Vice President, Sales & Marketing
Trenton Corporation
Greater Chicago Area
Trenton Corporation is a leading supplier of field-applied, anti-corrosion coatings for pipelines and other energy industry applications. As Vice-President of Sales and Marketing, I was responsible for the activities and results of the 13 person direct team and 24 global partners. Over my 3+ years at Trenton, I led the implementation of new go-to-market strategies which contributed to double-digit annual sales growth rates and even higher increases in overall profitability. Key components included:Substantially improving profitability by revising the direct and indirect sales structures. This included: Revising partnership policies and discount structures; Managing the buy-out of a major distributor; and Eliminating/modifying regional manager positions.Developing and introducing multiple successful new product lines, resulting in almost 400% growth in sales from new products. Key activities included: negotiating supply contracts, designinig packaging, developing training programs, creating product literature, establishing initial inventory levels, directing bench-mark testing and qualification activities.Targeting MENA and Canada as high-opportunity global regions for expansion of Trenton’s sales resources and activities. Key activities included: • Developing resources and organized sales activities in the regions, including initiating the establishment of a UAE-based subsidiary. • Leading a cross-functional team which developed and executed partnership agreements with local companies in Saudi Arabia, Qatar, Morocco, Kazakhstan, Canada, Nigeria, and Algeria. • Organizing Trenton’s presence at presentations and industry exhibitions in Abu Dhabi, Oman, Qatar, Saudi Arabia, Thailand, Portugal, Germany, China, Canada, and Turkey. • Initiating the product qualification and approval process at Saudi Aramco, SWCC, SABIC, Kuwait Oil Corporation, Bulgartransgaz, Sonatrach, Shell Nigeria, Total, and PDO.
