Strong track record of planning and executing product, market and sales plans. Steady achievement of market objectives in both product and systems businesses. Extensive list of industry contacts and relationships. Held positions in sales, business development, market strategy, product management, channel management, partner management and operations. Understands the need for inspirational leadership to drive team success by aligning vision with grounded plans that target early success and ongoing accountability. High energy, healthy, and fit executive that enjoys finding ways to grow market share and sales.
Grew market share from single digits to 44% resulting in 7x organic sales growth with sustained 2:1 book to bill ratio.
Year over year sales growth averaged 42% with commensurate margin growth.
Results were achieved by defining a strategy using a value package model based on elements of B2C rather than relying only on traditional B2B approach.
Successful execution of the strategy involved talking extensively with key customers, reengineering channels to market, hiring/training new people for consultative selling, redirecting product development efforts, adjusting brand positioning, investing in pure marketing, simplifying contract process, improving performance measurement, and implementing a value based price ladder.
to Current Strategy and Business Development
Helped move strategic planning process away from pure quantitative process focusing on operational and financial plans to a more creative endeavor.
Helped change culture by demonstrating early success and tapping into experience, vision and energy of the most talented and recognized people within the company and industry.
Strategy resulted in better organizational focus and improvements to channel structure.
Also resulted in a more effective technology partnering and improved point of sale behavior through realigned incentives and training on new consultative selling techniques.
Developed customer services processes from scratch after ABB sold the business in 2001.
Accomplishments include 31% cycle time reductions for key processes including commercial order engineering and order entry and instituting ISO 20001 quality processes.
Also introduced first on line customer service system that allows customers to track orders, download support collateral/software, and input various service requests.
to 01/2002 Market Management
Managed product and market plan for electronic (smart) metering at ABB leading to sales growth and strong brand equity.
Grew market share from single digits to 28% in just over three years.
In 1999, implemented technology outsourcing/partnership that resulted in over $20 million in incremental sales and over $6 million net margin while helping set up Canadian partner for successful liquidity event in 2001.
Other Skills and Accomplishments Change management and process improvement leadership including ISO 9001 team leader and Salesforce.com process owner Business Process Owner for SAP, SOX leading to successful SAP/SOX implementation in 2009 and subsequent successful IPO in 2010.
Internal ISO 9001 Quality Auditor.
to Current Elster – Raleigh,
Markets and Channels.
Responsible for market and channel management for all of Elster's North American electricity business.
to 01/2014 Elster – Raleigh,
Responsible for market and channel management of Elster's public owned and member owned utility business.
Developed "Smart Communities" campaign at Elster that evolved into "Smart Cites" industry movement.
Today Elster is number in market share for public power utilities in North America.
to 01/2011 NC
Responsible for sales of AMI and Smart Grid products, system proposals, customer service and support.
Re-engineered proposal management process and developed Monte Carlo simulation to help improve decision making and reduce risks related to commercial package offerings.
to 01/2008 NC
Direct sales and marketing effort to drive growth of new metering and AMI technologies for Elster.
Direct sales and marketing input to the strategic plan for Americas region within Elster Group.
Marketing Operations and Customer Care Manager, 01/2002
to 01/2004 NC
Designed and developed new sales force and support systems for sales force and customer support due to sudden sale of business from ABB to Ruhrgas Industries in 2002.
ABB had provided these services and we had to start from scratch shortly after the sale.
Marketing Manager, 01/1995
to 01/2002 NC
Marketing and sales responsibility for electronic metering.
Included product management responsibilities from 1995 through 1999.
In 1999, a separate product management group was added due to growth and accelerated technology changes within our product lines.
Westinghouse & ABB at various locations.
Various sales and marketing positions including direct sales of full line of transmission and distribution products and systems to investor owned utilities and public power utilities.
to 01/1983 Westinghouse Electric Corporation
Assigned to corporate headquarters strategic relocations project where Westinghouse was relocating large, older facilities with new, smaller facilities.
B.S: Industrial and Management Information Systems Engineering,
BS College of Engineering Penn State University State College - PA Industrial and Management Information Systems Engineering
Sales Management, Darden School, University of Virginia: 1990
Leadership in ABB, Fuqua School, Duke University, 1999 Financial Management, University of Chicago, 2002 Quality Auditor, Quality Institute, 2004 Miller Heiman, Strategic Selling, 2006 Certifications ABB Leadership Program at Duke University, ISO 9001 Quality Auditor, Miller Heiman Certificate : 1997 Competitive Marketing, Wharton School, University of Pennsylvania - Sales Management, Sales and Marketing Strategy, Product Management, Channel Management, Technology Partner Management, Consultative Selling, Business Development, Content Marketing, Sales Training and Enablement, Marketing & Sales Operations, Commercial Order Engineering, CRM and Sales IT, Proposal Management, Change Management, Business Process Improvement
approach, B2B, book, Business Development, Business Process, Business Process Improvement, Change Management, com, Content, CRM, customer services, customer service, customer support, decision making, product development, Direct sales, equity, financial, Financial Management, focus, hiring, ISO, ISO 9001, Leadership, team leader, Marketing Strategy, marketing, market, order entry, organizational, positioning, process improvement, processes, Product Management, proposals, Proposal, Quality, reengineering, Selling, Sales, Sales Management, Sales Training, SAP, simulation, Strategy, Strategic, strategic planning, transmission, utilities, vision
Awards ABB Award of Excellence - Marketing & Business Development ABB Customer Focus Award - Duquesne Light AMR Project Inner Circle Awards for Sales Achievement Partner of the Year Award - Hometown Connections Supplier of the Year Award - Exelon 4
BS College of Engineering Penn State University State College
Competitive Marketing, Wharton School, University of Pennsylvania
Job Titles Held:
Marketing Operations and Customer Care Manager
B.S : Industrial and Management Information Systems Engineering , Sales Management, Darden School, University of Virginia : 1990 Leadership in ABB, Fuqua School, Duke University, 1999 Financial Management, University of Chicago, 2002 Quality Auditor, Quality Institute, 2004 Miller Heiman, Strategic Selling, 2006 Certifications ABB Leadership Program at Duke University, ISO 9001 Quality Auditor, Miller Heiman Certificate : 1997
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