DEAN A.

HANAWALT
Lake Bluff, Illinois 60044 Mobile (847) 987-2749 Home (847) 292-7388 dahanawalt@yahoo.com

SUMMARY

OF

QUALIFICATIONS

Product Marketing / Product Managem ent ~ New Product Developm ent ~ Global Leadership Highly-accomplished, results-driven, dynamic leader and visionary Marketing Manager/Product Manager with expertise developing successful B2B product marketing strategies and solutions. More than 20 years of demonstrated achievements analyzing international business opportunities, managing commercialization over complete product development lifecycle and driving strategic business and revenue growth. Creative problemsolver with outstanding client satisfaction and multidisciplinary team leadership/motivational attributes.

CORE COMPETENCIES
Marketing Management Business Development Product Management Branding/Positioning Strategic Planning New Product Marketing Market Research Competitive/Financial Analysis Cost/Pricing Analysis Product Portfolio Management Sales Pipeline/CRM Project/Team Leadership Business Planning/Growth Budgeting/Forecasting Problem Solving/Decision Making Continuous Improvement Staff Development Communications/Negotiations Relationship Building Stage Gate Process New Product Development

PROFESSIONAL EXPERIENCE
PETOSKEY PLASTICS, Petoskey,

MI

2011 Present

Market Manager Developed short run digital printing strategy for entire line of automotive after-market products with a combine sales potential of nearly $10 MM. Currently leading overall project implementation of this key initiative. Completed several key market research projects with market opportunities in excess $40 MM. The market research efforts in the area of lead and mold abatement have created a completely new line of products which will be introduced shortly ranging from heavy gauge sheeting to burial bags for the disposal of these hazardous products. Launched medium and heavy gauge sheeting products sold into the home improvement markets (Home Depot, Lowes, etc.). Sales in excess of $1MM in the first six months of business. Used online survey tools as well as face interviews o assist in market research within the current customer base. This has allowed Petoskey to be more responsive and receptive to customer product and service needs. Primary focus of the marketing role is to identify new market opportunities across all business segments and to assist segment mangers in the development and launch of key initiatives. M B & A, LLC, Park Ridge, IL Technical & Marketing Consultant - Principal 2007 2011

Commanded superior technical leadership and marketing management success strategically positioning clients products and delivering innovative solutions that open markets and contribute to business development/growth. Secured venture capital funding for startup client by creating a highly-effective business plan which incorporated market research, revenue forecasts and financial projections as well as a focused marketing plan. Developed capability to produce adhesive and release coatings in line on folder/gluer for a proprietary product and a folding carton client customer. Boosted sales performance and improved internal communications and operational efficiency by introducing CRM system focused on pipeline management. CRM system provided monthly updates on key growth and developmental initiatives across all business segments and territories. Updated client website. Improved gross margins by 23% by innovating inline coating process through use of process, coating and formulation skills for application of UV silicone to folding cartons. Collaborated with engineering, suppliers. Developed market research tool based upon use of word cloud technology to more effectively analyze qualitative research data thus allowing for more focused and targeted marketing messaging. Valued as trusted leader/advisor to senior management, staff and clients cultivating productive relationships and communications for increased productivity and growth over complete product development lifecycle.

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SCHOLLE PACKAGING, Northlake, IL Senior Global Market Manager

2005 2006

Introduced a low-cost manufacturing and international supply chain strategy for commodity products and improved margin by 20% through collaborations with global marketing team. Developed well-conceived business proposals and generated business valued at $15 Million in new revenue using problem-solving, pricing analysis and clear understanding of competition and customer requirements Utilized exceptional collaborative abilities to build and work with cross-functional teams for product development, performance testing, and analysis. Created content for web pages and presentation materials to assist field sales. Worked throughout global organization to develop, source, produce and sell/market packaging products for the edible oil institutional foodservice market segment. Created edible oil product offering through testing of existing products as well as providing clearly defined customer requirements including technical, pricing, and design related criteria. This new product line enabled sales and marketing to offer both cost effective solutions as well as specialty niche products to serve a broad array of needs within edible oil packaging market. Headed the stage gate process for Scholle Packaging. Provided screening tools which allowed Scholle to better evaluated technical fit, financial opportunity and market fit. This enabled Scholle to improve effectiveness and success rate of new product development process. UPM KYMMENE, Willowbrook, IL Marketing Manager 2004 2005

