1res2012
- 1. Steve D. Allen 4145 Berkeley View Drive Duluth, Georgia 30096 (770) 712-0670 (mobile); (770) 232-2806 (H); strategics1@yahoo.com Executive Business and Operations Management Strategic Planning • Global Business and Brand Management • Global Operations Qualifications Accomplished fortune 100 executive with substantive, results-oriented experience in indirect business-to-business distribution based sales and marketing, global brand management, emerging market development, and direct technical sales management in a variety of industries. Demonstrated ability to develop and execute a wide range of tactical initiatives designed to systematically stabilize and reverse declining revenues in troubled, mature businesses operating in turbulent markets. Established performance record of organically growing value-driven businesses in slow growth markets through strategic concept development, new product development and commercialization, and sound management of new and existing programs coupled with out-of-the-box creativity. Results-oriented, passionate, decisive leader with proven track record in growing top line revenues, global market share, and profitability. Core Management Competencies • Troubled Business Turnaround/Restructure • International Manufacturing Alliances • Technology Development/Launch • Executive Management Team Leadership • Distribution Channel Positioning • Market Identification • Strategic Planning/Tactical Implementation • Facility Relocation & Outsourcing • Direct Sales Force Management • Mergers and Acquisitions/Integration • Global Product Management • Global P&L Accountability Professional Experience ITW Illinois Tool Works – Glenview, IL (a $20 billion decentralized fortune 100 company) ITW Chemtronics – Electronics Cleanroom Division - Marietta, GA – 2002 to 7/2012 General Manager Served as General Manager of $30 million/$8MM EBITDA industry-leading global manufacturer of OEM, production supply, and rework technologies for the microelectronics, telecommunications, and critical environments markets. Divisional operations encompass three international business units, two discrete sales & marketing teams, and five manufacturing sites worldwide with global selling, distribution, and warehousing activities in 25 countries. Collaboratively providing leadership across all disciplines. Full responsibility for development and execution of proven short and long-term organic top line growth strategies and practical channel access initiatives designed to drive incremental profitable growth. Management accountability includes design of tactical business models capitalizing on emerging markets, development of sustainable competitive advantage leveraging differentiable core technologies, inorganic growth through adaptable bolt-on acquisitions, operations consolidation and facility relocation, and organizational design and team building. Provide cross-functional management; direct nine Executive Directors, Operations Manager, four District Managers, and general oversight of 100 employees. Report to division President. Selected Accomplishments: Organically grew top line revenues 45% while increasing group operating profits 90% in 36 months. 60% of incremental revenue growth generated by new, value-added, high margin technologies commercialized into new markets. Initiated and closed partnership with Verizon Wireless as exclusive provider of patented, “optical fiber to the home” components. Efforts resulted in $3MM in new, incremental revenue and established new platform for future company growth. Fully outsourced manufacturing activities for a $12MM operating unit. Outsourced operation streamlined domestic workforce by 35% and reduced operational overheads by 50%. Completed projects doubled operating income from $2.5MM to $5.0MM. Reconfigured 30 person global sales organization. Tactics analyzed sales strategies, realigned territories, and targeted end-user selling efforts. Plan resulted in 22% year-on-year regional sales growth and an overhead savings in excess of $1MM. Spearheaded $40MM acquisition of firm’s largest channel competitor including initial contact, bolt-on analysis, due diligence, acquisition model development, purchase agreement preparation, opening balance sheet prep, and full business integration. Diversified revenues targeting profitable growth in Asia, Eastern Europe, Latin America, and India. Efforts have resulted in 90% collective growth in the regions and increased revenues of $3 million. ITW Powertel – Atlanta, GA – 1999-2002 Business Director Worldwide Served as Global Business Manager for $10 million/$4 EBITDA FDA-regulated manufacturer serving telecom/telephony markets. Responsibilities included design and implementation of cohesive tactical objectives and organic growth strategies, execution of speed to market principles and development-time reduction tactics, global intercompany channel alliances and technology sharing, sales team leveraging and development, factory sweating and in-lining, product line rationalization, and deployment of business simplification techniques. Directed five departmental managers encompassing sales, marketing, operations, regulatory/compliance, and client satisfaction. Reported to President. Key Achievements: Created simplified, market-driven and customer focused organization resulting in 25% revenue growth in 24 months. Relocated manufacturing site and integrated operations into existing ITW facility. Move resulted in 50% reduction in operational overheads and cost-share savings of $2MM. Staffed, developed, and trained national sales & marketing teams while providing strategic direction, initiatives, and performance-based goals and objectives. Direct sales efforts expanded market share 20%. Commercialized existing product line into new distribution trade channels/markets resulting in annual incremental top line growth of $2 million.
