Scott Harman Email & Phone Number

Honeoye Falls, New York, United States

(https://www.careforyourproperty.com/)Josh Landscaping has been a leader in providing residential property care since 2002. In 2019, Josh joined forces with PropertyCare to provide landscape maintenance plans for business parks, apartment complexes, homeowners’ associations, hotels, and large commercial sites. Every property requires a unique solution, and the PropertyCare team brings reliable, cost-effective landscape maintenance services combined with superior customer service to ensure success at every job. I joined the company in 2022 to help bring this division to the next level. I have oversight of 100+ full-time and part-time employees providing the full range of services to commercial property owners. In addition to full profit/loss accountability for daily operations, I apply my extensive sales and marketing expertise on both a national and local scale to build business connections, raise brand awareness, and grow revenue and profits.

Rochester, New York Metropolitan Area

(https://plockmaticgroup.com)Plockmatic is a Swedish based company and is a global supplier of finishing solutions to the printing and mailing industries. Its state-of-the-art technologies connect inline to digital printing systems and can also be used for offline finishing applications. Plockmatic also provides a range of mail inserting systems sold directly or through its dealer network. I joined Plockmatic to help expand its dealer network in the US market. Soon after joining the company, I was able to recruit six new partners for the firm’s dealer network.Collaborating with corporate attorneys, I helped draft a new dealer contract for use in the US market, I also developed an array of marketing materials in both digital and printed form that supported the dealer network in making sales.During the pandemic, I was able to conduct virtual product demonstrations for prospective customers that introduced them to the equipment offered by Plockmatic and visually represented how these solutions could be integrated into their printing and mailing operations.Rochester Institute of Technology (RIT) is the home to one of the leading academic programs for the printing industry in the US. Its extensive printing labs offer opportunities to assess new technologies. I was able to establish a partnership with RIT for them to print various test sheets on a range of substrates that could be used in demonstrating the capabilities of Plockmatic’s equipment.

Tyrone, Pennsylvania

(www.aepaper.com) American Eagle produces fine printing and specialty papers from recycled materials. I was recruited to develop new product lines and design a marketing strategy to support the company’s entry into the high-speed inkjet / digital printing papers market. Our product portfolio included security papers (for the banking and financial industries) and technical papers (used by engineering and scientific customers).In addition to managing a small sales force, I called directly on key accounts. In my first few months with the company, I added more than 25 new accounts, primarily paper merchants who became our channel partners, and developed strategies to support their sales efforts. This includes delivering product and sales training to paper merchants’ sales teams and participating in joint sales calls to establish account relationships for these channel partners.As part of the product development process, I cultivated relationships with major OEMs, including HP, Canon, and Oce to ensure that American Eagle’s product lines were compatible with their equipment platforms and aligned with market demand.

Appleton, Wisconsin, United States

(www.appvion.com) Appvion is a global $700 million company providing printing and specialty papers to the graphic arts and document management business sectors.During my first year with the company (2017), we achieved 300% of plan by establishing new accounts with paper merchants and introducing new product lines targeting the digital market. Through the first three quarters of 2018, we continued our aggressive revenue growth, running at 250% of our revenue goal. In addition to supervising a successful sales team, I was directly accountable for calling on key national accounts to grow market share and revenues. In my role, I was accountable for a $12 million portfolio of high-speed inkjet and digital printing products with responsibility for pricing strategy, sales strategy, product development, and R&D.By diligently managing the pricing for the products in my portfolio, we achieved a 20% improvement in profitability. This, combined with a rebranding of the portfolio added 10% to our total revenue for this group of products.One of the keys to our success has been my collaborations with Appvion's R&D department to facilitate the introduction of new products that address the demands of the marketplace. One example of this has been an inkjet paper that meets the needs of the digital book publishing industry and that delivered $8MM in added revenue for 2018.In addition, I cultivated strong relationships with industry-leading OEMs in the high-speed inkjet space. Major players include Canon, HP, Oce, and Ricoh.In my sales leadership role, I regularly communicated with our five-member sales team through monthly conference calls to update team members on market trends and reinforce their product knowledge. Exhibiting regularly at industry tradeshows raised brand awareness for Appvion and identified future leads.

