DOUGLAS V. MAPES
5707 Cherry Hollow Lane 704-846-6838
Matthews, NC 28105
SUMMARY
Sales & Marketing professional with 20 years of profitable growth performance in fast paced, technology driven markets such as electronic materials and specialty coatings. Proficient in formulating and implementing sales/marketing/business development strategies. Effective in building and leading productive work teams. Excellent problem solving, contract negotiation and written/oral communication skills. Interested in General Management or Senior Sales & Marketing Management role with a technology company.
EXPERIENCE
Rexam Image Products, Engineered Materials Div., Matthews, NC 1981-Present
$300+ million manufacturer specializing in custom design, development and manufacturing of precision coated and laminated flexible materials for high-end, technology-oriented industrial accounts. Subsidiary of Rexam plc., a $3.5 billion dollar international diversified products company.
Global Accounts Manager 1997 - Present
Responsible for $30+ million of world-wide sales to Polaroid Corporation and the performance of a U.S. based business team accountable for customer service, quality and product development. Duties include negotiations of a long term supply agreement, development of a global supply strategy, sales forecasts and contractual pricing administration.
· Derailed competitive threat of millions of dollars of sales by leading a comprehensive product redesign effort that resulted in extending a 15% pricing discount while increasing product line ROS by 3%.
· Designed a quarterly production schedule that improved production efficiency and reduced waste while lowering rejections and customer returns.
Business Development Manager, Asia Pacific 1996 -1997
Responsible for the development of new business opportunities and leading new product development activities from point of inception to commercialization. Responsible for promotion, marketing, sales forecasting, business planning, customer relations, customer communications, contract negotiations, capital spending plans, account profitability, obtaining resource support, and selecting and managing project teams to drive product development and commercialization.
· Led business development effort for newly targeted geographical market for custom coating and laminating.
· Successfully commercialized two new products with annual sales of more than $2 million.
· Hired and trained an on-site Technical Service Representative for the Tokyo sales office.
Douglas V. Mapes -2- 704-846-6838
Rexam - Continued
Market Manager Business Development 1993 - 1995
Prepared market analyses and business plans for targeted medical and Japanese markets. Identified emerging technology trends and new customer opportunities by attending trade shows and conferences affiliated with designated industries. Initiated customer contact and presented company services & offerings, screened opportunities for "strategic fit" and formulated appropriate action plan for development and commercialization activity.
· Initiated Japanese communication and promotion campaign to educate and attract new business.
· Created key opportunities in Japan employing a separate tactical business team to address unique needs of the regional market.
· Lead penetration of medical market with promotion of GMP facilities and value creation of converting process after coating and laminating.
Market Manager, Photo Resist 1981 - 1993
Complete P&L business unit responsibility for large, multinational account in the electronic materials industry; sales volume $40MM+. Leadership responsibility for cross-functional business team providing sales service, product development and cost effective manufacturing.
· Directed a cross-functional business team in the management of a $40+ million dollar sales account.
· Negotiated one billion dollar, ten-year sole sourcing agreement that justified a $26 million dollar state of the art coating facility. Sold management on concept of leasing the customer space for slitting operation to eliminate shipping and packaging costs resulting in lower total cost of product and added revenue to the company.
· Created universal pricing model for new products, and equitable methodology of escalating current pricing based on producer price index.
EDUCATION
Bachelor, Business Administration - Siena Heights College, Adrian, MI
Executive Training
Strategic Marketing; Duke University, School of Business (1993)
Sales Development & Planning, The Ziglar Development Training System (1994)
Negotiating with Japanese, University of Michigan (1996)