Summary of Qualifications
Experienced, energetic, management executive with innovative leadership, marketing/product development, and teaming skills. Excellent customer, market, application, and technology knowledge combined with a commitment to customer solution, results, and achieving business goals.
Selected Accomplishments
* Initiated and managed market segmented, solution oriented, team based, product development and marketing process for ISP. First product was an enterprise solution which generated an incremental $1 million in monthly sales growth rate with 53% gross margin, significantly reducing time to market and increasing margin.
* Developed and managed a cross-functional product team developed energy management strategy that grew software business 98% over three-year period while achieving cash-flow positive position.
Professional Experience
Allegiance Telecom, Greenbelt, MD (Formerly Intermedia Communications) 2000-2002
IP Applications Management
Researched and identified product opportunities for Internet Service Provider; Developed and executed Business plans including, market assessment, target customer, product definition, product roadmap, SWOT, competition, process and operational strategies, channel, and product launch; Managed product throughout product life cycle; Profit/Loss responsibility.
* Implemented product lifecycle management process including positioning, target customer focus, product feature enhancements, pricing, customer retention, and operational strategies for $58 million T-1/T-3 access business. Results included improvement of port margin and churn reduction of profitable customers by 30%;
* Implemented vendor contracts and vendor/Intermedia process changes that resulted in a reduction of customer service lead times from 48 to 23 business days and order processing capacity from 30 to 400/month;
* Developed and gained approval for Healthcare Automation Solution (software, access, support services) including development of Business Plan, evaluation and selection of vendor partners, channel strategy, marketing plan, development of internal processes, and product launch.
Eaton/Cutler-Hammer Pittsburgh, PA (Formerly Westinghouse Electric Corporation) 1978 - 2000
Industries Marketing Manager, Eaton Corporation/Cutler-Hammer (1997 - 2000)
Profit/Loss; Strategic Planning; Identified, specified, managed development, and introduced software solutions for specific market segments; Developed systems integrator channel; Developed and managed customer application support group and 800# call center; Developed application oriented marketing communications; Directly supervised group of 12 including sales manager with responsibility for 15; Managed $4.4 million budget, $12 million Systems business, and member of management team for $24 million high-tech software business.
* Conceived, developed, and directed Internet based facility load profiling business (software, web construction, and launch), marketed through trade organizations- revenues of $1 million in 2000;
* Grew software systems business from $1.2 million to $12 million, improved manufacturing profit to 58%, and improved net profit 31.7% through productivity improvements and value add software solutions;
* Traveled globally (50% level) to visit/sell/interview clients, prospects, and industry leaders;
* Conceived and part of team of 4 that implemented first Cutler Hammer Users Group, first meeting attended by 85 companies;
* Member of team of 4 that designed and recruited a high tech selling force of 15 people who sold software solutions generating revenue of $10.6 million first year, second half rate 2.4 times first;
* Developed and supervised industry solution based training program for high tech sales people and 30 Engineering Services people contributing to increased sales performance and decrease in commissioning time;
* Identified and part of team that evaluated potential alliance, joint venture, and acquisition candidates;
* Developed and implemented international channel strategy, resulting in growth to 15% of sales in 1999.
Product Line Manager, Eaton Corporation/Cutler-Hammer (1994 - 1997)
P&L responsibility; Strategic Planning; Market Segmentation; Product Roadmapping; Product Pricing; Channel Strategy & Training; Marketing Communications; International Market Development; Performance Appraisals.
* Grew product sales from $2 million to $4 million in 2 years by creating "value-add" software, systems capability and market focus strategy. Attained cash flow positive position for product line;
* Member of core team of 6 that conceived, developed, and implemented the Cutler-Hammer Power for Productivity market focus seminars that generated contact with over 6,000 end user customers;
* Led multifunctional team that developed and introduced the Cutler-Hammer power management communications & software strategy, positioning the product line to generate $8.4 million in sales in 1999 and reduced development cost by $400,000;
* Managed Product Managers, Systems group, hired, mentored, managed, promoted, & trained staff of 10;
* Implemented international exchange program, lead to a 200% increase in target international markets in 1998.
