Hi, I’m
Mike Malloy
Chicago,IL
Summary
Focused Global Commercial Leader with extensive experience in progressively responsible roles in Filtration, Clean Technology, and Power Generation. Skilled at assessing markets, forming strategy, business development, and managing products to optimize customer engagement and create end-user differentiation. Motivating leader with proven success managing products, developing business, and transforming sales teams.
Overview
30
years of professional experience
Work History
Hollingsworth & Vose Co.East Walpole, MA
Senior Director of Sales
04.2022 - 02.2023
Job overview
- Created $275M, 15-member Americas sales team in three segments - Strategic Accounts, High Value Products, and Distribution
- Negotiated 10-Year, $1B Global Long-Term Supply Agreement with industry leader
- Captured 15-30% price and new volume in long-term agreements with Top Five customers
- Beat inflation by $10M with aggressive cost recovery and strategic pricing initiative
- Launched new Electric Vehicle product with $5M in sales in Y1
Hollingsworth & Vose Co.East Walpole, MA
Director of Sales
01.2018 - 04.2022
Job overview
- Energized veteran sales team by adding players with diverse experience, re-casting bonus plan, and creative sales training
- Eliminated 90% of ship-to's, cut lead time by >75%, and tripled profit by converting specialty segment GTM to distribution
- Grew REV 20% and GM 40% at Large Accounts with Account Strategy and QBR processes
- Won market-altering 35% price increase in legacy segment by leveraging capacity and portfolio strength
Hollingsworth & Vose Co.East Walpole, MA
Director, Global Marketing
04.2016 - 12.2017
Job overview
- Business Development: Orchestrated $30M of enterprise level sales in complex "ecosystem" value chain to gain global leadership in clean energy sector
- Industry expert - promoted brand through contributions to trade organizations, expert panels, and direct user engagement
- Conducted product/tech training on-site with sales teams all over the world
- Extensive Global Travel: Worked with converters, distributors, OEs, and End-Users to drive product & market development in UAE, Saudi Arabia, Turkey, UK, Germany, China, USA. etc.
Hollingsworth & Vose Co.East Walpole, MA
Director, Regional Product Management
01.2014 - 04.2016
Job overview
- Grew profitability by managing capacity, inventory, product portfolio, and working capital for five sites in US & Mexico
- Designed and drove Strategic Pricing Program and implemented comprehensive price index to protect gains
- Managed new product launches using Project Management methodology
Hollingsworth & Vose Co.East Walpole, MA
Global Account Manager
07.2002 - 01.2014
Job overview
- Tripled business with global industry leader - $32M to $100M
- Established Global Account Strategy and Quarterly Business Review Processes that were adopted globally
- Designed and executed global price indexing model to protect margins
- Won new global business in S. Africa, UK, Czech Rep., Italy, and Mexico through aggressive local sales and 3PL fulfillment
- Negotiated first product launch to support greenfield expansion in China
Hollingsworth & Vose Co.East Walpole, MA
Account Manager
05.1996 - 07.2002
Job overview
- Grew sales in mature territory from $5M to $12M and on-boarded more than 50 new customers in USA & Canada
- Doubled profit in three years through "mix-up" strategy
Georgia Pacific CorporationDes Moines, IA
Inside Sales/Product Specialist
08.1993 - 05.1996
Job overview
- Order fulfillment, merchandising, purchasing, and inventory management
- Calculation/specification of engineered lumber products for residential construction
Education
Iowa State University, Ames, IA
Master of Public Administration from Public Finance, Economics, Statistics
12.1992
Iowa State University, Ames, IA
Bachelor of Science from English, Minors in History And Political Science
05.1990
University Overview
- Graduated with Honors
- Varsity Football, 1987 to 1991 (Academic All-Conference Recipient)
Loyola University Executive Education, Chicago, IL
Certificate from Project Management
10.2011
Babson College Executive Education, Wellesley, MA
Certificate from Leadership & Influence
11.2009
Skills
- Contract Negotiation
- Business Development
- New Product Development
- Sales Leadership and Training
- Strategic Pricing and Indexing
- Long-term Agreements
- Sales Strategy
- Account Development Strategy
- Marketing Strategy Development
- Channel Strategy
- Presentations and Public Speaking
- Market Dynamics and Megatrends
Timeline
Senior Director of Sales
Hollingsworth & Vose Co.
04.2022 - 02.2023
Director of Sales
Hollingsworth & Vose Co.
01.2018 - 04.2022
Director, Global Marketing
Hollingsworth & Vose Co.
04.2016 - 12.2017
Director, Regional Product Management
Hollingsworth & Vose Co.
01.2014 - 04.2016
Global Account Manager
Hollingsworth & Vose Co.
07.2002 - 01.2014
Account Manager
Hollingsworth & Vose Co.
05.1996 - 07.2002
Inside Sales/Product Specialist
Georgia Pacific Corporation
08.1993 - 05.1996
Iowa State University
Master of Public Administration from Public Finance, Economics, Statistics
Iowa State University
Bachelor of Science from English, Minors in History And Political Science
Loyola University Executive Education
Certificate from Project Management
Babson College Executive Education
Certificate from Leadership & Influence
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