SALES, MARKETING, OR BUSINESS DEVELOPMENT EXECUTIVE
(Currently employed - highly successful)
Recruited to a large, privately-owned smart meter OEM that ranks in the top three manufacturers of smart electric/water/gas networks, I am the MARKETING BUSINESS UNIT MANAGER for Lighting Solutions. This new business unit combines smart grid and smart meter networks with the advance of LED street lights to launch the first networked street lighting solution from a smart grid provider. I developed a roadmap for a hardware solution for LED streetlights that leverages existing smart meter AMI (Advanced Metering Infrastructure) networks, but controlled via a cloud-based software application that is fully hosted by the company. First year sales of the product line will exceed $4M, with over 75% committed by the contract to replace 27,000 existing street lights with the solution in a mid-sized Tennessee municipality by end of 2013.
Recruited to a private equity owned company that formed through the acquisition of two regional smart meter services companies, I was asked to mold the sales and marketing efforts of the newly formed company as their first VICE PRESIDENT OF SALES & MARKETING. Utilizing my contacts in the Utilities industry, I increased sales beyond the previous regional area, and enabled a key sales foothold in Texas through a $1.5M services contract with a Fortune 500 utility based in Texas. With the existing electric meter installation service market softening for the newly formed company, I expanded the service offerings by creating a new post smart meter installation regulatory compliance and safety inspection service, first marketed to Southern Company.
As AMERICAS SALES MANAGER for High Voltage Products of a Fortune 100 Electrical Equipment manufacturer, I lead sales of technologically-advanced composites sold to major switchgear manufacturers and utilities. Current NAM sales are growing over 30% per year. Additionally, I developed a sales and business development strategy for a new line of intelligent streetlight monitoring devices to be sold to utilities and municipalities. This product line was introduced in 2008.
As DIRECTOR of Metering Assets and Energy Information at a MAJOR SOUTHEASTERN UTILITY, I've managed a staff of over 70, half of which were salaried professionals, to develop and implement metering telemetry strategies for our largest commercial, industrial, governmental, and wholesale customers. These customers represent over $1 billion in annual revenues. The technology solution required capital outlays of over $4 million, with recurring operational expenses of $800,000. In 2003, over $400,000 in annual operational expenses was eliminated from the product by consolidating server platforms, negotiating with service providers, and eliminating one vendor. Two metering products were marketed to leverage the customer data and create new revenue streams. These products, sold as a regulated offering, have grown over 100% in customer base over the last year.
Recruited to the TELECOM AND ENERGY PRODUCTS DIVISION OF AN INTERNATIONAL MAKER OF ENGINEERED MATERIALS AND SYSTEMS as a DEVELOPMENT MANAGER in 1994, I led teams of marketing, sales, development, and operations professionals in commercializing three new product families sold to telecommunications service providers and industrial customers, both in the Americas and Europe. Two of these products enjoyed over 40% annual sales growth; the third tripled sales in 3 years.
2011 to PRESENT
INTERNATIONAL MARKET LEADING SMART METER OEM; MARKETING LEADER FOR NETWORKED LIGHTING BUSINESS UNIT
I developed a full product roadmap, a Go-To-Market strategy, and new network hosting service with Network as a Service (NaaS) and Software as a Service (SaaS) as a sales strategy. Responsible for the integrated Marketing plan to form the new business unit and create a marketing message and brand statement in the municipal street lighting market.
Landed the first city-wide smart lighting system for over 27,000 street lights for a major Tennessee municipality, a project worth over $3M, with 1st generation product. Forecast for the second full year of deployment is for over $12M, with key customers already in Pilot with the solution.
2010 - 2011
PRIVATE EQUITY OWNED SMART GRID SERVICES PROVIDER; VICE PRESIDENT OF SALES AND MARKETING
Developed an integrated sales and marketing plan for integrating two regional smart grid services companies and accelerating sales. Defining the services into distinct Lines of Business, I developed specific sales channel strategies for each.
Landed follow-on smart meter installation and verification service contract of over $2M for an operating company in the Southern Company organization. I defined a new service offering for Transmission-rated smart grid services installation and field commissioning, leading to a key $1.5M sale to a Texax-based Investor-Owned Utility, establishing a key customer outside the predominately Southeastern Region, and a new sales office in Texas.
