Mark Heger, B.Arch, Mba Email & Phone Number

Horsham, Gb

Temple, Tx, Us

Artcobell is a recognized leader in the manufacture of innovative K-12 classroom furniture. For over 60 years, Artcobell has manufactured high quality furniture for elementary, middle, and high schools across North America. They have been at the forefront of transitioning U.S. classrooms from a traditional education model to ones that are focused on collaborative, active, lecture, and project-based learning strategies. With a lifetime warranty, a broad product offering, and a production facility designed around lean-manufacturing principles, Artcobell truly represents great value.As Regional Sales / Business Development Manager for Artcobell, responsibilities included establishing and managing a 30-dealer network that covers 22 states, managing trade show participation, and dealer onboarding/training. A primary focus was educating the design community on Artcobell products and how they are transforming the classroom learning experience. The design community is a key influencer in the K-12 sector. I conducted both in-person and remote presentations to decision-makers in the design community on a diverse range of subjects including collaborative learning, the influence of the environment on learning, etc. Developed a sales plan with a focus on dealers, designers, and districts. Increased sales in the region an average of 30.4% annually with the exception of the COVID impacted year of 2020.Placed new dealers into key markets where there had been previous lack of coverage. Extensively vetted dealer candidates in regard to sales personnel, facilities, services, and commitment to selling Artcobell products.Used a variety of tools including School Bond Finder, ZoomInfo, and HubSpot CRM to develop sales strategy, identify key contacts, and narrow the focus to high potential accounts in those districts best suited for Artcobell products. I would work jointly with the dealer to educate the dealer on how products are used in various learning scenarios.

Holland, Mi, Us

OMT-Veyhl is a global manufacturer of height-adjustable table, desk and commodity leg profiles. The majority of their business centered around products that utilized linear-actuator drive units. Part of the NWI group of companies.Managed a sales / engineering / customer service group for the largest North American manufacturer of height-adjustable desks and table products for the OEM contract furniture market. Our process line accounted for almost 60% of OMT-Veyhl’s $100M in annual sales. Primary responsibilities included growing existing accounts and developing new OEM customers from the office furniture, healthcare, hospitality, and education sectors. Member of Obeya, EVA and management teams. Five direct reports. Responsible for OMT-Veyhl’s largest account that generates 46% of OMT-Veyhl’s annual sales. I led this customer through the process of moving their in-house height-adjustable table production to the OMT-Veyhl production facility. This was the largest project that they had ever attempted with a supplier and involved over 750 different SKUs.Utilized strategic planning skills and a hunter mentality to take OMT-Veyhl successfully into the hospitality, education and healthcare sectors.Instituted account and relationship building programs that included Quarterly Business Reviews, sales training, and including clients in design review forums. Acted as a technical consultant for OEMs at regional and national trade events.

Wednesbury, West Midlands, Gb

Euro-Locks is a manufacturer of locks and lock hardware for industry. A division of Lowe & Fletcher, a 120-year-old UK-based lock manufacturer. Markets include office furniture, automotive aftermarket, RV, ski/bike rack, marine, locker, construction and various other product sectors. Holding the dual role of General Manager / Sales & Marketing Director, I was responsible for managing all operations and sales functions. 13 direct reports in sales and operations.Developed and implemented the sales strategy for an innovative new line of electronic locks. Identified A&D firms specializing in athletic facility, school, and corporate design. Developed an AIA CES module, sales literature, and direct mail campaigns targeted to the design community. Developed relationships with design firms across the U.S. and increased market share.Responsible for increasing North American sales of products from 5 European divisions. Since 2010 increased sales more than 220% in a down-turned market while exceeding all sales goals and net margin targets.Identified and developed new customer sectors including locker, petrol cap, and healthcare product manufacturers with an overall goal of increasing sales of unique high margin products into niche markets.Responsible for developing an infrastructure that had Euro-Locks on track to surpass $7.5M+ in North American sales in 2015. Hired and trained new Account Managers and marketing support personnel, developed a new website with e-commerce capability. Implemented Salesforce CRM software. Developed a comprehensive product literature program. Developed an AIA Continuing Education module on locker lock systems for schools and public spaces.Established sales strategy for driving lock sales within the OEM customer sector. Directed new product development targeted to specific OEM applications. OEM customers included KI, Herman Miller, Bradley Corporation, Ford Motor Co., Hollman, Stant, Thule and others.

