Mark Wooten Email & Phone Number

Carol Stream, Il, Us

► Grew sales pipeline by more than 200% in less than a year by establishing formal sales process with weekly metrics, leading to a 15% growth in new business sales.► Identified strategic value proposition and developed consistent messaging for each market segment, helping win $6M in new business in second year.► Exceeded incremental sales budget every year (2015 – 2022) by at least 25%.

Recruited by the Executive Team to a specially-created position to lead a talented engineering team responsible for developing successful new products. My work focused primarily on implementing a robust stage-gate development process and strengthening collaboration between the Engineering and Sales & Marketing teams.

Us

Served as a strategic business partner on the Executive Team. Promoted to lead two key initiatives in a newly-developed corporate strategy: Quality and New Product Development. Contributed to an increase in top-line sales of 14% and an increase in EBITDA of 46%.► Led an effort to get in the specifications of the nation’s largest water utility, resulting in a 42% year-over-year growth in sales to this customer.► Reduced customer complaints by 34% over two years, saving more than $1 million in potential customer back charges. ► Led technical development and commercialization of a new product that exceeded plan for EBITDA by 38% in the first year and 23% in the second, with the highest product margin in the company.

Us

Offered the challenge of expanded responsibilities to include the Customer Service and Product Engineering groups (total team of 23 persons). Developed and implemented commercialization plans for new products. Regularly interacted with large customers to increase value-add and switching costs. Heavily involved in all aspects of developing the company’s strategic and business plans.► Increased the number of project leads generated by Product Engineers by 15% year-over-year, resulting in a 3% increase in sales revenue (based on our 20% sales conversion rate).► Increased sales to key distributor customers 12% year-over-year by focusing senior leadership on identifying and exploring growth opportunities, creating and strengthening relationships at multiple levels across both companies.► Led the development of a $500k trade show campaign that generated hundreds of new leads, and drove an increase in traffic to the web site (up 65%) and activity on social media (up 82%).

Us

Hired to bring a professional and strategic approach to the existing Sales & Marketing function. Performed market research and internal analyses, providing actionable insights and leading to growth in both market share and profits.► Worked with the Product Engineering group to develop and deliver comprehensive sales and marketing training that led to a sales conversion increase from 15% to 20%.► Established a program to track competitive pricing of alternative materials in four geographic regions. This allowed the sales team to better understand optimal pricing, and contributed to a 7% increase in price year-over-year.► Built a daily “sales dashboard” that offered an improved understanding of sales trends across product lines and geographies, resulting in an improvement in both pricing and inventory management practices.► Improved idea generation efficiency by ~250% by introducing “Six Hats” (parallel thinking) ideation technique for brainstorming and evaluating strategic concepts.

Birmingham, Alabama, Us

Recruited to establish the company’s first professional Marketing function. Developed marketing strategy, strengthened customer relationships, and established a New Product Development process. Compound annual growth rate (CAGR) for profit margin grew to 8%, and CAGR for top-line sales grew to 10%. In 2005, tapped to be the de facto general manager for a new international venture with a European company, with complete operational and P/L responsibility. First year sales met plan, while sales and profit margins increased the following year by 55% and 32%, respectively.► Oversaw the development and completion of Voice-of-the-Customer and Voice-of-the-Market surveys, contributing to a 15% year-over-year improvement in top-line sales and 10% improvement in profit margin.► Established an effective New Product Development stage gate process that launched three new products, contributing 10% of total company sales and exceeding profit plan by an average of 29%.► Developed an award-winning branding campaign that increased customers’ brand awareness from 55% to 87%. Led the development of a new web site that increased traffic by 63%.

Served as Project Manager, leading engineering teams on projects ranging in value from $200k to $8 million. I also spent a good deal of time on process improvement, establishing standards for project deliverables.

Responsible for business development and engineering services for a newly-formed utility contracting and engineering company.

Birmingham, Al, Us

I started as a Project Engineer in 1990 and was promoted to Project Manager in 1992. Project values ranged from $50k to $20 million. Led successful effort to enter new market (solid waste), leading to more than $1 million in billings.

Birmingham, Alabama, Us

Responsible for providing engineering support services to Regional Engineers, as well as engineers and utilities across the country. Delivered presentations and educational workshops to more than 70 utilities throughout the United States.