Steven Montgomery
Oak Park,MI
Summary
Results-driven Commercial Professional with expertise in relationship building and problem-solving techniques. Proven track record of meeting objectives and surpassing goals. Seeking an exciting role to apply skills and drive success.
Overview
22
22
years of professional experience
1
1
Certification
Work History
Global Product Marketing Manager: Clinical Lab & Life Sciences
Emerson Electronics
01.2022 - 01.2023
- Global responsibility for Asco products within Clinical Lab and Life Science Segment ($40M portfolio)
- Product Market Position/Product Rationalization Analysis for Strategic Business Unit (30% reduction in obsolete products)
- Key accounts product development - both at market and account level (catalogue and custom products-derivatives)
- Product Development: Design Team Lead - Next Generation Isolation Valve: Managed engineering, sales strategy, and functions focused on product development, positioning, pricing, and market growth (+$30M in growth)
- Cross functional work with sales, engineering, and business development.
Technical Sales Representative
PerkinElmer
01.2020 - 01.2022
- Managed Territory ($2.5M) opportunities, pipeline, forecasting for the territory
- Facilitated and managed integrating Field Application Scientists and technical opportunities
- Site evaluation and business development with key customers, large account road map
- Aligned customer needs with service, support, technical sales specialists.
Eastern Sales Manager for USA/Canada: HF Scientific Products
HF Scientific
01.2018 - 01.2019
- Focus on the municipal and water markets
- Negotiated pricing and contracts with Distribution partners, OEM and Sales Firms
- Involved with Product Management and NPD teams for municipal marked product development
- Growth of Sales of all accounts in Eastern Canada and United States: 109% growth YTD
- Developed Strategic Plan for Region.
North American Distribution Sales Manager: PolyScience Products
PolyScience/Preston Industries
01.2015 - 01.2018
- Distribution Sales Manager for Tier II, Tier III Dealers
- Overall account growth: 2016 = 26%, 2017 = 21% 2018 = 17% (7.4% above plan YTD)
- Managed and implemented marketing plans for partners for positive revenue growth
- New Business and Application Specialist for PolyScience Extraction Market
- Grew new account base 20% of revenue from new customers outside of core markets
- Designed and Facilitated Strategic technical and commercial training
- Technical and Commercial contact for Distribution partners throughout the organization.
North American Distribution Sales Manager: Hach Products
Danaher-Hach Water Division
01.2013 - 01.2015
- Distribution Sales Manager for Tier II Dealers and OEM partners managing $17M in annual revenue
- 20%+ growth in 2013, 2014 year over year from baseline across the account base
- Created and implemented account specific LAMP strategy to manage Tier II Distribution and OEM
- Cross functional development (working with marketing and Hach Business Unit) and implementation
- Stabilized Process for reporting and business to business synergy with Distribution and OEM partners
- Grew market share and customer share by +25% in core and non-core markets through effective Distribution Management and Strategy Implementation.
North American Laboratory and Process Products Sales Manager
Thermo Fisher Scientific
01.2001 - 01.2012
- 2010 Growth over 30% from 2009 with an AOP of 20% growth ending NA Sales Team at 115%
- 2009 Successfully restructured NA Sales Team to increase revenues by 50% with integrated sales functions
- Core Team Member for the business Global Strategy Road Map for 2010-2015
- Developed North American Commercial Strategy Plan for 2010-2012
- Product Development Team Member for New Products (Lab and Process Products)
- Successfully managed New Product Introductions through Direct, Dealer, OEM, and channels
- Increased sales productivity in 2009 v 2008 by +30%
- Additional responsibilities included from NA Lab Sales Manager
- Thermo Fisher Scientific: 2004-2009 North American Laboratory Products Sales Manager
- Top Sales Teams - 2005 (106%), 2006 (111%), 2007(101%), 2008 (100.5%)
- Facilitated North American growth from 2005-2008 from $9.1M to $13M
- Manage Sales Representatives Lab Group in North America Dealer, Direct and OEM channels
- Coordinate Sales and Marketing efforts with multiple dealers across North America representing $7M in annual revenue resulting in dealer growth year over year of +10%+ from 2005-2008
- Core Product Develop Team: Global Lab Products Integration Project
- Developed and Implemented Dealer Marketing Training for multiple North American Distributors
- Interim Product Manager: Cole Parmer Private Label Integration 2008 resulting in $700K of organic growth for the business unit while doubling the EBITA
- Develop Cross-Divisional Marketing collateral within Thermo Scientific to support multiple cross- selling initiatives to maximize corporate sales teams with 13% growth within targeted products
- SIOP Planning/Responsibility for North American Lab Products resulting in increased inventory risk of $180K resulting in decreased lead-times allowing for $680K of incremental revenue
- Thermo Fisher Scientific: 2001-2004 Regional Sales Representative
- Successfully Managed 15 State Territory sales goals achieved 101%, 118%, 108%, 105%
- Continual growth in all areas of Dealer, Direct and OEM within multiple markets
- Initiated Cross Divisional Sales activities in key accounts
- Facilitated dealer training to support channel success
- Directly managed a $1M+ OEM with year over year growth.
