Composites Marketing Specialist

Composites Marketing Specialist

Our Composites Marketing Specialist has over thirty years of progressively responsible positions and a track record of accomplishments in technical sales & marketing, business & product development, and general management on a global basis. He has experience working in large corporations as well as in small entrepreneurial ventures. He is Skilled at selling technical products into aerospace, industrial, and commercial markets. He has managed several major aerospace programs; including product sales, contract negotiations, program management, and customer/technical service. He has extensive experience in international business with major emphasis in the Far East & Europe. He has managed organizations with 60+ professional and hourly employees.

PROFESSIONAL EXPERIENCE

2018 - Present
Private Practice - Consultant
Plymouth, MA
A consulting company focused on providing superior technical and business support on advanced materials and composite applications with an emphasis on thermoplastics.

Provided technical and business support in the areas of raw material selection and sourcing, prepreg and product development, process development and technical support, parts manufacturing and strategic partnering, program management, business development and sales & marketing support.

2010 – June 2018
Barrday Composite Solutions
Millbury, MA
A leading supplier of high performance textiles and composite materials for the military/defense, aerospace, and industrial markets.

Product Manager, Thermoplastic Composites Jan 2014 - June 2018
Assumed responsibility for a new business and product development effort with a goal of introducing thermoplastics (unidirectional and fabric based) as a new business unit for Barrday’s composites division.

Led all technical, manufacturing, and sales/business development activities for thermoplastic composites.
Took over responsibility for a struggling UD prepreg line and worked with engineering and R&D to redesign the line; redesigning and replacing many of the major components. Transferred responsibility of managing the prepreg line back to the operations group in July of 2016.
Worked with customers to qualify the line and begin several production programs. Achieved $0.23 million in sales in first year even while still working to complete development of the production line. Forecast $4.0 million in sales in 2018.
Trained the sales staff on the features/benefits of thermoplastic composites tailored to each of the market segments and developed relationships at numerous parts producers and OEM’s to introduce them to the performance and quality of Barrday’s thermoplastic prepregs.
Qualified new applications for aircraft seating, oil & gas down hole and offshore components and flexible piping, industrial equipment components, and medical parts, among others.
New qualifications in development/under evaluation include aircraft & engine structure, artillery components, automotive structures, and electronics enclosures. Total market potential exceeds $100 million.

President, Barrday Composite Solutions Feb. 2010 – Jan. 2014
Directed all activities; including manufacturing operations, finance/accounting, engineering, R&D, human resources, etc., for the 60+ person composites division of Barrday Advanced Material Solutions.

Developed and budgeted annual operating plans and developed/implemented periodic strategic plans.
Increased sales by 56% through a market/applications focused sales approach and product development.
Increased standard gross margin by 170% through increased prices, lower operating expenses, increased overhead absorption, and reduced cost of quality.
Reduced cost of quality from 7.3% to 5.6% of sales through test piece savings, machine improvements, and operator training.
Introduced initiatives to develop and sell new products into commercial aircraft, helicopter, missile/rocket, and automotive applications which generate over $15 million in sales currently with a total market potential exceeding $80 million.
Developed and introduced new brand building strategy for Barrday in the advanced composites industry, including media outreach, advertising, trade shows, and technical presentations.

1998 - 2010
TenCate Advanced Composites / Phoenixx TPC, Inc
Taunton, MA
A small start-up manufacturer of thermoplastic composite materials and components for the industrial, sports/recreation, military/defense, and aerospace markets, subsequently sold to Royal TenCate in 2007.

TenCate - Vice President of Sales/Marketing Aug. 2007 – Feb. 2010
Phoenixx TPC - Founder, Director, and Vice President of Sales/Marketing Mar. 1998 – Aug. 2007
Directed all sales/marketing activities; including product and business development, strategic planning, and marketing communications to a variety of industrial, commercial, and aerospace/defense markets.

Co-led the sale of the company to the Royal TenCate Group of The Netherlands
Led all sales, marketing and business development activities from start up to $3.5 million in 2007.
Generated new growth accounts in a variety of industries, including the oil & gas, aerospace, military/defense, sports & recreation, automotive, and medical markets, among others.
Oversaw and managed prepreg & pultrusion product development activities on an R&D/development line.
Developed and managed a low cost guerilla marketing program (including trade shows, public relations, technical articles, vendor alliances, et al) to introduce Phoenixx TPC products to the advanced materials market. As a direct result, Phoenixx had increased its customer base from one initial account to over 90.

