WARWICK D.

JOHNSTON
Cincinnati, Ohio 45249 (513) 509 0611 Wake80@msn.com

SUMMARY
A dynamic and success driven Sales & Marketing executive specializing in B2B and B2C selling through diversified channels. A strong background in consultative selling techniques and value added products. Accomplished skills in the areas of business development, new product introduction and strategic market planning. In addition, a team player with a strong focus on market growth and profitability. Excellent written and interpersonal skills, detail-oriented and highly organized. Proficient in Microsoft Suite of products. Sales Management Business Development New Product Introductions Value added Products Strategic Planning Consultative Selling Forecasting/ Budgeting Channel Management Competitive Benchmarking

PROFESSIONAL EXPERIENCE Commercial Product Manager

NEW PAGE CORPORATION

2011

Managed the strategic initiatives, product management, forecasting, budgeting and promotional activities relative to the coated groundwood products for publication applications. Developed a new strategic plan which will implement new product design and product offering to enhance the competitive positioning within the current market while representing the voice of the customer. Participated in contract negotiations for both new and existing customers which represented 48% of the divisional annual sales revenue. The key accounts were Rodale Press, Conde Nast and Time Inc. Implemented a strategic process to handle order management and customer demand during market cycles of peak demand. Redesigned product line offered to create a competitive advantage in the market.

Sales & Marketing Manager

TROY LAMINATING & COATING, INC.

2002- 2011 Managed the marketing and sales of a diverse line of specialty coated products targeted at the label, laminate, release, transfer, office supply, construction and commercial printing markets. This position is also accountable for new product development, marketing, budgeting, strategic planning and business development functions. Sales were through multiple channels: direct, distribution and broker agents. Label market sales positions of $5.2/M key accounts were Avery Dennison and RR Donnelly. Established a new market application for our laminated product which restored $5/M in lost sales. The sales growth was achieved with growth at Gap and Macys and other retail chains. Our channel management strategic partnerships with Xpedx and Unisource made this possible in under 18months. Increased market share in a highly profitable laminated segment with Wilsonart through new product innovations and custom designed programs. This increased sales by 15% to $800/K. Reorganized the sales team for improved market focus and the implementation of strategic plan in the label and laminated product markets. This has resulted in increased market penetration and reduced T&E costs. Instituted a multi- level campaign to enhance the brand recognition within the label markets to stimulate sales within key channels; this resulted in an increase in sales of 37% to 4.8/M. Developed an export partnership which resulted in increased sales of in the print transfer market by 18% to 1.9/M. These results were accomplished during the global economic crisis.

WARWICK D. JOHNSTON (513) 509-0611 Page 2 Initiated strategic plans for our dry erase product lines which resulted in sales growth of 124% to $150/K. This was achieved through a patented product design and a new channel strategy to increase share in big box stores.

Market Segment Manager

ABB AUTOMATION, INC. / Process Industries Division

2001-2002

Participated on the development and implementation team for the divisions five-year strategic plan designed to increase revenue growth by 15% and integrate customers to the new product platform. Implemented a sales support software program to assist in the reduction of the sales cycle and increase order value. This resulted in a 5% increase sales revenue during a down market cycle. Researched and developed a marketing program for the replacement of ABBs equipment which was obsolete due the elimination of support and has resulted in 65% of the sales YTD. Introduced two new transaction models which addressed a key market issue, of reduced capital budgets, and increased the sales volume potential.

National Marketing Manager / Innovation Team

INTERNATIONAL PAPER Premium Paper Division

1999-2001 Participated in the development of a new strategic platform to transition the business and restore profitability to the facility. Directed the repositioning and consolidation of several product lines to reflect changes in demand dynamics within the market. This resulted in a 35% reduction in inventory and improved the relationships with our key channel partners. Actively participated in the development projects to enhance product mix and revenues. One project resulted in $1.5 million in new revenues and launched a new strategic line of products. Established an e-commerce strategy to support the new business model. Developed a digital printing handbook to support entry into a new market segment.

Sales & Marketing Manager

CROWN VANTAGE/ James River Corporation

1986-1999

Specialty Paper Division Held the position of Marketing /Sales Manager for a facility which produced specialty packaging products that had annual revenues in excess of $125 million. This position was responsible for P&L, product development, production planning and customer service. Implemented new products which resulted in exceeding the profit plan by 46%. Awarded the Innovation Award from 3M Corporation for new product development in packaging. Developed new product lines for aseptic packaging application which resulted in a highly profitable product line and sales revenue increase of 11%.

EDUCATION
Wake Forest University B.A. University of North Carolina MBA Program Western Michigan University Printing Technologies University of Virginia Darden School of Executive Management Marketing

COMMUNITY INVOLVEMENT
Boy Scouts of America- Troop Leader Church of the Saviour-Finance Committee