.• Identified and developed new markets in Mass Transit, Healthcare and Automotive in North America and China through creation and execution of commercial launch plans, including product development, hiring, and equipping sales teams with sales tools and defined value propositions. Collaborated with Marketing Communications to develop content for new global website.• Grew Revenue and Margin by establishing a new strategy based on key Voice of Customer meetings for focused products, markets, and territories.

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  Honeywell

  • Plymouth, Michigan

  • Sr. Account Manager, North America

    • 2011 - 2012
    • Plymouth, Michigan

    • Led technical proposal, established pricing, and launched initial business in North America. Coordinated with manufacturing plant in Romania to align internationally dispersed resources and management on common strategies for a successful launch.• Directed all business development and sales activities for key NA Automotive OEM customers.• Led a Strategic Marketing Program to position product lines in new market through segmentation and value prop development.

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  Corning Incorporated

  • United States
  • Glass, Ceramics and Concrete Manufacturing
  • 700 & Above Employee

  • Regional Manager, North America

    • 2009 - 2010

    • Directed all Sales and Program activities for Ford, Chrysler, and GM accounts in North America.• Defined commercial and technical strategies that guided the region’s success and YOY revenue growth.• Managed extremely challenging and hostile product allocation situation for 2+ years by managing inventory with the ongoing needs of customers and supply chain, resulting in ZERO shutdowns.

  • Global Sales and Programs Manager

    • 2005 - 2009

    • Conceptualized and deployed the Customer Global Account Strategy, which included formulating the 5-year budget, determining pricing points, projecting market share growth, and integrating innovative technologies.• Negotiated new business on a highly lucrative GM product platform and secured approval of a multi-million-dollar manufacturing capacity expansion plan to support the business.• Generated and closed long term supply agreements including record length contracts and agreements that gave Corning the last right of refusal for all new business.

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  Corning Incorporated

  • Global Account and Product Engineering Manager

    • 2000 - 2004

    • Directed 30+ engineers in the design, modeling, testing, and prototype manufacturing of light- and heavy-duty emission systems solutions for Original Equipment Manufacturers in Asia, Europe, Brazil, India, and North America.• Transferred knowledge of leading technical innovations to the global automotive industry.• Fueled customer responsiveness by developing and implementing an engineering strategy to relocate Commercial Engineers so that they were in closer proximity to customers and increased the company’s capability to provide value-added services.