MS Business, Technology Management @
Mercer University - Stetson School of Business and Economics
North American Product Manager & Regional Business Development Manager for both start-up and established companies; MBA with an established record of success in significantly growing new business and sales through direct selling, distributors and manufacturers representatives; Experienced with P & L responsibility, budgeting, planning and establishing networks of distributors and manufacturers representatives in the municipal, commercial and
North American Product Manager & Regional Business Development Manager for both start-up and established companies; MBA with an established record of success in significantly growing new business and sales through direct selling, distributors and manufacturers representatives; Experienced with P & L responsibility, budgeting, planning and establishing networks of distributors and manufacturers representatives in the municipal, commercial and industrial markets, providing technical support to representatives and direct reports and publishing and presenting technical articles. Background includes extensive direct selling experience (Ashland Chemical) and sales management (Garratt-Callahan/Pureline) experience.
Specialties: North American Product Manager for Membrane Specialists. Specializing in business development and new market development both domestically and internationally. My true strength lies in my ability to develop undeveloped and underdeveloped markets and territories.
North American Municipal Market Manager @ North American Fyne Membrane Product Manager @ Responsible for all aspects of the Fyne Product line in North America including P & L, product marketing, distribution channel management, rep training, budgeting, sales forecasting, NSF product certification, State and Provence regulatory approval and new product introduction.
Executed market research and developed a comprehensive business plan to expand into new markets in 2013 and beyond
Sales pipeline increased from ~$2MM to ~$7MM in the first 18 months
Spearheaded NSF 61 product certification to penetrate new markets
Introduced new high flux membrane to increase competitiveness and expand market penetration
Sold pilot plant demonstrations to key State (ADEC/ANTHC) & Provence (Ontario MOE/ANA) regulatory agencies to expand into new markets
Met major engineering firms in the US & Canada and provided technical presentations to introduce the product and influence the final specification
Hired and provided technical training to a new representative in Ontario/Manitoba
Hired and provided technical training to a new representative in Alaska
Redesigned the Fyne Product Line Literature including case studies for publication
Responsible for all aspects of product advertising including ad placement & budget
Promoted the company’s products through involvement in various trade show participation in the US & Canada From February 2012 to Present (3 years 9 months) Subject Matter Expert - Strategy @ Consulted to the University on a contract basis as a Subject Matter Expert in Strategy to create a new Graduate Level Management Course (MBA) in Corporate Strategy. Consisted of recommending coursework and relevant texts as well as providing "real world" examples of Strategic Planning and its importance to the success of any organization. From January 2014 to April 2014 (4 months) Regional Sales Manager @ Responsible for technical and sales development of manufacturer’s representatives in the Central United States and Canada for the municipal drinking water market. Recruited and trained new representatives in weak areas of the region. Complete responsibility for region P & L, representative recruiting, training, region budgeting, sales forecasting, and management of an 11 state and 2 province region.
Developed and implemented comprehensive business plans for the region which resulted in substantial growth
Increased sales from $650K to ~$2.5 MM in first year
Second year sales brought to ~$3.5 MM
Worked with major engineering firms and provided technical presentations to influence the final specification
Hired and provided technical training to a new representative in Missouri/Illinois
Promoted the company’s products through involvement in various trade show participation in each state and national level
Hired and trained manufacturing reps in Canada to develop the international market. From July 2009 to January 2012 (2 years 7 months) Course Facilitator @ Contract online course facilitator for undergraduate Environmental Science, Information Technology, Marketing and International Business Courses. From 2005 to 2011 (6 years) Regional Sales Director @ Responsible for the developing a network of distributors and manufacturers representatives in the Central United States and Canada for the municipal drinking water market, commercial and industrial markets. Recruited and trained distributors and representatives to meet the sales requirements of a start-up company with no existing sales in the region. Responsibilities include recruiting, training, budgeting, sales forecasting, and management of a 12 state and 2 province region.