Created new business and product development opportunities resulting in 10% sales growth by developing strategic planning and annual sales & marketing plans in support of Label & Graphic Arts business segment. Focused company goals and increased new product development success by 35% through use of pipeline management tools, account knowledge and customer priorities. Stimulated business growth by establishing key collaborations with R&D, finance, manufacturing and sales within the organization as well as with key national accounts. Updated Label & Graphic Arts webpage. Avoided revenue loss and mitigated risk by building a business partnership with Avery Dennison that provided excellent product/pricing management, customer support to provide quality product at a competitive price. Identified specialty coating opportunities and partnerships that allowed for new business growth in a relatively flat and saturated market place resulting in 10% revenue growth. Managed all technical development initiatives related to label market segment including lay flat liners, specialty digital media products and low cost liner products. Lead role in the new product development management system (stage gate). AVERY DENNISON, PERFORMANCE FILMS DIVISION, Schereville, IN 1997 2003 Senior Marketing Manager Propelled market segment revenue from $16 MM to $45 MM and increased overall accountability through team work, strong customer partnerships, value laden products and strategic and tactical marketing programs. Created win-win compromise by developing and executing long-term global distribution agreement with Eckart Werke through negotiation and mediation resulting in a long and prosperous business. Expanded Metalure revenue from $8 MM to $25 MM into all segments including paints, cosmetics and printing inks. Increased profitability by approximately $7 MM through an innovative product pricing solution that maintained constant Euro pricing and insulated customers from foreign exchange fluctuations. Partnered with automotive segment management to expand laminates business into heavy truck, light rail, air craft and motorhome markets. Avery Dennison Schererville was a major tier 2 supplier of interior laminate products into the automotive industry with relationships with all of the major OEMs . Managed day to day partnership with Eckart Werke on the global Metalure product distribution arrangement. Worked closely with Eckart America and Eckart Werke Sr. Management.

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Demonstrated ability to commercialize technologies, including patented ink jet film products with revenue of $3 Million. Proposed new market opportunity in solar cell market with potential revenue of $10 Million. Led project team and improved new product development success rate by 132%. Used project planning, team work to create and implement stage gate system, documentation modules and review teams. Enhanced business operations by developing critical success factors through market research, financial/ business analysis, revenue projections, product cost structure, channel to market and competitive advantage. Developed/patented technical ink jet product for Avery Office Products. This was done through clear understanding of Avery capabilities as well as customer and application requirements. Product patent listed in booth my name as well as research scientists. Partnered with suppliers to develop/commercialize the first ink jet T-Shirt transfer product for the Office Products Division. Today this product line accounts for nearly $30 MM in sales annually.
INTERNATIONAL PAPER, LABEL & FOLDING CARTON DIVISION,

Memphis, TN 1993 - 1997 Manager, Marketing & New Product Development Utilized quantitative/qualitative market research to identify laminated label segment with an estimated market potential of $25MM+. Qualitative research consisted of direct customer interviews, while quantitative research consisted of customer surveys and industry data. New product sales grew by $8 MM/year through focused new product development and targeted new business development efforts. Managed entire laminated label product development/launch from market analysis, capital equipment justification (AFE), equipment purchase/installation and product development, competitive benchmarking, customer trials and last of all market launch at key accounts. Thorough marketing research and competitive benchmarking facilitated development of a concrete marketing strategy for entry into the new beverage label market segment Commercialized two new beverage label applications within the first year of launch. First year sales for laminated beverage label in excess of $2MM. Partnered with key customers (Quaker Oats, Coca Cola, Pepsi, Purina, Campbells Soup) in order to develop value added products within the division (new product sales: $6MM). Managed all divisional R&D resources including research engineer, packaging innovation center and corporate research center as well as technical development efforts with Thilmany, Moss Point, and others. AVERY DENNISON, CA 1986 1993 Product Development Engineer/Research Engineer Worked on technical development projects such as Avery postage stamp, labeling for plastic packaging, recyclability test methods, etc. Supported ISU within technical and new product development support in the areas of adhesive coating and application, die-cutting trouble shooting and other product related issues.

EDUCATION
CLAREMONT GRADUATE UNIVERSITY, Claremont, CA PETER F. DRUCKER GRADUATE MANAGEMENT CENTER Master of Business Administration with concentration in Marketing and International Business WASHINGTON STATE UNIVERSITY, Pullman, WA Bachelor of Science in Chemical Engineering

PROFESSIONAL DEVELOPMENT

TRAINING

Professional Training: Project Management and Time Management Training, Caltech Six Sigma Champion Training CRM Training, Salesforce.com Opportunity Analysis Lean Manufacturing/ISO Management training Strategic Marketing Process Opportunity Analysis Negotiations Presentations Team Building Patent: Issued at Avery Dennison