Derek A. Case Email & Phone Number

New Canaan, Ct, Us

Norwell, Massachusetts, Us

Lead a Matrix Team to achieve the ERCES / BDA System Business Revenue Goals,• Develop 5-year Product Roadmap to maximize global sales,• Develop & set Value Pricing levels, and Implement Value-Selling training,• Deliver Training Material for Reseller Partners, Regional Sales Managers and other Channel Partners,• Develop all Product Documentation, Sales Collateral & Training Materials for Reseller Partners,• Develop Go to Market Plans, including adding NEW Channels of Distribution,• Track weekly Revenue, Margin and Operating Income growth compared to AOP, adapting promotions and sales priorities as needed to improve system sales to exceed AOP,• Drive Fire Codes & Standards Development & Enforcement beneficial to RSI's Global BDA Systems Business, • Expand System Sales Internationally to Canada, Europe, Middle East, and Oceania,• Coordinate all Trade Show / Partner Event planning, Support Remote Technology Tour presentations to regional ESDs, Authorities Having Jurisdiction (AHJs) and Architects & Fire Protection Engineers,• Host quarterly webinars to improve AHJ Enforcement, as well as Architect and Engineer (A&E) specification of BDAs,• Deliver training for ESDs, AHJs and A&Es on the Benefits of BDA Systems (and Enforce UL2524-Listed BDAs),

• Launched New Product Line in 9 months that will generate $20M Revenue & $5M Op. Income in 2020,• Work with Sales Teams & System Integrators to Develop >$120M S.F.D.C. Pipeline (8X AOP Revenue),• Lead a Matrix Team of Offering Management, Customer Marketing, Technical Writing, Regulatory, Industry Affairs, Business Development Managers & Government Relations) to achieve the BDA System Business Revenue Goals, • Develop 5-year Product Roadmap (with Offering Management, Sales & Channel Partners) to maximize global sales, • Led all Contract Negotiation with all 3rd Party "Buy to Sell" Solution Providers, • Develop & set Value Pricing levels, and Implement Value-Selling training, • Deliver Training Material for Regional Sales Managers, HBS & other Channel Partners, • Develop all Product Documentation, Sales Collateral & Training Materials for Honeywell Intranet & External Partners, • Develop Go to Market Plans, including adding NEW Channels of Distribution (Security & Fire System Installers, Public Safety Radio Installation Companies, as well as OEMs), • Track weekly Revenue, Margin and Operating Income growth compared to AOP, adapting promotions and sales priorities as needed to improve system sales to exceed AOP, • Drive Fire Codes & Standards Development & Enforcement beneficial to Honeywell's Global BDA Systems Business, working with Industry Affairs, Government Relations, external Lobbyists, AT&T FirstNet, and Trade Associations,• Expand System Sales Internationally to Canada, Europe, Middle East, and Oceania, • Coordinate all Trade Show / Partner Event planning, Support Remote Technology Tour presentations to regional ESDs, Authorities Having Jurisdiction (AHJs) and Architects & Fire Protection Engineers, • Host quarterly webinars to improve AHJ Enforcement, as well as Architect and Engineer (A&E) specification of BDAs, • Deliver training for ESDs, AHJs and A&Es on the Benefits of BDA Systems (and Enforce UL2524-Listed BDAs),

Charlotte, North Carolina, Us

• Coordinated Strategic Business Development process, prioritized adjacent markets & targeted 3 companies for M&A.• Improved Price Realization by $18M using a Structured Pricing Model, revised large project discounting SEAs, using segment-based customer value analysis to target price increases, improving transactional & pass-through pricing. • Optimize the $70M OEM solutions business from 36 suppliers across Access Control, Video, Intrusion & Fire portfolio.• Manage Competitive Intelligence & Market Research, monitoring leading indicators to optimize global strategy. • Developed and implemented segment-based Value Selling Training Program for divisional Sales & Marketing teams.• Identify high-opportunity verticals, adjacencies & segments; assist in planning for the company’s entrée & success.• Develop ECO Partnerships with 3rd Party Suppliers to fill solutions portfolio gaps with profitable niche solutions. • Teach Strategic Marketing curricula at Honeywell’s Leadership Development Program for high potential leaders.• Facilitate development of best-in-class Technical Product Documentation—for best quality & annual cost reduction.• Manage Team of 38: Product Managers, Business Development, Industry Affairs, Pricing Leader & Technical Writers.

