James Edward Brown, Jr.

JAMES EDWARD BROWN JR. 13914 Majestic Spring Lane, Humble, Texas

Email: james.brown.pfd@gmail.com Phone: (832) 748-8063

HEAD OF MARKETING I STRATEGY I CORPORATE BRANDING I COMMUNICATIONS BUSINESS DEVELOPMENT I SALES LEADERSHIP

Classically trained commercial leader with exceptional communication skills. Accomplished history of repositioning products, teams, business units and brands for long-term profitable growth. Proven change agent, adaptable to both large matrix organizations, as well as organizations with a founder’s mindset. Relentless focus on project management fundamentals to drive alignment and expectations (Time, Cost, Objectives). Easily adaptable to various management styles, low tolerance for bullying tactics. Evangelist for safety, integrity, core values and principle centered, 360-degree leadership style.

CORE COMPETENCIES

Marketing Strategy & Research

Sales & Marketing Integration

Business Strategy & Planning

Market Analysis & Insights

Go-to-Market Execution

Market Research

Marketing Promotions

Sales Leadership

Process Reengineering

Vice President of Global Marketing, Superior Energy Services, Houston, Texas (1/2013 - Present) Provided strategic marketing and sales leadership for corporate, business units and international product lines. Developed integrated platform for all internal communications channels. Managed $13 M budget and led team of 26 marketing and corporate sales people. Key activities include: marketing strategy, market segmentation and positioning, brand management, advertising and promotions, creative development, promotions, web strategy, social media, marketing research, trade shows, corporate business development, marketing planning, employee communications, and go-to-market strategy.

Key Achievements:

Developed strategy to reposition corporate brand identity and value proposition to compete with Schlumberger, Halliburton and Baker. Managed consolidation of 40 independent brands into 10 flagship brands and affiliates. Implemented new marketing ecosystem and “Brand Hub” to simplify access and go-to-market execution. Improved efficiencies and decreased annual marketing budget by 61%.

Restructured corporate sales team priorities, resources and sales processes to drive business unit growth priorities and collaboration to accelerate the sales cycle. Replaced low return tradeshows and events with strategic customer and investor experiences focused on building long-term preference and advocacy for the Superior Way of doing business.

Created quick market intelligence (QMI) platform designed to collect, report and share market insights. Weekly, monthly, and quarterly reports distributed digitally to confirm trends and identify market opportunities. QMI reports used by sales people, support functions, as well as executive staff.

Director Marketing Strategy, Brand & GTM – Shell (Shell Energy NA), Houston, TX (10/2009-1/2013) Led all strategic marketing activities related to Natural Gas, Power & Environmental Solutions for all lines of business within Shell Energy North America (Commercial, Industrial, Aggregators, Utilities, Producers, Business Development and Risk Products). Key activities include: Marketing strategy, brand management, customer research, advertising, web strategy, executive presence, sales enablement, customer experience, and GTM strategy.

Key Achievements:

James Edward Brown, Jr.

Implemented new Go-to-Market (GTM) Model designed to increase customer understanding, knowledge and delivery of customer value. New GTM model priorities linked to sales and business goals for virtually all Shell Energy employees (i.e. employee compensation, recognition program, loyalty metrics, advertising, and operations). Year 3 metrics indicate a 25-30% improvement in customer satisfaction and loyalty, resulting in 15% increase in incremental net margin.

Led business strategic analysis to divest Shell Energy Services Company (SESCO) retail business (Georgia and Ohio) from Shell commercial operations.

Director, Marketing Commercial & Industrial – Shell (Shell Energy NA), Houston, TX (11/2004-9/2009)

Led all strategic marketing activities related to Natural Gas, Power and Environmental Solutions for Commercial, Industrial and Aggregator segments. Key activities included: Market segmentation and analysis, positioning, targeting, and sales training.

Key Achievements:

Led strategic rebranding of repositioning of Coral Energy (Shell Energy) to become THE leader in natural gas, wholesale power and environmental solutions. Rebranding project (Project Refresh) won 2007 AMA award for best rebranding. Project Refresh also leveraged by corporate marketing team as the primary test case for the global rebranding of Royal Dutch Shell.

Led marketing strategy and marketing campaign to introduce Environmental Solutions as the 3rd pillar of offerings from Shell Energy in North America (2009). Campaign expanded globally in 2010 after success in North America.

Created and implemented new Go-to-Market model, 140% increase in gross margin, 20% increase in sales cycle close rate.

Implemented Socratic Selling sales process and training to drive sales excellence and improve customer intimacy. 23% increase in existing customer sales (financial products).

Manager of Strategy & Channel Development – Hewlett Packard, Houston, Texas (07/2004-11/2004)

Led global strategic marketing and channel development activities for new Information Lifecycle Management division. Channel development activities include: Selection of global channel partners including system integrators and service providers, pricing, sales engagement model and sales tools to expedite sales cycle.

