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A proven manager and team builder with insightful strategic vision, refined business acumen, superior presentation skills and a track record of accomplishments. Experienced Divisional Manager with full P & L responsibilities. Exposure to international markets and cultures, MBA from a top 25 program with concentrations in marketing and operations management. Leader of efforts focusing on business development, strategy, channel management, supply chain optimization and business process improvements. Experience with multiple commercial and industrial product lines, with annual revenues up to $190 million.Provide profitable growth to my employer by understanding customer motivations and implementing products and programs that deliver customer value and appropriate financial return. Background includes:General Management - Full divisional P&L responsibilitiesOperations Management - planning and delivering process improvements to increase efficiency, throughput and profitability. Focus on effectively delivering products that meet customer expectations and provide financial return to enterprise. Implementor of lean manufacturing principles.Channel Development - Develop and implement channel strategy. Lead salesforce, including Manufacturer reps. Recruit and develop dealer network.Product Marketing for multiple commercial and industrial product lines, including those of highly technical nature, with annual revenue of up to $190 million. • Product portfolio management, including NPD • Pricing and positioning• Forecasting and financial modeling• Voice of the customer (VOC) • Brand Management and Marketing CommunicationsStrategic Planning - functioning in the roles of trained process facilitator, subject matter expert and business development analystExtensive exposure to international markets and cultures, including significant business travel in China, India, Korea, Mexico, the UK, Russia and Germany with further activities in other markets.MBA from University of Rochester’s Simon School of Management, a top 25 MBA program. Concentrations in the areas of Marketing and Operations ManagementSpecialties: General Management, business to business marketing, strategic planning, product development, product lifecycle management, Voice of the Customer, lean initiatives, branding and brand management, channel development, building and delivering presentations, marketing communications, pricing, forecasting, financial modeling, budgeting, business analysis, supply chain analysis, lean manufacturing, business process improvement
Open To New Possibilities
View- Website:
- toledofurniture.com
- Employees:
- 32
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Actively SeekingOpen To New PossibilitiesRochester, Ny, Us
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Chief Of Sales, Marketing And Business DevelopmentToledo Furniture Inc Mar 2024 - PresentAssist in transition of Brodart Contract Furniture division to new ownership, Toledo Furniture. Transaction consisted of asset sale with move of equipment and materials to new manufacturing facility. Responsibilities include developing new policies, driving sales, assisting in supply chain transition, communicating with past and new customers, integrating product portfolio and marketing materials, brand development and IT transition. -
Vice President - Furniture Product LineBrodart Jan 2020 - Mar 2024Williamsport, Pennsylvania AreaUtilizing my significant background in the commercial furniture industry, this role involved leading all aspects of Brodart Contract Furnishings, the furniture manufacturing division of a leading library supply and services company. Scope included Sales, Marketing, and Operations, with full P & L responsibility. Accountable for annual budgeting, operational planning and improvement initiatives, product development, dealer development and sales and customer service management. Created product roadmap, revamped organizational structures, identified improvement opportunities for processes in the front office and on the plant floor. Required extensive interaction with internal and external stakeholders from all organizational levels. Annual revenues in excess of $10MM, workforce of approximately 70 employees with a nationwide sales footprint. -
Vp Of Sales And Marketing, FurnitureBrodart Oct 2015 - Dec 2019Williamsport, Pa / Rochester, NyProvide Sales, Marketing, Product Management and Strategy leadership for furniture category at a leading library supply and services company. Tasked with restoring volume and profitability to an established, underperforming brand by developing new products, restructuring the distribution channel, broadening the dealer network, revamping customer service functions, and developing effective sales support and marketing tools. Results have been a 40% increase in orders and significant increase in customer responsiveness with corresponding increase in customer satisfaction.
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Independent ConsultantIndependent Jun 2012 - Oct 2015Provide marketing and business development consulting for small businesses. Develop competitive benchmarks, create market segment overviews, build business models, perform financial analyses, author sales presentations, identify target customers and conduct other marketing and business development activities for small business clients.
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Vp Product ManagementBush Industries Feb 2010 - Jun 2012Jamestown, New YorkResponsible for marketing and product management for Bush Industries – Bush Business Furniture (BBF), with $50 million annual sales and Bush Furniture with $35 million annual sales. Responsibilities include strategic planning, brand management, product life cycle management, new product development, product engineering, marketing communications, channel management, customer service, product and brand positioning, public relations, e-commerce strategy and corporate identity. •Developed the overall business strategy for the commercial segment, including channel strategy, marketing branding and communications, sales force structure, product road map and competitive differentiation / market positioning•Successfully launched new BBF brand for Bush Business Furniture, including new corporate identity, brand positioning and new product development and introductions•Driving force behind corporate effort to establish our brand into new distribution channels. Provide leadership for marketing and sales efforts to recruit new dealer network, recruit and train independent sales representation, established policies and procedures to service the new channel•Launched new differentiated product lines to the market, significantly improving market presence and competitive positioning.•Established pricing, discount scenarios and forecasts for commercial segment. Performed financial analysis and business modeling for planning purposes•Catalyst for incorporating lean principles in product design, engineering, production, scheduling and inventory strategies. •Implemented management techniques to increase the efficiency and effectiveness, resulting in more consistent production of higher quality results to support the strategic efforts of the company. • Supervised team of product management, product design, engineering, marketing communications, project management, market research and customer service professionals. Member of executive leadership team for BBF Division. -
Global Product Manager - Reactor SystemsRobbins & Myers. Inc. Dec 2006 - Jan 2009Rochester, New YorkMarketing leader for the premier producer of glasslined processing equipment and related products for the chemical and pharmaceutical industries, reporting to the President of the Process Solutions Group, with operations in the US, Germany, the UK, China, Brazil and India. Responsible for product line strategies, brand development, competitive and market intelligence, forecasting and marketing communications for four core product lines totaling roughly $190 million in sales on a worldwide basis. • Implemented strategic planning process with cross-functional teams to establish strategic initiatives and identify tactical actions to support them. Created in-depth product plans and M&A analyses.• Identified new market opportunities and created business development plans for the original equipment and aftermarket segments, including creating a business plan to grow the sales of aftermarket by 10% annually ($2.0 million). • Developed brand architecture and marketing tools for reactor systems products. Led development of corporate website and e-commerce site for spare parts, developed corporate capabilities brochures and sales presentations. • Managed pricing and margin enhancement initiatives. Increased OEM margin rate 10% (3% to 13%)• Supported sales efforts on large scale (over $350K) sales opportunities by providing technical informa-tion, conducting sales presentations, facilitating contract negotiations and coordinating inter regional cooperation. Efforts led to booking over $1.0 million in additional revenue.• Assisted in the transition from a direct sales force to a manufacturer’s representative sales model, significantly increasing our market exposure and sales opportunities, leading to 10% annual growth.• Led strategic supply chain analyses, outsourcing and standardization initiatives that resulted in over $500K annual cost savings for the organization and identified the potential for further savings.
