Sales Manager, Industrial Business @ Schneider Electric
Manager, US Industrial Marketing @ Schneider Electric
Product Line Director -Controllers @ Schneider Electric
Divine Word College
I have 34 years of work in B2B and B2C sales and marketing, P&L management, Sales management, product marketing, product management, advertising, PR, television& radio. In my "major" career at Square D Company, Schneider Electric Corporation, I began as a service technician and technical trainer and worked my way up to Vice-President of Marketing. Running a P&L
I have 34 years of work in B2B and B2C sales and marketing, P&L management, Sales management, product marketing, product management, advertising, PR, television& radio. In my "major" career at Square D Company, Schneider Electric Corporation, I began as a service technician and technical trainer and worked my way up to Vice-President of Marketing. Running a P&L is probabaly the most exciting thing I have ever done, and I anxiously await the time I can do so again. I work for an incredible company and am fiercely loyal to my employees and our common cause.
Board of Directors Chicago Business Marketing Association
Former V.P. of the Chicago Chapter of BMA
Specialties: "What is a good Customer", "How to change a product facing corporation into a Customer facing organization", how to engender the "Total Customer Experience" into an organization. Enterprise marketing management, Branding, Pricing automation and how to gain price.Successful experience in introducing Innovation .Extremely invested in B2B Web User Experience .Extensive experience with OEM's, Industrials, Contractors and resellers in all industries consuming electrical products.
Global VP of Marketing @ Creating transverse Marketing efforts around our key market segments and Lines of Business. Major focus is on Global Strategic Accounts. From June 2014 to October 2015 (1 year 5 months) Global VP of Solutions Marketing @ The VP of Solution Marketing is the Strategic leader for the marketing enterprise, providing line of sight to the customer life cycle. The SMVP is in charge of proposing direction and programs to fulfill the vision of the company, and are specifically to encompass customers throughout their entire life cycle.
SM strategy will orchestrate the Schneider operating model for customer life cycle. The SMVP will effectively execute customer-focused marketing strategy that will generate qualified new pipeline opportunities for sales without consuming their time, ,accelerating opportunities, improve customer relationships, advancing the perception of Schneider Electric, impact segment revenue growth & beating competitive targets From May 2012 to June 2014 (2 years 2 months) Global Vice-President of Internet Programs @ Primarily responsible for identifying which projects, processes or activities need to be transferred or created on a global web platform to meet the needs of Schneider’s customers, functions and supply or value chain members. Measurably developed new incremental and profitable business through web project development. Capture, model, develop & coordinate the execution/deployment of business processes and priority Web business programs for e-commerce, customer care and innovation platforms for 130 countries & 5 Business Units through the web. Generated 300-400 Million Euro of new business through innovation on the internet. Reduced structure costs by 20 million euro. Developed a portfolio management process allowing all projects to be rated and ranked in a pipeline so new projects were “ready to go” when money became available, and the need for choosing projects was vastly reduced. From September 2008 to September 2012 (4 years 1 month) Greater Chicago AreaVice President of Marketing/Head of Marketing Operations @ Responsible for all Customer & Market segments, Pricing, Channel Marketing, Marketing Operations, Brand, eBusiness and demand generation for the $2.4Billion core Electrical Distribution/Construction business of Square D. Area of responsibility covers Building, Residential, Energy & Infrastructure markets as well as Industrial facility and electrical OEM’s.
Responsible for 118 direct employees as the central marketing organization for all customer, brand, pricing and channel marketing. Responsible for demand generation and jointly responsible for yearly market, share and price targets. Report directly to the President.
