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Forward Thinking Leadership - Helping Agribusiness and Food Businesses Improve Profitability!

Recruited by a $1B mining and manufacturing firm to serve in the capacity of chief strategy executive for the Consumer & Industrial Division. Managed P&L on sales to $365M. Notable achievements include:SPARKED A 57% MARKET SHARE TURNAROUND WITH A GAME-CHANGING BRAND REFRESH.Compass needed to counter eroding market share. Conducted extensive competitive analysis. Identified a stale brand image dating from the 1960s as a key impediment to growth. Spearheaded a major rebranding effort, including a reimagined logo featuring an iconic longhorn cattle image. Led the development of high-impact, results-generating marcom collateral. Captured a 12-point market share jump, going from a 21 to a 33-point share in less than two years. OUTPERFORMED TRENDS, BOOSTING EBITDA IN A SLUMPING MARKET.Steeply declining industry demand caused income at Compass to plummet. Developed a two-pronged strategy to reverse falling profits. Eliminated or pushed bottom tier customers to target price levels. Leveraged Six Sigma cost reduction methods to significantly drive down COGS. Generated a 3% compound annual EBITDA year-over-year growth rate, bucking the prevailing industry trend line. LEVERAGED A CAPITAL PROJECT TO TRIPLE MARKET SHARE.Lack of domestic manufacturing stymied Compass de-icing product sales in the US Northeast region. Saw opportunity to remedy the situation by building brownfield packaging plant to meet time-critical 24 to 48-hour delivery windows required by dealer, distributor, home improvement, mass merchandiser and janitorial services snow/ice removal customers. Developed strategic plan to bring $10M plant online in less than 10 months, in time to meet peak seasonal demand and grow market share 300% from 4 to 12 points and generate a 24% internal rate of return on the project.

Sparked a 57% market share turnaround with a game-changing brand refresh. Outperformed trends, boosting EBITDA in slumping market. SPURRED A DOUBLE-DIGIT SALES JUMP WITH REFOCUSED MARKETING STRATEGIES.Recruited by MachineryLink to revitalize stagnant revenues. Developed an aggressive client-centered marketing strategy with sharp focus on leveraging regional and seasonal trends to smooth out the impact of national demand fluctuations. Drove a 23.1% increase in top-line revenue in the first eight months. Realized a significant ancillary benefit from increased asset utilization.

Brought on board to revitalize sales and marketing performance. Major contributions include:ENGINEERED AN $8M+ P&L TURNAROUND IN ONLY 12 MONTHS.Brought on board at Harris Moran to reverse a tide of red ink. Restructured the sales and marketing operations and introduced aggressive performance incentives. Rationalized the product portfolio by 25%, eliminating 1,000 underperforming low-margin SKUs. Recalibrated pricing and volume discount policies. Refocused the organization to target under exploited accounts and markets with high-margin best sellers. Took P&L from $5M in the red to $3.27M in the black in the first year.

Directed international sales and business development for the $360M Performance Materials business. Key achievements include:DEPLOYED AN INNOVATIVE SOLUTION TO BALANCE DEMAND & CAPACITY FLUCTUATIONS.Large variations in seasonal demand left Honeywell with costly storage problems due to the need for keeping plant running continuously. Developed and introduced a program with 90 and 120-day terms for customers to incentivize year-round shipments even in naturally slack periods. Proved a business case to corporate treasury leadership demonstrating cash flow benefits by effectively converting customers into warehousing partners. Reduced costs by $4.5 in the first-year pilot program.GREW MARGINS 13.7% WITH NEW GLOBAL PRICING & COMPENSATION STRATEGIES.Honeywell domestic and export performance materials sales teams lacked cohesion, resulting in conflicts over supply and inconsistent pricing. Created bid-driven price-setting process, aligning allocations to the highest value markets. Revamped compensation programs, tying incentives to price rather than volume and creating new team-based performance bonuses. Established regular sales conferences. Boosted category margins by $15.00 per ton, generating $5M in added annual profits from the ammonium sulfate business.

Created innovative marketing strategies for specialty and crop protection chemicals to stimulate long-term growth, market expansion, and profitability. Administered $25 million advertising/sales promotion budget and strategically directed two advertising agencies.Key achievements:BROKE RECORDS IN AN AWARD-WINNING LAUNCH.American Cyanamid was planning to enter a new market with the launch of an agriculture chemical, Cadre, just as the target market was entering a sharp downturn. Developed a strong branding message and hard-hitting marcom to position the line as the new go-to solution for maximizing crop yields. Exceeded all launch projections, achieving a 27% market share in a record-shattering short span of only four months. Led the marketing team to win an Effie Award for the rollout.

Led 19-member staff and 6 direct reports in strategic planning for five strategic business enterprises with P&L accountability for Strategic Business Unit. Directed world-renowned advertising agency while administering advertising & sales promotion budget of $15 million.Accomplishments include:REENGINEERED PRODUCT/MARKETING STRATEGIES TO BOOST DIVISIONAL INCOME 51.6%+.Akzo Nobel’s consumer/industrial strategic business unit missed operating income targets. Tapped to find a solution for boosting profitability. Assembled a multidisciplinary team drawn from finance, plant management, marketing and sales to review all divisional product costs. Introduced new advanced cost analytics. Reengineered product, marketing and sales plans to focus on the most profitable products. Delivered tens of millions of dollars in new operating income. Earned awards for Outstanding Marketing Performance and Superior Profit Achievement.

Navy Base - Argentia Newfoundland Naval Academy Prep School - Newport, Rhode IslandUnited States Naval Academy - Annapolis, Maryland USS Ponce - Petty Officer 2nd Class, PRP Member (i.e., Personnel Reliability Program)