Rochester, New York Area

In January 2015, I was recruited for this dual role that has encompassed developing strategies for introducing Millcraft’s existing product portfolio to new, non-traditional market segments, as well as entering the packaging sector, specifically targeting craft breweries.In the Director of Business Imaging role, I researched the market and developed strategies to pursue new accounts in non-traditional markets. This included introducing new products and training the sales force in methods for reaching this new sector.The Brewery Solutions Specialist role called on my experience in the beverage industry to develop and launch a full line of packaging solutions for craft breweries. This meant taking Millcraft into unfamiliar territory in terms of the customer base and product lines. We introduced bottles, crowns, labels, and growlers to address the needs of craft brewers across a five-state region that constituted Millcraft’s core territory. I mentored and coached sales team members on best approaches for building relationships with brewery accounts and personally called on prospects to establish new accounts. Within six months of launch, we met or exceeded all of our targets for rolling out this new program.

Rochester, Ny

I was recruited to this position to restructure the sales strategy, incorporating new products and improving market penetration for this leading provider of switch gear and controls for the rail industry. Currently, I manage a national sales force consisting of five representatives who call on rail operators in the US and Canada. I personally call on Engineering Managers to assess needs and recommend innovative product solutions. In addition, I negotiate contracts with key accounts; and meet with high-level decision makers to foster customer relationships. Among key accomplishments are the following:* Championed four new product offerings that have delivered more than $1 million in additional revenues. * Sourced and negotiated agreements with offshore suppliers to manufacturer new products efficiently and cost effectively, while maintaining quality standards for high-tech signaling solutions* Re-engineered sales and marketing strategy to enhance account penetration with existing customers.* Integrated new offerings into product portfolio, leading to increases in revenues and market share.* Direct firm’s participation in industry tradeshows to promote brand awareness with nation rail suppliers.* Cultivate and manage strategic partnerships with suppliers and channel partners.

In this role, I was accountable for sales and marketing, brand management, and private label programs for a $350 million portfolio of business consumables across the entire US market. Our target market encompassed Fortune 1000 firms with in-house document management and printing capabilities. I supervised a 60-member national sales team, including hiring, development, and performance management; managed private label programs, including launching new products and managing existing products; negotiated with senior management of customer firms to establish long-term business relationships; developed training programs; and organized and managed national sales meetings. Successes in this position included:* Developing and implementing sales strategies that tripled sales and profits over a five-year period for portfolio of business consumables generating $350 million in annual revenues. * Conducting market research and retooling product offerings to maintain competitive advantage in the marketplace, which contributed to continuing sales growth in the declining business consumables market.

Rochester, New York Area

As the lead person for business development and contract packaging, I established and managed relationships with domestic and international strategic business partners generating approximately $50 million in annual revenues for this leading brewery shipping products to 41 states and Canada.I played a critical role in advancing business growth, with a 300% increase in export sales and a 200% increase in domestic sales for 2004. This was accomplished by championing new programs that accounted for approximately 50% of production capacity, including development of strategic relationships with business partners and new export programs.We assisted business partners in leveraging brand identity; facilitated product development for strategic partners; and established relationships with off-shore firms to market and distribute their products in the US. In addition, we successfully developed export programs in Ireland, Korea, China, and Japan. Important achievements included:* Negotiating agreements with strategic partners for co-packaging, private labeling, importing, and exporting of consumer products. I drafted contracts for attorney’s review, and managed relationships with these strategic partners.

Rochester, New York Area

When I was recruited to manage this company-owned distributorship following High Falls’ acquisition of Genesee Brewery, I analyzed operations and re-engineered the business to improve performance. This included introducing new product lines to enhance sales and profitability; establishing performance goals and communicating vision to sales and operations staff; and negotiating with union representatives to manage labor costs for a staff of 50 employees. 

Bs, Management Science / Marketing

80-Hour Management Training Program

Training For Town Officials (Three-Day Program)