Charlotte, North Carolina, Us

Developed the Connected Home & Connected Building ecosystem strategy with the Global Marketing teams.Strategic Planning: manage the divisional Strategic Plan and the Annual Operating Planning ProcessCompetitive Intelligence: Developed divisional dashboard for improved intelligence managementMarket Intelligence: coordinating market research and monitoring / reporting on leading indicatorsStrategic Business Development: identifying target market spaces & companies for potential partnershipManage Strategic Pricing: Transactional Price Waterfall, Value Existing, Pass-Through & New Product Value Walks vs. Next Best Alternative; Maintain parity across multiple Brands & ChannelsImproving the earnings contribution of a $70M portfolio of OEM / 'Buy to Sell' products from >50 strategic partnersManage Industry Affairs / Codes & Standards DevelopmentManage a group of Product Managers responsible for common platforms that cross multiple LOBsMarketing to Strategic Business Networks: Assist National Accounts in their efforts to get Honeywell solutions specified by Global End Users, Architects & EngineersLed several Innovation Incubator teams to commercialize new Connected Home & Building offeringsTaught Strategic Marketing curricula at Honeywell’s international Leadership Development ProgramLead a cross-discipline team of 31 Marketing professionals.

Managed the $300M P&L for a diverse portfolio of Professional & Consumer "Picture Taking" Brands. Drove lifecycle product line profitability for 7 product lines through the contributions of 8 Marketing professionals.Directed new product development, launch timing, lifecycle pricing & promotional strategies & Channels to Market.Defined Social & New Media Marketing Strategies; coordinated implementation with Corporate Communications. Interim Offering Leader for Fujifilm INSTAX portfolio of instant photography & digitally-optimized media solutions.

Brought in to grow revenue, positioning equipment manufacturer to gain competitive edge in mature market. Developed long-term diversification plan, identifying market opportunities and presenting business case.Drive product development and portfolio management with R&D and technical groups. Optimize OEM relations, branding, solutions marketing, sales, collateral, website, and trade show strategy. Hold P&L and budget oversight accountability.Business Growth: • Turned around 3-year declining U.S. and European revenue to deliver business growth, winning long-term supply contracts with 3 major OEMs and dealers to ultimately position company for sale.• Increased revenues and profit 30% by expanding sales to existing customers and acquiring 2 OEM long-term supply contracts in North America and Japan. • Stabilized Kodak account in first 6 months to secure $2 million annual contact and win additional $2 million contract in the UK, delivering product family that outperforms Kodak’s incumbent supplier at 60% lower cost.• Added $2 million in revenue in 5 years by leading product development of 4 product families and 2 product line extensions, translating OEM specifications into wins.Product Development: • Refined and implemented business strategies to deliver "Lowest Total Lifecycle Cost" equipment systems to global customer base.• Directed product development to address global dealer network need, creating universal processing systems that increased flexibility to meet needs of multiple OEMs. • Drove engineering to price point, conducting market and VOC research and leading launch execution including media communications, trade shows, artwork, content development, and collateral design.• Strengthened global partnerships with OEMs and dealers, ushering equipment throughout lifecycle, from conceptualization to design, manufacture, and technical support.

