Mike Pearce Email & Phone Number

Spring, Tx, Us

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Michael Pearce is a Sustainability Communications advisor within the Global Operations and Sustainability (GO&S) group at ExxonMobil. In that role, he provides support to the Sustainability Director and the Investor Relations group, and leads ExxonMobil’s Corporate Sustainability Report.Michael serves as Vice Chair of the communications working group of Ipieca, the oil & gas industry group focused on environmental and social issues across the energy transition. In addition, he develops executive communications for GO&S leaders to use externally and across the corporation.

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Delivered transformational cost reduction during pandemic, while enhancing customer experience for thousands of finished lubricant customers globally. Oversaw expansive management of change. Led global implementation agenda with key markets to ensure disciplined approach. Stood-up Inside Sales teams in high-cost markets to lower costs and add capabilities that allow reps to meet customer needs virtually. Re-engineered commercial processes to align with industry best practices. Translated business requirements into technical features that deliver automation and machine learning capabilities enabling us to outperform peers in the marketplace. Led RFQ to identify ideal strategic partner for Inside Sales managed service provider in North America.

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Led global network of Market Development Managers in key finished lubricant markets globally. Managed priorities to achieve organic growth through a broad range of initiatives, including digital promotions, partnerships with start-ups, sales enablement tools and tech tools adoption.

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Design/deliver global CPQ system globally to modernize revenue management activities, including deal scoring and opportunity detection. Increased profitability through innovative revenue enhancement tactics. Expanded value capture through inter-affiliate business model, applying transfer pricing best practices. Lowered expenses in high-cost markets by migrating positions to commercial operation hub in Prague. Re-designed processes, controls catalogs and risk assessments to eliminate low-value work and free-up capacity to pursue profit-expanding initiatives.

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Designed, built and tested adjacent and transformational offers and business models using ethnographic research in spaces with strategic links to ExxonMobil's fuels and lubes business. Collaborated with start-ups, accelerators, incubators, venture capitalists and ecosystem players in diverse growth markets around the world.

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Led Americas commercial lubes marketing team during PC-11 product offer relaunch, which served as a springboard for several high-impact marketing initiatives, including:- Complete product line refresh- Integrated marketing campaign that included bold claims, directly targeting market leaders, an educational website for customers, podcasts and webinars with field sales and distributors- Launched Small Fleet Offer deployment, which included simplified tiered solutions for small business customers Established B2B network of experts- Partnered with leading OEMs on joint marketing programs to strengthen ties to key industry leaders- Developed FleetFinder iPad app to support sales in identifying prospective customers- Expanded Mobil Delvac digital presence in key online properties, websites and social networksAdditionally, my team relaunched the Optimized Oil Drain Interval Program, led Light Duty Offer development work in Brasil and launched Mobil Delvac Express (truck quick lubes) in Colombia and the US.

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Conducted deep analysis of North America lubricants business as part of 8-month rapid action team. Scope included markets, industry, EM business model / staffing and competitors Conducted value chain analysis, identifying synergies and complexity drivers. Formulated strategic, cross-functional recommendations to enable long-term success. Collaborated with field force effectiveness & country marketing plan teams to identify highest-impact initiatives. Optimized EM & distributor resource redeployment, based on regional analysis of demand concentration, sales rep assessments & capabilities by sector & geography.

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Led ~25 DSRs to collectively win 143 new accounts during tenure, added >$1M in margin, including one of the largest GM dealerships in the US. Coordinated Mobil Delvac 1 video/brochure proof of performance, which was leveraged locally in territory, as well as across US (and globally). Mentored sales reps to improve their performance.

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Led marketing activities for Mobil 1, Mobil Delvac and Mobil Super with AutoZone, Advanced Auto Parts, O'Reilly and Pep Boys. Created innovative marketing promotions (X Games event, Ken Block sponsorship, Camaro giveaway sweepstakes, etc.). Developed strategic relationships with key retailers by improving sales, profitability and interest in engine oil category.

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Made recommendations to optimize marketing communications budget, encompassing B2B/B2C initiatives, TV commercials, digital campaigns, motorsports sponsorships, PR and other promotional activities. Translated market, consumer, industry and competitive analyses into winning concepts by defining ideal positioning for Mobil 1 brand.

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Coordinated product/concept launches and repositioning campaigns across key EMEA markets (Russia, Turkey, Egypt, UK, Germany). Synthesized insights on consumer segmentation, brand health, point of sale, industry & trade reports into actionable growth strategies. Led Russia Esso brand migration, including deletion of Esso Ultra (>$50M rev) and launching new product to capture and retain margin.

Thousand Oaks, Ca, Us

Developed integrated marketing communications campaign for Aranesp (biopharmaceutical,$3bn sales globally) in French marketLeveraged distribution channel intelligence and SAP data to optimize local sales force strategy

Charlotte, Nc, Us

Analyzed small business owners financial portfolios and projected cash flow & profitabilityExceeded sales conversion targets by more than 200 percent during tenure

Master Of Business Administration - Mba, General Management, Marketing

Bachelor'S Degree, English Language And Literature, French Language And Literature