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Click here or scroll down to respond to this candidateTrDevelopConstruct and execuCandidate's Name
PATRICK J. MCGUFF, MBAColumbus, OH 614-783-6457 EMAIL AVAILABLE EXECUTIVE LEADER: PRESIDENT / VICE PRESIDENT / GENERAL MANAGER Transformational Leader Skilled in Turning Around Performance & Building Global Footprints Develop Top-Performing Teams with the Strengths to Navigate Changing Business & Industry Climates Construct and execute go-to-market strategies that have halted negative trends, turned the tide to achieve profitability, and Candidate's Name it revenue gains through key account acquisition, talent development, and entry into international markets. Captured record-setting contractswith subsequent renewalsand engaged industry leaders and major logos to build vibrant books of business, fuel incremental revenue gains, and grow zero-based portfolio to multimillion-dollar annual production. Innovate and implement robust sales and operating environments, shaping performance-based compensation programs, fueling unprecedented sales and market share gains, and driving engaged workplace cultures and teams. PROFESSIONAL EXPERIENCEMasterleo & AssociatesExecutive Vice President & General Manager, 2005-present Provided the transformational leadership to chart a turnaround course for this instrumentation sales and service leader serving the food and dairy industries for 40+ years, taking the company from staggering annual losses of $250K+ to breakeven status within first year, to multimillion-dollar annual revenue. Produced robust year-over-year sales gains, creating a $7.5M+ book of business prior to reorganization in 2017, and rebuilding revenue stream a second time to reach $4.6M+ in just the past 2 years. Hold P&L accountability along with budgetary responsibility and significant levels of autonomy in defining the organizations direction, overseeing what has grown to be a 19-member team in the execution of short- and long-term growth strategies. Expanded team to support growth, sourcing, hiring, and training 6 additional FTEs in the past year. THOUGHT LEADERSHIPAppointed to an outside 4-member Board of Directors at The Ohio State University College of Food and Dairy Science, serving on a 3-year term to support the development of business strategies and growth plans. STRATEGIC GROWTHReturned company to profitability after 10+ years of losses through (1) development of a global business model; (2) capture and cultivation of national accounts; and (3) hiring, training, and coaching a top-performing sales group.Generated 20%+ year-over-year gains, championing expansion into international markets to grow portfolio to $7.65M by 2017. Since company reorganization in 2017, have rebuilt revenue from what was remaining after the restructure ($2M), doubling over the course of the past 2 years to reach $4.65M, surpassing prior growth metrics.Delivered the single-largest YOY gain in 15-year tenure, generating 18% over LY with a 21% increase in profit; achieved the largest 2-month gain in sales and profitability in January and February 2020. KEY ACCOUNT ACQUISITIONSecured the companys first-ever 3-year service contract from its largest client (Nestl USA), earning a 3-year renewal through 2021 and generating 18% incremental annual revenue growth.Instrumental in driving $1.65M in business with Walmart dairy facilitiesprojected to deliver $10M-$12M in revenue over the next 3 yearscurrently servicing 35% of US stores and currently rolling out 3 additional production facilities.Structured and captured the companys largest incremental revenue deal in its history, engaging with Abbott Nutrition for a multi-site project; currently entering Phase II of program as a result of Phase I success.Managed a major $6M, 18-month startup project for Eli Lilly, contributing to the reestablishment of strong client relations and approximately 30% of a sister companys annual $19M revenues. TrDevelopConstruct and execuCandidate's Name
PATRICK J. MCGUFF, MBA (2/3)Columbus, OH PHONE NUMBER AVAILABLE EMAIL AVAILABLE RELATIONSHIP DEVELOPMENTInitiated strategic alliances with key national and Fortune 500 accounts including Heinz, Dean Foods, Nestl USA, Walmart, Abbot Nutrition, and Kroger; grew client base by 135+ accounts, expanding market penetration from 23 to 40 states in addition to international market share in Mexico, Costa Rica, Columbia, and Ireland. SALES FORCE LEADERSHIPSlashed turnover 79%from 28% to 6%and bolstered customer satisfaction ratings from 77% to 98%, through the recruitment of higher caliber personnel; creation of first-time, in-house training programs; and deployment of a performance-based compensation program to increase accountability and expectations. BUSINESS LEADERSHIPAppointed VP & GM, after just one year, for PASS, a sister company based in Indianapolis and Ireland which provided third-party procurement and engineering support to Eli Lillys US and European footprint. Stabilized the business, cultivated client relations, and eradicated personnel issues within a 45-person team.Oversaw the eventual closing of PASSdue to Eli Lillys demands to cut expenses 50% while retaining existing service levelsand consolidation into a U.S.