Victor Vendetti Email & Phone Number

Greater Pittsburgh Area

DESCRIPTION: Refresh and advance the Americas go-to-market strategy for our most strategic end users. Built the first-ever playbook to develop business with national/global accounts. Leading a team of 7 Business Development and Program Managers. Oversaw activities across a $46M account portfolio and created strategies for our largest and most complex largest national/global customers.✪ DELIVERED RESULTS:• Grew new revenue 23% CAGR and revenue under management 16% CAGR over 5 years.• Expanded to 64 national/global accounts in 5 years. Added $32M revenue from 26 customer trilateral agreements. Optimized our program selling approach, enabling value-intensive, solution-driven win-wins for company, channel partners, and end customers.• Enhanced the customer experience by implementing efficient sales and account management processes and SOPs, utilizing Salesforce, and working with marketing on web presence and social media. • Established robust national/global account KPIs to ensure results visibility.• Maximized ROI from new account development activities by developing and implementing 6 key criteria to identify the ideal customer targets, resulting in a 2X increase in contract signings and a 75% boost in revenue from new contracts.• Improved win rate, sales cycle times, and commitments to enterprise standardization after rolling out a new playbook and SOPs.• Managed an end user account that resulted in $13M in revenue in 4 years. This account produced $5M revenue growth and 250 leads to the participating channel partner, and $1M cost savings to the end user.• Increased revenue 19% CAGR in 3 years on a targeted list of 10 accounts that were flagged for global prioritization.• Achieved 96% on-time delivery and cemented a new $1M+ customer by working with operations and demand planning teams on a robust customer-specific supply chain plan.

Greater Pittsburgh Area

Appointed to grow fall production product line revenue and market share. This involved building, launching and managing a hybrid go-to-market sales strategy. Reporting to the President, Americas, oversaw 12 country sales leaders and managed $60M in revenue.Results:• Increased revenue CAGR 22%. Grew spend from top 10 channel partners by 19% CAGR. A key focus of this role was building out the channel partner, independent manufacturer representative, and engineered systems integrator network.

Pittsburgh, Pa Usa

Led development of the company’s global pricing, branding, digital, and fee-based training strategies. This included establishing branding procedures, corporate governance, and web governance.• Generated $17M in annual selling price change impact and 34% growth in fee-based training revenue.• Led the brand and digital integration of an acquired company.

Singapore

Expanded ex-pat assignment in Singapore to combine Australia, Japan and Southeast Asia regions into one Asia Pacific mega-region. Reporting to the VP, International and overseeing 10 direct and 160 indirect reports, consolidated and optimized HR, finance, operations, sales, and marketing functions across the region. Full P&L responsibility to $70M.• Grew revenue CAGR 14% and reduced operating expenses 11% to achieve $70M top line and $12M operating margin.

Sydney, Australia

Promoted to ex-pat assignment in Sydney, Australia, to manage the regional Australia/NZ P&L and lead a go-to-market transformation. Steered the $38M region through a market vertical and product sales diversification. Reporting to the VP, International, oversaw 7 direct and 160 indirect reports.Results:•Increased revenue 14% CAGR and gross margin by 800 bps CAGR. Transformed the go-to-market focus from low-margin non-core to high-margin core products. Diversified our market vertical strategy from a previous over dependence on mining.•Increased operating margin 1300 bps by centralizing customer service, reducing branch footprint, transitioning production from Australia to China, and implementing a 3PL warehouse strategy.•Nominated for MSA order of the year globally in 2015 by providing the New South Wales Fire Brigade with $5M of fire helmets.

Greater Pittsburgh Area

Led a team of 5 in product management and developing strategies for respiratory protection, head, eye, face, and fall protection product lines. New product development, standards compliance. Results:•Increased product group revenue 14% CAGR and gross margin by 450 bps.•Launched 3 new products.

Greater Pittsburgh Area

Managed a team of 15 territory sales managers and developed the company’s first-ever go-to-market strategy for the construction market.Results:• Grew revenue 16% CAGR while continuously improving our national and regional distribution network and key end-user portfolio.• Led the sales integration of an acquired company.

Mba, Marketing

New Product Development, Strategic Pricing, Finance For Executives

Executive education courses in Strategic Pricing, New Product Development, and Finance for Executives.

Ba, Economics, International Business

Activities and Societies: Student Government Officer, Study Abroad Program (Spain), 3-sport Varsity Letterman, Sigma Phi Epsilon.

Study Abroad - International Business