Started and completed a complete network of distributors and representatives in one year with no existing network in the beginning.
Brought sales from essentially zero to over $200,000 in the first year. Growth brought to over $2,000,000 annually by 2009.
Sold direct into key target markets including the brewing industry, rendering industry and meat processing industries.
Promoted the companies products through involvement in various trade show participation.
Top region in sales in 2005-2008
Actively involved in new product development
Published and presented technical articles From March 2004 to July 2009 (5 years 5 months) Graduate Online Instructor @ Taught online graduate level courses on a contract basis through EMBANet for Boston University. Subjects taught included Project Management, E-Commerece and Marketing. From 2004 to 2006 (2 years) District Sales Manager @ Comprehensive responsibility for all sales aspects of a three state sales district consisting of seven salespeople and annual sales of 2 million dollars. Maintained relations and direct sales with key corporate accounts in the poultry, primary metals and commercial institutional markets in Louisiana, Mississippi and Texas.
Annual growth in the district exceeded 10% each year. First year sales put the district in the top five out of thirty two districts in the company. The district was consistently in the top ten districts in terms of sales growth.
Developed a new territory in Mississippi which doubled sales annually from zero prior existing sales.
Worked with marketing to develop and introduce two new products in the cooling water treatment line.
Responsible for providing training and technical support to direct reports From July 2001 to March 2004 (2 years 9 months) Metairie, LAArea Manager/Industry Consultant @ Responsibilities included consulting on water treatment services and processes in the industrial and commercial markets in the Southeast. Developed a new area from no existing business to sales exceeding $60,000 in the one year.
Sold water treatment consulting and lab services to the commercial and industrial markets. Primary markets included hospitals, universities, food and petrochemical plants.
Routinely called on and sold to top level company executives. From February 2000 to July 2001 (1 year 6 months) Charleston, South Carolina AreaTerritory Manager @ Promoted water treatment chemicals and services to the heavy industrial, commercial and institutional markets in Louisiana and South Carolina. Responsibilities included territorial sales growth through acquisition of new accounts and routine service of existing accounts. Territory size ranged from $400,000 to $1,000,000 in annual sales.
Won a Trident Award Honorable Mention in 1993 for $125,000 in new territory sales growth and no lost business in the Arcadian District.
Developed the previously untapped municipal drinking water market in Louisiana. Customers included the City of Baton Rouge, St. James Parish Utilities, City of Gramercy and the City of Lutcher. Total sales in this market in the first year exceeded $100,000.
Grew sales in the Savannah Georgia area from $30,000 to over $100,000 in a two year period. From 1993 to 2000 (7 years) Greater New Orleans Area/Charelston South CarolinaSenior Applications Engineer @ Responsible for managing a network of thirty two manufacturer representatives worldwide for a $15 million company. Recruited and trained representatives to meet the sales requirements of an air pollution control equipment company with an average sale of $250,000. Responsibilities include recruiting, training, budgeting, sales forecasting, and management of a manufacturer’s representative network worldwide.
Annual sales growth exceeded 20%.
Developed and introduced new product literature to address key markets.
Promoted the companies products through involvement in various trade show participation. From August 1989 to March 1993 (3 years 8 months) Greater Atlanta Area
PhD, Organizational Mgt w IT @ Capella University From 2003 to 2008 MS Business, Technology Management @ Mercer University - Stetson School of Business and Economics From 1989 to 1991 BS ChE, Chemical Engineering @ Georgia Institute of Technology From 1983 to 1989 Lyle Henson, PhD MBA is skilled in: technical sales, Sales Management, International Sales &..., Sales Operations, Product Development, Sales, Business Development, Start-ups, Water Treatment, Legionella, Cooling Towers, Forecasting, Manufacturing, Management, Direct Sales, Business Planning, Sales Process, Engineering, Product Marketing, P&L Management, Budgets, Key Account Management, Market Development, New Business Development, Strategic Planning, Business Strategy, Project Management, Contract Negotiation, Water, Strategy
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