Wesley Chapel, Florida, United States
Experienced business executive with 10+ years of leadership and commercial experience managing diverse teams in fast paced, competitive environments. Accomplished history in the lighting & controls, IoT, solar, and electrical distribution industries, increasing revenue and profitability through a strong external focus. Proven track record at building highly effective product and sales teams with extensive experience in developing go-to-market strategy, product and marketing planning, commercial organization and business development. Dynamic leader adept at driving sustainable change across an organization and delivering long-term growth. Track record of double digit profitable growth in highly competitive markets, building successful teams and partnerships to outperform the market. An entrepreneurial spirit, capable of rapidly learning new markets and identifying and operationalizing immediate growth opportunities.
Global responsibility for $250M in sales across all product lines. Leading experienced executive sales team focused on promoting LED, IoT Devices and Software (SaaS), Turnkey Services, and Solar to Fortune 500 companies.
Led 8 person sales team of strategic account managers focused on providing innovative lighting & control solutions to North American market. Drive growth with the top Fortune 500 companies in the commercial & hospitality sector.
Global responsibility for sales and contribution margin of a $50M indoor LED fixtures business. Created a new segment for GE Lighting, entering the global commercial indoor fixture market and developing a cross functional team to bring a complete platform of new products to market. Managed the product management team and directed a global technology and sales team to grow from 0 to 50M in 2 years. • Directly managed product management team in U.S. and Canada • Developed and trained multiple different sales channels depending on product and global geography, including OEM, Agent, Distributor, and Direct sales models. • Successfully entered a dynamically changing LED market place, with a complete offering of lighting fixtures and replacement modules allowing retailers and commercial building operators to completely upgrade every aspect of their lighting. • Translated the GE Advantage program and Lean Six Sigma methodology in product development and commercialization, allowing for faster, more impactful product launches in nearly half the time of traditional launches. • Developed business partnerships with Fortune 500 companies in both technology development and commercialization, strengthening our portfolio and allowing innovative new channels to market.
Commercial responsibility for sales and contribution margin of $64M of instrument transformers. Included creating pricing strategies to optimize both intrinsic and perceived value of products, promoting the products via features in trade magazines, creating brochures and catalogs, and enhancing the web portals to enhance brand equity. Led a $2M new product introduction from concept to market acceptance. Gained valuable experience understanding the needs of the customer and translating them into quantifiable actions for the manufacturing, engineering, and commercial teams. Transitioned manufacturing of one product family, $1M in annual revenue, overseas to improve product competitiveness and improve contribution margin.
for a world-leading manufacturer of instrument transformers. Multiple assignments and areas of responsibility. Provided leadership for over $35M of sales and more than 225 direct reports. Successfully led a diverse team by creating a solid understanding of expectations, accountability, and results. Built upon improvements in lean manufacturing techniques, Six Sigma, and an inclusive leadership style to drive an external focus on improving the quality and service to world-class levels. Contributed to a 37% improvement on external quality and a 40% reduction in internal defects through process visuals, six sigma tools, training, and engineering re-designs and controls. Implemented a training center for all new employees, which was recognized as a business best practice. Delivered over $2M of cost-out through projects and Lean manufacturing events. Revitalized the fabrication and production areas with new technology and automation to drive out cost. Drove accountability through the team to improve schedule kept and performance to LT from 80% to 99%. Achieved VPP recertification - A world class OSHA program for self-management of organizational safety. OPERATIONS MANAGEMENT LEADERSHIP PROGRAM, GE-INDUSTRIAL, USA 2004-2006 World-class leadership program with an emphasis on operations management. Encompasses four rotations at varying locations, with different mentors, to provide the skills and knowledge for a future business leader. Includes extensive corporate training on leadership, operations, and communication skills.
Trained work force on Lean manufacturing techniques, applying single piece flow onto a LV switchgear production line. Included creating manufacturing gages to improve quality, automation to reduce labor costs, and setting up kanban systems for assembly operations to pull rather than push inventory into the line. Created a program to take hourly employees from the production lines for six-month rotations, and empower them to make improvements to their work areas by applying Lean concepts. Designed and implemented a wire labeling system, reducing processing and operator time, while simplifying the work for the assemblers on the production line.
Worked side by side with the material manager for a $100M business, with $40M of purchased items. Responsible for creating buyer metrics to improve accountability and cost. ABC analysis, safety stock analysis, and monthly inventory reporting. Led two Lean teams facilitated by a Shingijutsu consultant. Emphasis on material flow, via kanban systems, kitting, and creating water spider routes. 50% inventory reduction by creating a pull system for material, essentially reducing 40 full rack structures to half the original height, eliminating the need for forklifts and reducing inventory.
Worked directly with business sourcing manager, overseeing sourcing activities of 75 manufacturing facilities. Participated in top-level negotiations for multi-plant sourcing contracts and coordinated all deflation and cost out projects. Led 5 supplier blitzes in which all top vendors were brought in for immediate cost-out opportunities including price reductions, material cost-out opportunities and lead-time improvements. Negotiated over $10M in deflation by facilitating preferred vendor contracts combining the buying power of multiple operations.