Kevin Roach

Questioner
DISC Type : c

Chief Executive Officer at Harpak-ULMA Packaging, LLC

Taunton, Massachusetts, United States

Overview

Kevin Roach is the President, CEO, and recently appointed Chairman of Harpak-ULMA Packaging. He is a growth-focused technology executive with extensive experience in software and automation. A certified GE Six Sigma Black Belt, he holds an MBA from Rensselaer Polytechnic Institute and is recognized for spearheading digital transformation in the packaging industry.

He is often described by colleagues as a "fierce advocate" for his team and customers, as well as a "fantastic leader and a real strategic thinker. "

Unique fact: Early in his career, he founded two technology companies, SensorPulse and Interactive Process Controls, and holds multiple patents for his inventions.

Personality Overview

Price-Sensitive

Systematic

Not Easily Convinced

They prefer to fully evaluate every situation.  It is quite likely of them to ask for pricing or other concessions. They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.

Topics They Care About

Digital Transformation
He is leading a multi-year strategy at Harpak-ULMA focused on smart manufacturing, Industry 4. 0, and implementing technologies like Augmented Reality.
Packaging Automation
His career has focused on applying technology to business problems, specifically through smart, connected packaging systems to improve efficiency and reduce costs.
Manufacturing Sales
He has been featured on podcasts discussing the importance of creating a defined sales playbook for manufacturing companies to measure efficacy and deliver value.

Media Appearances

Kevin has no verified media appearances

Work History

4-2018
Chief Executive Officer at Harpak-ULMA Packaging, LLC
4-2018
Chief Executive Officer at Harpak-ULMA Packaging, LLC
10-2014 - 4-2018
Executive Vice President & General Manager at Intelligrated
6-2011
Executive Vice President & General Manager ERP at Epicor Software Corp
9-2008 - 6-2011
Executive Vice President & General Manager at Activant Solutions

Education

2001 - 2003
MBA from Rensselaer Polytechnic Institute

More Information

Social Presence :

Prographics :

Exp : 21 Location : Taunton, Massachusetts, United States Job Level : Leadership Designation : Chief Executive Officer at Harpak-ULMA Packaging, LLC
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Insights For Selling To Kevin

During A Call Or A Meeting

DO's

  • If you have a lower priced product compared to the competition, call out the same
  • Tell them that you will come back if you don’t have a good answer for a question
  • Emphasise more on facts and measurable benefits

DONT's

  • Don’t try to be too friendly or informal with them
  • Avoid rushing them, be polite and patient
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Kevin is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Kevin

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Kevin move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Kevin take some risk or not?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Kevin

Personality Compatibility


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