Built management consultancy from the ground up, providing customer intelligence and focusing across Global Product Line Management phases, from ideation to launch and international expansion. Consulted on product line/market segment strategy, KPI tracking, B2B / B2C social media marketing, website design, SEO, content marketing, direct marketing, CRM, lead generation, customer-centric solution selling, and market launch.Key Impacts: • Delivered results for clients in the US, Canada, Europe, and Asia, across diverse industries including aircraft and printing system manufacturers, industry trade associations, and SaaS remote proofing supplier.• Implemented social media marketing programs for several B2B and B2C clients, managing brand and engaging customers through Facebook, YouTube, blogging, customer surveys, and monthly e-newsletters.• Secured 2nd round of venture capital funding for Israeli tech startup, analyzing global product sales.• Won 2 profitable OEM contracts for NES Worldwide, prompting a partnership offer from the principals.• Developed pricing and launch plans for innovative Canadian SaaS supplier to Global CPGs, positioning company for sale through extensive competitive analysis and recruitment of strategic partners (sub-brand managers).

Transformed business from product focus to full-solution approach, directing marketing strategy, value-based solution mapping, and sales analysis/plans for 5 global sales regions. Managed technical assistance group and market analysts. Global Product Launch: • Outpaced competitors by preparing sales leaders in America and creating plans for 4 global managers, partnering with OEM competitors and initiating organic R&D programs and strategic acquisitions. • Led global NPD team that launched 3-time GATF award-winning flexo printing system, identifying needs across value chains and developing roadmap that delivered brand promise worldwide. • Increased segment-specific solution sales 40% in 5 years, developing global business plans for all package printing solutions including equipment, software, and media.• Piloted internal new product development programs and alliance partnerships with global OEMs. • Implemented regional segment-specific business development programs by designing sales information portals that enabled sales, including pricing/profitability models, sales collateral, and testimonials.• Designed advertising content to maximize brand exposure and composed segment-specific marketing materials, customer messaging, and segment-focused website that supports brand promise to global CPG companies.Global Sales Leadership: • Stepped in to gain traction in global market segment, leading product management, manufacturing, and European business development from regional headquarters in Germany.• Increased new product sales 215%, strengthening relationships with CPGs, packaging, and converting companies. • Translated message into sales leads and sales training, delivering sales presentations in German and Italian and demonstrating solution pitch for regional segment sales that addressed customer pain points for European CPGs.• Created 5-year product portfolio, rolling in regional estimates and aligning with R&D spend/timing requirements.

Promoted to Worldwide Product Manager at the start-up of Kodak Polychrome Graphics, a $1.6B joint venture between Eastman Kodak Company and Sun Chemical Corporation solely focused on B2B solutions for printing.• Complete B2B turnkey imaging solutions development through internal R&D, external alliances, and acquisitions. • Manage the global P&L of a core portfolio of products within the entrepreneurial joint venture. Product management, sub-branding strategy, solutions portfolio development, segment-specific website design, sales collateral, demand generation campaigns.• Global Partners included: TetraPak, Procter & Gamble, Nestlé, Schawk!, Southern Graphics, etc.• Responsible for the total life-cycle management of two product lines consisting of 185 individual products.• Coordinated the post-merger product line consolidation of $75M chemistry, and $70M equipment portfolio from five completely separate acquired companies, reducing from >650 SKU#s to <200.• Increased profitability of the $75M chemistry business by over 10% in two years through manufacturing consolidation, portfolio reduction and regional pricing alignment. • Led worldwide new product development teams to introduce 13 improved worldwide chemistry products and nine new equipment products in three years. • In-sourced 100% chemistry manufacturing from five external suppliers solely to Eastman Kodak chemical mfg.—implementing new packaging standards & managing 90 individual product transfers. • Reduced equipment suppliers from 15 to 4-improving earnings by 12% up-front, simplifying spare parts and training requirements, increasing long-term quality and reducing total lifecycle costs. • Developed "total lifecycle cost" models to optimize equipment business earnings, balancing up-front purchase prices with after-sale service & spare parts costs, as well as remanufacturing cost.

Big Data Analytics, Data-Driven Marketing Certificate, Masters-Level Marketing Program

Marketing Strategy Certificate, Masters-Level Marketing Program

Master Of Business Administration, Finance & Marketing

Bachelor Of Arts, English Communications & Journalism