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Summary

An accomplished sales leader with MBA and engineering degree who has over 15+ years’ experience in executive leadership, technical engineering sales, sales operations, business development, and management within the industrial manufacturing industry.  Highly motivated, success driven leader focused on exceeding sales targets and profitability while executing the company's strategic initiatives.  Interested in a senior sales position leveraging my experiences driving and executing successful sales organizations.

Qualifications

Strong technical sales leadership experience, business acumen, knowledge of business operations, implementing sales and operations planning, executing technical and commercial sales strategies, and track record for success in exceeding department and company objectives.

Implemented multiple sales organizational structure changes as well as compensation programs targeted to drive growth and align with business objectives.

Highly competent in CRM, specifically Salesforce.com and very fluent in Office programs of Excel, Access, Projects, and PowerPoint.

Created and successfully executed a plan transferring manufacturing from one facility to another.

On multiple occasions, successfully merged departments creating synergies and reduced SG&A budget while providing smooth and transparent lines of communications between sales and operations with streamlined processes. 

Have a significantly diversified industry and application knowledge which includes the following areas: utilities, nuclear, power generation, LNG, refineries, Hospitals, Pharmaceutical, Food & Beverage, CHP, cogeneration, pulp and paper, oil & gas, clean energy, and renewable energy.

Effectively capable of managing a global and culturally diverse team with performance based metrics with focused efforts of personnel development and succession planning along with instilling a continuous improvement and behavior based safety culture..

Work experience

Vice President of Sales

Spirax Sarco Inc
Oct 2015Present

Spirax Sarco is a leading provider of engineered steam system solutions and flow control products in Food and Beverage, Institutions, and O&G markets

  • Led a $100M sales organization of +100 inside and outside sales and improved GM% by 4 pts from 2015 to 2017
  • Drove growth strategies through both distribution and direct sales channels for products and services including optimizing and reducing the distribution network by 39% while on pace to grow distribution by more than 10% in 2017 and Key Account Management by more than 30% in 2016 and 2017
  • Implemented several processes including: defined sales process, sales operations, performance based metrics, CRM (Salesforce.com), distributor growth plans, territory and account planning, stage gate business development process, and on-boarding program
  • Took adoption of CRM (Salesforce.com) of less than 10% in inaugural year (2014) to more than 90% in 2017 resulting in forecast accuracy of ± 4% on average through the first 8 months of 2017
  • Created standardized Excel slide deck report-outs on territory account planning using ERP data and CRM data
  • Generated standardized dashboards through CRM to capture trending data including hit rate, conversion rate, opportunity pipeline, forecast projects, account classification, and site visit information
  • Championed multiple green belt continuous improvement projects such as: geocode phone integration system, CPQ (Configure Price Quote), quote time reduction to less than 2 days, approval process, commercial return process, and special product quoting process
  • Implemented a restructuring of the organization from geography to industry focused involving transferring accounts, establishing quotas, and changing from team based compensation program to individual based
  • Responsible for development of the organization including: mentoring, coaching, tacit knowledge transfer, e-learning, management development, value selling skills, and succession planning

Managing Director

IMI CCI - IMI NH
Jan 2015Sep 2015

Site leader for nuclear manufacturing facility in Canada responsible for 13M CAD business

  • Successfully created and implemented a manufacturing transfer of nuclear products to a facility in Europe and maintained profitability targets during transfer period
  • While transferring manufacturing, was able to improve on the lean assessment score by over 10%
  • Implemented and embedded sales and operations planning into the culture of the organization starting from upfront inquiries through to revenue recognition
  • Gave guidance and direction to develop from scratch a Microsoft Access program for a project management milestone tracker to improve the order execution phase bringing lead times down from 50+ weeks to under 40 weeks

Director of Sales, IMI Nuclear Americas

IMI CCI - IMI Nuclear
Jan 2012Dec 2014

Led the Americas sales force for the nuclear sector with sales over 25M USD with responsibilities over the aftermarket and new build sector

  • Exceeded sales targets in 2012, 2013, and 2014 during a downturn in the nuclear market (post Fukushima)
  • Built macro based Excel and PowerPoint dashboards and slide decks for outside sales report outs linked from CRM data
  • Implemented account planning and account classification based on customer buying patterns, installed base, opportunity, and marketing intelligence
  • Managed an inside and outside sales team and P&L budget for North and South America region for nuclear as well as implemented and managed sales operations and key performance metrics

