Dayton, Ohio, United States
Trusted leader: retained, rehired, and promoted through numerous corporate acquisitions and restructuring initiatives due to ability to grow the bottom line and work tactfully with demanding stakeholders at all levels and across cultures. History of fostering growth in a capital-intensive, low-margin, declining industry
Responsible for demand planning in growing markets, identifying new sales and product opportunities, ensuring product fit for use of legacy products, and communicating value proposition. Work with finance and operations to drive increased revenue and margin.
Responsible for outbound marketing, sales support, product portfolio, and sales financial analysis
Promoted to lead sales and marketing efforts for go-to-market initiatives for new strategic tissue products. Visited and vetted the facility building manufacturing equipment. Selected distributor, mediated distributor/operations relationship, and collaborated with distributor to acquire interested customers.
Directed go-to-market activities of the coated web product portfolio, leveraging access to customers and market knowledge of the newly acquired NewPage assets to become a viable industry competitor. Worked closely with Marketing, providing products, specifications, and themes for advertising campaigns.
Manager of sales professionals who work with a variety of end use customers in concert with a network of distribution partners.
Responsible for managing Supercalendered and Light Weight Coated product line life cycle from strategic planning to tactical activities. This includes gathering and prioritizing product and customer requirements, defining the product strategy and core messaging, delivering a revenue forecast, collecting and analyzing competitive intelligence.
Explored new applications for industrial inkjet printers with clients around the world; translated requirements to engineering. Partnered with R&D to match existing products to new markets.
Acted as the primary conduit between Sales and other functional business areas. Assessed product attributes to ensure fit for use and customer satisfaction. Adapted quickly to dramatic business shifts: private-equity ownership, economic recession, and mill closure. Increased profitability through strategic customer and product rationalization and elevated focus on marketing, sales tools, and product campaigns. Swayed key executive-management decisions around customer rationalization by explaining critical customer-valuation factors, including their ability to transition to other products, long-term growth potential, and alignment of sales with equipment capabilities.