Expert Details

Expert in Residential and Commercial Water Filtration and Treatment

Expert ID: 726265 Tennessee, USA

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Expert is a Biologist and Senior Business Development Leader with proven track record of growing company revenues and profits ten (10) fold in 5 years. He has extensive experience developing, implementing, communicating and monitoring U.S. & International sales strategies, and working closely with the regional teams to carry out the company's sales growth initiatives. He brings with him numerous successes bridging the gap between customers, marketing and engineering, while managing marketing staffs with multi-million dollar marketing budgets and P&L responsibility. Strong understanding of how the local markets work and moves as well as deep understanding international cultures- of what it takes to drive and close deals, and to break new ground in dynamic, competitive environments.

He has personally negotiated multi-year, multi-million dollar contracts with Winnebago, LG, Samsung, GE, Bosh Siemens, Manitowoc Corp and Mc Donald’s. He rewrote the legal language of each contract tailored to the customers’ needs, to win the contracts and protect both companies. With 10 years experience as a project engineer for the automotive industry, he managed multi-million dollar contracts from, quoting and designing the products, to designing the manufacturing processes, to training the operators, through initial purchasing of all supplies and establishing the logistics to move both raw materials in and finished good out.

He has over 20 years experience as a sales and marketing manager supporting multiple brands through multiple channels both in the U.S. and Internationally. This included evaluating and implementing new training techniques for both sales and customer service groups globally.

He has have used his technical background as a foundation to create new products, successfully repositioned existing products and redesigned old products, creating new and more profitable sales in the residential, commercial construction, petrochemical and EDM industries. This was accomplished through greater understanding of customer’s processes to deliver better solutions and added value.
In a true entrepreneurial spirit he recreated an existing product at a lower cost and then successfully entered the semiconductor market with profits 10 times the original base product.

He has 15 years experience in selling and marketing membrane products to residential, commercial and industrial accounts. He has visited the Norit facilities in the Netherlands to evaluate and negotiate use of the X-Flow technology.

In multiple industries at every company he worked for, he has either supported, created, negotiated or directly sold to existing customers increasing revenues. He has successfully positioned industrial products in support of residential sales and vice versa. At 3M he had the opportunity to cross market a wide range of their products and merge base products into their sales channels. As well as being initiator and lead on several cross functional teams developing new cross marketable products.

He successfully developed new annuity programs for OEM’s so that they also profited from sales to them resulting in capturing over 85% market share. He also implemented incentive programs for customers optimizing their profitability and lowering the cost year over year.

He have a customer-focusted orientation to his relationships at work, reflecting a stronger value on attending to customers' needs, preferences, and requests.

Global water treatment and purification consulting on sales strategies, marketing, training, product development, product positioning and product life cycle management, enterprise structure and business case development.
Customers include: Phillips, Eureka Forbes, Norit, Filtrix BV, 3M, Hindu Unilever, MITSUBISHI RAYON CLEANSUI and others.
Customers include: Phillips, Eureka Forbes, Norit, Filtrix BV, 3M, Hindu Unilever, MITSUBISHI RAYON CLEANSUI and others.

Expert may consult nationally and internationally, and is also local to the following cities: Knoxville, Tennessee - Chattanooga, Tennessee - Asheville, North Carolina

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Education

Year Degree Subject Institution
Year: 1977 Degree: MBA Subject: Business Administration Institution: George Washington University
Year: 1975 Degree: BS Subject: Biology Potany, Cellular and Microbial Institution: University of Wisconsin Madison

