Download PDF

Summary

Proven track record of Long-range Strategic Planning, Field Operations Management, P&L Financial Leadership, Complex Change Management

“At the end of the day business is all about the bottom line and leading people”

Strategic, change and progressive thought leader with 30+ years of experience in private equity, publicly traded and private sector organizations. Roles include CEO, President, Vice President, General Manager and Director, with vast experience in technology driven and service centric organizations. 

Professional Experience

2019PRESENT

Chief Sales Officer (CSO)

PPG

Responsible for commercial strategy & execution. Objectives include rapid double-digit revenue expansion, development & deployment of omni-channel strategy, sales & sales leadership competency & production, sales/ops alignment, and M&A growth target opportunities.

20182019

Division General Manager

Tektronix, a Fortive Company

Tektronix designs, manufactures and services test and measurement solutions to break through the walls of complexity, and accelerate global innovation. Tektronix solutions have supported many of humankind’s greatest advances of the past 70 years. Health. Communication. Mobility. Space. With offices in 21 countries, we are committed to the scientists, engineers and technicians around the world who will define the future of our world.

Responsible for strategy and execution and lead both commercial and operational teams in the US MVS business.

• P&L leadership

• Revenue & margin expansion strategy

• Sales & operations teams leadership (500 team members)

• Customer experience transformation

20152018

Senior Vice President, Installation & Service

Ryko Solutions, Trivest P.E. Fund
  • Change Agent: Tasked with and succeeded in transforming and professionalizing the installation & service business unit into a process oriented, high performing and rapid growth enabled organization.
  • Organizational Design: Reorganized the business to align with customer demand and the company’s strategic growth plan. Created new business units and installed experienced leaders in key roles.
  • Technology & Tools: Transitioned the organization from a Lotus based legacy platform to a mobile Linux based platform. Improved top-line performance leveraging SalesForce.com implementation and drove efficiency improvements with new dispatching and route planning tools.
  • Operational Excellence: Designed and implemented key processes to improve operations including optimizing technician routing, aligning inventory with customer demand, and expanding tech support capability. Significantly improved productivity, response time and customer service KPIs.
  • Talent Management: Implemented talent management processes for recruiting, hiring, training and performance management that reduced open positions by 60%, lowered days to fill by 50%, and decreased turnover by 30%.
  • Asset Management: Reduced inventory levels by over $1.5M through warehouse & service van optimization.
20112015

Director, Service Sales and Marketing

Tyco/SimplexGrinnell $14B USD
  • Change Leadership: Tasked with and successfully reversed a multi-year bookings decline. Created business plans, rallied cross-functional leaders and successfully delivered a 7.3% year over year improvement.
  • Innovation & Technology: Served on Tyco’s Innovation & Technology Council responsible for continuous as well as disruptive product and service introductions.
  • Offering Structure, Packaging & Pricing: Developed a new service go-to-market strategy aligning packaging and pricing strategy with buyer personas.
  • Product Launch & Commercialization: Improved commercialization protocol to include competitive offering and pricing analysis, vertical specific sales tools, and value proposition unique to target buyers.
  • Sales Processes & Tools: Cross-functionally developed and deployed processes for recruiting/hiring, on-boarding, sales and leadership training, performance management and major projects.
  • Sales Training & Development: Successfully created and launched a comprehensive sales training program consisting of initial, intermediate and advanced curriculum.
  • Compensation: Member of compensation committee and responsible for sourcing, modeling and ultimately recommending annual compensation plan design changes.
20012011

Senior Manager, Service Sales & Marketing

Otis Elevator/United Technologies $20B USD
  • Product & Service Offerings: Lead efforts to identify market gaps, develop products and go-to-market strategies for delivery. Identified pricing and margin opportunities as well as segmentation and promotion strategies. Exceeded target and grew Mod orders by 20% worth $70M annually
  • Innovation & Technology: Advanced the Otis Elite service subscription initiative, revolutionizing service delivery capability and creating a key differentiator between Otis and competitors.
  • Thought Leadership & Growth: Cross-functionally developed and implemented a competitor “Blitz” strategy recapturing more than 3,000 competitor units worth $14M in annually recurring service revenue.
  • Customer Loyalty & Retention: Lead Otis’ Service Excellence and cancellation prevention initiatives resulting in cancellation rate improvement from 5.3% to 4.0%, valued at $10M annually.
  • Sales Leadership: Improved selling processes resulting in improved forecasting, pipeline health, and pricing strategies resulting in 7% YoY service revenue growth.
  • Inside Sales Launch: Benchmarked internal and external organizations in order to develop and launch a new North American inside sales group. Exceeded target and delivered annualized incremental revenue of $1M per inside sales rep.
  • Continuous Improvement: Cultivated a culture for continuous improvement in the sales and service marketing organization by utilizing ACE (Achieving Competitive Excellence, UTC’s “Six-Sigma”) tools.
19992001

International Marketing Manager

FOSS NIRSystems
  • Advertising, Media & MarCom: Lead teams in US, EU and APAC markets to produce and buy media, manage trade events, and create product releases, executive briefings and web content.
  • Product Management: Lead a team of scientists, engineers, product managers and marketing communications professionals to develop and bring a full line of near-infrared analyzers to market.
  • Customer Research: Lead customer focus groups to develop and validate strategy for product development and digital marketing.
19951999

President/CEO & Principal

GPI Market Research
  • Lead organization from vision & mission, through start-up and rapid growth and ultimately to acquisition. 
  • Business Launch: Established vision for the business and developed a winning business plan. Designed comprehensive standard work and core processes for all business functions. 
  • Rapid Growth: Formulated sales and operations strategies, plans and tactics to enable rapid growth and successfully grew YoY revenues at 100%+ every year. 
  • Successful Exit: Successfully negotiated sale to strategic buyer resulting in a 10X ROI.

Education