Jeffrey Scott is an award-winning Senior Business Development professional with consistent history of producing multi-mi...
JEFFREY M. SCOTT North Ridgeville, OH 44039
www.linkedin.com/in/jeffreymarkscott
440-353-1802
[email protected]
BUSINESS & MARKET DEVELOPMENT MANAGER ~ STRATEGIC ACCOUNT MANAGER ~ SALES MANAGER PROFILE
Award-winning Senior Business Development professional with consistent history of producing multi-million dollar sales growth, penetrating new markets and accounts, and increasing margins. International experience includes North America and Japan. Excel at working with partners, OEMs, and customers. Special expertise in development and commercialization of products, creation of strategic alliances and joint ventures, and identification of potential business. Background includes heavy equipment/mining, automotive, oil & gas, power generation, military, aerospace, and electronics sectors. Outstanding relationship management skills. Core Competencies: Sales & Marketing ~ Strategic Planning ~ Value Selling ~ Key Account Sales ~ Account Development ~ P&L Team Building ~ B2B Market Development ~ Profit Growth ~ Technical Sales ~ Channel Development Negotiations ~ Product Development ~ Coaching ~ Product Introduction ~ Policy & Procedure Design PROFESSIONAL EXPERIENCE
MATERION CORPORATION (formerly Brush Wellman), Mayfield Heights, OH $1.3B global manufacturer and distributor of copper alloys and components.
2000 – 2013
Marketing Manager New Business, Market Development (2008-2013) Promoted to oversee development of new business unit, Mechanical Systems Group, providing high cost/high value products for the heavy equipment, mining, and military sectors. Partnered with large OEMs to deliver highly-engineered applications. Led marketing, sales, and application development to support customers in the US, Europe, Korea, and Japan. Oversaw product, application, and sales training. Directed business development efforts for Japanese heavy equipment and mechanical systems market. Created training materials and provided information to advertisers. Built business from zero to $12M per year with 50% margins, despite high costs of materials and products. Acquired key accounts such as Caterpillar, Hitachi Construction, JOY Global Mining, John Deere, Komatsu, Liebherr, Parker Hannifin, Hyundai Construction, P&H Mining, and others. Increased margins and lowered costs to customers by shifting strategic business direction from Tier 2 raw material supplier to finished component Tier 1 supplier. Lowered OEM costs 20% by eliminating need for middleman in new transactional sales environment. Improved sales by developing outside distributors to sell and service end user equipment. Facilitated vital field testing and product validation by developing relationships with leading aggregate producer to coordinate efforts. Prepared and delivered high-level presentations and product introductions at US Navy Ship Yard and General Dynamics, which led to contract for specialized parts used in military vehicles, potentially worth $10M per year at 50% margin. Marketing Manager, Oil & Gas New Application Development (2007-2008) Carried out business development and coordinated product development for $80M oil & gas sector. Identified potential accounts and product areas. Led R&D efforts to meet market needs. Spearheaded critical R&D contract involving process feasibility and product performance for a wire weld overlay over steel. Enhanced competitiveness by obtaining market information on materials, products, performance data, and new programs from contacts at Haliburton, Schlumberger, Weathford, and others.
Jeffrey M. Scott ♦ Page 2 (Materion Corp., continued) Marketing Manager, Power Generation Application Development (2005-2007) Oversaw business development and sales for new market area and products, providing condenser tubing for power generation and chemical plants. Worked closely with Process Engineering dept. on product development, to meet market needs and industry standards. Delivered company's first condenser testing order from Ameron. Global Automotive Marketing Manager (2003-2005) Led the development and sale of Cooper Beryllium materials for automotive connectors, electronic components, ABS brakes, wire harnesses, and other products used in automotive sectors. Maintained clients in the US, Japan, Korea, and Europe, including Delphi, Yazaki, and FCI. Grew business from $35.5M to $40M (12%) in 1 year despite challenging market. Contributed to revenue increases by expanding new application development efforts globally. District Sales Manager, Bulk Products (2000-2002) Maintained $8M Midwest and Ontario markets for aerospace, foundry, and plastic tooling sectors. Managed distributors and provided sales and product support, field issue resolution, and training. Earned Top Sales Performer of the Year Award in 2002. Increased sales 42% (to $11.4M) over 2-year period. Enabled millions of dollars in new revenues by spearheading company's entry into the heavy equipment OEM market and developing accounts such as JOY Mining and Hitachi Heavy Equipment. HITACHI METALS AMERICA, Farmington Hills, MI 1993 – 2000 $6.5B global manufacturer and distributor of automotive components and specialty parts and materials. Director of Sales / General Manager Oversaw 2nd-largest sales operation in North America, supporting electronic, automotive, and capital equipment markets. Administered $20M annual budget. Supervised staff of 8. Managed P&L, sales, customer relations, and product development. Served as Product Head for North American power steering component sales, servicing clients in Japan and US. Increased International Sales Team profits 12% through landed cost reductions and improved margins. Delivered more than $17M in annual sales by acquiring 100% of Ford's power steering pump hydraulic vane program and Honda and Nippon Denso fuel injector pin programs. Produced $12M per year by penetrating flat panel display market in North America. Won vital $10M annual contract with Ford for aluminum wheels. Facilitated more than $3M per year by developing new products to meet specific customer needs. Earned Cross-Cultural Management Award. EDUCATION
BA in Labor and Industrial Relations, Michigan State University, East Lansing, MI CERTIFICATIONS & TRAINING
Certifications: Six Sigma Green Belt, Certificate in Cross-Cultural Management Training: Winning with Business Development, Global Business Law & Compliance COMPUTER SKILLS
MS Office, various proprietary applications
