Joshua Tarpy

Accomplished enterprising global professional who combines innovation, marketing, sales, business development skills with management experience. Results oriented, decisive leader, with proven track record in establishing a lasting presence in new markets, identifying growth opportunities, and initiating new business alliances. Skilled at clarifying issues, advocating solutions, mobilizing cross-functional support, and facilitating decision-making in complex situations. Possesses a blend of creative marketing and financial fundamentals. Developed international partnerships for new sales and JV/acquisition opportunities in fifteen countries around the world.  Thrives in challenging environments. Specific expertise in the following: 

vonRoll Hydro Inc., Cleveland, OH                                                                                     2019-Present

Swiss-based manufacturer of water pipe, valves, hydrants and pipeline monitoring technology.

Director of Sales and Business Development, North America (2019-Present)

Develop sales and partnership opportunities for vonRoll’s entry into the North American market by designing solutions for private and public water operators.   

• Manage a team of six sales professionals assigned to different industries and account profiles.  Hired, trained, and managed employees in developing sales plans, calling on prospective and recurring customers and developing skillsets for career growth. 
• Create a marketing and sales program to promote vonRoll Hydro and its ZEROWATERLOSS philosophy to American and Canadian customers and partners previously unfamiliar with the company. 
• Design and present marketing and technology proposals to prospective customers and dealer partners.
• Executed reseller contracts with five companies in the US to act as sales agents for vonRoll products and services in their respective markets.  Expected annual revenue from these is $500k to $1.5 million each.
• Planned and sold large pilot project for pipeline monitoring hardware and software to large Canadian urban water utility.  Expected revenue from permanent products and services is $750k to $1 million. 

The American Cast Iron Pipe Company, Birmingham, AL                                                 2015-2019

110-year-old manufacturer of ductile iron and steel pipes, valves, pumps, and hydrants for the waterworks and oil & gas industries.

Innovation Manager (2015-2019)

Identified and evaluated growth opportunities that fit American’s mission of solving the problems of water, oil and gas transmission.  Worked across all areas of the business to drive new product and service development.

• Designed and implemented an innovation methodology to drive product and process developments across all lines of business. Results included establishing a new service business with annual revenue potential of $5-$10M and reducing costs of a large new product development project by $2-$3M.   
• Conducted customer forums and interviews to ascertain ideas for improving products, services and marketing approaches to increase partnerships with stakeholders.  These efforts resulted in a new service business and new product developments. 
• Led and facilitated a team of executive leaders in overseeing the innovation process including project approval, budget and resource allocation and ensuring linkage between efforts and the company’s strategic vision.
• Established strategic partnerships with outside companies to form the basis of business deals and knowledge sharing relationships. Highlights included formalizing agreements with two international manufacturers for joint venture and product licensing opportunities. 

Cliffs Natural Resources, Cleveland, OH                                                                               2005 - 2015

Fortune 500 international mining and natural resource company with $4.8B in annual revenue and over 7,000 employees globally.

Manager, Global Marketing (2011 – 2015)

Reported to the VP of Global Marketing; identified and evaluated growth opportunities that fit Cliffs' mission of supplying steelmakers’ raw materials.  Worked across functional areas to ascertain new business’ fit with Cliffs’ capabilities. 

• Spearheaded market study, segmentation, and strategic planning for potential new products for electric steelmakers (mini-mills).  Established relationships with prospective customers and partners, developed a transportation cost model, researched and vetted prospective suppliers of technology upgrades, and prepared and presented recommendations to executive management.
• Mastermind behind the development of marketing and sales plans for $3.3B ferroalloy project, including developing a market entry strategy, obtaining sales commitments from prospective customers around the world, developed a pricing model, built a customer and competitor database, and prepared project feasibility study for executive management and Board of Directors’ review. 
• Developed a customer and competitor analytical model used to formulate strategic decision making and developing sales and marketing strategies. 
• Prepared reporting and recommendations on combining multiproduct sales efforts for customers.  Delivered customer presentations outlining the benefits products and services.

Risk Manager (2005 – 2011)

Designed and implemented comprehensive enterprise risk management plan for Cliffs. Led Cliffs’ crisis management and business continuity planning. 

• Assisted in the placement of Cliffs’ property and casualty insurance programs. 
• Created crisis / disaster management plans for each of Cliffs’ mining operations; conducted tabletop mock drills annually at each site. 

Senior Internal Auditor  (2005)

Performed compliance and operational auditing, including designing, documenting, and evaluating improvements for business processes. 

Ashland, Inc., Dublin, OH                                                                                                             2001 - 2005

$6.2B international manufacturer and distributor of specialty chemicals and plastics for industrial applications.

Business Development Specialist

Led evaluation and launch of new business platforms and internal growth opportunities, including evaluating market trends, customer needs, and competitive environment. 

• Assessed new business’ fit, identifying potential partners and acquisition candidates and assessed economic feasibility of projects. 
• Spearheaded the development of “Ashland Training Services”, online customer training programs, creating a new profit center of more than $1M annually.
• Selected for the Sarbanes-Oxley (SOX) compliance team. Identified, documented, and tested internal controls over financial reporting to ensure compliance at U.S., Canadian, and European operations, including a three-month assignment in The Netherlands as team leader. 

Georgia - Pacific Corporation, Atlanta, GA and St. Louis, MO, Columbus, OH                1994 - 1999

International building products and paper manufacturer and distributor, wholly owned by Koch Industries, with 40,000 employees worldwide.

Sales Representative (1994-1999)

Sold moldings and trim to lumber dealers in the company’s new OH territory by initiating contact with lumber dealers, presenting product lines to contractors and negotiating sales contracts. 

• Grew annual sales from $0 to $1.2M by segmenting customers by size and behavior and developing individualized promotional programs, including product bundling or end-user training services.

Product Specialist (1997-1999)

Sold millwork products to lumber dealers and led marketing and sourcing activities for the interior door product line, including negotiating sales contracts with national accounts (Home Depot, Lowes, and Contractors’ Warehouse).

• Conducted product training for customers and contractors.
• Developed promotional materials.

Union Tools, Delaware, OH                                                                                                          1993 - 1994

A manufacturer and marketer of consumer gardening tools; member of the AMES family of hardware brands.

Shift Supervisor

Directed second shift unionized workforce at a tool manufacturing plant, including planning daily production runs, assigning jobs, and representing company’s interest in grievance procedures.

Master of Business Administration (MBA) in Marketing and Finance, 2001

Fisher College of Business, Ohio State University, Columbus, OH

Bachelor of Science (BS) in Interpersonal Communications, 1993

Ohio University, Athens, OH