VP – General Manager Bus Development, Sales, Operations

Demonstrated experience driving strategic growth and product visibility for leading industrial manufacturers focused on research, engineering, quality, technology and customer service. Direct and indirect channel experience selling to Utilities, Telecoms, OEMs, Government agencies as well as through manufacturers reps and distribution and direct to major accounts.Particular strengths introducing new products and technologies/applications into new and emerging markets that command high margins and drive growth.Highly competitive, passionate, persuasive and articulate, I am able to elicit top performance from an otherwise mediocre group.Comfortable interfacing at all levels in an organization form the crafts to the C-level, I can get teams to produce beyond expectations. Experienced in start-ups to Fortune 100’s - developing functional teams, markets, sales force strategies, quality manufacturing and partnership building as well as acquisitions - identify, negotiate and assimilate

Demonstrated success record in:

  • Branding, managing and positioning technical product lines broadening the product base using core technology to develop innovative customer solutions
  • Big picture focus with meticulous attention to detail and a solid understanding of the roadmap and the path required to deliver the results
  • Distilling value, overcoming objections and securing hard to close deals and customers
  • Sales & Marketing strategist particularly as it relates to growth and new product development
  • Teambuilding using internal and external resources targeting growth and development areas
  • Motivating staff to peak performance levels – strong work ethic complemented by good sense of humor
  • Proven strategist able to hire, retain and nurture high achievers and success driven individuals

· Technical Sales Strategist· New/Technical Product Dev.· Account Development

· Channel Issues and Opportunities· Competitive Positioning· Partnering

· Prospecting/ Client Cultivation · Sales Force Mentor· Market Strategies


  • Revenue Generation – Generated $7 million in additional revenue within two years of the NYNEX and Bell Atlantic Merger (Verizon) for Raychem’s Telecom Division leveraging core competencies and forging a supplier alliance with the new organization
  • Account Development – Grew Con Edison business from $300K to >$5 million, forming the largest domestic Energy Division account.Developed cross functional teams with the customer including training, operations, engineering and customer service entrenching Raychem as a strategic partner.
  • Market Penetration – responsible for a number of first sales including heat shrink HV splice kits to ConEd, cathodic protection systems to DOTs,metal oxide varistors for Otowa in the US market and electric vehicle charging stations for Novartus here in NC.Leveraged key Utility customers to land dozens more adoptees to Raychem heat shrink splicing technolog
  • Effective Marketing – positioned several key manufacturers offerings around the LEED Green Building market concept providing full technical support and service and a single face in the design, installation, commissioning and ongoing maintenance disciplines.

Work History

Work History
Apr 2007 - Present


Praxis Technologies Inc.

Praxis is my own start-up rep firm specializing in “Green” products and services as they relate to energy efficiency and sustainability.

  • Sought out, negotiated contracts with and developed formalized sales packages for 6 manufacturers packaged for energy efficiency and sustainability that assist designers seeking LEED certification
  • Authored formalized training package that incorporates proprietary technologies and products into LEED certification requirements driving sales through customer education programs
  • Developed/authored a Dept. of Energy grant proposal placing 20 EV charging stations in the Charlotte, NC market.Using proprietary products I solicited 13 partners willing to provide the installation funding on their property locations
  • Broke Whole Foods as an account by providing preliminary energy audits and recommendations and then providing partners able to accomplish these tasks
  • Positioned Praxis as the ‘go-to’ organization for Energy technologies incorporated into green building at the commercial level
  • Designed, installed and monitored solar installations (Sharp), metering products and services (Eaton), EV charging stations (Coulomb) anddeveloped value based modeling (PowerSmiths) to present and sell these concepts.
Apr 2007 - Present

Sr. Consultant

Kainos Consulting

Kainos is a multi function business to business consultancy firm.This is a part time position where I assist on Sales and Marketing opportunities that arise on occasion.

  • Sold Japanese electrical component to major US OEM (Ferraz-Shawmut) for surge suppression generating close to $1MM in revenue for a <$2. part.
  • Authored strategic sales organizational and development plan for a major welding supplier developing sales and customer support incentive tools and provided implementation training to a more focused sales team
  • Drove products introductions through UL for client requiring tight timelines to insure expedited shipment of finished goods
  • Led search for investment banking firm seeking acquisitions into the burgeoning energy sector providing initial introduction, preliminary negotiations and value assessment.
May 2004 - Apr 2007

VP NAM Operations

Raycap Inc.
  • Opened and managed US subsidiary operation including Engineering, Finance,Customer Service and Sales for Greek manufacturer of high end surge suppression products doubling sales in 3 years
  • Formed strategic partnership with Emerson Electric/ASCO Division leveraging customer driven sales into new Emerson product offerings
  • Developed their complete website and PR campaign utilizing outsourced firm in the local area, incorporated a Sales racking System with MS Outlook and developed systematic program for lead generation and follow-up that substantially increased hit rate and opportunities
  • Instituted US manufacturing partners to provide finished good packaging substantially reducing costs of shipping of bulky and weighty finished goods
  • Drove sales through numerous OEM channels at the component level as well as development of a finished product suitable for conventional distribution channels
Apr 2001 - Apr 2004

Director of Sales & Marketing

Tyco Electronics/Raychem
  • Managed P&L for $135MM in annual sales and a $2.1MM budget maintaining constant growth (average 8%) in each of 3 consecutive years
  • Grew LAM business 25% in each of 2 years through a new product development project with a key Mexican utility
  • Integrated 5 companies with separate operations and marketing channels into Tyco Electronics - Energy Division streamlining sales organization and channels and leveraging product lines
  • Engineered comprehensive Distributor strategy designed to foster Tyco brand loyalty
  • Developed Sr. trainer program utilizing experienced/retired Utility personnel to train new splicing candidates and internal product managers
Jan 1999 - Mar 2001

National Sales Manager - Utilities

Tyco Electronics/Raychem
  • Increased Utility sales $2mm by forging key alliances with 3 key Utilities and product lines
  • Streamlined rep/ distributor network and right sized Utility sales force substantially reducing cost of sales
  • Negotiated special pricing, services and support for Con Edison after the 911 disaster dramatically increasing sales and profitability at that account
  • Worked extensively with internal teams to develop inventory planning tools and forecasting processes that allowed us to better meet customer requirements.
Sep 1995 - Dec 1999

Director - NE Sales - Telecom & Energy

Raychem Corp.
  • Achieved ‘Region of the Year’ after successfully growing sales ~30% and providing the lowest overall cost of sales per unit in the US
  • Negotiated and won a major contract worth $20 MM with Bell Atlantic (Verizon) with favorable terms for Raychem with respect to timing of payments and delivery notification that substantially reduced our need to carry inventory
  • Developed a design development team that streamlined the time required to implement changes to products continuously driving manufacturing improvement and customer satisfaction
  • Increased sales at Con Edison through developments in higher voltage classes and broader application spectrums using existing products repackaged for unique applications


Jan 1978 - Jan 1982


Temple University

Graduated with a BS in 1978 and an MBA in 1982