-based sister company. Columbus Show Case CompanyNational Sales Manager, 2003-2005; Director of National Accounts, 1998-2003 Drove the production of $25M+ in annual sales while elevating market position from 3rd to 1st in multiple categories, transforming the companys reputation to one of supreme service and response levels. Championed vision and strategy planning, engaging with diverse team members to define, and drive achievement of, enterprise initiatives. SALES, MARKET SHARE, & PROFIT GAINSLed a 6-person team in generating double-digit sales growth, increasing market share to an all-time high of 44%, in part through launch of 31 new products generating $11M in revenue, 70% above projections; concurrently, secured the #1 individual contributor ranking, growing the largest account by an average of 18% annually.Diversified business development strategies, selling into new classes of trade which resulted in distribution gains in 14 new accounts and $5.3M in new business; orchestrated high-profile negotiation processes with key accounts such as Starbucks and Safeway, capturing unheard of concessions in a saturated, price-sensitive market.Surpassed aggressive sales quotas every year, outperforming quotas as Director of National Accounts by as much as 77%; resulted in promotion to National Sales Manager and team leadership accountabilities. COST CONTAINMENT & REDUCTIONCaptured multimillion-dollar cost savings through strategic outsourcing decisions, improving internal efficiencies, and renegotiating supplier contracts; catapulted margins 15% while simultaneously focusing on increasing top-line performance through performance-based compensation programs and robust marketing tools. EXECUTIVE & SALES TEAM TRAININGDeveloped and deployed a formal in-house sales executive training and Management by Objective programs, clearly communicating expectations, elevating accountability, and spurring a focus on key account growth. ORGANIZATIONAL RESTRUCTURECatapulted on-time delivery and order processing rate to 97.3% and 98.6% respectively, through navigation of a complete restructuring of the Customer Service Department; cultivated a team-based spirit, implemented knowledge-sharing protocols, and partnered customer service reps with sales executives to increase service and support. TrDevelopConstruct and execuCandidate's Name
PATRICK J. MCGUFF, MBA (3/3)Columbus, OH PHONE NUMBER AVAILABLE EMAIL AVAILABLE FOUNDATIONAL EXPERIENCEAdvantage Sales & MarketingDirector of SalesManaged $30M in national Fortune 500 account activity, working with Heinz, Pillsbury, Con-Agra, Johnson & Johnson, Kroger, Target, and Walmart accounts. Secured 500+ new product placements, improved shelf position, and increased store-level promotional activity, contributing to #1 brand ranking with 8 of top 10 clients and 14% average growth.Exceeded sales budgets for 4 consecutive years to double sales during tenurepersonally producing $18M of $30M budgetjoining forces with 11 sales reps to fuel double-digit gains. Negotiated client acquisitions, fueling $10M+ in new revenue in 12 months. Named National Sales Account Executive of the Year by H. J. Heinz Company.Closed the largest single sale with a Fortune 100 account, resulting in the largest 12-week market share nationally.Reduced expenses 14% in 2 years through sales force realignment, implementing a new compensation plan and disseminating 6-month KPIs. Mentored team members to maximize effectiveness and key performance metrics. Welch FoodsRegional Sales ManagerRanked as Top Sales Manager for quota achievement, increasing sales to $20M through management of a 7-state independent distributor network and rollout of new product lines into untapped segments. Assumed responsibility for corporate communications and direct sales to Kroger and Kmart accounts, generating in excess of $12M annually.Propelled ranking to #1 in 3 of 7 markets in fewer than 18 months, securing a #2 regional ranking, through individual contributions and motivational leadership of 13 sales executives.Recognized as national leader in business venturesby the company and colleaguesfor engineering the launch and placement of 53 new products in less than 12 months.Created a new compensation and training program to significantly improve productivity within the first 90 days of their introduction; increased revenues 14% and elevated the income of independent contractors. EDUCATIONXavier University, Cincinnati, OhioMaster of Business Administration (MBA)Ohio Dominican University, Columbus, OhioBachelor of Arts in Business Administration (BSBA), Marketing Minor LANGUAGESSpanish (Intermediate Proficiency) |
