James A. CairnsGlobal Marketing Director
Marketing Leader That Uses Passion and Drive as Keys to Success
Results-driven professional with outstanding experience in all aspects of product marketing, product line development, and global business development. A proven leader with a hands-on and customer-focused approach with exceptional industry knowledge.
Resume
Twenty plus years of process industry experience ranging from biotech to wastewater industries. Possess a customer centric marketing style based on a desire to understand the customer, the business, and the application. Extensive domestic and international customer experience that has translated into successful commercial strategies focused on growing the business while maintaining customer engagement and loyalty.
WORK EXPERIENCE
2017 - Now
HEAD OF PRODUCT MARKETING - US – Mettler Toledo Process Analytics, Billerica MA.
Head a department of 9 employees comprising of product managers, technical support, and MarCom. Design strategic 1-, 3- and 5-year plans to drive growth in all product line management activities while maintaining alignment with the overall organization's business plan and strategy. Develop the product management and the product technical support teams into a cohesive “one team” product support organization. Develop and implement a training strategy that enabled sales despite the ongoing pandemic to ensure the sales channel is knowledgeable with our products/applications to effectively sell and successfully close business. This resulted in +8% growth for 2020 and a 3-year CAGR of +15%.
2016 - 2017
SR. GLOBAL PRODUCT MANAGER – Mettler Toledo Process Analytics, Billerica MA.
Provide leadership and hands-on champion for conductivity products. Manage and support a global analytical product portfolio and lifecycle, including product identification, support materials, promotion, maintenance and obsolescence. Assessed product line, reviewed strategic goals and suggested changes to realign product line to those goals in the first 90 days. The 3-year product re-alignment strategy resulted in reducing overall costs by 15% and added a new revenue stream contributing +$5M to the product line.
2014 - 2016
SR. GLOBAL PRODUCT MANAGER – A.W. Chesterton Company, Groveland MA.
Plan and develop strategies for $110M Rotating Equipment product segment and manage the global mechanical seal product line portfolio to drive profitable sales growth in-line with the Company targets. Designed, developed and implemented a New Product Introduction (NPI) process based on a Stage-Gate™ model. Resulted in a 45% increase in engineering efficiency and reduced time to market by 50%. Introduced and implemented marketing campaigns based on buyer personas creating focused and targeted sales effort that increased both sales and customer engagement by 35%. Developed and drove focused sales initiatives targeted at the Power, Food & Beverage, Water and Wastewater industries. Resulted in a $3M in growth year 1. Working with Operations, developed a program to increase feedback from sales in a timely manner to help manage production of large contract orders. Resulted in an increase of on time deliveries for the product line and increased the company’s Net Promoter Score (NPS) by 10 points year 1. A 22% increase.
2011 - 2014
GLOBAL PROCESS BUSINESS MANAGER - ORION – THERMO FISHER SCIENTIFIC, CHELMSFORD MA.
Plan and organize WAI’s (Water Analysis Instruments) marketing efforts for all global process product lines with focus on online analytical instrumentation. Responsible for process instrumentations P&L. Created and managed cross functional team for SKU rationalization. Put in place obsolescence plan and reduced SKU count from over 2000 lines to 850 in less than 12 months while still maintaining both internal and external customer confidence. Resulted in an increase of margin by 9% Conducted margin analysis that looked at products from a global sales perspective. Implemented sunset on legacy products and moved customers to newer platforms. Resulted in an increase of the average product line margin from 47% to 58% in less than 12 months. Created, implemented, and managed direct interface with sales force through a Sales Rep Council, allowing for direct feedback from our key sales partners on the effectiveness of marketing programs and obtain direct customer feedback early in the marketing campaign cycles. Since joining WAI grew the process business line revenue by 22%.
2011 - 2014
GLOBAL PRODUCT MANAGER - ORION – Thermo Fisher Scientific, Chelmsford MA.
Marketing lead for the Orion product line, with responsibility for the global product and marketing management of the product line, along with all legacy products. Developed new marketing strategy for short- and long-term goals that allowed our sales team to reach into strategic adjacent markets. Resulting in an 18% increase in incremental revenue the first year. Created new promotional programs designed to engage both the customer and the sales force in order to kick start a stagnated product line. Resulted in a 12% boost in revenue the first 30 days of implementation. Designed and developed WAI’s social media program. Adopted and adapted by the corporate media group and has been utilized in other divisions.
2010 - 1996
EARLIER CAREER EXPERIENCE –
Product Management Specialist – Process Analytics (2007 – 2010) Applications Specialist – Process Analytics (2004 – 2007) Technical Support/Service Manager (1999 – 2004) Production Manager (1996 – 1999)
EDUCATION
2014
SIX SIGMA GREEN BELT – INTERNATIONAL ASSOCIATION FOR SIX SIGMA CERTIFICATIONS (IASSC)
Six Sigma green belt
2007
ASSOCIATES DEGREE – SIEBEL INSTITUTE OF TECHNOLOGY, IL.
Associates in Brewing Technology and Analytics
1995
BACHELOR DEGREE – BRADFORD COLLEGE, MA.
BA in Business Management, Minor in Chemistry
1991
CERTIFICATION – WENTWORTH TECHNICAL INSTITUTE, MA.
Certification - Electronics
my blog
How B2B is Evolving to B2C
It is no secret that how business interact with customers has changed over the past five years. How customers and businesses find the products they need has transitioned from...
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