Resume of Edward M Reed
Professional Experience
Director of International Sales and Pricing Administration2002-February 2008
Alcoa Home Exteriors *

The main responsibility for the Director of Pricing Administration portion of my job has been to over see all price adjustments required to meet competitive market conditions. In addition, the responsibility included the overseeing of various incentive activities that for distributors, large contractors and national builder accounts. I work closely with Regional Sales Managers and the Vice President of Sales in developing strategic pricing decisions.

I have played an active role in evaluating, negotiating pricing and administrating programs for national builders business. I have worked closely with AHE National Accounts Managers in managing this segment of our business.

In the role as Director of International Sales, I have been responsible for the continued support of our international sales activity. This includes meeting both Alcoas and governmental legal compliance requirements. Even though Alcoa Home Exteriors have redirected its sales activities, we continued to add new international customers.

* Alcoa Home Exteriors was purchased from Alcoa by PlyGem on November 1, 2006.

Director of International Sales
Alcoa Building Products1998-2002

The responsibility included developing a customer base in both Europe and Asia. The requirement included the development of an international business plan and strategy for achieving the desired results.

The job entailed negotiations of contracts, overseeing product certification requirements, specific export new product development and pricing. In addition I worked with various sales and marketing groups in each continent.

Implementation of our European strategy required the establishment of a manufacturing and distribution center. This was accomplished in the free trade zone of Turkey and was designed to supporting sales into Western Europe. At its highest point, sales reached over $12,000,000 from a minimal start.

Industry Manager Metal Products1994-1998

The responsibilities included the development of marketing tools in support of Alcoa Building Products metal products. The requirement included the strategic decisions critical to the success of the metal products that ABP sold. During this time, I worked on the development of new products and collateral support for the full metal product line. The product lines under my responsibility equaled approximately $250,000,000 in annual sales. During that time, based upon available market information, Alcoa Building Products was able to grow market share in each of the major metal product categories.

I was able to successfully negotiate metal painted coil contracts with a major Japanese manufacturer expanding ABPs international sales. In addition, I oversaw the divestiture of Alcoa Building Products Franchise Metal Roofing Program.

Industry Manager Metal Roofing Products1986-1994

I launched the Alcoa Franchise Roofing Program (AFR) that eventually gained national recognition. The responsibility included directing and overseeing both sales and marketing activities. The legal requirements of the franchise program required developing contracts that met various different state requirements.

The program required the development of both installation and sales training courses. Installation training was a key element to the success of the program and a requirement for both contractors and distributors before they could enter the program. In addition, distributors were required to construct a training facility and oversee the installation training for their customers. Many companies today, as well as AHE, have adapted similar programs to train contractors on their products.

Roofing sales extended into Canada and Japan until Alcoa Building Products elected to sell the business to a specialty metal roofing manufacturer.

Operations Manager Columbus Distribution Center1984-1986

I opened and managed a direct sell contractor distribution center. Alcoa Building Products had minimal sales activity in the Columbus, Ohio market. It had been determined that in an effort to improve sales ABP would open their own distribution center. I launched the distribution center having no customer base in a vacant building. Within one year, the operation was profitable with over $1,000,000 in contractor sales. This location was the fastest ABP location ever to become profitable. I was awarded Distribution Manager of the Year as a result of its fast growth.

District Sales Manager1971-1984

I covered various sales territories as well as being a Window Specialist responsible for helping to launch ABPs metal/vinyl window line. During this time, I continually exceeded sales goals and was given new territory challenges.

Summary of Professional Experience

During my 36 years with Alcoa Home Exteriors, my responsibilities have included both marketing and sales management. These jobs have required innovation and independent management. I have been recognized as a strong contributor to the overall success of the organization. I have reported at the executive level within Alcoa Home Exteriors. The span of my career has included:
Domestic and International Sales
Overseeing and establishment of strategic pricing decisions
New product development and marketing
Sales management both domestic and international
Development and implementation of strategic plans
Establishment of pricing and promotional programs
Meeting domestic and international contractual legal requirements
Development and implementation of installation and sales training programs
Organizing and running domestic and international trade show participation
Numerous trade publication magazine articles and public speaking events
Facilitation of the sale of a business segment
Education
Rochester Institute of Technology
Rochester, New York
Bachelor of Science Degree

In addition, I have attended various training seminars and the University of Michigan Strategic training course.