Experience Summary
A Marketing, Operations, and Sales leader with a strong Innovation and Market Development background recognized for consistently generating outstanding results, developing innovative products, and creating strategies designed to deliver sustainable long-term growth.
• New Market and Business Development • Operational Excellence
• Customer Care Focus and Delivery • Market Strategy Formation
• Channel Selection and Management • Competitive Analysis and Strategic Planning
• Innovation, Product Development, and Program Management for Sustainable Growth • Focus on Value-Added Approach to Markets (Differentiated Products, not Commodities)
PROFESSIONAL EXPERIENCE
MAGLOCCI AND ASSOCIATES 2011-Present
Sole Proprietor Consulting Services
Provided consulting services to small manufacturing firms to resolve various commercial issues.
• Developed and implemented new market vision for $35MM specialty wood products manufacturer, moving them from a product approach to a “demonstrable difference/reason to believe” approach.
• Completed new market entry study for client to drive decision on whether and how best to expand into totally unrelated markets.
• Assisted $40MM hand care products manufacturer in understanding how best to expand into untapped global markets.
• Developed plan to position family-held cleaning equipment manufacturer for sale within 5 years.
PREMIER MANUFACTURING SUPPORT SERVICES 2010-2011
Director, Business Development
Responsible for Business Development, Marketing, and Diversification efforts for this $200MM supplier of outsourced manufacturing support services to the automotive market.
• Developed matrix model of current accounts vs. service offerings to identify gaps in product coverage and opportunities in both service development and account penetration.
• Began program to introduce services currently being performed only at single locations to other customer plants (lowest cost method of adding new business—new products to existing customers).
• Led commercial efforts in closing two Detroit-area plant locations, delivered $600M in “cost recovery” from customer through development of strong relationships, difficult negotiations, and “creative financing”.
HYDRO SYSTEMS (Cincinnati, OH) 1993-2009
Vice President, Marketing and Business Development (2004-2009)
Responsible for identifying and developing new (non-traditional) business opportunities, creating and implementing new marketing and sales strategies, and directing on-going marketing activities for this $70MM manufacturer of chemical management systems (a division of Dover Corporation, a $7B diversified manufacturing company). Operated as General Manager for developing businesses.
• Identified market opportunity and developed customer base to begin entry into the US water treatment market. Managed team of four (sales, customer service) to deliver business results: 2nd year run-rate of $1MM at margins 10 points above company average. Introduced unique products and technologies.
• Initiated “service company” strategy that allowed company to begin penetrating previously unreachable lower 60% of market, resulting in $3MM in second year sales.
• Pioneered the introduction of on-site “Technology Week”, an invitation-only series of seminars aimed at company’s top 10 customers. Presented forward-looking technologies designed to solidify company’s position as the market leader, strengthen relationships at highest levels of customers’ organization, discourage customers from making long-term commitments to competitors, and ensure company’s inclusion in customers’ new programs.
• Pursued and developed non-traditional market opportunities with P&G, Scotts, NSS (auto scrubber manufacturer), and Rubbermaid Commercial Products, resulting in entry into totally new markets.
Vice President, Marketing and Sales (1993-2004)
Responsible for continuous new product development to meet company’s “replace ourselves” strategy, identification and development of new strategies/markets/channels, starting and developing company’s international businesses, as well as working closely with sales force to achieve revenue targets.
• Continually launched multiple new products and programs that allowed company to gain approx. 60% market share in North America. Successfully avoided general price increases for over 10 years.
• Developed “customer branding” strategy focusing on building customers’ brands, not the company’s, resulting in totally new approach to a mature market.
• Increased company’s international sales as a percentage of total revenue from <5% to over 25%. Required constant introduction of new, market-specific products.
• Grew fledgling European business from US$400M to US$4MM (1993-2000). Hired and managed sales force. P&L responsibility for the 12 person operation, reaching profitability in 1996. Changed operation from distribution business to a full manufacturing operation.
• Opened and managed seven person Brasilian operation (2003). Hired and managed sales force. P&L responsibility, reached profitability in 2008. Currently delivering US$2MM + in sales.
• Opened and managed Chinese operation (Shanghai) in 2004, using shared Dover resources. Hired and managed leadership team and sales force. Reached profitability in 2008 on sales of US$1.5MM.
SWEETHEART CUP (Chicago, IL) 1988-1993
Director of Marketing
Responsible for marketing and product introduction efforts for categories comprising approx. 40% of company’s $700MM in food service disposable sales, using direct sales, distributors, and mfr’s reps.
• Continually delivered approx. 60% of company’s profits on 40% of company’s sales through two LBO’s, in an environment of little capital investment and severe cash flow management.
S. C. JOHNSON (Racine, WI) 1983-1988
Product Manager and Market Development Manager
Responsible for developing and launching products for the commercial market, with specific development of the food/non-food retail segments, for this $4B consumer and commercial products company.
EDUCATION AND TRAINING
The University of Michigan (Ann Arbor, MI)
MBA/BBA, Emphasis in Marketing, Strategic Planning, and Finance
Captain, U of M Rugby team. Selected Final Four All-Tournament Team.