Senior Global Nuclear Sales Manager

IMI CCI - IMI Nuclear
Jan 2010Dec 2011

Managed a global team of 26 employees with sales over 80M USD with responsibilities over parts, service, repair, replacement valves and new build projects specific to the nuclear industry

  • Developed and executed a risk review process for nuclear projects involving both sales and operations with the intent to improve project hit rate, increase gross margin, and provide transparency to operations resulting in margin leakage drop of 50%
  • Team member of CRM (Salesforce.com) implementation steering committee tasked with converting from in house CRM to Salesforce.com and building metrics as well as forecasting module
  • Created and implemented processes during the inquiry phase across all entities with the goal to simplify, standardize, and improve on processes between manufacturing locations resulting in quotation turnaround time reductions from 4 weeks down to 2 weeks on projects and 7 days to 3 days on parts
  • Developed and executed a risk review process for nuclear projects involving both sales and operations with the intent to improve project hit rate, increase gross margin, and provide transparency to operations resulting in margin leakage drop of 50%

Upgrades Manager N. America

IMI CCI
Oct 2006Dec 2009

Manage team of inside sales engineers for North America aftermarket department responsible for $24M.  Responsibilities include managing sales budgets, exceeding sales plans and margins and providing technical expertise and evaluation for the outside sales force while establishing costs and preparing cost justifications for customers. 

  • Developed and implemented scorecard with dashboard of Key Performance Indicators (KPI’s) to monitor and compare the development of the team and establish performance metrics for the team to be measured
  • Critical member of team tasked with building the installed base and integrating into CRM enabling automatic upgrade targets for marketing campaigns
  • Took on challenge of turning around failing business sector through a merger of two departments which involved starting from ground zero to rebuild and train both the inside and outside sales force which resulted in achieving 33% growth for 2009 
  • Consistently year over year exceed gross margin targets which includes exceeding the 2008 target by 11 pts
  • Grew from the ground floor a back-end technical sales team in India to support sales efforts through an active on-going training program resulting in improving performance metrics for sales engineers

Senior Upgrades Sales Engineer

IMI CCI
Mar 2004Oct 2006

Additional responsibility given to review technical offerings, drive campaigns, manage department’s bookings and margins to ensure targets were met.  Acted as interface between department and operations to ensure smooth transition of projects and reconcile issues.  

  • Involved with developing marketing campaigns and strategies and creating business plans for new business development projects
  • Given sole ownership for a product line for North America including marketing and pricing strategies, business plans, served as technical specialist, provided many on-site customer presentations, and standardized and simplified processes resulting in doubling bookings results after 3 years due to these efforts
  • Given additional high priority responsibility over nuclear upgrades projects in the Asian markets including Korea, China, and Taiwan which involved traveling to plants and corporate facilities in the region to present technical presentations

Upgrades Sales Engineer

IMI CCI
Apr 2002Mar 2004

Primary responsibilities included meeting yearly sales and growth targets for upgrades in the severe service control valve industry for DRAG®, BTG and Sulzer valve and actuator products for specified international and domestic territories.  Requirements included preparing cost analysis, sizing, engineering review, and developing proposals with commercial and technical strategy.

Inside Sales Engineer

Key Controls, Inc
Jun 2000Apr 2002

Responsibilities included sales efforts in the state of Florida as the representative for Fisher control valves and actuators.  Prepared proposals based on sizing, selecting and costing valves and instrumentation for the complete product line of Fisher control valves.

Work Experience

Education Experience

Education

MBA

PEPPERDINE UNIVERSITY GRAZIADIO SCHOOL OF BUSINESS AND MANAGEMENT
Jan 2007Dec 2008

Master of Business Administration

BS

Rose-Hulman Institute of Technology
Sep 1996May 2000

Bachelor of Science, Chemical Engineering

Skills

Problem Solving
Exceptional at troubleshooting customer's problems, thinking outside the box by develop new processes, developing strategic initiatives, and methods for improving employee efficiencies.
Communication
Highly adept at technical presentations, communicating with customers, and being able to read customer's personality traits to reach them on a personal level to better relate to thier needs.
Management
Highly motivated and goal driven employing a macro management style.  Have strong understanding in finding what each employee values and believes in to find out how to better motivate, lead, engage, and manage them in individual, unique ways.
Microsoft Office: Word, Excel, Powerpoint, Outlook