Henkel Consumer Goods / Diversified Markets DivisionReport to Vice President / General Manager. Manage National Accounts and New Business Development encompassing B2B Office, Industrial, Foodservice and JanSan channels. Execute Sales Plan through Strategic Accounts, E-Tail, Buying Groups, Retail, and Wholesale Partners. Deliver results through internal Sales Team and a Broker network that encompasses approximately fifty-five Territory Managers, four National Account Managers and four Business Development Directors.- Responsible for delivering growth for a large portion of division’s business to Professional markets.- Drive market analysis to identify specific account gaps for line reviews to quantify opportunities to improve mix and grow sales between 10% to 40% by segment.- Developed new product launch cadence to include forecasting, product content, digital advertising, targeting, and customer training through broker network.- In my first year, worked with Customers to identify and quantify Category Management and Product Line expansions and grew sales in market more than 30%.

• Strategic Facility Solutions Segment Responsibility for Wholesale ( Saalfeld Redistribution ), Higher Education, and Office / Building Service Contractor (BSC) Segments• Strategic Direction for the Spring Grove Brand• Identify and Execute Targeted Campaigns to Drive Awareness, Trial, Purchase and Loyalty• Oversight of Ongoing Customer Loyalty Initiatives• Establish Requirements for Technology Solutions and E-Commerce• Developed Marketing Strategy to Grow in Emerging Verticals While Managing Structural Decline in Existing Verticals Through Segmentation, Differentiation, and Targeted Growth in Specific Pockets of Opportunity.• Wholesale focus on Foodservice, Industrial Supply, Medical Supply, and Jan/San Distributors• Developed What to Grow™ Selling Process to Grow Distribution Sales of Towel & Tissue, Chemicals, Can Liners, Skincare, Janitorial Equipment, Packaging and Foodservice Disposables in Targeted Areas Including Breakroom, Restrooms, Janitorial / Maintenance Closet, Warehousing / Distribution Centers, and Restaurants• Driving Adoption of a Core Portfolio Inventory Program Through Development of Catalog Program and Targeted Awareness Campaigns Utilizing Mixed Media• Negotiate and Manage Multi-Million Dollar Supplier BDF / MDF Programs to Drive Sales• Achieve Results Through a Cross Functional Team of Internal and External Agencies, Procurement, Sales & Finance

• Work with the director of marketing in setting the marketing vision, strategies, and value propositions for the Saalfeld business to continue double digit top line growth and better than cost of capital returns.• Develop strategies for and manage tactical marketing programs for targeted customers and market segments.• Develop promotional strategies and manage the tactical execution of these strategies collaborating with sales management and marketing services. Manage and measure through ROI reporting for these promotions.• Develop and manage marketing intelligence (customers, markets and competitors).• Work with the director of marketing to manage the marketing budget.• Lead role in brand management.• Key member of the Saalfeld Marketing Council.

For the Williamsburg Paper line, lead the strategic and tactical marketing efforts of this +$200 million brand through innovative and effective Brand Management. Perform key segment analysis for demand planning and identify revenue growth opportunities. Maintain competitive assessments. Drive new product development and service platforms ensuring robust pipeline.Selected Accomplishments:- Key member of strategic planning process to develop demand plan and identify abnormal trends that affect projections. Triangulate segment and grade information from multiple industry. Identify growth and harvest opportunities. - Leveraged Content Marketing by providing tools and information to help general commercial printing industry grow their business. All content is on GetGrowKeep™ allowing us access to additional customers with low acquisition cost. - Focused on evolution of brands into digital applications by introducing Ten in ‘10™ campaign allowing customers to download customized selling tools through GetGrowKeep™ to target top ten vertical markets for digital printing.- Reached new prospects by developing a viral video campaign, WatchPrintWork™, which allowed customers to receive a customized commercial in return for marketing intelligence.- Expanded reach of environmental message by introducing Down2EarthOnline.com. Promoted through press release and included a ‘Media Center’ which enabled bloggers and media outlets to distribute message. Became 8’th most popular web-page on InternationalPaper.com the month it was released.- Created Printer’s Playbook™, a social media presence to position International Paper as a leader and valuable resource for customers and influencers through a series of videos and tips to help Printers improve their business.- Key member of ‘Press Forward – Grow Print in 2010’ sales initiative that developed selling tool kits for sales reps. Resulted in over 200 joint customer seminars.

Lead Portfolio E-Business Marketing initiatives across three business units representing five major brands in $2.5 billion business-to-business channel. Work closely with Sales, Customer Account, and Brand teams to take advantage of growing opportunities to utilize cross-media marketing. Selected Accomplishments:- Developed a Pre-During-Post marketing strategy to drive sales, influence behavior, and target additional opportunities based on purchase behavior.- Implemented GetGrowKeep™, a secure, on-line web-to-print selling tool portal to allow customers to acquire, develop, and retain business. To keep top-of-mind, we use as foundation for all marketing campaigns and have developed a stimulus/response strategy by adding 50 new pieces of collateral year to drive traffic. - Earned recognition through a published case study by PODi for the campaign. Achieved a 7% response rate by creating a cross-media campaign that included several ‘touches’. This campaign signed up 1,800 new users to GetGrowKeep™ where they customized over 3,000 sales tools. Enhanced our Customer Marketing Intelligence database with the survey information we received and sent to sales as ‘qualified’ leads.- Lead industry with content management initiative by developing an Electronic Catalog that included xml and Excel feeds. Enhanced ability to represent products by including web links to images and product pages.

Drove cost out of supply chain by educating customers on E-Commerce opportunities to improve their businesses. Assembled and lead industry sponsored initiative to standardize business document transactions that reduced implementation lead-times and increased process re-use. Developed and implemented Key Customer E-Business Scorecard to ensure cross-organizational alignment. Selected Accomplishments:- Work closely with the Business Model Redesign and Customer Account teams to drive solutions that created value, increase sales and realize cost savings. Customer savings averaged $20 or more per purchase order for solutions implemented.- Reduced inbound customer service calls by 45% through marketing and implementing electronic tools such as OrderIP™.- Developed solutions to allow partners to sell directly from our facilities while implementing Lean inventory.- Increased customer Electronic Purchase Order submissions from 51% to 70%.

Service Manager of three teams encompassing divisional Order Management System, sector Production Services & Delivery System for two paper mills, and Enterprise Machine Planning System for 9 paper mills. Included management of $1.5MM budget and nine team members working in multiple locations.Selected Accomplishments:- Implemented Balanced Scorecard and executed through monthly Operational Excellence meetings with business partners to proactively manage performance against KPI’s and ensure application synergy with business processes.- Seized opportunities to drive down support by 50% and improve overall efficiency by focusing on root cause/training opportunities and implementing process excellence initiatives.- Liaison with 7 business units to support sales promotions, customer requirements, and implement system and process initiatives to enable Key Supplier status.

Key member of Integration team, responsible for Order Management track needs. Developed people process, information flow, cross-referencing and training requirements necessary for a successful integration.Selected Accomplishments:- Resulting from the buyout, charged with integrating IP order management transactions into two former Champion International manufacturing production systems. - Documented and communicated business rules and business process flows for various aspects of the project.- Contractor Management Experience.

Determine Business needs, create work-flow analysis, develop documentation, train users, and implement system solutions.Selected Accomplishments:- Act as a liaison between the commercial, supply chain and manufacturing teams.- Conducted interviews with key stakeholders to gather project requirements.- Specific focus on Order Management needs to ensure an efficient supply chain.