PHILIP MARMINA

pmarmina@rogers.com ca.linkedin.com/in/philipmarmina/

TARGET: SALES AND MARKETING LEADERSHIP

Offers a reputation as a revenue architect with a passion for growing entrepreneurial and innovative businesses. Strategic Sales, Marketing & Business Development leader that excels at driving organizational revenue goals by improving functional approaches to market penetration. Influences the direction of small- and medium-sized businesses, leveraging an entrepreneurial approach and open-door management style to build winning teams, clear processes, and synergies in sales and marketing. Bolsters customer interaction as the C-suite contact and primary voice for strategic business development and sales to drive revenue growth and sustainable profitability. Regarded as an influential leader with compassion, active listening skills, strong executive competencies and business knowledge to guide and empower business growth.

EXECUTIVE COMPETENCIES & CAPACITY

Strategic Planning & Aggressive Growth Strategies Customer Interaction & C-Suite Relationships Process Improvement & Market Penetration High-Performance Team-Building Sales & Marketing Collaboration Change Management P/L, Revenue Growth & Profitability Innovation and Program Implementation

HIGHLIGHTS OF SUCCESSES
EXECUTIVE LEADERSHIP

Established synergies between sales and marketing that resulted in growing a strategic product group market share from 22% in 2004 to over 50% in 2012. Created innovative sales programs including the highly profitable Capital Replacement program that generated $5MM in incremental sales in 2012, developing ongoing sustainable revenue streams. Captured majority market share of a $60MM Ministry of Health capital equipment investment by building an engaged and effective team across the entire value chain. Successfully lead sales team to 100% + annual sales budget achievements for 9/10 years achieving 37% gross profit and 18% EBIT while transforming internal processes with entrepreneurial sales programs, staff training, and systems support.

STRATEGIC SALES MANAGEMENT

FINANCIAL MANAGEMENT

RECORD OF ACCOMPLISHMENTS
VICE PRESIDENT OF SALES, Central 2003 2013 (VICE PRESIDENT OF SALES & MKTG INTERIM) ArjoHuntleigh Mississauga, ON (Medical Devices/Healthcare) Recruited to the organization to drive big company thinking, taking on a mandate to implement standardized processes for this decentralized organization while building a defined sales team, unified sales processes, and aligned systems for $39M in Canadian business.

Managed and invested in people and stepped up to integrate the sales teams and facilitate transformational change by managing performance assessments, sales KPI structure development, and performance-tracking tools to grow sales from $39MM to $71MM. Created innovative sales programs including the highly profitable Capital Replacement program that generated $5MM in incremental sales in 2012, developing ongoing sustainable revenue streams. Developed and managed annual sales budgets, and achieved 100% or higher results for 9/10 years and presided over P&L while creating entrepreneurial sales programs, staff training and systems support.

SALES GROWTH
(in millions)
71 39 2003 2007 2009 2012

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PHILIP MARMINA
RECORD OF ACCOMPLISHMENTS

Established synergies between sales and marketing, improving product marketing that resulted in growing a strategic product group market share from 22% in 2004 to over 50% in 2012. As VP Sales, honoured with #1 global award for Sales Leadership in 2005 and 2006 for year over year revenue growth, budget achievement and sales leadership. Presidents Club Award in 2005, 2006, 2007, 2009 for sales growth and sales achievement . Led a $60MM incremental one-time RFP for provincial capital equipment replacement, catapulting a 34% gross margin to a 43% overnight, while perfecting RFP processes to secure $5MM in annual renewals, new contracts and additional revenue. Championed a 37% consistent gross profit and 18% EBIT reviving a long-term 33% YOY profitability to a peak high of 43% gross profit by diversifying sales strategies, leading contract negotiations and managing key national accounts. Handpicked by N.A. President in 2011 to assume Managing Director responsibilities following restructuring, taking on a mandate to grow sales as the Interim VP of Sales and Marketing.

Market Share
90% 80% 70% 60% 50% 40% 30% 20% 10% 0% 2004 2007 2008 2010 2012

DVT

Patient Handling

Bathing

Implemented ACT (a CRM system) and performance metrics to improve customer relationship management while establishing a vision for sales success. Instrumental in updating the sales compensation and performance review programs to improve talent retention, development and strategic business growth for 25+ Canadian sales professionals. Successfully integrated new businesses (2 acquisitions) and built market penetration plan for new products that resulted in growing new product category from $200 k to over $2 MM in 4 years . Project managed 200+ projects with key clients, playing a key role in unifying project management processes to improve execution, client relationship building and incremental sales development.

MANAGING DIRECTOR, Business Development 2000 - 2003 Azonic Networks Inc. Markham (Telecom / Real Estate) Recruited to play an instrumental role in corporate start-up, managing business plan development, go-to market strategy creation, as well as operational and technical strategic planning.

Earned a reputation for leading from-the-ground-floor to create a thriving organization, supported by strong funding, garnering praise for innovation in wireless systems and services with key clients including the Brookfield Properties, Trizec Hahn, Cadillac Fairview, Oxford Properties. Tishman Speyer, New York Transit Authority, Greater Toronto Airport Authority, and Royal Bank. Critical contributor to guiding the team building, strategic planning, and relationship development to a $38MM venture capital investment, raising $100MM as the founding member. Built US and Canadian sales teams, managing relationships with key real estate partners and wireless carriers, providing annual revenue potential of $40MM.

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PHILIP MARMINA
RECORD OF ACCOMPLISHMENTS

NATIONAL MANAGER, Group Health 1998 - 2000 Parke Davis, A Warner Lambert Division Toronto (Pharmaceuticals / Healthcare) Hired into the company to establish the Group Health Program and subsequent department, leading departmental structure development, funding and strategic planning.

Led Reimbursement program planning and headed up partner development to secure longstanding relationships with key benefit providers, insurers, disease and patient associations, and key health policy decision-makers. Developed and implemented stakeholder focused marketing and disease education programs to drive product growth and revenue. HEALTH CARE MANAGER, (Ontario & Atlantic), Hoechst Marion Roussel Canada Montreal, 1993 - 1998 SALES REPRESENTATIVE, Nordic Laboratories (bought by Hoechst) Toronto, 1990 1993 CONSULTANT, Ryerson and Dalhousie Consulting Business Toronto/Halifax, 1987/1990

EDUCATION & PROFESSIONAL DEVELOPMENT

Getinge Experience Manager Program (2010) 1 of 30 selected globally to attend leadership program. Executive Program in Sales Leadership (2004) Schulich School of Business. Executive Leadership Program (1999) - Centre for Creative Leadership Masters of Business Administration (1991) Dalhousie University, Halifax, Nova Scotia Bachelor of Business Management (1988) Ryerson University, Toronto, Ontario Canadian Securities Course (1988)

SPEAKING ENGAGEMENTS
Ontario Nursing Home and Hospital Association conferences Wireless conferences Health Roundtables (Conference Board of Canada and WELCAN)

COMMUNITY VOLUNTEER
Spark Centre (2013) Mentor and consultant to start-up and small technology based companies Coach of the Year (2010) Rep Program Pickering Soccer Club Volunteer of the Year (2004) Ajax Acros Development of Trillium Foundation proposal that successfully secured funding