1. HUGH ROBISON
103 E. Wynleigh Drive
Greenville, DE 19807
Home: 302.575.9001 Hugh.Robison103@gmail.com Cell: 518.588.3447
CAREER SUMMARY
I. Results-oriented, Marketing, Sales and Business Development Executive with 20 years business to
business experience Wet Wipes, Baby Diapers, FemHy, OTC, and Adult Incontinence products.
Directed the product technical sales activities supporting a $900 million multi-national Business Unit,
managing annual expense budgets of $1 - $4 million and staffs of 3 – 8 marketing and technical sales
professionals. Designed and implemented strategies for leveraging product core competencies to grow
Canadian and Latin American markets by 15% in less than 3 years. Member of M&A team to analyze and
integrate acquired sales and marketing assets. Proven expertise in market analysis to create go-to-market
strategies for both new products and new platforms. Seasoned in consultative technical sales with a diverse
network of Retailer contacts. Astute problem solver and calculated risk-taker; deadline-driven, tenacious,
and open to new challenges. Willing to travel.
• Account P&L Responsibility • National Account Management
• Private Label & Trade Brand Sales • New Product Intro Sales Trainer
• HBA and OTC Marketing &Sales • Six Sigma Sales Process Optimization
• Developer of New Market Launch Strategies • Experienced Latin American Expansion
SELECTED ACCOMPLISHMENTS
• Developed sales launch and mentored sales force for the new market launch Tyco OTC and Advanced Wound
Care Retail Program now delivering $130M per year.
• Created sales strategy and technical sales presentation to sell in first Great Value floor cleaning product program
to Wal-Mart resulting in a $18M business first year.
• Provided technical sales during initial national account launch to speed market penetration, obtaining account
approval by 5 of 8 target national accounts in first 2 years.
• Cultivated productive relationships and developed an extensive network of contacts with major mass, food,
dollar and drug retailers (Wal-Mart, Supervalu, CVS, Dollar General, Family Dollar, K-Mart, Meijers, Publix,
Safeway, Sam’s Club, Shoppers Drug Mart, Target and Riteaid).
• Direct experience developing from concept to commercialization an incontinent product line that delivered
$34M annual sales after two years and grew to be the number #1 in private label sales.
• Successfully launched new tier Playskool program at CVS delivering $32 million in added sales.
• Pioneered creation of account specific Consumer Value-Added Selling strategy to improve EBITA objectives
during Retailer Reverse Auctions and GPOs with a 43% success rate in 2006 and 68% in 2007 .
• 3-time Presidential Pinnacle Award winner for 1) sales support and training, 2) successful launch of adult
incontinent program and 3) Six Sigma Quality Excellence & Lean initiatives.
• Saved $600k per year by devising Six Sigma Sales improvement process enabling parallel development of Sales
Technical Support pieces during Final Qualification trials to reduce time to market by 3 months.
• Certified Quality Engineer, American Society for Quality; Certified Preliminary Judge, during annual Team
Excellence Award Program hosted by ASQ.
• Past Quality Assurance Association Board Member and R&D Person of the Year Award.
2. HUGH ROBISON PAGE TWO
PROFESSIONAL EXPERIENCE
BUSINESS DEVELOPMENT DIRECTOR
HFR Product Solutions, LLC, Rensselaer, NY 2008 – present
• Developed Wet Wipe Training Manuals of Fiber, Nonwovens, Formulas and Packaging for Major National
Brand manufacturer and currently implementing the training of Sales, Marketing and key Execs.
• Managed all aspects of a new product design, offshore sourcing, P&L, and business plan development for a
complete FemHy Line for an international consumer products company wanting to expand into USA.
• Provided account sales support to secure $22M in business and product sell sheets for PL Developments, OTC
Pharm Manufacturer wanting to expand into private label.
• Prepared sales strategy and marketing pieces for baby diapers at Impex of Doral. Assisted with sales calls at
Mass, Dollar and Club retailers resulting in first year sales of over $8mm, with sales now at $130M/yr.
VICE PRESIDENT, PRODUCT TECHNICAL SALES & SERVICES (Sales & Marketing)
Covidien (formerly Tyco Healthcare) Retail Group (NYSE: COV), Rensselaer, NY 2005 – 2008
Lead cross functional teams during M&A, managed technical sales and account support.
• Direct Sales, P&L, broker management for Delhaize, Stop & Shop, Meijers, RiteAid, Dollar General, Food
Lion, A&P and Shoprite with overall business growth at 2x market rate, adding $118 M in new sales.
• Accomplished business turnaround at CVS by re-building positive relationship with buyers and senior
management building $32 million in new business.
• Trained and indirectly managed a team of 5 Sales & Marketing professionals in support launch of
nonsteroidal anti-inflammatory drug (NSAID) into Latin America developing a $75M business.
• Provided product technical account support for North America clinical and retail sales.
DIRECTOR, PRODUCT TECHNICAL SERVICES (Technical Sales & Marketing)
Kendall Confab Retail Group, Tyco International (NYSE: TYC), King of Prussia, PA 1998 – 2005
Completing market gap analysis and developing competitive intelligence to assist in strategic marketing plans for
new business opportunities or line extensions. Developed product technical sales presentations in response to
competitive challenges and analyzed IRI market reports.
• Created account profitability reports to enable Sales to see ROI of each sku and potential sku to direct business
toward higher margin sku assortment.
• Worked with sales in preparation of reverse auctions to prevent account profitability erosion.
• Managed Account Product Technical Information in support of Sales force for Food, Mass, Drug and Dollar
channels.
• Managed Technical Sales team which developed account market profitability matrix, sold in new sku
opportunities and created account presentations.
SENIOR MANAGER, QUALITY SERVICES
Confab Corporation, Wayne, PA 1984 – 1998
Managed R&D and QA to develop products, rectify product quality concerns, and accelerate Retailer product
approvals, established benchmark matrix reports for sales, quality, and manufacturing.
• Led multi-function taskforce developing matrix to track package obsolescence resulting in $4.2 million annual
cost savings.
• Spearheaded computerization of statistical quality control charting for real-time product lot release.
• Built R&D and Consumer Affairs Departments along with developing European account relationships with key
retailers (Asda, Tesco, Boots, Sainsbury, and Safeway).
• Created and launched company’s first adult incontinence program, generating $24 million in sales.
