Susan Merchant Email and Phone Number

Lead and manage business development activities in partnership with 3M Divisions, focusing on the U.S. Air Force and Defense Prime Contractors.

Manage New Industrial Sales Professional Training ProgramOrchestrate training sessions, facilitate daily classroom activityInsights Discovery™ Practitioner leading face-to-face and virtual trainingCertified Trainer: -Customer Focused Selling-Business Acumen, High Performer-A Day in the Life of an Industrial Sales Professional Coach Sales Managers on employee performance & developmentManage Training Program for Sales LeadersCertified Trainer: Cracking the Sales Management CodeHiring & Onboarding Leader for the Safety & Industrial Business Group for US and CanadaRecruit, Hire, Onboard, Manage, Place Sales Professionals in full-time TerritoryChair/Advisor 3M Military Support Network CEO Inclusion Council Member - 3M Former United States Air Force OfficerPrior 3M Experiences: 3M Electrical Markets Division – Regional Business Manager – 3 years3M Oral Care (Unitek) Account Executive – 5 years3M Optical Systems Division - National Sales Manager – 5 years3M Optical Systems Division – Senior Sales/KAM 4 years3M Optical Systems Division – Global Marketing Manager – 4 yearsGlobal Marketing Communications – 2 yearsManufacturing – 1 year

Manage Western Region sales team for Construction & Industrial business of 3M Electrical Markets Division to achieve $70M team forecast12+ Direct Reports Provided Executive Leadership to 8 external partnering rep agenciesSuccessfully worked cross-functionally internal/external to leverage relationships to ensure client satisfaction and 3M goals

Territory Manager - 3M Unitek - Orthodontic MarketManaged all aspects of Business: Sales, Marketing, Pricing, Training, NPI

Managed US sales teams responsible for attaining $65 million forecast.Team Management – Managed 10 sales reps and 8 independent rep groups.Contract Negotiation – Negotiated independent rep group, wholesale, distributor, and inter-divisional contracts.Personnel Resource Allocation – Developed compensation plan and restructured sales teams to align resources dedicated to high grown opportunities. Key Account Management – for HP and Dell which were premium accounts critical to future global business. Cross Functional Team Leader – For KAM and working with Independent Rep Groups. Successfully led team of marketing, new product development, lab, technical service, customer service, supply chain, and MarCom. Exceeded Plan – Grew US sales from $35 million to $65 million. Exceeded forecast four out of five years.

Relationship Management – Developed relationships at all levels from purchasing to executive level in inter-divisional, wholesale, distributor, and end-user environments. Marketing/Training – Worked with division marketing to develop sales support and training materials for internal 3M team, division partners, and resellers. Primary sales rep responsible for training division partners. Exceeded Sales Targets – Exceeded sales targets by double digits every year. $8 million territory.

Strategic Thinking – Developed computer filter marketing strategy and executed globally. Provided direction and training to division partners and OUS subsidiaries.New Product Launch – Cross-functional Team Leader for new product launches incorporating marketing, lab, supply chain, technical service, sales, customer service and global subsidiaries.Marketing Communications – Directed global efforts. Successfully managed $3M budget. 2 direct reports.Market Research – Supervised focus group studies to determine consumer behavior.Business Operating Committee – Management team member. Six Sigma – Greenbelt Team Leader. SKU rationalization. Resulted in 20% SKU reduction.

Marketing Communications Strategy –Developed campaigns including; agency activities, direct mail, sales materials, trade shows and educational literature, product demos, radio, airline, and magazine advertisements; developed new tiered global packaging. Cross-Functional Leadership - Responsible for the development and approval process of marketing materials with advertising agency, regulatory, legal, training, marketing, and R&D functions.Budget Responsibility – Successfully managed $2 million budget.

Successfully managed four business units ensuring War Readiness for the 115th Fighter Wing: Transportation, Supply, Contracting, Fuel Support. 1991-1997 Air National Guard, part-time 6 years.Staff Sergeant – Aerospace Control & Warning Systems Operator. Deployed with NATO allied forces in Forward Air Control Units throughout Europe providing wartime Air Traffic Control. Active Duty 5 years.