Hi. I’m Andrew.

I am a marketing/strategy leader with a deep background in field sales. I successfully lead global marketing, sales and aftermarket teams selling technical products into B2B industrial sectors.

By actively listening to customers and building engaged teams, I integrate technology into products and develop the unique value propositions and market strategies that drive growth and profitability.

I am a MBA graduate from the Booth School at the University of Chicago and currently live in Bucks County in Eastern Pennsylvania.

Contact me to learn more

My Background

Successful sales and marketing professionals are listeners first. Listening helps establish the rapport required to gain the trust you need to be able to partner with customers, understand the underlying gaps, creating the strategies and develop the technical solutions required. Second, and equally as important, I stay current with the latest technology including IoT and AI to ensure I can incorporate these features, where appropriate into the product strategy and development.

I work with customers in the industrial B2B space to

define, develop and launching new technical products
define and develop new aftermarket product and service solutions
understand market and competitive dynamics to develop strategies

with clear value differentiation. Ultimately, this helps to define data-driven strategies that clearly spell out:

“What we are doing” (clearly defined product or service),
“Why we are doing it” (what market opportunity or gap are we taking advantage of) and
“How are we going to win” (what are we doing that is different that will make the customer see the value and buy from us).

Using this framework, I am successful in exceeding both the expectations of my customers and the organizations I work for and with.

Learn more about me and my background | Download resume (pdf)

My Approach

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Strategic Analysis and Planning

Following a clear, data-driven process to develop strategic plans, I build on an understanding and evaluation of the current market landscape (products, technologies, markets, adjacencies, and competition) and work with sales/marketing teams using a well defined toolset and my market knowledge, technology/technical background and experience to develop strategic plans to address growth opportunities.

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Organic Sales Growth

First, I analyze the current go-to-market strategy and then, using processes like time and territory analysis, market analysis, channel analysis and funnel management in combination with a proven sales methodology like Value Selling, I work with sales leadership and regional/territory sales people to effectively implement the tools and processes to drive organic sales growth in current and newly defined markets.

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Marketing/Product Management Leadership

I build and manage high performing marketing teams by mentoring/coaching and implementing VOC-based tools and processes to help them effectively identify unmet customer needs and opportunities. Using the collected data in combination with a stage gate processes, I support the product management teams in leading the development of new technical products and services based on a clear customer value propositions and then launch them into a global marketplace.

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Sales Leadership

I evaluate go-to-market strategies, defining gaps and working with sales leaders to implement methodologies to address them. Clearly understanding the sales strategy and defining the profile of the “ideal” sales person to achieve the strategy, I coach and mentor teams to meet ― and exceed ― well-defined targets. I use tools including but not limited to sales training programs, customer relationship management (CRM) software, and data-driven metrics/KPIs to bring transparency to the selling process and help sales teams exceed goals.

Customers & Projects

A sample of the market segments, key customers and major wins I have been involved in.