Key Achievements:

Developed new Go-to-Market model for new ILM Product

Manager of Strategy & Business Planning – Hewlett Packard, Houston, Texas (4/2001-6/2004) Led team of 3 marketers responsible for all strategic marketing planning, branding, product positioning, financial modeling and analysis, competitive landscape model, product growth matrix strategy, Go-To-Market strategies, channel strategy, and market research. During 9-month pre-merger process, responsible for developing integration plans for HP\Compaq merger related to Enterprise Storage Division.

Key Achievements: Led team of marketing and business analysts responsible for driving strategic growth for $1.1 B Global

Business Division GBU increased revenue by 10%, and margins by 3%, in a 12-month period of flat growth.

Manager of Customer Endorsements – Hewlett Packard, Houston, Texas (4/2000-4/2001)

Led team of 4 marketing managers and agency writers for $5.2 B global business unit responsible for translating customer and product success stories into high impact marketing and sales tools.

Key Achievements:

Key marketing and sales tools included: Customer testimonials and references, product beta testing, case studies and press evaluations.

James Edward Brown, Jr.

Implemented new strategic plan, which increased endorsements production and usage by over 300%. Implemented strategic marketing processes and blueprint designed to align all marketing programs with key

(ESG) business objectives. Implemented web based program management to speed communication of deliverables to key

stakeholders (i.e. customers, sales, marketing, sr. management). New programming linked to $328 M in incremental growth over 12-month period.

Market Manager – Pechiney Packaging, Flexible Packaging Division, Chicago, IL (9/1999-4/2000)

Led cross-functional category business team responsible for $79 M dry food packaging segment. Responsible for managing all aspects of Dry Food P&L.

Key Achievements:

Rebalanced product portfolio to drive profitable growth by eliminating 23% of product skus New portfolio delivered $3 M incremental margin

Assistant Brand Manager – Kraft Foods, Shake ‘N Bake Brand, Glenview, IL (9/1998-9/1999)

Developed strategic marketing and repositioning plans for two national CPG brands. Managed consumer promotions, packaging, pricing strategy and $11 M marketing budget. Led cross-functional business team through new product development process. Evaluated the effectiveness of marketing programs and provided market analysis and insights to senior management.

Key Achievements:

Repositioned Oven Fry Extra Crispy product line to grow emerging single mother target market by 23%.

Redesigned packaging for Shake n’Bake line of products to contemporize brand offering away from southern comfort food positioning strategy.

Conducted profitability analysis that eliminated 2 non-profitable skus resulting in 10% profit increase to P&L.

Field Market Development, Commercial Leader – General Electric, ETP, Chicago, IL (4/1996-9/1998)

Led cross-functional customer buying teams through sales cycle, including new product development process. Target markets included: Light and heavy duty trucks, watercraft and turf equipment. Developed modified stage and gate process to expedite new product development. Re-prioritized new business targets to drive revenue growth. Partnered with OEM marketing and product management teams to optimize product design based on consumer insights.

Key Achievements:

Implemented market development and commercialization plan to grow incremental business by 60% in 18 months.

Successful launch of four new engineering thermoplastic resin products designed to reduced customer scrape rates by 20%.

Industrial Systems Consultant – Dow Chemical ACS, New Ventures, Chicago, IL (7/1993-4/1996) Led sales effort in Midwest U.S. for internal startup business unit. Signed and completed the first multistage engineered solution and services contract. Led cross-functional project team of chemists, engineers and technicians in over 10 consulting engagements. Managed profitability of all projects and development of new service offerings.

Key Achievements:

Fastest new business development salesperson to reach $1 M in revenue Developed and designed economic justification tool used to calculate ROI for services

James Edward Brown, Jr.

Distribution Sales Representative – Chlorinated Solvents Group, Chicago, IL (8/1989-7/1993) Led all distribution sales for Chicago\Milwaukee area for three National Chemical Distributors (Ashland Chemicals, VW&R, and Chemcentral). Also responsible for market pricing model execution, support of distributor sales support, and marketing of Dow chlorinated solvents to industrial manufacturers.

Key Achievements:

Established new pricing model for Chicago\Milwaukee area to identify competitor penetration and 3rd party price supports. New model delivered market insights designed to maintain price levels in less competitive markets resulting in 400 K in incremental profit.

KRAFT GENERAL FOODS Summer Finance Intern – Financial Planning (1988) Summer Accounting Intern – Accounting (1987) Summer HR Intern – Human Resources (1986)

EDUCATION AND CREDENTIALS

Master of Management: Marketing, Management & Strategy, and Organizational Behavior J.L. Kellogg Graduate School of Management, Northwestern University – Evanston, Illinois

Bachelor of Science in Business Administration University of Notre Dame – South Bend, Indiana

Associations

CMO Club, Houston Chair 2013-2015 American Marketing Association National Black MBA Association