Kyle Rubin: Director of Sales and Marketing in Houghton, MI

• Manage and direct data driven, strategic sales and marketing efforts in medium sized construction equipment manufacturer. • Drive, manage, and increase sales. Managed rapidly increasing revenues through utilizing predictive sales models for product lines that closely match cycles and trends in markets. • Took company from $26M in revenue to (estimated) almost $40M in revenue in one year. • Responsible for launch of new products, including development of strategic and calculated targeted marketing campaigns for product launches. • Strategically manage (using data) network of over 100 dealers including pricing, incentive programs, interactions with sales staff, and brand image of Pettibone. • Manage and monitor operating budget in excess of $2M.

• Manage and direct all sales activity with end goal of maintaining and growing strategic MDI sales initiatives. • Develop sales process (funnel) and identify techniques to drive potential clients through that funnel. • Identify leads that fit logical and ideal customer profile and identify methods to start their journey down the MDI sales funnel. • Manage largest and most critical accounts; activity with account management includes identifying strategic marketing activities that garner results for clients and surpasses their marketing initiative goals. • Network – spend as much time as possible attending events, meeting potential clients, and placing MDI name in critical locations around the community. • Maintain customer relationships and grow them. • Tactfully identify areas of new business opportunities with clients. • Manage personnel as necessary. • Provide the highest level of customer service possible and ensure MDI team is efficiently doing the same. • Write proposals

• Align marketing tasks with company’s strategic initiatives and devise a marketing plan that propels the company to reach those initiatives. • Manage and direct all aspects of TAI’s marketing efforts and ensure team is effectively utilizing numerous marketing channels as necessary including print, web, email, events, and social media platforms. • Track success of marketing activities utilizing appropriate tools (e.g. Google Analytics). • Establish marketing team (with little to no pre-existence within company) to support corporate goals and initiatives. • Concurrently manage several large scale projects and campaigns, and push their creativity and effectiveness to levels not previously seen by TAI resulting in an increased visibility (and therefore an increased number of quality leads) within specific segments of the market. • Manage two international growth markets, which includes creating and documenting sales strategies and communicating technical and complex information ac

• Assist with development and execution of a model that allows Michigan Technological University to strategically award roughly 500 sponsored scholarships. • Assist with planning on-campus scholarship events, which included building relationships with faculty, staff and students across campus to ensure a successful event. • Manage and administer a multi-million dollar athletic grant budget, including budget projections and communication of the impacts of those projections to appropriate staff. • Manage and administer Army and Air Force ROTC awards, including budget projections and communication of the impacts of those projections to appropriate staff. • Advise prospective and current students regarding their educational investment and assist with how to finance it (including value-selling this often over $100,000 investment). • Strategically and ethically leverage available scholarship funds to attract and retain students with excellent potential to succeed at Michigan Tech.

• Oversee two staff members; campus visit coordinator and distance territory manager. • Manage a recruiting territory of roughly 25 schools which included building relationships with counselors, prospective students, parents, and administrators within that district. • Present regularly to diverse groups, often in excess of 100 people. • Travel to recruiting events across region. • Meet with various groups visiting campus including prospective students, their families, prospective employees, and prospective donors. • Assist with the processing of all incoming student applications. • Assist with managing large-scale prospective student communication plan including letters, emails, and postcards. • Facilitate dual-enrollment program including student recruitment, and developing and implementing an orientation program.

• Assist with managing large-scale prospective student communication plan including letters, emails, and postcards. • Present regularly to diverse groups, often in excess of 100 people. • Travel to recruiting events across region. • Manage a recruiting territory of roughly 25 schools which included building relationships with counselors, prospective students, parents, and administrators within that district. • Facilitate dual-enrollment program including student recruitment, and developing and implementing an orientation program.

• Orally present to diverse groups of visitors campus visitors including prospective students, donors, employees and faculty members. Groups were often in excess of 100 people. • Manage staff of roughly 20 student tour guides. Management includes training, hiring and evaluation. • Facilitate and organize the university’s two large on campus “Open House” events, which included building relationships with various department chairs, deans, staff, and faculty across campus to ensure a successful large scale event. • Manage territory using strategic analysis and targeted marketing of 40 high schools including building relationships with counselors, prospective students, and administrators within that district. • Travel to college fairs within Minnesota, Wisconsin, Illinois, and Michigan to actively communicate the University’s quality educational offerings.

• Evaluate and determine realistic business opportunities based on research gathered from outside sources. • Work hand in hand with contractors, engineers, and architects to creatively and appropriately design the necessary heating, ventilation, and air condition (HVAC) equipment for large scale building projects. • Present necessary information to customers to further enhance their knowledge of our business. • Create bid proposals on a daily basis to be evaluated by mechanical contractors. • Track communication with customers and proposals in CRM system. • Generally understand the company, its product offerings, and the technical science behind appropriate HVAC design.

• Negotiate specific features on new capital based on a specified budget. • Administer operator and capital integration through improvement of plant layouts. • Actively participate with LEAN Manufacturing Team projects focusing on improving profit margins.