IT PROFESSIONAL SERVICES EXECUTIVE
P & L Management, Business Development, Client Satisfaction
Award-winning corporate leader, with a proven record of increasing profitability and revenue by maximizing efficiencies, controlling costs, and maintaining strong client and vendor relations. Skilled in sales and operations, and adept in providing high levels of customer service to exceed aggressive company goals. Expertise in manufacturing (discrete, process & semi-conductor), the public sector, financial, banking, insurance and energy industries. Key clients include Ford Motor, Navistar, Rockwell, Matsushita Electronics, Steelcase, Chrysler, State of Michigan, Ohio and Colorado.
" Strategic Development
" Process Efficiency Improvement
" Discrete Manufacturing
" Process Manufacturing
" Manufacturing Execution Systems (MES)
" Enterprise Resource Planning (ERP)
" Customer Relationship Management (CRM)
" Led turnaround, drove $3M loss to $2M profit and revenue from $8M to $10M in one year.
" Led turnaround of three large complex projects that were $7M over budget; created profitable exit strategies and avoided litigation.
" Closed $1.5M in government contract; grew 200% to $4.5M by second year.
" Produced $3.6M in additional revenue by penetrating semiconductor market for DEC North America
IT Professional Services Executives, Greater Detroit, MI Area (2015-Present)
Founder | Consultant | VP, Director IT Professional Services
Provide Consulting Services to the IT Professional Services Industry including Benchmarks, Key Performance Indicators (KPIs) & Metrics. Maintain fluency in IT Professional Services Industry Trends & facilitate Industry discussions.
" Provided a global framework to establish a Best in Class structure, KPIs and measurements for a
privately held company specializing in a Software product. This client received a #1 ranking (upper right hand quadrant) in 2014, from the Gartner Group.
HEWLETT-PACKARD COMPANY, Pontiac, MI
AMERICAS REGION-ANALYTICS/DATA MANAGEMENT OPERATIONS MANAGER (2013 2015)
$202M / $155M annual
Established operations support for a new business unit in the New IT marketplace. Identified and implemented HPs authoritative systems and tools used to support the business. This encompassed: Sales, Revenue and financial reporting.
" Identified an additional $9.2M in new business that was initially miscoded to another business unit.
" Transitioned existing staff to new roles within four months to provide focus in critical areas of Sales, Revenue and Finance.
ACCOUNT BUSINESS MANAGER (20112013)
$153M Total Contract Value (TCV)/$36M annual RJ Reynolds Tobacco
$165M TCV/$20M (9M Deferred) annual Delta Air Lines, Inc. contract
$300M TCV/$60M annual WW Con-Way Transportation contract
Supported the Account Executive towards achieving Account P&L and Sales Target. Drove performance, quality improvement and management discipline by providing critical business functions (Commercial Contract Management, Service Request Management, Finance Account Management and Asset Management), to improve business productivity.
" Selected to lead Transition/Transformation and Steady State of new HP account for Delta Air Lines, Inc..
" Established the governance activities for Delta Air Lines, Inc. & RJ Reynolds (RAI) accounts, set up processes in Accounting, Invoicing, Credit & Collections, and Contracts. Share Point sites and Record Retention.
" Oversight of the monthly Billing and Capital acquisition processes, to ensure consistency and maximize efficiency.
" Provided re-enforcement of a new idea for RAI for a mission critical manufacturing study of $100K that led to increased project work of $1M.
GLOBAL DELIVERY EXECUTIVE - GENERAL MOTORS (GM) (2008 2011)
$14M WW Practice
Managed the Profit & Loss for GM Global Services Contract. Oversaw all phases of running P&L from management of client relationship, management of personnel, staffing and training of 60 Infrastructure & Consulting professionals.
" Exceeded profitability targets for both fiscal years and took on additional work from another group to improve margin %s.
" Established new operational processes that increased profitability by 5 pts. within the first year.
" Provided new business ideas/leads in the area of HPs Testing center for project development. This improved clients quality and increased HPs wallet share by $500K.