2007 - 2010
FORTUNE 100 OEM; AMERICAS HIGH VOLTAGE PRODUCT SALES MANAGER IN ENERGY PRODUCTS DIVISION
Led Americas sales efforts for global line of high voltage composite insulators for a Fortune 100 multinational, as well as directing sales of HV arrestors and cable accessories to utilities. Developed strategic sales plans for key accounts; currently showing over 30% sales growth over prior year results. Annual sales of over $20MM.
Landed multi-year sales order for composite switchgear product with world's largest electrical switchgear manufacturer. Annual commitment for over $2MM in orders; 41% GM.
Developed a NA sales strategy for new product introduction of intelligent street light monitoring. Was introduced to the market in Spring 2008.
2000 - 2007
SOUTHEASTERN UTILITY WITH 3 MILLION CUSTOMERS
DIRECTOR OF METERING ASSETS
Team Lead, Distribution Data Services
Data Analytics
Responsible for all business planning, KPI development, benchmarking, and data mining for entire service territory for the Distribution organizations.
Strategic Project Management
Responsible for supporting business cases development for Automated Meter Reading systems. Additionally, developing business vision and technology strategy for prioritizing annual capital budget of over $200MM in future investments in Transmission, Distribution, and Customer Service for entire service territory.
Director, Distribution Energy Information
Business Development and Project Management
From 2000 through 2003, my staff implemented a 5000 point metering telemetry client/server platform that used analog cellular, circuit-switched digital, packet data, POTS, and satellite communications technologies. Responsible for project management, negotiation of telecom contracts, and service level commitments to internal customers, we attained a SERVICE LEVEL OF 99.97% BILLING ACCURACY in 2003. This improvement in service level reduced inaccurate customer billing by over $4,700,000 per year.
Supported a Broadband over Power Line (BPL) technical evaluation and field trial, in partnership with telecom service providers. Integrated an 'Adaptive Mesh' automated meter reading (AMR) system for residential metering into a BPL product for WAN backhaul of data to evaluate potential utility operational savings.
Consolidated two automated meter reading (AMR) platforms in 2003 at a cost of $90,000. Annual O&M SAVINGS ARE OVER $400,000, resulting in a ROI of over 350%. Conducted a six-month field trial of an AMR system for residential customers in 2003, installing 400 points over the northern service territory. Tested two vendor solutions; a 1-way wireless product that leveraged our communication towers, and a power line-based product using our electrical distribution system with 2-way communications. Developed business cases and presented to senior management.
Developed several new product offerings from this metering-based 'energy information' data stream. Implemented web-based products showing energy trends and usage patterns for residential and small commercial customers. Product is showing over 40% ANNUAL GROWTH in customer base.
Strategy and Business Planning
In 2002, I reduced the AMR system annual telecommunications O&M COSTS BY 34% by renegotiating contracts with hardware vendors and telecom service providers.
Delivered financial performance in 2002 and 2003, despite corporate budget constraints, by bringing capital expenses 3% under budget and O&M expenses 7% under budget. Achieved this performance by reducing inventory, renegotiating terms with hardware vendors, renegotiating telecom contracts, and consolidating telemetry server platforms.
To create new unregulated revenue streams, I developed marketing plans for unregulated metering products services. Targeting large municipal utility systems and government facilities (military bases), unregulated services delivered ADDITIONAL REVENUES EQUAL TO 10% OF O&M budget in 2002.
Operations
Reduced dollar value of INVENTORY 46% SINCE 2000; 27% from 2002 to 2003, through analytical studies of material usage trending and streamlining vendor delivery forecasts. On pace to reduce inventory by 15% in 2004.
Achieved re-certification of statewide Department of Labor OSHA designation for the work site; accident rates for the facility are 82% BELOW NATIONAL AVERAGES for utility workplaces. Less than 60 work sites in the state have been granted this status; the Energy Information site is the only utility site to receive this accreditation, which exempts the site from OSHA visits for 3 years.
General Management
Directed a section of 70 employees; 50% of staff is professional, 50% are craft/technical. Employees are located in 5 remote facilities in the northern service territory. Recruited to the utility to develop and implement a remote metering telemetry strategy and build a staff to support the leverage of metering data as 'energy information' in new products and services. From 2001 through 2003, I hired key supervisors and technical experts from ABB and IBM to support new telemetry platforms.
