Torrance, California, United States
Dynamic leader with proven experience and success in driving results in high growth organizations to achieve maximum revenue and EBITDA growth. Senior management executive with 25 years of leadership, management, consulting, and startup experience focused on P&L management, corporate development, business development, finance, and strategy. I led the rapid growth at Consolidated Fire's national accounts division from under $1M in revenue to over $35M over a 7 year period. Since coming to Academy / Impact, I have led the organization to significant growth through organic initiatives, integration of acquisitions, and startup of greenfield offices, resulting in 20%+ annual growth over 5+ years. Relevant experience includes: • P&L Management: Management of P&L including sales, operations, HR, and finance • Corporate Development: Acquisition target identification, deal negotiation, due diligence, integration • Business Development / Strategy: Identification and analysis of opportunities, deal structuring and financing • Budget Development and Planning: Development and management of annual revenue and expense budgets, including sales plans, new hiring plans, and capital expenditures. • Finance: Financial modeling, budgeting, financial reporting, finance and accounting management • Product Management: Product strategy, engineering resource allocation and prioritization, P&L management
Responsible for managing $90M+ fire protection company with full profit and loss and balance sheet responsibility. Company provides fire and life safety design, installation, inspection, repair, and service to local customers in Texas, New York, New Jersey, Florida, Nevada, Colorado, Utah, and regional and national customers across the U.S. Key achievements have included: - Acquisition and integration of Academy Fire in 2012, Protective Systems in 2014, Central Texas Security and Fire Equipment and Metro State Fire in 2017, and multiple additional tuck ins since 2012. - 20%+ annual revenue and EBITDA growth since 2012. - Built leadership team with key hires and promotions in critical roles.
Responsible for managing $35M National Accounts division with full profit and loss responsibility. Division provided fire and life safety inspection, repair, and services to multi-location regional and national customers. Oversaw all aspects of operations, client relationships, district office interactions, and subcontractor relations. Division grew significantly from inception with revenue under $1M in FY 2003 to over $35M in FY 2011, and successfully achieved revenue, margin, and contribution targets each year. Service area grew from western US to include services in all 50 states. Operational staff, sales team, and overall organization developed from startup stage to structured organization with staff of 50. Strategy and Business Development – Developed company strategy for growing overall business and increasing equity value. Worked with different ownership groups to identify and prioritize best opportunities for increasing equity value and driving organizational focus toward those activities.
Corporate Development – Managed all acquisition and organic (Greenfield) growth activities, including identification of acquisition targets, analysis of opportunities, and prioritization of corporate development activities. Specific responsibilities for acquisition activity included contacting targets to gauge interest, participating in deal negotiation, leading operational and business due diligence, and overseeing post acquisition integration. Specific responsibilities for organic expansion activity included identifying and prioritizing opportunities, developing capital investment and payback analysis, and developing business plan for new operations. Successfully completed two acquisitions and established multiple Greenfield startup operations. Strategy and Business Development – Develop company strategy for growing overall business and increasing equity value. Have worked with different ownership groups to identify and prioritize best opportunities for increasing equity value and driving organizational focus toward those activities.
Led Alliance Management and Interfaces Product team for Internet Banking ASP serving over 1,700 financial institutions. Responsible for developing and managing all Data Processing Vendor (DPV) relationships, contracts, interfaces and related activity; partner channels represented over 70% of Digital Insight’s revenue ($110M of $155M total in 2003). Specific responsibilities included driving strategy for DPV relationships, including partnership structure, relationship expansion, development of new partnership opportunities, and management of overall DPV market approach, as well as negotiation and management of all contracts. • Deal Negotiation – Directly negotiated all DPV partner deals as well as many product partner deals with financial services processing and product companies. Responsible for structuring deals, negotiating deal points, and managing internal and external senior management, legal, and finance throughout process. Completed Fiserv, BISYS, and Aurum deals represented estimated $200M, $50M, and $40M respectively in DI revenue over three to five-year contract terms. • Partner Management – Managed team responsible for all day-to-day activities associated with Alliance partners, including interface development, marketing and sales campaigns, operational, technical, and product issues. Established and managed relationships with multiple levels of partner organizations, including technical, operational, sales, and senior management staff. • Market Strategy – Developed, implemented, and managed DPV strategy to address evolving eFinance marketplace. Specifically developed new deal structures, modified existing arrangements, and guided new strategic thinking to address the challenges presented by DPVs entering the eFinance space more aggressively.