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
