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W Tansey Crossing,
Steven J. D.
& Sales Executive
Global Product Management • Business Development
• Sales Channel Management • Launch Manager
• Product Training
To provide my next employer results
driven leadership via synergistic and crossfunctional teambuilding.
To continue my history of exceeding goals, increasing marketing ROI,
and gaining market share. I will also provide my unique combination
of strategic, analytical and interpersonal skills along with a contagious
passion for success.
Summary of Expertise
Research markets to discover and evaluate potential new or niche opportunities.
Foster longterm, mutually beneficial business partnerships.
Create & execute detailed annual sales & marketing plan for
strategic business units.
Coordinate product launches, monitor lifecycles and product positioning
in market place.
Develop and refine Marketing Mix Model to optimize marketing impact
on business results.
Experience & Education:
years Marketing Management and Sales experience and an MBA.
Professional Career Progression
Director of Marketing /
GlasCraft Inc. Division of Graco Inc.
/ Indianapolis, IN
Precision Dispensing Equipment
Robotic, Automatic and Manual Sold
direct and through Global Distribution Network
Results driven leadership
and budget attentiveness resulting in:
Sales revenue increased
over %. –
Department expenses reduced
by %. –
Lead generations increase
Named in Forbes and Fortune
Magazine’s ‘Fastest Growing Companies in America’ –
Promoted to Director of
Marketing over coworkers in .
Lead crossfunctional teams
developing short and longterm strategic business plans. Utilize
current and historic market share analysis SAM/PAM/TAM to recognize
trends and opportunities. Execute strategies with clear objectives
along with determining accountability and performance metrics.
Lead SWOT analysis to evaluate
internal and external market conditions. Develop new opportunities,
competitive analysis, along with current market influences and trends.
Execute strategic marketing plan for each product line and prioritize
the product development pipeline.
Led crossfunctional teams
to successfully integrate new product lines into a lean manufacturing
environment. Streamlined the existing product offering to best
fit the lean manufacturing system. Results of these efforts included
a % increase in manufacturing / labor efficiency.
Foster longterm, mutually
beneficial business relationships with direct customers and channel
partners. Perform quarterly reviews of direct and indirect sales channels.
Recommend and execute strategies to maximize effectiveness of all sales
Utilize Stage Gate process
to coordinate new product launches. Surpassed corporate objective
by increasing new product revenues % with new products providing over
% of corporate revenue.
Provided timely & targeted
communications to all clients and markets through traditional &
new technologies including CRM SalesForce.com, web conferencing WebEx
and email campaigns ExactTarget.
Conduct market research
and monitor customer feedback to improve the total customer experience
and encourage loyalty and brand advocacy.
Create timely, transparent,
and flexible sales reports with detailed or targeted analysis.
Present these reports and recommendations to the executive committee
including President and CEO.
Developed new corporate
website to drive leads & sales. Employ Webtrends analysis to maximize
SEO / SEM. Utilized social media and discussion groups to drive web
traffic, branding message and monitor industry trends. These efforts
resulted in % increase in web leads & over $MM additional annual
Steven J. D.
Resume / Page
Additional Career Progression
Business Development & Product
Manager / GlasCraft Inc
Made immediate impact my first year by initiating and closing the largest
sale in the industry in .
Collect market research / intelligence and lead SWOT analysis to develop
business plans to maximize revenues and increase market share.
These efforts were directly
responsible for over $MM additional annual revenue and a higher gross
margin than traditional sales channels.
Sales Channel Development:
Create and execute strategic and tactical marketing plan for developing
new markets and sales channels. Foster longterm relationships
with global channel partners and key industry personnel.
Responsibilities including product development pipeline, product lifecycle,
training global channel partners, and budgeting MarCom marketing communication
/ Cincinnati, OH / Surface materials including laminate, solid surface,
$MM territory management for Distributor, Retail & OEM accounts
in IL, IN, OH, & KY.
Present technical information to Architects, Engineers & Designers
to assure products are properly utilized and accurately specified.
Test Marketing: Manage
corporate test marketing including OEM, distributor and consumer market
Performed at % to %
versus quota in all corporate product lines.
Achieved highest gross profit
OEM sale for company in Q $K sale contributed over $K profit.
/ Indianapolis, IN / Distributor of hardwood plywood and lumber,
along with other woodworking supplies.
Service/support existing OEM and retail customer base of $MM Indiana
Develop new customers & markets.
Promoted over coworkers
from inside sales based on achievements.
Exceeded territory sales
forecast each year –
Inside Sales Representative
LaSalle Steel Corporation
/ Hammond, IN / Cold finished steel bar stock.
Inside Sales: Provide
inside sales, order expediting, and prioritizing, for Tier &
automotive industry manufacturers $MM accounts within $MM corporation.
to include of top dollar volume customers.
Prioritized production schedule
during period of raw material shortages.
Masters of Business
Marketing & Product
/ Indianapolis, IN
Bachelor of Science
Marketing & Sales
Ball State University
/ Muncie, IN
Upon Mutual Interest.
Profile & Recommendations: