Robert Harper Email & Phone Number

Latham, New York

Commercial LeaderFully responsible for the annual global revenue of prefabricated swimming pools, automatic pool safety covers and other related products. • Grew sales 28% and EBITDA 33% YoY in 2020.• Led Sales through the COVID-19 pandemic challenges; travel restrictions, shutdowns and, work from home.• Pioneered and led company S&OP process (Oliver White model) – sales demand forecasting.• Complete overhaul of the Sales Opportunity funnel; incorporated into CRM tool improving opportunity forecast accuracy.• Drove CRM adoption and use from 30% to 100% by managing processes systemically (sales opportunities, pricing approvals, lead management, document memorializing, and sales activities).• Restructured sales twice over two years to drive efficiency and category specific focus.• Reduced over fifteen customer programs and simplified others saving $3M annually.• Reduced discretionary Sales spending from 0.6% to 0.3% of sales, saving over $1M annually.• Introduced PSS Sales Training by Miller-Heiman/Korn Ferry; formalized company selling approach and coaching.

Overland Park, Ks

Commercial LeaderResponsibilities included, but were not limited to: - P/L responsibility for the Consumer (CPG) and Industrial (specialty bulk) salt business- lead for key functions of sales, marketing, product management, sales demand forecasting (SOP), inventory and production planning, and customer service- collaborative working relationships with the functional leads for manufacturing, logistics, IT, finance, R&D and HR - heavily focused on strategy, execution and personnel development- added key distribution with Home Depot, Lowe's and Costco- won Vendor-of-the-Year awards from Ace, True Value and DIB hardware co-ops- won Vendor-of-the-Year award from Canadian Tire in Canada- reduced sales & marketing headcount by 38% over a two-year period- delivered record EBITDA for 2016 and 2017 fiscal years- reduced SG&A expense by 26%

Kansas City, Missouri Area

Commercial business leader for Compass Minerals Consumer (packaged) and Industrial (bulk) ice melt business.- attained category leadership, based on share, in packaged ice melters- added manufacturing capacity to more profitably serve key markets, including a greenfield plant in Buffalo, NY and two regional tollers- introduce an extremely successful patented, pet-friendly ice melt product Safe Step® Sure Paws®- focused inventory/cost management; even more critical in soft winters

General Manager of Compass Minerals new business pool salt business. Total responsibility for sales, marketing, p/l. Added responsibility for the ice melt business in 2010.- launched Pristiva in November 2008 in US; launched in Canada in 2011- secured distribution with PoolCorp (US) and Backyard Brands (CAD)- industry SME on saltwater pools; numerous trade publications and industry speaking engagements- developed a profitable pool salt business in the Western US and Canada- sold Pristiva to Backyard Brands in 2013

North Kingstown, Rhode Island

Commercial lead for Goldline division of Hayward Pool Products. Total responsibility for all sales and marketing activity for the electronic saline chlorination and automation product lines. - led a sales team comprising factory-direct and manufacturer's representatives- represented company at trade shows, buying group meetings and other key industry events - reorganized sales into a "single point of contact" model with parent company- led focus on after-market opportunities and programs

Greater Atlanta Area

Total responsibility for the sale of $120M+ annually of branded recreational water treatment products (CPG) sold under the BioGuard® brand name. Managed a 25-person national salesforce. Heavy focus on strategic planning, goal setting, sales demand forecasting, opportunity pipeline management, budget and sales program development and talent development. Maintained active relationships with key customers and buying group partners.- exceeded profit plan multiple times- grew BioGuard Authorized dealer program to 900 locations- successfully launched many new products, including Mineral Springs®, SoftSwim®, Soft Soak®,Smart Sticks® and Smart Shock®- helped develop, plan and execute Dealer Mart, a mini-trade show/educational event attended by 1,000 people representing 450 companies- created co-branding relationships with three large portable spa OEMs, most notably Jacuzzi®- led Achieving Sales Excellence (ASE) initiative, based on Huthwaite SPIN Selling, for all BioLab sales

Bachelor Of Science (Bs), Marketing

Mini-Mba, Finance