Product Manager, Westinghouse-Construction Equipment Division (1990 - 1994)
Developed Power Management Systems business to pull through assemblies; Assisted plants in integrating high tech products; Trained sales, application engineers, and channel; Facilitated customer presentations and seminars.
* Grew the power distribution management systems business from 0 to over 90 systems/year, generating 72% increase in profit margins through differentiation and specification effort;
* Consistently obtained hit rates in excess of 50% versus an average of 20% through specification differentiation;
* Trained and outfitted 20 Application Engineers, resulting in excess of 120 specifications/year by 1994;
* Coordinated a manufacturing specification for assembly plants, reducing field-troubleshooting time by 22%.
Channel Program Manager, Westinghouse - Power Components Division (1987 - 1990)
Developed and grew Westinghouse Control House Distributor Program; Channel Training; Market Presence.
* Grew distributors from 5 in 1987 to 33 in 1990 and obtained an incremental $6 million of control business through targeted market research, standardization of startup specifications, and end customer identification process;
* Reduced distributor startup time from 12 months to 4 months and reduced cost of startup by over 25% through standardization of startup package;
* Developed customer identification, telemarketing, and sales planning program.
Sales Representative, Westinghouse Electric Corp, Houston, TX/Allentown, PA (1978 - 1987)
Generated an average of $2.5 million sales per year; Coordinating seminars for clients and professional groups; Selected and managed distributor and their sales efforts in geography; Developed demand for new products.
* Through various sales assignments (industrial, geographic, and OEM), met sales objective seven years, with two years grew geography 40% by rationalizing and focusing distributors in territories;
* Grew sales of high tech products (programmable controllers and VF drives) from almost $0 to over $1 million by partnering with industry focused integrators in assigned markets.
Education
1978 Worcester Polytechnic Institute, Worcester, MA BSME Degree
Selected Seminars/Conferences/Continuing Professional Development
1999 "Strategies for Success in the Net Economy" - Sponsored by Netscape
"Metering in a Deregulated Environment" - National Institute of Standards
Institute of Electrical and Electronic Engineers (IEEE) - Petrochemical Industry Conference
"Powering the New Millennium Conference" - Sponsored by Distributed Power Coalition of America
American Society of Hospital Engineers Conference
1998 Technical Association of Pulp and Paper Institute Conference
IEEE Transmission and Distribution Conference
American Gas Marketing Association Conference
Professional Affiliations
Instrument Society of America - Power Group - member; APPA (higher education trade org.)- affiliate member; NAESCO - affiliate member; Association of Energy Engineers - affiliate member; NASEO - affiliate member
Selected Honors & Awards
2001 - VP Excellence Award Winner, Intermedia Communications
1999 - Prestige Award Winner, Eaton Corporation
1995 - Cutler-Hammer Best Marketing Award Winner
1993 - Westinghouse Service Excellence Award - Marketing
1990 - Westinghouse Service Excellence Award - Training
1982-1986 - Westinghouse Inner Circle Award Winner
Selected Publications
2000 - Numerous Trade Magazine article contributions
1999 - ARAMCO Technical Services Conference, "Power Management Systems for the PetroChemical Industry" Contributed magazine articles for Fortune, ICS, Control Engineering, Plant Engineering, and Industrial Computing
1998 - IEEE Petrochemical Industry Conference, "Cost Effective Strategies for Industrial Power Management Systems"
1998 - APPA, "Design & Implementation of a Measurement & Verification System"
1991 - IEEE Textile Conference, "Getting Control of Your Power System";
CEE News - "Power Distribution Management Systems"
1982 - IEEE Cement Conference, "Changes in the NEC" |
