Mark Host Email & Phone Number

Excelsior, Mn, Us

Dunedin, Nz

Spokane, Wa, Us

Birmingham, Ohio, Us

Bettcher Industries is a private equity-owned, global industrial tool and solution provider serving the meat protein sector, generating $130M annually. Report to the president and manage more than 50 sales and customer service team members across 4 countries (USA, Switzerland, Brazil, and China), generating revenue of $83M annually. • Grew net revenue by 6% and EBITDA by 15% in 2021, and by 7% and EBITDA by 20% in 2020.• Achieved new customer revenue increase by $1.7 million via realignment of sales resources and revenue-based activities.• Created new five-year growth strategy, with focus on maximizing sales into key accounts, finding growth with new customers, distributor sales to direct, and finding new partners in Southeast Asia.• Achieved growth of 120% of Grasselli skinner line, growing USA install base from $0 in 2019 to 130+ units in 2021, creating $1.8M in new revenue.• Implemented 80/20 programs into sales team, with initiatives on customer differentiation and key accounts, leading to revenue growth. Successfully accelerated product obsolescence, supporting manufacturing efficiency gains.• Re-aligned sales team to position company from single-digit to double-digit growth, adding 7 team members in 2022.• Increased revenue in Netherlands by 30+% in 2021, going from distributor to direct.

Leuven, Belgium, Be

TOMRA Food is a global industrial automation equipment provider serving the food and beverage sector generating $240M annually in more than 100 countries. Reported to the Global Vice President of Sales and served as member of the leadership team for the Americas region including sales, service, finance, production, and HR, contributing to all sales and marketing decisions for the region. Managed 45 team members within sales, marketing, application engineering, and project management with $78M annual sales budget for North and South America. • Grew order intake by 13% and sales revenue by 6% over 2 full budget years (2018 and 2019). • Created new sales compensation model for the Americas, leading to higher employee engagement and morale, and reducing turnover 75%.• Increased profitability by more than 20% and converted 3 sales territories from indirect sales to direct sales. Recruited 4 area sales managers and, ultimately, grew new revenue by approximately $7.5M.• Implemented growth strategy for Latin America, recruiting sales resources in Brazil, Chile, and Mexico. Opened office and demo center in Santiago, Chile and increased order intake by 22%.• Recruited a new Head of Project Management, leading to the successful completion of more than 100 installations and 60 in-house customer demonstrations annually. • Successfully closed single orders of more than $15M at JR Simplot and $8M at Lamb Weston.• Established new applications in confectionary, meat, and pet food, generating more than $2M in new revenue in 2019.• Implemented forecasting and funnel management best practices, resulting in a 35% improvement in forecasting accuracy.

Eden Prairie, Mn, Us

FOSS North America is a provider of rapid analytical instrumentation of Food and Beverage sector generating $66M in annual sales for USA and Canada. Reported to the President and led 32 direct and indirect reports including sales managers, business unit managers, application managers, process engineers, sales support, and marketing managers with $7M annual fixed cost budget and full P&L accountability for sales department. • Oversaw sales operations including budgeting, staffing, marketing campaigns and programs, and go-to-market planning and execution, resulting in a compounded annual growth rate of 7%. • Monitored regulatory compliance and approvals. • Participated in strategic planning and product decisions delivering market feedback including market analysis and product development. • Achieved margin contribution goal of 74% over 8-years, launched more than 15 new products, and grew revenue for new products by 15%. Reduced costs 15% and operating costs 7% by reorganizing Sales department.• Generated 80% increase in leads and improved marketing strategy, SEO, social media, online presence, and inside sales activities. Rebuilt go-to-market strategy increasing sales 13% and improved net promoter score 40%.• Implemented instrument trade-in program increasing sales and exceeding market segment quota by $2.5M or 21%. Developed business plans and secured USDA and FDA certifications for North America.• Increased After Sales revenue 30% by securing maintenance contracts and training programs. Recruited 25 new Sales Representatives to accelerate and accommodate new business growth.• Implemented a new performance management tool, “Management By Objective” (MBO), for the entire sales and marketing department in 2008, resulting in improved sales efficiencies, increased cross-functional communications, and the creation of measurable actions and annual business plans.