- 2. Steve Allen – page 2 Professional Experience Continued Morgan Ceramics – Atlanta, GA/Leeds, UK – 1996-1999 LPS Laboratories Division Director of Sales & Marketing Worldwide Served as Global Marketing Director for $40 million international manufacturer of industrial OEM/MRO technology products. Directed international marketing organization including regional managers and product managers. Spearheaded vision, strategy, tactics, and execution of global business plans. Responsibilities included development of the annual marketing plan including design and implementation of all promotional strategies, tactical plans and marketing programs. Accountable for staffing, strategic directives, and training of national marketing team. Management duties included selective distribution channel positioning, brand management, development of collaborative alliances with emerging channel partners, and global product launches. Reported to President. Selected Accomplishments: Commercialized over 20 new products annually. Directed international new product teams through inception, design, due diligence, and launch. Increased annual revenues by 20%. Directed company-wide inorganic growth/M&A activities including prospecting, due diligence, and acquisition model development. Closed $10 million tuck-in acquisition providing immediate access to new trade channels while creating new platform for future growth. Opened new distribution trade channels and established strategic alliances in Europe and Asia. Incepted and developed in-house ad agency eliminating outside agency and public relations firm. Efforts resulted in greater speed to market, enhanced brand equity control, and annual savings of $2 million. UCB-Pharma, Inc. – Smyrna, GA – 1994-1996 Senior Product Marketing Manager Served as Senior Product Manager for $25 million multinational manufacturer of FIFRA-regulated agricultural products. Responsibilities encompassed product/brand management, development of the long-range plan and annual budget, quarterly forecasting with monthly P&L responsibility for segmented lines, management of agency relationship, collateral literature development, media schedule creation, analysis of business performance versus plan, and product mix sales forecasting for materials requirement planning. Directed new product development teams, product managers, outbound sales, and technical services team. Reported to Managing Director. Selected Accomplishments: Grew domestic operating income 30% through effective deployment of market rate demand techniques, improved production efficiencies, visual inventory systems, and optimization of finished goods inventories. Transferred domestic production requirements from European manufacture/importation to exclusive US tolling arrangement for a product line generating annual sales of $10MM. A savings of $2 million/year was realized in reduced ocean freight, import duties, transfer price exchange rate fluctuations, and static inventory storage requirements. Directed nationwide recall of an EPA registered pesticide inadvertently sold with an improper label and misbranded. Activities included press statements, corporate audits by EPA officials, and negotiations with federal agencies to remove “stop sale” order. Efforts resulted in preservation of the brand and a savings of $900K in enforcement penalties and lost revenues. Sanofi (Rhone-poulenc SA/Aventis) – Kennesaw, GA – 1992-1994 Marketing Manager Served as Marketing Manager for $20 million manufacturer of specialty silicones for the industrial and medical markets worldwide. Key contributions comprised product management of specialty performance products, development and implementation of marketing plans and promotional programs, national account management, and new business development. Reported to Global Business Unit Manager. Selected Accomplishments: Developed and commercialized successful new products for domestic and international markets. Grew incremental new product sales $2 million in 2 years. Designed and implemented strategic marketing plans, established marketing and sales objectives, prepared company-wide sales forecasts, and monthly financial evaluation of company results. Acuity Brands/NSI National Service Industries – Atlanta, GA – 1989-1992 Technical Sales Representative Served as Technical Sales Representative for $250 million manufacturer and direct seller of specialty industrial products. Responsible for technical field sales, selected national account management, field marketing support, conceptual design of marketing communications, and technical sales training. Reported to Director of National Accounts. Selected Accomplishments: Achieved double-digit, year-on-year regional sales growth for southeastern territory through new end-user account development. Successfully closed new national account representing $550K in incremental sales. Education Master of Business Administration (MBA) - J. Mack Robinson College of Business – Strategic Marketing Management, Finance, Operations and Managerial Science • Georgia State University – Atlanta, GA Bachelor of Science (B.Sc.) Chemistry & Quantum Physics (minor) • Georgia State University – Atlanta, GA Graduate – Center for Creative Leadership – Leadership Development Program – Greensboro, NC Lean Six Sigma training