Career Highlights, Education and Professional Associations
Masters in Business Administration - Boston University
BS, Mechanical Engineering - Duke University
Member of the Marketing Committee - Boston Product Management Association
Past Member - American Society of Mechanical Engineers
Founding Member (Retired) - Maine Chapter of Project Management Institute
Vacuum Products Division produces, sells and services vacuum pumps and control products for
manufacturing, analytical instrumentation and alternative energy activities. Annual revenue of
~$180M. Formerly Varian Vacuum Products Division of Varian, Inc.
SENIOR PRODUCT MANAGER, 2011 to present
Most recently I have been tasked with revitalizing our mature commodity products, which
comprise 30% of overall sales. I’ve repositioned and re-defined pricing, promotions, distribution and marketing strategies based on comprehensive market, competitive and customer research. I lead product development, launch and manage new sub-product lines to supplement sales of the mature products. I’ve been leading a cross- functional team of R&D, manufacturing and applications engineers in this effort. These initiatives, coupled with lead generation/new marketing techniques, are projected to grow product sales by 7% worldwide and increase “top of mind” brand awareness.
GLOBAL MARKETING MANAGER – INDUSTRIAL PROCESSING MARKET, 2006-2011
In this role, I partnered with our international sales team to identify and position products to target customers in the company’s most profitable sub-segments. I deployed innovative marketing and Business Development strategies to increase customer base and market share in the highly competitive U.S. markets. With a wider, global view, I led both international sales and field marketing teams in cultivating strategic partnerships that broadened products sales overseas.
My efforts achieved increased product sales to the industrial processing market – including alternative energy - by greater than 30%, over three years, and have reversed the company’s historical inability to penetrate the Asian market. From the product management perspective, I reinvigorated a mature (niche) pumping system that enjoyed 30% growth, 50% worldwide market share, and increased profitability. I increased Agilent’s position in the photovoltaic/solar and LED substrate market in North America and in Asia by more than 30%.
MARKET SEGMENT MANAGER– NORTH AMERICAN R&D, 2004 – 2006
In this position, I managed all products, product positioning and product placement activities for our largest market segment; major government research facilities, universities and a large, diffuse general end-user market. I was tasked with development, design and execution of lead generation marketing programs and promotions strategies. I also managed field marketing and supported third party channels that sold to government customers.
MARKET SEGMENT MANAGER– NANOTECHNOLOGY, 2000 – 2004
Varian's management team transferred me to our Italian manufacturing site when they needed someone with a strong technical background and history of generating global demand to manage our most important global market. In this position, I developed strategic partnerships with key international customers using global teams and functions, including comprehensive contracts, specialized product development, price negotiations and strategic planning. I successfully assessed and translated customer requirements into more efficient product modifications and systems that grew product sales and maintained margins in highly competitive markets.
PRODUCT MANAGER, 1998 – 2001
During my first years with Varian, I directed and closely collaborated with cross-functional teams in managing one product family's market positioning, pricing and positioning, promotion, and market distribution strategies. Some of the results of this effort included turning around the product line trajectory worldwide with measurable results of taking the line from a loss of $500K/year to a profit of $3M as measured in gross margin.
An environmental technology company that engaged in the commercialization and development of its proprietary processing technology, Catalytic Extraction Processing, used in transforming hazardous waste into useful, commercial by-products.
MARKETING AND COMPETITIVE ANALYSIS MANAGER, 1996-1998
At MMT’s Massachusetts corporate headquarters, I led a cross-functional team performing market research, competitive assessments and strategic planning.
Key projects included:
- Determed the value of MMT’s new waste-to-energy management system through a comprehensive technology/benchmarking project which targeted early adopter clients for the company to approach for partnering in three, $100M projects.
- Developed modeling analysis and planning for building a $60M system. This analysis was used for determining pricing set-points for waste intake and product output.
- Managed a team of researchers and analysts to identify over two dozen strategically significant competitors and their technologies.