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Video Introduction
Major: Marketing
Job Title: Director of Marketing & Business Development
Company: EDOS Manufacturers’ Reps
Company Description: Representing manufacturers of Residential & Commercial HVAC equipment & decorative plumbing products in the New England & New York. We provide them with a dedicated salesforce, technical trainers, marketing materials, logistical support, and analytics & insights, among other things.
Did you have any initial career goals when you entered Isenberg? Were there any key moments or influences (a guest speaker, course, or extracurricular) during your time at Isenberg that changed or confirmed your career goals?
I knew before leaving high school that my goal of joining a manufacturers’ rep firm, a firm that helps different manufacturers bring products to market with sales, marketing & administrative support, was not something that could reasonably be achieved right out of college. Manufacturers’ reps or “reps” as they are known in the industry, usually require either a technical background in the industry they represent, prior experience as a rep, or experience doing similar work for another firm, usually a manufacturer. Knowing my objective would not be easily achieved, and after enlisting my family’s advice, I set out to find a mentor with the most relevant experience. After speaking with Dr. Bruce Weinberg and discussing my career plans, he directed me to Professor Matthew Glennon, who just so happened to have been a “factory rep”, a manufacturers rep who works for only one manufacturer, and a “distributor”, someone who works with the reps agencies to distribute product. It was Professor Glennon’s council that I should seek out experience working for a well-renowned manufacturer that opened many of the doors that led to where I am today. It was at his urging, along with that of my family, that I accepted an internship at Procter & Gamble, the manufacturer of everything from Tide Detergent to Crest Toothpaste. The three years I spent leading & working on different teams & projects gave me a breadth of experience that pays dividends to this day.
Can you share a favorite work assignment that could help a student understand more about what you do?
We agreed to take on a larger territory on behalf of one of our manufacturers and the change in their business’ performance was almost instantaneous. To hear from distributorships all over New England & Upstate New York how happy they were that they got to work directly with us was extremely gratifying. Knowing that the reputation of our firm is as rock-solid as ours is, and that we have relationships as strong as we do with our manufacturers, distributors, contractors, and the engineering & architecture community provides a great source of pride.
Now that you’re in this position, what aspects have surprised you that you didn’t anticipate before starting?
I was surprised by how much high-quality work our team manages to get done on behalf of our manufacturers in short periods of time. Going into this role, I knew the reputation of the Marketing & Business Development team for handling a high volume of work with a high degree of precision but being in the “eye of the hurricane” provides an entirely new perspective. I am impressed, but not surprised given how capable I know them to be, by the work that they do every day.
What inspires you about the work you are doing in your industry?
The work that we do contributes significantly to adding to the supply of housing in the United States. These products are the mechanical & functional heartbeat of the home, whether it’s multi or single-family housing. I am incredibly proud of the work that we do to make these products more readily available as technology rapidly advances & requirements change.
What are some daily challenges you experience in your role?
Given the central role our Marketing & Business Development team plays in the agency, working with our sales reps in the field, our Inside Sales team, and everyone in between, most of the challenges we face are related to communication & coordination. Fortunately, this is something the team does a great job managing, which is why it is critical that we continue to maintain strong lines of communication between internal teams, manufacturers, distributors, and channel partners. This is key for any business, but it is doubly important for ours given the many moving pieces we have to manage.
Is there anything you wish you had done differently while a student at Isenberg?
If I could go back, I would have spent more time with Excel & information management systems. While this may seem relatively insignificant given the importance of soft skills and other hard skills, the ability to use tools like Excel, CRM systems like Salesforce, and data analytics & integration platforms like Knime pays off greatly early on in your career. While you may not have to use these systems yourself, it makes it much easier to understand, and, when necessary, question the work of those who do. You will have a perspective that the analyst or data scientist on your team might not, and the ability to ask questions about the work that they produce could unlock insights that are invaluable. Anything you can do to further understand the work that the team around you is responsible for will not only elevate their opinion of you and the work that you do, but it will also signal to those around you that you have the ability to look at the work you & your team is responsible for from a high-level perspective, and that is something that leadership teams look for when deciding who to promote.
Networking is extremely important but can be intimidating to undergraduates. What tips do you have for getting started engaging with alum or upperclassmen?
Networking can be daunting, especially for those who aren’t used to speaking in medium & large group settings. I’ve found that the key to networking is to start small, especially when you’re unfamiliar with the group or individual you are attempting to meet. For example, when seeking a mentor, I sought out the advice of the career center, who directed me to Dr. Bruce Weinberg. After a carefully crafted email that included an agenda and a list of questions I’d like to ask him, he agreed to make time in his schedule to meet with me. I then repeated the process with Professor Glennon, and others after that. Another key aspect of networking is involvement. There is tremendous value in joining clubs, associations, and volunteering to speak or provide input in classes, especially when there is a guest speaker. These touch points create opportunities for interaction, while driving name-recognition among your peers, professors, and professionals in your desired field. It is important that you don’t try to hog the spotlight or dominate the conversation, but making steady contributions to a group or class discussion is a great way to network on a micro-level, that still provides macro-benefits over time.