Drove Square D to lead the marketplace up in price from 2005 to the present gaining $48M in price in ’05 and $95M in ’06, $140M in 2007, offsetting all material and labor inflation. Created integrated marketing campaigns which impacted company mix, driving higher contribution margin product sales and improving OE by 1 pt. Held or grew share in all categories. Achieved double digit sales growth in 05, 06 and 07. Purchased Zilliant pricing automation software to drive further pricing automation gains, resulting in $37M of payback on a $1.9M investment in 2006. Rebuilt marketing function with a focus on marketing competencies. Generated vision for Enterprise Marketing Management and implemented centralized Marketing Plan management software for campaign management. Developed leadership/company development program called Total Customer Experience to fulfill strategic vision of focusing on “Customer Experience”. Increased total market share by 1.5 pts. Numerous company and industry awards and recognition. From July 2004 to December 2008 (4 years 6 months) Greater Chicago AreaGeneral Manager/Business Director @ Directed a $25M P&L manufacturing and R&D operation aimed at producing industrial and OEM automated applications and solutions. Asssigned responsibility of returning operation to profitability. Assembled team, formed strategy, sold off underperforming assets and initiated return to profitability. Subsequnetly promtoed to VP Marketing From October 2002 to July 2004 (1 year 10 months) Raleigh-Durham, North Carolina AreaVP Global Strategy & Program Mgt. - eBusiness @ Reporting to Worldwide Vice- President (Exec Committee)
Specifically responsible for developing Schneider Electric’s global eBusiness strategy, affecting 130 countries, 90,000 employees. In charge of all Business Intelligence mechanisms for eBusiness as well as Prioritization of division programs. Responsible for group interfaces to Country, Zone and market management. Program management of all product launches to effected countries or commercial entities. Focus on base Cost reduction, productivity, outsourcing to India.
Accomplishments: Developed a Vision, Strategy and three year plan for global eBusiness. Developed a worldwide CRM definition and strategy. Created a Community of interest and Community of practice within the corporation to facilitate sharing of best practices and developing global policies. Developed global policies and specific strategies and tools for eCommerce with our distribution network in the United States, Spain, Portugal and Canada, eBusiness platform, and Marketplaces. Created and launched the country “laboratory” experience to create inputs to global decision making as well as set-up preliminary implementation of global projects. Created business entity “alignment” activities to manage and migrate local activities to the global central platform and policy. In charge of primary interface to company leadership for all geographic, selling and market based structures From August 2000 to June 2002 (1 year 11 months) Raleigh-Durham, North Carolina AreaDirector, OEM Marketing @ Specifically responsible for Square D's $485M OEM Business effort in the United States, to include development of Strategy, Go-To-Market activities, Channels of Distribution, Profitability, base Cost Management, Customer Service and Productivity. Manage a staff of 8, department of 32.
Accomplishments: Business grew from $ 268M in 1998 to $485 M in 2000. Double-digit growth for four consecutive years. Year 2000 growth at 34%. Margin held stable at >50%. Developed alignment with sales organization against common strategy and measurements. Established only business in Schneider Electric worldwide to pay performance and sales bonuses on profitability. Developed numerous global contracts with multi-national OEM's constituting $40-$100M of future growth while overcoming global pricing and exchange exposure issues. Developed a US based program management system and OEM e-Business strategy integration to produce multiple channels to market, guaranteeing lowest cost to serve position for customers. Developed and Service marked the Relationship management Process for Square D company, enabling a market oriented, customer focused strategy. From August 1998 to August 2000 (2 years 1 month) Raleigh-Durham, North Carolina AreaManager, OEM Strategy @ Corporate staff position reporting to Sr.Vice-President of Strategy for Schneider North America.