1996 - 1998
Quadrax Corporation
Portsmouth, RI
An advanced thermoplastic composite materials company focused on developing and selling thermoplastic composite materials and components for aerospace, industrial and commercial applications.

Vice President/General Manager Jan. 1997 - Feb. 1998
Directed the activities of 30+ professional and hourly staff, including sales/marketing, production, engineering, and finance/administration. Developed, started up and formed the new Quadrax Golf Division, focusing on the development, manufacture, and sales of golf shafts made from Quadrax’s proprietary thermoplastic composite materials.

Hired and put in place a new team dedicated to the development, manufacture, and sales of thermoplastic composite golf shafts.
Brought R&D level manufacturing process and prototype designs to a production reality.
Developed relationships with a number of major equipment manufacturers, such as TaylorMade & Titleist, and secured Quadrax’s initial production contracts to major golf club equipment companies.
Developed nearly $1.0M in new first year sales.

Vice President, Sales/Marketing April 1996 - Jan. 1997
Was responsible for all aspects of the sales, marketing, and business development. Managed a staff of 4 sales professionals, 2 customer service representatives, and several domestic/international representatives.

Organized, managed, and implemented the market introduction and promotion of new products, including trade advertisements, media outreach, packaging, sales collateral, etc.
Developed/implemented new sales/marketing strategy, including a thrust into the aftermarket components.
Led the development and introduction of new products oriented to sports, industrial, and aerospace markets.

1984 - 1996
TEXTRON Specialty Materials
Lowell, MA
$50 million division of a Fortune 100 corporation engaged in the manufacture and sales of advanced composite and fire/thermal protection materials for aerospace, industrial, and commercial markets.

Director, Commercial Products Jan. 1994 - April 1996
Founded and managed all activities, including profit/loss, of a $10 million business segment dedicated to commercial applications. Responsibilities included sales/marketing, business/product development, contracts negotiation, finance/administration and customer/technical service.

Developed and implemented a “branded” market strategy to promote materials in sporting goods.
Developed, patented & introduced three new products (Hy-BorTM, MMC’s, and frictional materials) to the golf and fishing tackle industries.
Developed and oversaw a direct marketing, advertising, and promotional campaign in Japan.
Developed and negotiated a strategic marketing alliance with a Chinese manufacturer of carbon fibers.
Developed new strategic direction leveraging TSM’s sports equipment knowledge and distribution to represent other products/services, which generated over $200k/year in profit.
Increased international sales from 20% to 40% of total sales.

Product Manager, Boron Products June 1986 - Jan. 1994
Managed the sales and marketing activities of a $17 million per year business. Was the key liaison between the customer and manufacturing.

Developed new applications (aircraft repair, hypervelocity projectiles, et al.) generating over $1M in sales.
Managed sales, contract negotiations, and technical service for several major aerospace programs (F-15 fighter, F-14 fighter, B-1 bomber, and H-60/H-53 helicopters).
Organized and managed a cost reduction team which identified and implemented cost savings in operations, capital equipment, and supplies of $760k from an operating budget of $6.1M.
Developed and instituted new systems/processes that increased inventory turns by 55%.

Design Engineer, Fire Products Feb. 1984 - June 1986
Provided technical support for the fire and thermal protection coatings. Managed all physical, mechanical, and thermal property testing and R&D projects.

Led $500k in-house and independent laboratory qualification testing of new Chartek III fire protection material.
Achieved first in industry 3+ hour exterior fire protection rating for structural steel. Chairman of the ASTM E5.11 task group developing fire test methods for large hydrocarbon pool fires.

EDUCATION

Babson College, Wellesley, MA
Masters in Business Administration Dec. 1991 GPA = 3.7/4.0
Rank: 13th out of 394 - Graduated with High Distinction
University of Massachusetts, Amherst, MA
Master of Science in Mechanical Engineering May 1984 GPA = 3.9/4.0
Bachelor of Science in Mechanical Engineering Feb. 1983 GPA = 3.1/4.0
Tau Beta Pi – Engineering Honor Society
Pi Tau Sigma – Mechanical Engineering Honor Society

AFFILIATIONS
Advisory Board - Boston Materials, Billerica, MA
Board of Directors/Voting Member - Society for the Advancement of Materials & Process Engineers (SAMPE)
Student Liaison/Event Coordinator - SAMPE Boston Chapter
Technical Program Chairman - CAMX 2021

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