Gary Eaton: in Gorham, ME

Developed and led integrated marketing for products, services, and capital equipment. Devised customer acquisition and retention strategies. Combined several channels' unique strengths into a unified, cohesive and unbeatable go-to-market plan. Commercialized and delivered the most successful instrument launch in company history.

Built a distribution management function that leveraged the relative strengths of distributors and direct sales to increase sales efficiency and effectiveness. Created a new sales model using distributors and phone sales. Created a way to engage distributors to sell services, and developed a unique customer loyalty program that increased distributor engagement. This channel management function became one of the top three in animal health.

Formed and led a sales operations team with responsibility for compensation and incentive strategy, goaling, and opportunity analysis. Also led sales training, inside sales, corporate account sales and customer education. Created incentive plans that promoted cooperation and integrated value equations and increased sales rep retention. Developed a customized new sales model used by both territory managers and supporting specialist sales managers and implemented through sales training. Developed and launched an online learning portal for customer continuing education.

Responsible for business strategy in multiple categories. Developed a category strategy that resulted in share leadership and a doubling of the market size. Led defense efforts in two different categories that resulted in separate competitors exiting the market in both. Developed and commercialized several new products that created new categories and extended existing categories.

Responsible for demand generation and market share gains in year two of a new product. Led database marketing, sales support and professional channel marketing. In new product marketing, led claim development and market opportunity assessment for new brands.