Specifically responsible for OEM Segment strategy and implementation, to include development of strategic approach, acquisitions, due diligence participation, implementation models and enforcement, strategic measurements, specific projects to adapt or leverage strategy to corporate goals. Integration of US strategy with Group Schneider strategies in Europe. Participate in manufacturing rationalization discussions and determinations on new product developments, markets to access, and products or markets to de-select from company focus. Additionally responsible to participate in development of new OEM channel authorizations and major Account Management selling and marketing focus. From January 1997 to August 1998 (1 year 8 months) Raleigh-Durham, North Carolina AreaSales Manager, Industrial Business @ Responsible for all Industrial sales and distributor relationships in a 4 territory area of North Carolina. Top Line quota of $42 Million, divided into Automation, Control and Power. Managed 23 distributors, 12 sales reps. Served on corporate team for development of new sales force business systems. Pilot manager for sales force automation software. Proposed and authorized two new distributorships during one year period. Lead review and termination efforts for two others. From January 1996 to December 1996 (1 year) Raleigh-Durham, North Carolina AreaManager, US Industrial Marketing @ Responsible for all commercial marketing programs, Distribution and Business Strategy and Business Planning for Square D’s $640 Million US market. Responsible for creating Integrated Marketing programs for Square D’s Industrial business in the US Planned and participated in the creation of a Corporate Account/Alliance sales force and program framework for Fortune 200 targets. Grew share in the Industrial Control business after a 7-year decline. Authored the company’s US Industrial Strategic Plan. Directed the formation and implementation of all marketing communications activities. Developed application/solution oriented approach to the marketplace. Developed company’s first database marketing efforts. Principal architect of company re-engineering plan of this year. From January 1994 to December 1995 (2 years) Raleigh-Durham, North Carolina AreaProduct Line Director -Controllers @ Responsible for development and management of $50 million product groups consisting of Sy/MAX PLC, Telemecanique PLC, Relays, Weld Control, Timers, Terminal Blocks, Motion Control and corporate group participation in WorldFIP. US responsibility for global PLC product development between US, France and Japan...TSX series. Chief negotiator for General Motors/Square D contracts in Detroit and Frankfurt Germany. Managed integration of product lines after Schneider Electric acquisition of Square D. Responsible for holding market share and top line with multiple brands, before rationalization in Europe and US. From December 1992 to December 1993 (1 year 1 month) Raleigh-Durham, North Carolina AreaBusiness Manager - Weld Control @ Detroit, Mi and Raleigh, NC. Responsible for saving failing weld control business for Square D. Activities included plant closure in California movement of operation to South Carolina and complete restructuring of the business. Negotiated projects with BMW in Munich, Germany and held partnership, J-V discussions with Robert Bosch and others. Business leveled by year end...now marginally profitable again and included in company’s core applications competency From January 1992 to December 1992 (1 year) Manager, Application Engineering and Weld Integrity group @ Managed a team of 6 employees in a specialized service category called Weld Integrity (Resistance Welding). Directly managed 2 Application Engineers who specialized in Resistance Welding From May 1990 to May 1992 (2 years 1 month) Marketing Services Manager @ Charged with creating revenue from Break/Fix services and forming new services for the Automotive Industry. From July 1987 to May 1990 (2 years 11 months) Training @ Specifically in charge of all pre and post sale marketing. Demand creation and after market services for a Resistance welding company in the Mid 80's. Perton was the first to incorporate microprocessors into our weld control designs and it was an automotive revolution. Great days...I think I still know the address of every GM location we ever visited in the USA. Can you believe the number was 64!!!!!!!. Chrysler was also a big customer. Sadly, Ford was never in our fold. Probably the marketing job which produced the single most intriguing moment in my career. From 1985 to 1987 (2 years) Instructor @ Taught ad copywriting and news reporting and writing From 1982 to 1984 (2 years) Disc Jockey, Music Director, News Director @ I spun records for 3 years from 6-midnight, then did afternoon drive. Wrote all ad copy, recorded fifty percent of all on air ads, selected music for our playlist, managed relationships with music company's (Really, just to get free records). News Director for one year. It was a small town, and a beat job, fire dept., police dept., city hall, city council. However I got to cover on of the most intriguing murders in the towns history for 12 months. it ma have been the only murder. At 21 years old, on eh second week of the job they put me at the state fairgrounds to "report live" on the 4H cattle, Pig and Sheep auction. I'M FROM DETROIT!!! What a great lesson in humility AND how to dance for 4 hours. In the end, by the age of 24 I was able to say "I have done the job I wanted to do for my whole life". Not a bad start for a blessed and great life. From August 1979 to May 1982 (2 years 10 months)
FCC 3rd class license, Radio broadcasting, advertising, news writing, transmitter technical @ Specs Howard School of Broadcasting From 1979 to 1979 None, Theology/Theological Studies, Freshman @ Divine Word College From 1976 to 1977 BA and MBA, International Marketing @ California Southern University Tom Insprucker is skilled in: Marketing, Marketing Strategy, Management, Marketing Management, Marketing Leadership, OEM, Marketing Vice President, Segmentation, Market Planning, People Development, Team Leadership, P&L Management, B2B, Product Marketing, Sales Management