Education
Bachelors of Science in Electrical Engineering (1993) - Kettering University
Masters in Business Administration (2000) - University of Toronto
Professional Qualifications
Seasoned P&L manager of a fully cross-functional embedded business unit with substantial experience in all aspects of business (Sales, Marketing, Product
Development, Sustaining Engineering, Lean Manufacturing, Field Service, Finance, HR)
Solution sales professional in B2B environment with Fortune 500 companies
Marketing leader adept at developing and executing channel strategy, understanding competitive forces, driving new product and service offer development and product launching activities
6 Sigma greenbelt with operations experience who has performed manufacturing rationalization analysis, planned and supervised product relocations
Forecasting and modeling: sales, expense, valuation models, P&L, project financing
Change agent and consensus builder
C-level influencer with knack for finding win-win solutions
Cultural awareness spawned from leading a multi-cultural team of over 30 and having performed market analysis and product launch planning in Asia, Europe and the Middle East
Mergers & Acquisitions expertise including due diligence, deal structuring, integration planning and execution
Solid technical writer and marketing documentation creator and editor
Expert public speaker and conference presenter
Career Achievements:
Grew US Business for employer by 33% in 2014 to over $200M equally split between channel led and direct customers
Led implementation of Risk Review processes, revamped training organization and drove implementation of CRM tools
Grew North America equipment business for employer by 40% and 32% in 2010 and 2011 respectively while simultaneously dealing with product recall and temporary exit from single phase market
Developed and secured within 4 months first order for $7M for Solutions offer; oversaw project management through to commissioning implementation for client
Led business case development and secured development funding in 2008 for complete renewal of power electronic product offering - $10M, 3 year development project
Grew sales of acquired electronics business from <$1M to $7M in 3 years while simultaneously executing lean manufacturing techniques and increasing required raw material inventory by only 15% and making product design changes to hold cost despite substantial material inflationary pressure
Completely revamped product basket and launched five completely new products in span of 18 months
Increased sales per employee by 32% and doubled operating earnings in 2007 via implementation of performance management metrics system, modified incentive structure and product cost reduction initiatives
Sponsored mentoring program for new hires and championed professional development planning process for entire team
Career History
Vice President - Sales Mar. 2014- Present
$50B USD Multinational Electrical Equipment Manufacturer
Responsible for the Sales activity of the market segment products and solutions in the USA and Canada. Main focus was to lock down large contracts with direct customers in residential and utility sectors while expanding distribution channel partnerships. Oversaw completion of several large utility projects through delivery and acceptance testing and retention of several key accounts through major quality issues.
Vice President - Sales Aug. 2012 - Mar. 2014
$40B USD Multinational Electrical Equipment Manufacturer
Responsible for the Sales activity of the market segment products and services in the USA and Caribbean. Main focus was to restructure the team and add key talent in preparation for new product launches in H2 2013. This included new leadership of sub-teams and refocusing the transactional activity as well as recruiting new leadership for the Western US business. In addition, we focused on near term opportunities with existing offer including over ten separate multi-million dollar projects in Puerto Rico.
Commercial Vice President Dec. 2009 - Aug. 2012
$40B USD Multinational Electrical Equipment Manufacturer
Responsible for the Sales activity of segment of Business in North and South America. My team of approximately 30 included the following sub-functions: Inside Sales, Order Management, Regional Sales, Channel Sales, Solution Sales, Application Engineering and Tradeshow marketing. The focus of the activity was twofold: transactional business via channel partners and project opportunities via system integrators, project developers, utilities, EPC firms and vertically integrated manufacturers.
Director of Business Development Mar. 2009 - Dec. 2009
$40B USD Multinational Electrical Equipment Manufacturer
In this role, I created a new Solutions product range in a new market segment for the employer by leveraging the technology acquired as part of a $300M deal. By marrying this technology with the employer's core strengths in Electrical Distribution and control, an end-to-end electrification solution for customers was possible. Within three months, I created the necessary marketing collateral (presentations and brochures), pricing policy, quotation templates, developed a near term and long term manufacturing plan, recruited a small team and secured the first solution orders.
Managing Director - Business Unit Nov. 2001 - Mar. 2009
$40B USD Multinational Electrical Equipment Manufacturer
As the manager of a $15M business unit within the company, I was ultimately accountable for sales, marketing, application engineering and field service of all products relating to a product family throughout North America. Role included top line and EBITA responsibility for efforts in Canada and U.S. Major activities included sales strategy development, development of large target clients, marketing planning and execution, budgeting and forecasting, market trends analysis, product development planning, pricing strategy, competitive analysis, and identification of acquisition targets.
Manager of Product Development Sep. 1998 - Mar. 2009
$40B USD Multinational Electrical Equipment Manufacturer
In this role, I coordinated the development and launch of five new products over a period of 18 months as well as recruited a staff of development engineers and marketing specialists. I oversaw technical aspects of product development, literature creation, advertising activities, trade show participation, pricing policies, internet and intranet content and sales force product rollout training for North America. |