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Product Manager - International DivisionRich Products Corporation Jan 2002 - Oct 2006Buffalo, New YorkWorld headquarter strategic marketing resource for the international division a large privately held food manufacturing company, with global operations in the US and over 50 countries worldwide. Primary focus on Asia region, the UK, and Russia with responsibilities in Mexico and other global markets.• Mentor and trainer for regional resources on strategic marketing concepts, corporate processes and business best practices. Increased the level of teamwork and knowledge sharing between regional and World Headquarter based associates, resulting in faster cycle times, over 20 product introductions and decreased costs through more effective implementation in the field.• Lead user and active participant in StageGate new product development process implementation, drastically improving the NPD process and cutting over 50% of cycle time from idea to market.• Primary driver of organization wide effort to increase our basic understanding of customer's needs by employing modern Voice of the Customer (VOC) concepts and practices. Led Ethnography based VOC projects in Asia and Mexico, enabling Rich’s to defend its dominant market position in those regions.• Early adopter and internal advocate for sensory science tools as basis for product definitions and evaluations, saving development costs and speeding products to market.• Developed a solid and sustainable branding architecture for Asia region, helping them drive over 10% year over year volume growth while increasing gross margin percentages. • Key member of corporate strategic planning team in multiple geographic regions as trained session facilitator and subject matter expert. Resulting plans led to sustained double-digit annual growth rates for a $300 million division -
Product ManagerThe Gunlocke Company 1988 - 2001Wayland, New YorkConceived, developed, and implemented product marketing programs to grow revenue at major make to order wood office furniture manufacturer. Developed, supported and maintained products throughout their lifecycle. Initially accountable for a single product line and eventually for all casegood product lines - desking, tables and storage (2000 sales exceeding $50 million). Repositioned Gunlocke from a niche manufacturer to a mainstream wood casegood supplier by overhauling the product portfolio and identifying differentiated product features leading to competitive advantages in the market. Grew sales volume in the segment by over 50%. Led multiple cross-functional product development teams with budgets up to the multi-million dollar range. Responsible for developing product platforms and line extensions, including the company’s best selling platform which has generated over $400 million in sales since its inception.Supervised and mentored direct report and others in the organization. Managed external resources. Represented marketing function on multiple enterprise level internal initiatives, including ERP software evaluation, operations planning and long range strategic planning teams. Participated in periodic Kaizen events on the factory floor. -
Sales And Distribution AnalystUpstate Milk Cooperative Jul 1994 - Nov 1996Le Roy, New YorkServed as an in-house consultant on a variety of sales, marketing, and operations projects at a major manufacturer and DSD distributor of dairy foods and related products.• Involved in sales compensation formulation, capital investment analysis, product strategies, account and product profitability analysis, business process development, and logistics and routing decisions. Interacted with teams from across the organization• Implemented Key Operating Indicators reporting system, the primary information tool used by regional managers to gain insight into their areas of responsibility. Worked closely with IS department to implement these tools in multiple locations and evaluate new information tools.• Developed cost and profitability models for use in sales and distribution planning, service policy development, pricing, and promotion planning.•Member of new product development and package design team.
Michael Chefalo Skills
Michael Chefalo Education Details
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Marketing, Operations Management -
Applied Economics And Business Management
Frequently Asked Questions about Michael Chefalo
What company does Michael Chefalo work for?
Michael Chefalo works for Open To New Possibilities
What is Michael Chefalo's role at the current company?
Michael Chefalo's current role is Actively Seeking.
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What schools did Michael Chefalo attend?
Michael Chefalo attended University Of Rochester - Simon Business School, Cornell University.
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Michael Chefalo has interest in Children.
What skills is Michael Chefalo known for?
Michael Chefalo has skills like Cross Functional Team Leadership, Strategy, Product Management, Product Development, Strategic Planning, Business Development, Marketing Strategy, New Business Development, Management, Marketing Management, Business Strategy, Market Research.
Who are Michael Chefalo's colleagues?
Michael Chefalo's colleagues are Geoffrey Hepburn.
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