Resume for your reference

Roger C. Perlstein

2802 Kickbush Drive Valparaiso, IN 46385                     (518) 810-5217 rogercperlstein@aol.com

 

Education:

MBA - Technology Management – Marketing                                                                            S.U.N.Y. IT

Masters of Science- Information Design & Technology                                                               S.U.N.Y. IT

Bachelor of Science- Business Administration, Marketing                                       Northeastern University                                                                                                          

Associates Degree Candidate- Computer Systems Technology                                         IVY Tech College

Adjunct Faculty IvyTech Community College        School of Business/ School of Information Technology

Certifications: Microsoft Office Specialist; UTC ACE Associate in Lean Principles; Continuing Education Provider-(American Institute of Architecture).

Experience:

·   13 years P&L responsibility- 11 yrs. at Executive Team level in Fortune 500 environments (GE, Dover, United Technologies, SPX)

·   17 years’ experience in business development and brand management

·   20 years sales and marketing in B2B and B2C environments with extensive channel expertise

·   15 years experience in strategic planning (market research and metrics analysis)

·   10 years in technology project management, new product development and lean principles

Director of Sales and Marketing- Sullair, Div of United Technologies (Divested 12/31/12)   3/11- Present

Increased revenue by 38% while maintaining 23% Return on Sales. Delivered 18% growth over and above target via implementation of a multi-market segment strategy. Extensive segmentation marketing development in DIY, Automotive Aftermarket, Energy, OEM, Mining and Construction ($600 Mil)

Implementation of global media and sales plan incorporating e-commerce, new Web-enabled content management system, CRM program, service and marketing technologies including website, online training, call center and social media strategy.

Developed international expansion plan including commercial and industrial marketing strategies with sales budgets and staffing projections. Responsible for establishing sales offices in EMEA, CIS, Asia Pacific and Latin America. P&L Accountability for hitting global sales plan, revenue forecast and EBIT targets.

Redesigned New Product Development process to include multiple prototyping via “Monster Garage” concept at each stage gate. Implemented product road mapping and commercialization planning including Rapid Prototyping, Voice of Customer and Market Feedback Analysis/ Customer Relationship Management package. ACE Associate certified in Lean Principles and Quality Control Process.

Supervisory responsibility for 10 direct reports; 64 indirect reports (Sales and Operations Planning, Product Mgt, Marketing, and, Service); 20 field sales managers; 31 manufacturer’s rep agencies, 7 National Accounts (wholesale and retail) and 235 independent distributors.

Director- Sales and Marketing- Rotary Lift VSG Group, Div. of Dover Industries           1/04-3/11

Produced a 278% increase in dollar sales volume and a 269% increase in unit volume through e-commerce and development of new field sales training program (implemented sales force automation)

Business unit responsibility in 230 $Mil/ yr. division of Fortune 500 firm including strategic planning, market research, brand management, advertising, media purchase and new business development.

Project team leader for six successful new product development initiatives in 5 years.  Two most recent projects successfully launched offerings with initial year growth results of 166% and 546% respectively.

VP Sales and Marketing- O.S. Walker/ Ford Smith                                                                  12/01-9/03

           

Revived lagging distribution channel through “Voice Of Customer” initiative including NPD, Dealer Council and Prospecting measurement/ incentive system.

Reduced operating budget for manufacturer by 12% through product rationalization/ discontinuation of low margin products and global sourcing

Assistant Manager- Mohawk Resources, Ltd.                                                                              7/97-8/01

Govt. Accounts Manager- Secured Federal Government HubZone certification. Negotiated numerous federal and statewide multiple award schedule and procurement contracts.  

Identified and penetrated new market segments leading to three consecutive 10% increases in sales.

President/ General Manager- A. S. E. Corporation                                                                   10/85-7/97

Built + $1 Million capital equipment sales and mechanical contracting firm. Services included construction services, HVAC, recycling technologies, and construction for commercial and b2b channels.

Managed 15 people in all facets of prospecting, sales, marketing, building services, distribution, service and installation and maintenance contracting.

Merchandising Service and Sales Representative- General Electric                                          5/83-9/85

Managed 50+ channel partners for three major national brands including Duracell, and Black & Decker