Download PDF

Work experience

Oct 2008Mar 2010

Commercial Director

Michelin

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 2007Oct 2008

Senior Commercial Account Manager

Michelin

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 2005Dec 2006

Sourcing Manager

Michelin

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 2000Feb 2005

Global Purchasing Manager

Michelin

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 2000Aug 2000

Purchasing Manager, North America

Michelin
Jan 1999Feb 2000

Buyer, North America

Michelin
Aug 1993Jul 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

Education

Skills

E-Procurement
Global Team Development / Management
Process Engineering
Supply Chain
Cost Savings / Cost Reductions
Strategic Planning
Strategic Alliances
Sales
International Negotiations
Purchasing / Procurement / Strategic Sourcing
Japanese
French

Interest

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

Summary

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