Proven ability to lead, motivate, and deliver results, high tech career including: sales, marketing, supply chain, ecommerce, engineering leadership, and organizational transformation Implemented structures, work flows, KPI's, record profitability and market share in $3b+ business unit in Fortune 140 company |
Objective
An executive leadership position that provides the opportunity to apply my strategic thinking and proven ability to deliver results in an innovative and progressive environment.
Summary of Qualifications
Proven ability to lead, motivate, and deliver results throughout a 20+year high tech career including: sales and marketing leadership, supply chain innovation, operational excellence, engineering leadership, and large-scale organizational transformation. A track record of consistently delivering results through all market cycles.
Designed and implemented organizational structures, work flows, and key performance indicators, resulting in record profitability and market share in $3b+ business unit of a Fortune 140 company.
Responsible for all aspects of transformation of the North American business from a provider of electronic components to a provider of services and solutions
Professional Accomplishments
Arrow Electronics, Denver, CO
March 2010- Present
Vice President National Sales
Responsible for Arrows operations in North America comprised of 15,000 customers, 1,400 employees, and annual sales of $3.6B.
P and L ownership of the 41 North American branches
Developed and implemented our strategy for transforming the business from a
traditional electronics distributor to a provider of services and solutions
Delivered record operating income and record semiconductor market share
Lead six vice presidents and two directors
Integrated e Commerce sales channel into the core business
Deployed and leveraged Sales Force.Com to deliver record penetration of customer projects with a broad array of technology
The role requires frequent collaboration with the Global Components President, CFO and CEO.
December 2009-August 2010
Vice President East Region Sales
Leader of Arrow Electronic Components sales in the East region of North America comprised of $1.3B in annual sales.
Increased 2009 sales 8% and operating income increased 17%.
Led initiative to remove the unnecessary price variability in our North American sales by applying price science to the Arrow data and delivering optimized price guidance to the sales team. The margin effect was dramatic and translated to a 6-month breakeven point and $30m in accretive gross profit dollars since deployment of the price guidance.
July 2008-December 2009
Vice President North East Region Sales
Responsible for Arrows $940m Northeast region
Increased sales by 8% and Operating Income by 14%.
Reshaped North America sales force resulting in a 10% reduction in Opex and transformation of the sales force to an optimized mix of traditional Field Sales Representatives, Account Development Representatives, and Technical Field Sales Representative
December 2005-July 2008
Vice President of Sales Zeus Electronics
Led the $400m Aerospace and Defense business unit
Grew sales 17% and Operating Income 37% from 2005 to 2006.
Responsible for seven regional business managers covering all A&D North American customers
Led team responsible for the acquisition of ACI, a competitor in the Military market
April 2004-December 2005
Corporate Director of Marketing
Responsible for all North American Marketing activities associated with Intel and Texas Instruments. Responsibilities included; defining sales objectives, creating marketing campaigns and alignment of CEO / President objectives
Intel sales grew 26% and TI sales grew 5.5% during my tenure. Total annual sales of both suppliers at Arrow were greater than $500m.
January 2002-March 2004
Regional Business Center Manager, Contract Manufacturing Services Group
Overall General Management responsibility for the Northeast Regional Business Center including sales, operations, material planning, inventory and receivable performance. .
Overall sales grew from $45m to $70m and operating income more than doubled.
The branch was recognized as the 2003 Branch of the Year.
May 2001-December 2002
Field Sales Manager
Lead a 10 person field sales team responsible for front line sales to 100 contract manufacturing customers from Upstate NY to Connecticut The branch was runner up to the 2002 Branch of the Year.
August 2000-April 2001
Business Lead, Global Information System
Developed a data warehouse used as the foundation for Arrows Global Business strategy. The team was responsible for capturing all necessary business facts from multiple disparate business systems and integrating them into a structure that would provide competitive differentiation resulting in the reduction of $1m in sludge inventory.
May 1998-July 2000
Regional Proposal Manager
Developed and implemented both the Product Management and Quote Management processes for the Contract Manufacturing business unit. Cut quote turnaround time in half and quadrupled the number of quotes processed with the same number of employees.
May 1996-April 1998
Field Sales Representative
Sold electronic components and supply chain management solutions to both OEMs and contract manufacturing customers in the Boston marketplace.
Raytheon Company, Lexington, MA
June 1983-April 1996
Procurement Leader, PWA Technology Teams
Led electronic components cross-functional teams responsible for all aspects of supply chain and material cost management for Raytheons Missile Systems Division. Instituted JIT materials management principals and led electronics negotiation teams responsible for annual cost savings in excess of $20m
Manager Equipment Semiconductor Procurement
Managed 10 buyers of semiconductor technologies ranging from diodes and transistors to complex application specific integrated circuits.
Subcontract Administrator
Negotiated and administered subcontracts for complex electronics. Subcontract values ranged from $1m to $40m and required mastery of cost modeling, negotiating, and executive level relationships both internally as well as with the US Navy
Purchasing Management Development Program
Completed Raytheons two-year management development program including various level of increasing procurement responsibility.
Negotiated Semiconductor Company Wide Agreements, responsible for memory and micro processors.
Education
Bachelor of Science, University of Massachusetts, Lowell
Seminars and Courses:
Harvard Business School, Managing Change
University of Chicago, Executive Training Program, Strategic Marketing
Arrow Electronics, Strategic Sales Program
Arrow Electronics, Technical Sales Representative Training
Raytheon Co., Middle Management Training Program
Raytheon Co., Subcontract Management Training Program
Raytheon Co., Procurement Management Development Program |