Kalamazoo, Mi, Us

Responsible for all export sales and sales of Interkal stadium seating on any North American project under 20,000 seats. Inherited a product category that had a poor reputation with the design community and build 1st year sales of stadium seats from zero to $4.0M+. This was accomplished using consultative selling skills and building relationships within the A&D community. Established an international network of dealers with locations in Australia, New Zealand, Finland, Mexico and other countries. Researched and identified the correct marketing approach for conducting sport seating business in Europe, South America, and the Pacific Rim.Instrumental in securing Missouri State JQH Arena (Ellerbe Becket) and Calvin College Spoelhof Fieldhouse (GMB) stadium seating projects totaling $3M. Developed a brand-building program targeting top stadium & arena design firms. Targeted the top 50 athletic facility design firms with lunch-n-learns, direct mail, and product exposure at key trade events.Conducted market research and authored a marketing analysis that pinpointed weak areas in the Interkal product offering and highlighted product development needs for the future.Led effort to have Interkal electrical system approved for use in the countries of the European Union.

Regional Sales Manager for a Chicago-based holding company with 5 companies involved in the manufacture of various types of education-related furnishings. Sagus holdings included ArtcoBell Corporation, Midwest Folding Products, Texwood, LSI, and CampbellRhea. Was responsible for complete product portfolio in 4 states and focus on laboratory casework and locker/staging sales across an 11 state Midwest territory.Conducted AIA/CES-accredited product education programs with A&D firms throughout the region. Developed strong relationships with K-12 and higher education decision makers along with A&D firms across the Midwest involved with K-12 and higher education design. 60% of associated sales growth was attributed to increased product specification from the A&D sector. Coordinated and led dealer sales efforts to sell complete Sagus “one-stop shop” offering of furniture for the classroom, library, cafeteria, laboratory, and administrative offices.Worked with dealers to create annual goals and objectives, improve bid closure rates, and strengthen brand recognition. Streamlined dealer network, eliminating any territory overlap, replacing under-performing dealers and adding new dealers where needed.Developed regional sales program for LSI’s Composer Series Music Suite storage and portable staging products. Program targeted education-focused A&D firms and included dealer product training, and participation in trade shows targeted to music/choral department design. Reviewed information from multiple project lead services, website inquiries, and bid documents to insure that the dealer network was responding to all project opportunities. Authored substitution proof specifications.Exceeded sales goals each year from 2004 through 2006 even when negatively impacted by destruction of a key manufacturing facility in a 2005 weather event.

Mississauga, On, Ca

Responsible for all sales and marketing functions for a $15 million manufacturer of molded polyurethane foam components located in Grand Rapids, Michigan. Directed all sales of custom molded polyurethane foam products to the office seating, medical device, transportation, and marine industries. In addition to direct account responsibility, directed a network of independent sales representatives. Increased Ultrafoam’s annual sales in 48-month period from $6.5 million to $15 million dollars.Diversified furniture-related base business by spearheading entry into medical, transportation and recreational markets. Booking of $5 million+ in annual sales in these markets reduced impact on operations caused by seasonal drops in contract furniture related business.Worked with major marine supplier to develop $750k annual marine foam business that supplied 25 marine OEMs.Led a company effort to enter the automotive sector with new specialty acoustical foam products. Product segment had annual sales in excess of $900k with 15% net margins. Segment sales grew 90% in 2003.Pricing/profit responsibility for marine, medical and transportation market segments.Built relationship with medical product supplier that led to development of innovative surgical foam products. These “one-time use” products accounted for $600k in yearly sales with 30% net margins.

