SUMMARY
A Senior Executive with extensive experience in
Business Development and General Management
starting new business ventures, setting strategic
direction and leading during turbulent times.
Demonstrated leadership skills, team development
and customer service orientation. Exceptional
problem-solving abilities, highly flexible,
efficient planner, excellent organizational skills
and keen sensitivity to the bottom-line resulting
in improved efficiencies and profitability.
Capacity to set a fast pace while demonstrating
initiative, determination, stamina and self-
discipline leading to rapid implementation of new
offerings.
CAREER HISTORY
NuCO2, Inc., Stuart, FL 2004 - Present
DIRECTOR, SALES DEVELOPMENT
United States provider of bulk carbon dioxide for beverage carbonation with sales of $100 million and 600 employees. Responsible for developing sales leads program, implementing sales automation and training programs for sales force. Have 6 direct reports.
- Held first ever national sales meeting to set strategic direction and motivate the sales organization
- Evaluated 5 sales automation vendors and leading functional teams through implementation
- Worked with consultant to customize training program to meet specific gaps in sales approach
- Developing price strategy by evaluating competitive situation and company strengths
- Formalized lead dissemination process for new business and renewal of existing customers
Praxair, Inc., Danbury, CT 1989 - 2004
Worldwide manufacturer and distributor of
industrial gases with $5.6 billion in sales and
over 26,000 employees.
DIRECTOR, BUSINESS DEVELOPMENT / Praxair
Distribution, Inc.
Chicago, IL 2002 - 2004
Developed new offerings utilizing packaged gases
and welding equipment.
- Launched patented shielding gas blend for
welding zinc coated steels with projected annual
sales of $2 million.
- Coordinated with engineering to develop two new
hydrogen supply systems for fuel cell applications
one being patented resulting in a proprietary
position in the market.
- Launched new retail distribution channels with
Home Depot and Blue Rhino resulting in potential
new sales of $40 million.
- Developed new supply offerings for carbon
dioxide in mosquito control and sanitation
processes with a potential for over $2 million in
annual sales.
DIVISION GENERAL MANAGER / Praxair Distribution,
Inc.
St. Louis, MO 2000 - 2002
P&L responsibility for $80 million packaged gas
and welding products business. Managed 280
employees in 6 mid-west states.
- Achieved $1.8 million in savings, 12% of the
operating budget, by implementing cost reduction
programs.
- Improved overall pricing by 3.8% - in top
quartile of 17 divisions - by strict adherence to
pricing strategy.
- Turned safety performance around from last of 17
divisions to first by better recognition of good
performance.
- Earned "top division" ranking for projected 2002
sales growth from new offerings of $1.5 million by
focusing sales effort in a down economy.
- Reduced inventory by 12%, improving turns from
5.9 to 7.2 by direct dropship versus store
inventory.
DIRECTOR, TACTICAL MARKETING / North American
Industrial Gases
Houston, TX 1999 - 2000
Created and implemented strategic marketing plans
for specific market segments
- Implemented StarSolver productivity program that
grew metal fabrication market sales 15% through
better training and cooperation between welding
experts from two Praxair companies.
GENERAL MANAGER / CO2 Services, Praxair
Distribution, Inc.
Houston, TX 1998 - 1999
Established a separate entity to grow the mini-
bulk liquid carbon dioxide business in North
America.
- Consolidated operations and cut costs by 10%.
- Signed 5,100 units on a base of 8,400 in five
months.
WORLDWIDE BUSINESS DEVELOPMENT MANAGER / Advanced
Air Separation
Houston, TX 1996 - 1998
Grew small on-site supply systems for the
production of nitrogen, oxygen and hydrogen.
- Grew global gas sales grew by 18% to $148 million and
margins improved by 35% by exposing worldwide
affiliates to technology.
- Negotiated joint development agreement for
membrane nitrogen use in airplane fuel tanks.
- Successfully launched new nitrogen plant,
installing 14 in first 8 months.
GENERAL MANAGER / Wellnite Services, Inc.
Houston, TX 1994 - 1996
Wellnite was a joint venture of Halliburton Energy
Services and Praxair. Managed oil field nitrogen
applications with P&L responsibilities of
$45 million.
- Reduced asset base while growing sales 80% by
selling redundant assets and promoting nitrogen
"fracing".
- Introduced new styles of pumping equipment that
had improved operating range.
DIVISION GENERAL MANAGER / Praxair Services
Griffith, IN 1992 - 1994
Provides nitrogen pumping services and related
cleaning, inspection and specialty services.
Managed a division having P&L responsibility of
$10 million.
- Instrumental in adoption of new pipeline
cleaning service.
PRESIDENT / Linde Technologies Inc.
Mississauga, Ontario 1989 - 1992
Scratch started this entrepreneurial subsidiary of
Praxair Canada Inc established to develop business
concepts to commercial offering with P&L
responsibility $5 million.
- Increased sales 60% while reducing A/R 29 days,
inventory by 25% and overhead costs by 50%.
- Negotiated Tanknology licensing agreement.
Achieved $1.5 million in sales in the first year.
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VICE PRESIDENT, GM / Commercial Alcohols, Inc.
Mississauga, Ontario 1987 - 1989
A start up venture to design, construct and
commission a chemical plant to manufacture ethanol
using a unique biomass feed stock.
- Delivered first tanker shipment on spec and on time
despite change to traditional technology.
- Negotiated a government grant of $1.5 million for
a $7.5 million ethanol plant.
Prior to 1987, employed by Praxair Canada and
progressed from GAS PROCESS ENGINEER through a
series of promotions to R&D MANAGER, METALLURGICAL
APPLICATIONS. Also held positions with Cominco
Ltd., as a MARKET DEVELOPMENT ENGINEER in zinc
applications and with Dofasco Inc. as steel
rolling PROJECT METALLURGIST.
EDUCATION
Master of Business Administration, York
University, Toronto
Bachelor of Applied Science, Metallurgical
Engineering, University of British Columbia |
