1. Chato Patterson
Indianapolis, IN | cdpatter@yahoo.com | (608) 332-6515
OBJECTIVE:
Provide strategic direction to a mid to large size firm with a focus on Sales & Marketing. Interested in
future International opportunities.
EXPERIENCE:
KNAUF INSULATION
October 2014 – June 2015
Strategic Account Manager - Shelbyville, IN
 Established deep and actionable relationships at appropriate levels with strategic accounts per
Relationship Map
 Prioritized North American MSA’s to achieve focused growth, to include assessment of growth
potential, product requirements, pricing requirements and margin targets
 Authored annual strategic account plans detailing mutual goals, strategies and territory level
expectations
 Ensured full buy-in with Manson Territory Managers and with regional leadership of the strategic
accounts
 Ensured annual key account plans remain relevant and dynamic via formal quarterly reviews
 Liaised with appropriate internal KINA departments to ensure appropriate support (Product
Development, MarComm, Customer Service, Operations, Production, etc.)
 Demonstrated command of key North American MSA’s in terms of potential, penetration and product
applications / preferences
 Ensured account plans with strategic accounts serve as basis of weekly and monthly sales activity
 Drove appropriate training with Manson Territory Managers representing $70M+ in revenue
August 2013 – October 2014
Marketing Manager, Commercial & Industrial Insulation Systems - Shelbyville, IN
 Served as the corporate expert and strategic leader for the Commercial & Industrial Insulation Systems
business representing 46% of annual revenue dollars.
 Developed strategies to meet key current and future customer needs, including the development of new
products.
 Identified new market opportunities for insulation accessories while increasing tape and mastic sales.
 Educated the organization / serve as a champion of the business for two differentiated brands.
 Lead prioritization of Commercial & Industrial Insulation Systems opportunities by leading a cross
functional team that consisted of Business Development, New Product Development, Marketing,
Pricing, Sales, and Technical Service.
 Lead the creation of go-to-market plans by establishing business objectives, sales & pricing strategies,
and communication priorities.
 Sustained rapport with key accounts by making periodic visits; exploring specific needs; anticipating
new opportunities and participation in industry associations.
ALLISON TRANSMISSION, INC. (ATI)
June 2012 – August 2013
Supervisor, North America Product Marketing - Indianapolis, IN
 Responsible for implementing and executing a comprehensive tactical marketing plan for all current
and future products in North America
 Managed plant tours, promotional events, Allison Test Track, tradeshows, brochures, field sales
presentations, website and other tactical marketing functions
 Directed local ad agency on Allison Sales tool development and advertisement
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2.  Guided conferences consultants on all North American promotional events
 Refreshed Allison marketing strategy to drive a new overall business plan
December 2008 – June 2012
Original Equipment Manufacturer (OEM) Account Manager - Indianapolis, IN
 Responsible for the business-to-business relationship with all North American bus OEMs
 Secured 97% of worldwide Allison hybrid propulsion system sales
 Coordinated customer support, engineering efforts, delivery schedules, payments, and quotes
 Organized all marketing activities for North American Bus OEMs
 Authored and executed 5-year Long-term Supply Agreements with motorcoach OEMs
 Forecasted and managed $235M+ in annual transmission revenue
 Managed $40M+ in Sales Allowances to achieve forecasted volumes
July 2007 – December 2008
3000/4000 Product Line Team Leader - Indianapolis, IN
 Responsible for leading a cross-functional team accountable for product strategies and implementation
of major program changes to the 3000/4000 SeriesTM
transmissions, representing ¾ of ATI’s
commercial on-highway product revenue
 Provided monthly reports to ATI Executive Staff on performance and progress to organization goals
(PPM, IPTV, OS completion rate, Program timelines, etc.)
 Coordinated Indianapolis & Hungary plant production changes for 140,000+ units annually
 Developed business cases and implemented product design changes
 Managed $5M+ in capital budget for all vendor and ATI tooling for 3000/4000 SeriesTM
 Achieved ATI Business Plan Directives for cost, warranty, and quality (e.g. JD Powers)
 Lead ATI through all phases of product cycle for 4th
GEN and MY09 programs
July 2005 – July 2007
Regional Sales Account Manager - Philadelphia, PA
 Responsible for (5) Sales Territory Managers, covering (8) Allison distributor branches
 Territory of 100,000+ square miles - Pennsylvania, Upstate New York, and Wilmington, DE
 Cultivated relationships between end-users, distributor channel personnel, 180+ OEM dealers, and
Allison Transmission
 Managed $250K+ in Marketing budgets, providing sales incentives to targeted vocations
 Increased service channel capabilities by signing (27) new Allison Service Dealers
August 2004 – June 2005 Market Analyst - Indianapolis, IN
May 2003 – Aug 2003 Marketing Research Analyst Intern – Indianapolis, IN
May 2001 – June 2002 1000/2000 Series Service Engineer – Indianapolis, IN
June 1999 – May 2001 Strategic Market Analyst – Indianapolis, IN
EDUCATION:
UNIVERSITY OF WISCONSIN - Madison
A.C. Nielsen Center for Marketing Research
MBA - Marketing Research - May 2004
INDIANA UNIVERSITY - Bloomington
Kelley School of Business
Bachelor of Science - Marketing - May 1999
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