Work History

Years Employer Title Department Responsibilities
Years: 2009 to 2010 Employer: TDRAH Consulting LLC Title: President Department: Responsibilities: Global water treatment and purification consulting on sales strategies, marketing, training, product development, product positioning and product life cycle management, enterprise structure and business case development.
Customers include: Phillips, Eureka Forbes, Norit, Filtrix BV, 3M, Hindu Unilever, MITSUBISHI RAYON CLEANSUI and others.
Years: 2006 to 2009 Employer: 3M Title: Director International Business Development Department: Marketing Responsibilities: Grew sales of products and services internationally by 300% through product innovation and repositioning. Advocate for International marketing and products needs within the Division. Communicate strategies between management, divisional marketing staff and sales teams. Represent international at marketing, sales and strategic plan reviews. Lead product development cross functional teams and promotional activities with International Business Managers, subsidiaries’ General Managers and Regional Managers. Train and supports field staff. Champion and launch new product lines globally.
Years: 1995 to 2006 Employer: CUNO Inc Title: VP Marketing & Business Development Department: Marketing Responsibilities: Develop and lead implementation of strategies that shaped current and future U.S. and international business. Manage business plan development. Identify global partnering and marketing opportunities. Collaborate and lead product design teams and multi-functional teams to ensure customer needs are identified; products meet design requirements and delivered on time and on budget. Manage 12 member Marketing and Advertising team. Direct strategies, tactics and programs to create interest, demand and recognition for company’s brands through the use of Internet, PR, Product Marketing, Creative Services, Advertising, Strategic Relationships and Event Planning. Lead teams, planning, organizing, staffing and training.
Years: 1983 to 1995 Employer: Ametek Inc Title: Seales & Marketing Manager Department: Sales & Marketing Responsibilities: Managed national sales force for OEM, commercial and water treatment segments.
Expanded sales in existing markets by 50% through customer focused marketing.
Further expanded sales with a new markets expansion programs through innovative designs and product positioning in Semi-conductor and light industrial markets in US and Europe.
Expanded market development and product development into EDM, Tool & Die and MRO markets. Grew sales from $19 million to $70 million.

International Experience

Years Country / Region Summary
Years: 2010 to 2010 Country / Region: The Netherlands Summary: Global water treatment and purification consulting on sales strategies, marketing, training, product development, product positioning and product life cycle management, enterprise structure and business case development.
Years: 2006 to 2009 Country / Region: China Summary: Trained U.S. and international sales and marketing teams on product positioning leading to 40% higher profit margins and a premium product position.
An entrepreneurial spirit with vision and leadership to enact change within the company and the industry, by managing new product launches and expanded food service and residential sales into U.S. and international markets, which grew U.S. by 500%, Europe by more than 300% and China by 100%.
Developed, present and implement new US and OUS business strategies with sales potentials over $120 million.
Formulate plans and policies providing overall direction for US and OUS growth in residential, commercial and B 2 B channels, by developing new products and adapting existing product offerings to meet local market needs.
Developed and implemented a $141 million business plan and product portfolio for China. Increased local manufacturing content by 25%, which increased profitability by 40%. Plan on target with increased income over 100%.

Career Accomplishments

Associations / Societies
WQA;
NWQA;
AWWA;
SCE.
Awards / Recognition
Evan Scholar
Publications and Patents Summary
5 patents

Additional Experience

Expert Witness Experience
Strategic international business development including business plans, product portfolio & sales strategy development.
Identify new product sales opportunities in US and international.
Opening new markets in US and International.
Closed major key US and international customers and train multi national sales force to expand market.
Create new products for global markets.
Received four patents on filter products
Brand consolidation strategies.
Developed brand strategies and product positioning.
Managed marketing and communication teams.
Comprehensive knowledge of filtration and water using industries globally.
Lead numerous multifunctional teams both US and International
Identified and launched new and existing products into new markets expanding sales opportunities.
Extensive experience in creating new products
Extensive experience in market development and research.
Other Relevant Experience
Strategic Planning,
Product Development,
Product Positioning,
Product management,
Product Life Cycle Management,
Project Management,
International Project managment,
Business Plan Development,
Global Sales,
Global Marketing,
Global Brand Management,
Advertising,
Promotions,
Mergers and Acquisitions,
Training,
Team Leadership,
Plan Implimentation,
P&L,
Inventive and creative,
Market research,
Market Analysis,
Entrepreneurial,
Visionary,
Verbal Presenting,
Written Presenting,
Information Gathering,
Listening,
Negotiating,
Managing Relationships,
Complex problem solving.

Fields of Expertise

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