Robert McNamara is a creative, resourceful, and results-oriented Marketing & Sales Manager with proven experience gr...
ROBERT MCNAMARA A consistent pattern of increased responsibility and performance in Sales, Marketing, and Management Strongsville, Ohio 44149
[email protected] Mobile: (440) 725-3122
Executive Summary Creative, resourceful, and results-oriented Marketing & Sales Manager with proven experience growing revenues and improving profits. Innovative, strategic thinker capable of developing and implementing effective strategies. Accomplished cross-functional team builder that can clarify goals and deliver solutions in a timely fashion. Extremely well organized, excellent written and oral communicator with substantial transferable skills that can improve your bottom line.
Professional Experience BOSTIK, INC.; Middleton, Massachusetts (February 1989 to June 1997; August 1999 to Present) Bostik is one of the largest adhesive & sealant manufacturers in the world ($2 Billion), and is a wholly owned subsidiary of Total, S.A. the 4th largest oil company in the world ($245 Billion). Director of Marketing & Sales; Consumer & Construction Division: (July 2008 to Present) Installation systems for the consumer / commercial flooring and construction sealant markets. Reporting directly to the General Manager, responsible for improving Revenue/Profits by directing all the strategic/tactical efforts of the Marketing/Sales and Domestic/International teams of the C&C Division. Direct reports include Business Development Managers, Market and Product Managers, Regional Sales Managers, National Account Managers, Technical Service Manager, and Marketing/Communications Manager. ACQUISITIONS: Initiated contact, built key relationships, and developed buy-out strategy for Bostik’s most recent acquisition. Revenue continues to exceed targets and has improved Division’s margins by 2 percentage points. TEAM BUILDING / REORGANIZATION: Established Marketing & Sales organizational structure and developmental goals during growth, internal merger, economic downturn, and acquisition periods. NEW MARKET SEGMENTS / INVESTMENT: Secured Investment Reserve Funding in 2009 to create Bostik’s Consumer Products Group in 2010. CPG will generate >$7 Million in Revenue in 2011. PRODUCT LINE EXTENSIONS: Conceived idea and drove Stage Gate development of patent pending product which has generated over $8 Million in Revenues at 78% Margin. PROFIT IMPROVEMENT: Despite intense competitive pressures, aggressive pricing programs resulted in average selling price exceeding raw material price increases by 2% over past 3 years. BUDGET DEVELOPMENT / EXPENSE CONTROL: Line item control of budgets; during economic downturn, surgically reduced costs to keep department expenses below budgeted ratios. CUT-COMPLEXITY: Formalized product line review process resulting in an average 10% reduction of SKU’s annually. SOCIAL MEDIA / UNIQUE PACKAGING: In addition to focus group developed packaging and themes, introduced Microsoft Tag® to allow consumers and contractors instant in-store access to online videos, technical data sheets, warranty, and safety information (i.e. www.bostikdiy.com). SALES & OPERATIONAL PLANNING: Primary Marketing/Sales contact in cross-functional team representing 5 Business Units for Bostik’s S&OP Development. Establishing key parameters, decision trees, exception rules, forecasts, target products and factories.
National Sales & Marketing Manager; Flooring Group: (January 2004 to June 2008) Responsible for increasing sales and margin of The Flooring Group. Prioritize and align all facets of The Flooring Group’s sales and marketing efforts. INCREASED REVENUE on average 12.5% per year. INCREASED MARGIN PERCENTAGE on average 1.5% per year. ALIGNMENT: Overhauled compensation programs to coordinate Marketing & Sales team efforts. BRAND EXPANSION: Team averaged over 4 major product/program introductions per year. STAGE GATE: Member of global team created to implement this formal process. National Marketing Manager; Flooring Group: (January 2000 to December 2003) Responsible for coordinating the strategic efforts of Product Managers, Advertising & Promotion, and Technical Service Departments to drive revenues and profits. PRODUCT DEVELOPMENT: New product introductions increased revenues 25% annually. ACQUISITIONS: Intimately involved in 2 major multi-million dollar acquisition efforts (>$25M/each). INTEGRATION: Consolidated efforts of new teams, markets, customers, and strategic alliances. REBRANDING: Rebranding, repositioning, and cross selling of 3 product lines. National Account & Product Manager-Ceramic; Flooring Group: (August 1999 to December 1999) A new role created to pursue key accounts and product development for The Flooring Group’s largest market segment. BASF/MASTER BUILDERS; Cleveland, Ohio (June 1997 to August 1999) Product Manager - Floor Products: Entrusted to develop new products and markets, increase sales, rejuvenate margins, and advance the company’s original core product group. DEVELOPED a number of new products (9) and a vast array support tools (18). SALES INCREASES for product line average 23%. BOSTIK, INC.; Middleton, Massachusetts Product Manager – Hardwood Products; Flooring Group: (January 1995 to June 1997) Responsible for both Sales & Marketing of Hardwood Products; a brand new product line, in an industry new to Bostik’s Flooring Group. INCREASED SALES of $1 Million at the first year, to $5 Million in the second year, with a pace to exceed $8 Million by the end of the third year. ESTABLISHED a complete range of flooring adhesives (4), hardwood sealers and finishes (7), cementbased underlayments (3), and a selection of complimentary products and tools (5). Territory Manager; Flooring Group: (February 1989 to December 1994) Consistently increased sales 25% per year ($780k to $2M+); earned 3 Sales Master Awards in five years; developed the first Canadian Distributor and secured the first Hardwood Flooring account.
Education & Committees THE OHIO STATE UNIVERSITY; Columbus, Ohio 1984 Bachelor of Science in Business Administration; Major Emphasis in Accounting FOUNDATIONS OF LEADERSHIP TOTAL UNIVERSITY QMS/QUALITY MANAGEMENT SYSTEMS I & II
KARASS EFFECTIVE NEGOTIATING I KARASS EFFECTIVE NEGOTIATING II NWFA / WFCA
HARDWOOD FLOORS MAGAZINE Chairman, Editorial Advisory Committee Editorial Advisory Committee
23,750 Subscribers
2011-2012 2006-2010 Budget, budget develop ment, budget