Education
Bachelor of Arts - History
University of Detroit Mercy
Detroit, MI12-1999
Skills
- Commercial Professional
- Management and Leadership
- Key Account Management
- Marketing
- Business Development
- Relationship Building
- Problem-solving Techniques
- Product Market Positioning
- Product Rationalization Analysis
- Product Development
- Sales Strategy
- Market Growth
- Territory Management
- Forecasting
- Field Application Scientists
- Technical Sales
- Site Evaluation
- Customer Needs Alignment
- Pricing and Contracts Negotiation
- Product Management
- New Product Development
- Strategic Planning
- Distribution Sales Management
- Account Growth
- Marketing Plans Implementation
- Training Facilitation
- Market Share Growth
- Sales Team Restructuring
- Commercial Strategy Planning
- Sales Productivity Improvement
- Dealer and OEM Channel Management
- Cross-Divisional Marketing
- SIOP Planning
- Regional Sales Management
- Large Account Management
- Customer Allegiance
- Role Model Leadership
- Practical Process Improvement
- Strategic Account Planning
- Negotiating
- Product marketing
- Product lifecycle
- Market intelligence
- Customer Relationship Management (CRM)
- Lead Generation Campaigns
- Go-to-market strategy development
- Marketing campaigns
- Content Marketing
- Marketing strategy
- Market research and analysis
- Brand Awareness
- Brand Development
- Brand visibility
- KPI Development
- Market Penetration
- Consumer Loyalty
- Product Development and Launch
- Product performance and profitability
- Brand Promotion
- Strategic Alliances
- Cold Calling
- Product Differentiation
- Product awareness and visibility
- Product Promotion
- Segment strategy
- Integrated marketing initiatives
Academicsummary
- University of Detroit-Mercy: Liberal Arts
- Secondary Education Certification State of Michigan
- University of Siena Italy Study Abroad Program
- Kappa Gamma Pi National Honors Order of Excellences
Locations
Oakland County, Oakland, MI
Professional Development
- Large Account Management Training (LAMP)
- Turning Information into Sales
- Building a Customer Focused Business
- Role Model Leadership Training
- Extended Leadership Team Member (multiples businesses)
- Practical Process Improvement
- Customer Allegiance Aware Winner
- Role of the Leader Training
- President Award Winner
- Hann Service Training
- Thermo Values Award Winner
- Strategic Account Planning
- Karras Negotiating Training
- Practical Systems Training
Accomplishments
- Kappa Gamma Pi National Honors Order of Excellences
- Thermo Values Award Winner 2008
- Presidents Award Winner Thermo Fisher Scientific 2009
- Presidents Award Danaher 2013
Affiliations
- Thermo Fisher Scientific Leadership Team
- Danaher Leadership Team
- Polyscience Leadership Team
- Practical Process Improvement
Certification
Large Account Management Training (LAMP)
Turning Information into Sales
Building a Customer Focused Business
Role Model Leadership Training
Role of the Leader Training
Hann Service Training
Strategic Account Planning
Practical Systems Training
Karras Negotiating Training
References
References available upon request.
Timeline
Global Product Marketing Manager: Clinical Lab & Life Sciences
Emerson Electronics
01.2022 - 01.2023
Technical Sales Representative
PerkinElmer
01.2020 - 01.2022
Eastern Sales Manager for USA/Canada: HF Scientific Products
HF Scientific
01.2018 - 01.2019
North American Distribution Sales Manager: PolyScience Products
PolyScience/Preston Industries
01.2015 - 01.2018
North American Distribution Sales Manager: Hach Products
Danaher-Hach Water Division
01.2013 - 01.2015
North American Laboratory and Process Products Sales Manager
Thermo Fisher Scientific
01.2001 - 01.2012
Bachelor of Arts - History
University of Detroit Mercy
Large Account Management Training (LAMP)
Turning Information into Sales
Building a Customer Focused Business
Role Model Leadership Training
Role of the Leader Training
Hann Service Training
Strategic Account Planning
Practical Systems Training
Karras Negotiating Training
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