Strasbourg, Fr

Responsible for all product management, marketing and communications functions of a $40 million demountable steel wall manufacturer located in Solon, Ohio. Duties included establishing product direction, managing the product development process, and directing the marketing communications department. Managed a $300,000 departmental budget. Two direct reports.Developed marketing plan that focused on product positioning, brand strengthening, product enhancements and new market identification.Developed sales strategy focused on selling movable walls into hospital environments. The program was targeted to the C-Suite level and focused on steel-skinned movable walls adaptability, payback, and ease of sterilization in a dynamic, changing hospital environment. Developed portfolio of sales/specification tools including case studies, photo CD, and CD-based product specifier and cost estimator.Led cross-functional project team in the development of a new acoustical panel. Acoustical performance of this product was rated best in the industry. Industry acceptance of product was responsible for 11% increase in overall sales.Acted as product marketing liaison during acquisition of Clestra Hauserman by Steelcase North America. Led team effort to develop mounting hardware that allowed Steelcase furniture components to interface with Clestra wall panels.

Holland, Michigan, Us

Directed both sales and product direction of $8M floor-to-ceiling movable wall product line. Duties included directing and promoting product sales within a 27 firm independent rep organization, forecasting, project tracking, product development, establishing the direction of product literature, and responsibility for product line profit/loss.Developed architectural wall education program that targeted the A&D community. Worked with dealers to educate design firms across North America. Program led to a 400% increase in product specification from the design sector. Developed series of sales tools to assist reps and dealers in the sales process. Tools included an acoustics primer, competitive overviews, a computerized ROI analysis program, and an architectural reference binder.Conducted research into product line needs. Led to development of several product line extensions that enhanced the performance of a 30-year-old product line.Working with the existing supplier base, established a vinyl/fabric wall covering program that aesthetically enhanced the product and strengthened brand image within the A & D community.Increased product sales 215% over a 30-month period while exceeding target profit margins.

Zeeland, Mi, Us

Accountability for lighting and ergonomic products that accounted for sales in excess of $22 million. Also, member of a team that managed the $180 million Ethospace systems furniture line. Responsibilities included product development, pricing/profitability, forecasting, research, client presentations, and product training.Responsible for HMI ergonomic products category including keyboard products, task lighting, and various ergonomic work tools. Developed catalog of HMI ergonomic products and taught ergonomic principles to various HMI sales teams. Certified HMI ergonomics specialist.Headed cross-functional team that researched and developed new ergonomic keyboard tray solutions. Resulted in 90% increase in overall unit sales by providing solutions that led customers to purchase from HMI instead of from outside niche suppliers.Working with lighting consultants and focus-group feedback, re-engineered task light product offering. Discontinued outdated technologies, developed and introduced a new line of undershelf task lights that incorporated electronic ballasts, energy efficient lamps, dimmers, and occupancy sensors. Took product line from “also ran” to “market leader” status.Led Ethospace project team that re-designed tackable tiles and PVC base covers, correcting design problems that had accounted for $200,000 annually in warranty costs.Project team leader for a marketing driven initiative to incorporate electrochromic glass into Ethospace furniture system panels and demountable walls. Unique solution allowed for higher margins and allowed office users to have visual privacy in offices and conference rooms at the touch of a switch.

Zeeland, Mi, Us

Responsible for Herman Miller demountable wall sales in a ten-state region. Duties included product presentations to key decision makers (architects / real estate specialists / dealers / C-suite), sales forecasting, managing the installer network, pricing/discounting strategy, and product training.Established wall panel fabrication center in North Carolina to service the southeastern U.S. Identified/screened prospective firms; analyzing facilities, personnel, workmanship, manufacturing capacity, financial strength, and compatibility with Herman Miller ethics and principles.Developed a Herman Miller Architectural Interiors program in the southeast. Program entailed a “one-stop shop” methodology to outfitting a space with Herman Miller product that included full-height walls, lighting, and systems furniture. Program also entailed coordination with outside suppliers of raised flooring and snap-together power/communication systems.Established network of independent product installers. Trained, certified, and coordinated activities of full-height wall installation firms located throughout the southeast.Called on corporate, hospital, university and miscellaneous accounts. Increased full-height wall sales over 200% during a 26-month period while exceeding net profit targets.

Bachelor'S Degree, Architecture

Master Of Business Administration (M.B.A.), Business Administration - Marketing