Work History

Work History
Oct 2008 - Mar 2010

Commercial Director


Managed a $400 million automotive portfolio comprised ofseven international customers; Reported to Vice President of Original Equipment Sales

  • Defined and executed commercial strategic plans resulting in more than $650 million of total new business won
  • Developed and implemented margin improvement projects worth $9.5 million yielding a 2.4% margin improvement
  • Negotiated and enacted pricing mechanisms to manage raw material cost volatility thus aligning procurement and sales cycles and insuring profitability over five to ten year project lifecycles
  • Acquired and contributed market insight, customer knowledge, and strategic vision when working with marketing and finance departments in the development of pricing strategies to ensure winning quotes at viable margins
  • Championed the development and execution of a pre-sales process that enabled increased value selling to customer stakeholders outside of purchasing and thus elevated quote success rate
  • Drove multiple three-way terms and conditions negotiations with OEMs and third party tire mounters, establishing legal and financial framework to assure long-term business sustainability
  • Coached account managers through individual interaction and through the animation of a learning and exchange forum
Jan 2007 - Oct 2008

Senior Commercial Account Manager


Managed North American sales of over $350 million to Toyota, Honda, Nissan and Hyundai; Reported to Vice President of Original Equipment Sales

  • Negotiated annual price increases of up to 9%, improving profit margin in the face ofrising raw materials costs
  • Developed and implemented margin improvement projects worth $7.5 million yielding a 2.1% margin improvement
  • Increased free cash flow by working with accounts receivable and customers to reduce past due receivables
  • Reduced logistics costs by establishing a creative incentive program to encourage customers to minimize trailer detention
Feb 2005 - Dec 2006

Sourcing Manager


Procurement process development and strategy consulting across all direct and indirect categories of spend; Global purchasing department senior staff member; Reported to Corporate Director of Purchasing

  • Devised and instituted supplier relationship management (SRM) program to enable supplier selection and prioritization of resources
  • Trained and supported new buyers in market segmentation and analysis techniques to assure a best in class global procurement organization
  • Managed a global cross-functional team that identified €20 million of savings opportunities through total cost of ownership (TCO) and supply chain optimization
  • Benchmarked procurement organizations in major multinational corporations to identify best practices in strategic sourcing / purchasing
  • Formulated and promoted make-or-buy methodology to identify outsourcing opportunities
  • Headed business phase of enterprise architecture study to map purchasing and procurement processes, identify long-term global business ambitions and prioritize IS requirements
Sep 2000 - Feb 2005

Global Purchasing Manager


Managed €350 million global spend from Michelin’s headquarters in Clermont-Ferrand, France; Reported to Global Director of Raw Materials Purchasing

  • Managed international strategic sourcing network of eight buyers and analysts to generate total savings of 20% or €70 million through the application of global leverage, introduction of new suppliers, identification of cost savings initiatives, and utilization of e-tools such as reverse auctions
  • Identified and developed new suppliers to increase Low Cost Country purchased tonnage by 85%
  • Negotiated and managed €500 million strategic alliances designed to create value through joint R&D, while growing volumes and maintaining prices at a competitive minimum
  • Analyzed global markets and supplier portfolios to identify supply risk; Led cross-functional teams and built cross-corporate consensus in the execution of strategies designed to reduce reliance on high risk commodities and suppliers
  • Consulted with buyers in the development of tactics and strategies for diverse spend categories including Steel, Textiles, Capital Equipment, MRO, Energy, IT, Travel, Consulting and Marketing
  • Conceived, presented, and successfully advocated a corporate reorganization enabling streamlined decision making and optimization of capacity allocation; Project was part of a leadership development program requiring strong cross-functional teamwork and extensive consensus building among corporate executives across multiple departments
Mar 2000 - Aug 2000

Purchasing Manager, North America

Jan 1999 - Feb 2000

Buyer, North America

Aug 1993 - Jul 1996

Coordinator for International Relations

Kyoto City International Foundation

Organized, advised, and assisted with international projects, programs, and seminars; Translated and interpreted between Japanese and English; Responsible for purchasing of computer systems and printing services; Reported to Information Services Section Chief






Global Team Development / Management

Process Engineering

Supply Chain

Cost Savings / Cost Reductions

Strategic Planning

Strategic Alliances


International Negotiations

Purchasing / Procurement / Strategic Sourcing




Cycling, racquetball, scuba diving, skiing, jazz, reading, travel, foreign languages and cultures


I am an expert global strategist, experienced alliance-maker and winning negotiation-leader, who is equally comfortable on both the purchasing and sales sides of the table. A veteran of two expat experiences, I have a passion for all things international and apply my language and cross-cultural skills to forging strong global teams and building long-term relationships as a foundation for global partnerships.

  • Global Purchasing Team Leadership
  • Cross-Functional Team Management
  • Global Commodity Risk Management
  • Supplier Development & Quality Management
  • Cost Reductions & Value Creation
  • Strategic Alliances & Global Negotiations
  • LCC / Asian / East European Sourcing
  • Benchmarking and Process Optimization
  • Japanese & French Language Skills
  • Ten years working in Asia & Europe