BUSINESS DEVELOPMENT EXECUTIVE
Result driven executive with 20 years experience in multi billion dollar global companies. Proven skills in delivering customized solutions. Visionary leader driving culture of excellence.
Managed $100 M business, generated 10% + profit.
Sales Growth: 15% + ($7 M) gain during 2.5 years in a mature market.
Product Development: R&D to marketing; launched new products.
M&A: $80 + M business: due diligence, purchase, and integration
Business Turnaround: from loss to 5% profit for western unit; break even to 10% profit for Canadian unit.
PROFESSIONAL EXPERIENCE
- VP - Business Development
- VP - North America Product Group
- General Manager
- Business Unit Manager
- Product Line Manager
- Sales Manager
- Technical Sales & Project Manager
- Manufacturing Engineer
COMPANY: $5 B custom engineered manufacturer: hydro turbine, transmission, paper mill machinery.
VICE PRESIDENT - Business Development, Atlanta, GA, 2006 - 2008
Managed $40 + M business with 2 product lines in paper machinery. Sales were flat in mature market. In 2.5 year tenure:
100% increase ($3 M gain) in sales on new roller product line by: hired a project manager and a design specialist; aligned subcontractors; trained sales and customer service team.
10% + increase ($4 M gain) organic growth on refurbishment product line by product segmenting & marketing.
COMPANY: $6 B machinery supplier in: mining, automation, paper mill equipment.
GENERAL MANAGER - Roller Refurbishment Plant, Aiken, SC, 2004 - 2005
Managed P&L for $20 + M business and 90 employees. This unit was already effective in the basic operations, so focus was on setting the stage for growth for roller refurbishment products.
10% + gain in useable floor space in refurbishment department by rearranging plant layout. Gained capacity and improved material flow.
Spearheaded productivity and quality projects with targeted cost reduction of 3-4%.
VICE PRESIDENT - North American product group Atlanta, GA, 2001 - 2004
Managed P&L for $100 M business with 400 employees and 6 locations. Direct reports: 5 general managers, 1 business unit manager, 6 national product line managers, and director of R&D (dotted line).
$1.3 M reduction in SG&A costs by right sizing the staff, reducing sales expenses.
Integrated 2 competing Midwest operations under one manager. In the Northeast, closed one plant and strengthened the remaining plant.
Reduced product development cycle time by building communication system among R&D, engineering, sales, and production groups. Focused product management on customers operational processes. Launched new products.
Initiated lean manufacturing programs with a target of 3-4% cost reduction year-over-year. Oversaw the QA program to achieve new ISO 9001:2000.
M&A / Divestment study: $20 M potential acquisition of a small competitor. To help a sister division, evaluated (spin-off or management buyout) $15 M business experiencing declining profitability.
GENERAL MANAGER - Roller Refurbishment Plant, Seattle, WA, 2000 - 2001
Managed P&L for $8 M business and 50 employees. This was a new acquisition which was losing money.
From loss to 5% operating profit in 6 months by right sizing and streamlining manufacturing.
Gained customer loyalty and repeat business by launching companys 1st customer training course.
BUSINESS UNIT MANAGER - Roller Products, Montreal, Canada, 1996 - 2000
Managed P&L for $25 M business with 30 + employees. Business was just above break even in 1996.
From 1% in 1996 to 12% operating profit in 1997; maintained 10% + profit in 1998 and 1999 by product segment focus, and project execution to meet targeted gross margins.
M&A: In 1999, was part of 3 person team to acquire $ 80 + M competitor. Evaluated technology, market position, and profitability. Formulated detailed plans for take-over and integration.
PRODUCT LINE MANAGER - Montreal, Canada, 1992 - 1996
Supported sales team in $12 M roller business. Managed product line for long-term growth.
SALES MANAGER - Montreal, Canada, 1990 - 1991
Handled custom tailored paper mill capital investment projects ranging from $10 to $100 M.
TECHNICAL SALES & PROJECT MANAGER - Montreal, Canada, 1988 - 1989
Sold and managed roller projects. Annual sales of $6 to $8 M.
AUTOMOTIVE - Big 3.
MANUFACTURING ENGINEER - Detroit, MI, 1985 - 1987
Managed cylinder head department at engine plant.
Reduced automation failure rate from 25-35% to 3-5%.
60% reduction in engine failure returns.
Reduced 4 operators in a 75-person production department.
EDUCATION & OTHER INFO
Bachelor or Science in Mechanical Engineering: General Motors Institute, Flint, Michigan, 1985
Leadership & Management (MBA crash course) by IMD Switzerland, lean, ISO, etc.
Previously member of OIQ (society of Professional Engineers of Quebec province).
12-month world tour: East Asia, Southeast Asia, Africa, Middle East, Australia.
US citizen and Canadian citizen. Foreign languages: French & Korean.
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