MDI/GM OPERATIONS MANAGER (2006 2008)
$100M WW Practice
Provided operational support to V.P. responsible for Profit & Loss for the Practice. Handled all phases of the operation, P&L improvement, staffing and training of 800 Consulting professionals.
" Standardized pricing strategy that also accommodated risk, which resulted in the highest win rate (75% of all deals proposed) and portfolio margins within the HP Consulting & Integration Business unit.
" Improved staffing strategy in bid process to maximize use of off-shore resources, increasing margin by 6 pts.
" Defined and coordinated the development of an automated Time Tracking Tool to manage a $24M business of subcontracted consultants.
SARCOM, Inc., Columbus, OH
ENTERPRISE SERVICES MANAGER (2004 2006)
$16 M Regional Practice
Managed Profit & Loss for the District Practice, including oversight and training for 50 Infrastructure & Consulting professionals.
" Selected to lead & develop a 2nd office within 30 days of hire.
" Established new operational processes that increased profitability by 5 pts within 60 days of hire.
" Developed new accounts at Universal Forest Products and Jackson Community College within 60 days of hire.
P.E. INTEGRATORS, Inc. (P.E.I.), Commerce Township, MI (IT Integration & Consulting Services)
PRESIDENT/OWNER (2001 2004)
$.2M Regional Practice
Developed business and strategic growth plans for clients in the following industries: Information Technology, Consulting Services and Distribution & Logistics. Revenues grew 20% in two years.
" Evaluated clients operational processes and recommended improvements to strengthen productivity and increase profits by 10 pts. within two years.
SYBASE, INC, Southfield, MI
PRACTICE DIRECTOR OF PROFESSIONAL SERVICES (1999 2001)
$15M National Practice
Provided leadership and management direction in establishing a start-up Criminal Justice Practice. Served as National P & L manager and Practice Partner-in-charge of all hourly consulting & large complex projects.
" Selected to lead one of five Sybase strategic units, in the newly formed Specialty Practice Organization; took start-up to #1 among five units for profit/revenue.
" Won the North American Professional Services proposal contest via a $1.5M program win for State of Ohio Department of Youth Services (ODYS). Grew the ODYS account to > $4.5M within two years.
" Won best-in class industry awards for leading team in developing application solutions for Criminal Justice segment.
PRACTICE DIRECTOR OF PROFESSIONAL SERVICES (1997 1999)
$12M, Regional Practice
Provided leadership and management direction to establish Sybase Professional Services as the premier, IT Systems Integration firm to Fortune/Global 200 companies.
" Recruited to lead turnaround. Reversed loss to profit within 1st year.
" Achieved #1 operational unit out of five North American Regions for adherence to ISO 9000 processes.
DIGITAL EQUIPMENT CORPORATION, Novi, MI
PRACTICE DIRECTOR OF SYSTEMS INTEGRATION FOR MANUFACTURING - ENTERPRISE APPLICATIONS AND EXECUTION SYSTEMS (1997 1997)
$27M, North American Practice
Managed Profit & Loss of the United States and Canadian Manufacturing Practice consisting of 150 System Integrations professionals.
" Grew profit margins from 30% to 36%, becoming the most profitable region companywide.
" Penetrated the Semiconductor market by closing DECs 1st implementation project in North America at Matsushita of America, Seattle, WA. Generated $3.6M in new revenue.
PRACTICE DIRECTOR OF SYSTEMS INTEGRATION FOR MANUFACTURING - ENTERPRISE APPLICATIONS AND EXECUTION SYSTEMS (1996 1997)
$18M, 14 State Region + All Canada
Managed Profit & Loss of the Northern Region Manufacturing Practice and management and training of 120 Systems Integration Professionals.
" Successfully combined US/Canadian operations for the 1st time in company history; holding turnover to 2%.
" Led the Corporation in the development of performance standards, applied to the Systems Integration business on a worldwide basis.
Eastern Michigan University, Ypsilanti, MI
Masters of Language and International Trade; Spanish, 75% completed
Masters of Business Administration; 50% completed
Eastern Michigan University, Ypsilanti, MI
Bachelors of Business Administration; Accounting