Developed and implemented market based pricing strategies ensuring competiveness and responsiveness while meeting divisional profitability targets. Established and monitored effectiveness of Pricing Strategies for Gates Industrial Power Transmission and/or Fluid Power products through measurement of KPI metrics. Responsible for collecting, analyzing and evaluating data on products, costs, and markets to support development and presentation of appropriate price and bid strategy.• Converted complex cost-plus based pricing techniques to value-based methods resulting in elevated margins and enhanced quote hit rates.• Created cost pass-through materials model enabling raw material effects to be passed through supply-chain via pricing actions.• Reorganized historical team structure from product orientation to end market focus enabling pricing segmentation.

Development of strategies relating to brand positioning, pricing, distribution, promotion, segmentation, and competitive action for Gates Fluid Power and Industrial Power Transmission products. Marketing initiatives to support growth and profit objectives of the divisional strategic plan. Lead sales support team in pricing strategies which optimize market share and profitability. Leverage market research, monitor key customer market needs and measure the effectiveness of all marketing activities.

Development of divisional strategies and tactical plans for North America and Global Hydraulic Markets. Lead the development and execution of marketing plans, new product commercialization and product portfolio management in alignment with divisional plans. Market turnover for responsible products under direct influence is over $300M with additional commercial influence with other hydraulic sales globally. ▪ Execution of price increase due to rapid and significant material escalations tied to crude oil. • Development of market level pricing strategy.• Manage and assist with transition of entire department to new team located in Gates manufacturing facility.

Selected to define and develop new product program expanding Gates portfolio in Fluid Power division beyond traditional hose and connectors driving growth opportunities through innovative and differentiated solutions. ▪ Developed strategic plan to evolve Gates supply of products from component based to systems (modular) based.▪ Conducted global market study projecting $100M market capture within 10 year period justifying path forward. ▪ Defined hydraulic adapter product strategy optimizing mix of Gates in-house manufacturing and outsourcing to provide competitive product program while protecting Gates market interests.▪ Identified potential Asian suppliers; orchestrated visits and assessments of component candidates resulting in selection of key participants in defined product strategy. Managed project execution through detailed planning and communication of tasks required by project participants throughout the Gates global organization.▪ Developed comprehensive proposal based on value stream mapping process justifying value added services from Gates to key strategic customer.

Recruited and challenged to restructure Gates Application Engineering group to support divisional growth strategies. Led the customer focused engineering team providing technical application support in our OEM and aftermarket customer base. Charged with identifying both new product requirements and new applications of existing product opportunities to the company. ▪ Restructured and built team with various technical skills positioning department to maximize technical support to customer base contributing to over $60M divisional growth. ▪ Developed and managed $1M+ departmental budget.▪ Vital role in converting John Deere tractor plant to Gates hydraulics from competitor. During conversion, handled sales, marketing, and technical functions for proposal generation and successful acquisition of $5M of new hydraulics business.▪ Directed project to develop world class interactive web-based catalog delivering over 2,800 3D solid CAD models of Gates products available 24/7 to global customers via internet. (www.gates.com/DesignConnect)▪ Key team member in definition of new product development commercialization processes (APQP Phase Gate).

Responsibility for maximizing sales and profits of $81M Industrial OEM Market (Agricultural, Construction, and Lift Truck Equipment) through project and marketing management, effective product positioning, and pricing strategies. Built and maintained effective tools for the detailed management and analysis of project, product, market, and competitive information. Used these tools to analyze, inform, and provide direction to applicable stakeholders for resolving problems and acting on opportunities that effect sales penetration and profitability. ▪ Coordinated and managed several strategic quotation packages resulting in revenue gain and profitability enhancement.▪ Provided leadership direction in multi-functional teams relative to assigned market opportunities. Guided direction and work priorities to Market Sales Specialists on a day-to-day basis.▪ Played key role in product line management project successfully converting legacy specifications to a new global product line. ▪ Created database solution to manage Gates progress towards customer value engineering / value analysis (VE/VA) goals.▪ Developed database application to analyze competitive product offering and conduct gap analysis.

Maintained direct contact and developed good rapport with personnel at assigned accounts in sales territory of $14.3M. Ensured Gates resources were in alignment with customer expectations. Fluid Power and Power Transmission products were represented. Major account assignments included John Deere, Vermeer Manufacturing, Maytag Corporation, and SkyJack Equipment. ▪ Achieved Gates highest recognition for Gates Industrial field sales - Star Performer. Only ten field sales persons in sales force of over 100 achieved this level during five year period. ▪ Doubled territory sales within five years while improving profitability 29% through a value-added, consultative selling approach. ▪ Converted competitively held OEM to Gates Fluid Power customer base; growing market share within account from 0% to 100%.

Training and support position for industrial OEM field sales force - provided technical product support and customer service functions to clients when assigned sales manager was unavailable. Developed, programmed, implemented, and supported Sales Force Automation program to standardize and automate sales processes. OEM Planned Selling - implemented for Gates entire Industrial OEM Field Sales Force representing over $75M in annual revenue - included the following functionality: ▪ One electronic location to store key customer information and contacts; organized and tracked Gates sales history by account and by Gates product markets through downloading of sales data from Gates mainframe.▪ Automated processes of request-for-quote generation and tracking, creating and maintaining account development plans, and customer return authorizations by utilizing previously captured information within the program.▪ Quotation requests became electronic parts records facilitating opportunity follow-up and ability to manage customer part information and specifications.▪ Enabled electronic compilation of all individual sales territory activity into regional level for management review.

Application of traditional Industrial Engineering techniques in manufacturing shop floor environment to drive process improvements and product cost reductions.▪ Developed and implemented spreadsheet based product costing system used to evaluate process and product design alternatives.▪ Maintained compliance with federal and state regulatory agencies.▪ Defined and executed system to quantify and reduce plant-wide work in process levels.