Achieved section 2003 internal Employee Opinion Survey (EOS) SCORE OF '89', highest among all sections in the department. This annual survey, based on a 100-point scale and administered by an independent 3rd party, is used to reflect management effectiveness.
1994 - 2000
INTERNATIONAL ENGINEERED MATERIALS AND SYSTEMS MANUFACTURER
TELECOM AND ENERGY PRODUCTS DIVISION
PRODUCT COMMERCIALIZATION MANAGER
Managed the Electrical Protection staff; responsible for developing and commercializing products for electrical transient protection of both copper twisted pair telecom equipment and secondary voltage switchgear equipment, as well as development of environmentally sealed twisted pair termination products. OVER 25 PART NUMBERS DEVELOPED, MARKETED, AND INTRODUCED OVER A FOUR YEAR PERIOD.
AC Power line and Switchgear Products (1999 - 2000)
Led electrical protection staff to commercialize proprietary metal oxide varistor-based products. These products, Transient Voltage Surge Suppressors (TVSS), were marketed to telecom service providers and equipment manufacturers for protection of central office and cellular base station equipment. Utilized proprietary company technology developed in corporate labs in Menlo Park, California. Introduced the product line in 2000 and marketed in Latin America. By using an existing distribution channel for other electrical protection products, sells were generated in Europe. Eventually the product was sold to RayCap, a Greek distributor to Europe.
Electrical Protection Products (1997 - 2000)
In 1997, my staff developed circuit board level products to protect PBX systems from electrical damage due to lightning-induced transients. Product development was coordinated with R&D staff in Swindon, England. I transferred the technology from our R&D labs in England to our local site.
I developed sales and marketing plans for PBX systems installed in campus environments, T1/E1/ISDN equipment installed at cellular base stations, Digital Loop Carrier (DLC) line cards, and data lines in industrial control systems in harsh environments. Sales efforts were primarily focused on Bell Canada, US West, PacBell, and Telecom providers in Spain, Greece, and Italy. In addition to managing the product commercialization, I developed a distribution channel for European markets through RayCap of Greece, and conducted sales and product training to customers in Europe. Industrial data line protection primarily targeted Latin American markets. REVENUES ROSE 40% ANNUALLY FROM 1998 TO 2000. Margins ranged from 25% to over 60%.
Telephony Copper Pair Products (1994 - 2000)
As a Core Team Leader, I developed gel-sealed termination products for copper twisted pair with integrated gas discharge tube (GDT) over voltage protection. Supported marketing strategy by integrating product with low cost 3rd party housings; sold as Network Interface Device (NID) to major U.S. telcos. I provided field sales support, sales collateral and customer training. Sales of this product line GREW FROM $6 MILLION IN 1998 TO OVER $20 MILLION IN 2000; won $10 million order from US West in late 1999.
1992 - 1994
INTERNATIONAL CHEMICAL PRODUCTS AND AEROSPACE PRODUCTS MANUFACTURER
AEROSPACE DIVISION
STAFF PROJECT MANAGER
As a technical expert in vehicle dynamics and project manager of new product development opportunities, I led efforts to develop suspension systems for large multi-axle vehicles. Chairman of the Advanced Suspension session of the Society of Automotive Engineers annual International Truck and Bus Exposition.
1984 - 1992
INTERNATIONAL MANUFACTURER OF CHEMICALS AND ENGINEERED PRODUCTS
RESEARCH AND DEVELOPMENT
STAFF DEVELOPMENT ENGINEER
With a post-graduate degree in Control Theory and System Dynamics, I supported the development of active suspension systems for military and commercial vehicles to increase vehicle stability. Developed and commercialized active engine mounting systems for aerospace applications to reduce interior fuselage noise levels. Awarded three U.S. Patents on semi-active vibration control of vehicle dynamics.
EDUCATION
MBA, Kenan-Flagler Business School, 2000
Executive weekend program.
Emphasis areas: General Management, Corporate Finance, Business Strategy
MS MECHANICAL ENGINEERING, Duke University, 1984
Emphasis areas: Robotic Systems, Modern Control Theory, System Dynamics
BS MECHANICAL ENGINEERING, Duke University, 1982
PERSONAL
Married with 3 children, ages 24, 24, and 21.
Interests include backpacking and guitar. |
