PROFILE
A creative results-oriented management executive with expertise in building competitive advantage for high value, service oriented capital equipment companies. Accomplished in sales, marketing, operations, and P&L management in the elevator equipment and service, chemical and steel industries. Consistently recognized as a hands on leader with a strategic vision to guide an organization. Proven track record in building and transforming profitable, high performing teams consisting of salaried and union employees. A skilled negotiator who can resolve complex situations and deliver solutions to enhance customer relationships and maximize the bottom line resulting in market share growth.
PROFESSIONAL EXPERIENCE
OTIS ELEVATOR COMPANY, Farmington, CT 1991 to 2005
The world’s largest manufacturer, installer and maintainer of elevator and escalator equipment. A wholly owned subsidiary of UNITED TECHNOLOGIES, INC.
Director, Contract Logistics Center, Bloomington, IN (2004 - 2005)
Directed a $700 million global equipment business unit with an emphasis on shifting the culture from a manufacturing mindset to one that is customer-focused. Provided leadership to logistics staff of 90 and other support functions. Reported to the SVP of Supply Chain and Logistics, North & South America.
• Secured $35 million in incremental equipment orders by deploying the Strategic Project Review Initiative which resulted in providing the most cost effective solution to customers.
• Reduced cost 10% for residential product line by defining customer requirements, reducing material costs and releasing a standard installation process.
• Achieved $7M annual profit improvement by driving process and quality improvement initiatives.
• Reduced staffing level by 5% through effective succession planning and consolidating duplicate support functions including customer service, product support and drafting functions.
Director, Marketing, Sales & Logistics (2002 - 2004)
Expanded sales and marketing accountability to include logistics support for standard products. Managed additional logistics staff of 60. Coordinated systems, procedures, and product lines for maximum profitability. Reported to the President of North & South America and the SVP of Supply Chain and Logistics for North & South America.
• Achieved $50 million in new sales by managing an aggressive schedule of product development, field evaluation, and market launch for a major proprietary technology.
• Created $15 million incremental sales through product extension launches, RFP responses and streamlining sales processes.
• Saved $12 million by providing leadership and the “Voice of the Customer” to supply chain teams in component outsourcing to Mexico and China.
Director, Marketing & Sales, Chicago, IL (2000 - 2002)
Re-established the marketing and sales department for North America. Managed a team of ten professionals responsible for developing marketing, sales and e-business initiatives to support $1.5 billion equipment and service businesses. Reported directly to the President of North & South America.
• Increased annual sales by an incremental $52M through equipment and service product launches.
• Grew annual service sales revenue $20M by re-establishing the National Accounts program for US and Canada. Received “Corporate Recognition” award.
• Achieved $2M in first year sales by launching new internet sales channel Otis.com.
General Manager (1998 - 2000)
Accountable for the P&L of a $15 million business serving Chicago property managers. Managed sales installation and maintenance of elevator equipment with a staff of 7 salaried and 35 union employees.
• Achieved branch profit improvement from the bottom 25% to the top 5% in one of North America’s toughest markets.
o Increased annual revenue 15% by strategically targeting and securing premier property management accounts in the city.
o Realized a 24% return on sales by realigning mechanic routes and aggressive collection of receivables.
Senior Manager, Human Resources, Farmington, CT (1996 - 1998)
Revitalized diversity programs and provided consultation to senior management on recruitment, retention, and career advancement issues.
• Received “Best in Class” award for achieving six out of nine diversity targets after deploying an incentive program for senior managers.
Branch Manager, Cincinnati, OH (1993 - 1996)
Managed the P&L of a $10 million dual site operation serving customers in Greater Cincinnati and the State of Kentucky with a staff of 14 salaried and 110 union employees.
• Increased revenue 43% from $7M to $10M with a 20% return on sales by turning around operation with a history of flat growth while maintaining existing staffing levels.
o Increased field sales productivity through streamlined operating procedures and resource allocation.
Regional Sales Manager, Chicago, IL (1992 - 1993)
Associate, Management Development Program (1991 - 1992)
Held Various Marketing and Sales Positions 1984 to 1991
FMC CORPORATION, Gastonia, NC (1989 - 1991)
RYERSON STEEL, Charlotte, NC (1984 - 1987)
EDUCATION
MBA, University of Virginia, The Darden Graduate School of Business, 1989
BS, Materials Engineering, North Carolina State University, 1984
PROFESSIONAL AFFILIATIONS
National Elevator Industry Institute, Statistics Committee
National Black MBA Association
National Sales Network
COMMUNITY AFFILIATIONS
Delta Sigma Theta (Public Service) Sorority, Inc.
Junior League of Chicago |
