Steven Sussman438a Nelson AvenueCliffside Park, NJ 07010=======================201-926-4089 (c)201-941-1357 (t)[email protected]=======================Senior-level, results-driven leader and visionary cost reduction change driver with over 20 years versatile experience improving business performance through innovative strategic and operational leadership
Ariba / BearingPoint / D&B / Sourcing Boutiques.
Unique and expert multi-function experience in business transformation; new business development; product development; marketing; organizational, operational and technology efficiency and effectiveness. Industry Experience: Financial Services, Consumer Packaged Goods, Automotive, Process Industries and Retail.
Energetic, motivating and entrepreneurial team leader and "go to" self-starter. =======================2006-2008 Ariba - DirectorClient Account Partner: Responsible for revenue generation, quality and delivery at several key Ariba accounts including telecom, healthcare and retail. Solutions include "upstream" sourcing and spend visibility as well as "downstream" purchase-to-pay, invoice, risk, demand management and contract compliance. Clients included WellPoint, Tyco, Verizon, AIG, Pfizer and The Home Depot.Strategy/Market Penetration: Development of innovative sales strategies(VIC) to penetrate new, major accounts; and design/implementation of Ariba's initial technology implementation for Marketing spend. Marketing: Development and implementation of Marketing programs for Ariba's Consulting Practice including, plans, campaigns, surveys, branding, strategy, messaging, metrics and ROI models.,Specific Results Include: - Development of new sales strategies to reach more CFOs - 15% sales uplift- Thought leader - Marketing/Media & Legal services program vision development- Created and delivered Ariba's first Marketing Spend technology implementation - $6M- Leveraged 'C' level relationships for new and build-on business development - $5M- Mentored and coached Staff Consultants, Account Executives & Consulting Account Partners- Developed concept and roadmap for Ariba Category Procurement (services)- Expanded the consulting practice's presence and thought leadership- Implemented new demand generation programs - 17% uplift- Developed concept for Ariba's entrance into digital-asset-management / digital media sourcing2003-2005 Dun & Bradstreet - Vice President, Supply Management SolutionsManaged a team of 7. Business development and product development/marketing.Worked with and sold to accounts such as Home Depot, AES, Cardinal Health, Medtronic, Sprint, Baxter, US Government, Time Warner and Verizon.Responsibilities included design, use case testing, and spend cube architecture refinement, marketing plans and business development for difficult sales prospects.Specific Results Include:- Developed Supply Optimizer - spend analysis tool: $18M annual sales- Enhanced and developed risk tools (includes proof-of-concept, use tests and roadmap) - $6M- Sales strategies resulting in $9 million (new revenue)- Created spend analysis and sourcing strategies/tactics for clients and prospects- Implemented client strategic sourcing strategies with Big 4 consulting firms.- Directed selective Opportunity Assessment teams to penetrate new business targets- Created, refined and sold specific category models such as legal and marketing- Created specific category models such as legal and marketing 2002-2002 Moai Technologies - Director Managed a team of 3. Developed a Strategic eSourcing practice around Moai's eRFX engine including technology integration, commodity templates, delivery, thought leadership, marketing, training materials, and overall program go-to-market creation. Clients include State Government, GE, Target, Textron, U.S. Army and Eastman Chemical.Specific Results Include:- Created and marketed 'RapidSource' - an accelerated savings program- Architected Moai 'On Demand' sourcing- Integrated reverse auction events and templates into client strategic/tactical programs- Re-engineered sourcing processes for clients- Grew sales and reached 110% of targets- Developed direct/indirect category templates/strategy and managed auction events- Created optimization algorithm framework for specific categories- Managed Sourcing User Groups1999-2001 BearingPoint - Senior Manager, Operations PracticeManaged a team of 3. Responsible for reaching team and individual sales and delivery targets, practice/project management, thought leadership, mentoring, deliverables, planning and client relationship management in fast paced, demanding business environments for Fortune 1000 and high-tech clients, such as GE, Ryder, Noosh, FedEx, Lehman, AES, UPS, Quebecor and Carnival Cruises. Specific Results Include:- Sales - annual bookings ranged from $3 million to $6 million- Implemented successful change management/process improvement projects- Contributed to complex reverse auction teams, eRFX creation/evaluation and SRM- Developed outsourcing models to increase client long-term cost reductions- Architected strategic / tactical sourcing business plans with financial risk mitigation scenarios- Led and participated in global sourcing engagements applying BearingPoint Sourcing process- Implemented post-project assessments and refinement action steps- Concept creator - developed sales strategies for the CIM practice- Improved sales strategies with three business development executives- Mentored junior consultants- Contributed to firm quality review and proposal review teams1983 - 1999 Strategic Resource, Inc. - Founder and PrincipalManaged a team of 10 including business management, P/L, substantial C-level business development and up-sell programs, marketing, mentoring, sales/practice management, engagement/account planning, critical deliverables and client management. Representative clients driving revenue of $6-11MM include: AIG, Conde Nast, Toys 'R Us, Sunbeam, Nike, Citigroup, Ryland, ScotiaBank, Cosmair, American Broadcasting, Bethesda Hospital and Prudential.Specific Results Include: - Sold and led sourcing and process re-engineering initiatives- Developed sourcing business and implementation plans- Led and participated in key engagements and built client relationships- Developed specific category cost models and Operational Sourcing Reviews- Marketed sourcing programs as profitable, repeatable solutions- Sold profitable barter/counter trade and 3PL optimization programs- Developed category-centric 'should cost' econometric modelsCategory Expertise: Facilities, services, telecom, logistics, packaging, travel, IT, metals, MRO, chemicals, plastics, contingent labor, ocean and OTR freight Subject Matter Expertise: Marketing (media, print, services and digital) and LegalEducation: University of Miami, Blackstone School of Law (paralegal), Contract, Digital Media, Intellectual Property & Commercial Law courses Speaking Engagements: SDCExec.com Webinar - Marketing Spend; Various Client, Prospect & Conference/Trade Show Speaking Engagements; European Supply Chain Council Presentations (Lucerne & Rome)Special Advisor: Various VC & Research organizations (GuidePoint Global, Sequoia, Landmark)White Papers: Marketing - Print Spend; Legal Spend (in progress); Contract Negotiations - Marketing (in progress); Buying New Media - the Marketing Mix (in progress)Technology: Microsoft Suite, FileMaker, Flex and Ruby on Rails (recent)Languages: Portuguese - conversant Community: NE Co-Chair - Ariba Cares