My business partners and teams drive sustainable, profitable growth because they believe in my character and business acumen, and clearly understand the long-term KPIs and BHAG we challenge ourselves with.
SUMMARY
Proven international leader with strong decision-making and analytical skills, experienced in developing innovative complex business strategies and achieving excellent growth in challenging environments. Recognized for proactively and passionately leading and developing teams through collaborative management and highly effective training programs. Excels under stress and overcomes obstacles through persistent and creative solution finding and conflict resolution with highly empathetic, helpful, participative communication style. Demonstrated adeptness in selling value over price, business-to-business/technical sales and negotiations with decision makers at all levels; consistently contributed to significant growth in global markets and bottom line results.
Proficient in English, Spanish and German.
IT Skills: MS Office, MS Project, SAP, CRM
Specialties: P&L management, B2B sales, operational excellence (S&OP, inventory logistics, OPEX), SPIN selling, Project Manager, SAP, managing distributors. Experienced in various industries (consulting, retail, mining, EPC sales, construction, airport equipment, tissue converting prodcution lines, industrial cleaning equipment, flexographic printing presses, power tools & consumables). Specialize in learning new industries and technologies quickly and formulating comprehensive sales, marketing and operational strategies.
Timeline
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President, Sugar Land Rotary Club
Rotary International is an organization of 1.2 million members that has invested over $3 billion in improving the world's health and well-being. RI has led the fight against polio, and we are near eradication of it, and also promotes peace, education and more through local and international projects.
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Sr. Marketing Manager, Draeger
• Executed national Sales & Marketing Strategy to support regional sales management and family of Value Added Distributors; used the lead Drip Irrigation method to increase new Channel Partner leads 5x previous levels • Presenter on Confined Space Entry (CSE) at the ASSP and AIHce safety conferences. Held webinar on CSE for Industrial Hygiene (IH) and Environmental Health & Safety (EHS) managers. Use interactive tools (Kahoot! and Mentimeter) to engage and test audience on essential life safety topics. • Develop and implement an exhibitor program aligned to Dräger’s global strategy as being the Trusted Advisor on Life Safety with over 20 expos & conferences nationwide, including the design, set-up and staffing of every event. • Created a video for the Regard 7000 fixed gas detection solution, and then promoted it via social media, reaching over 500,000 views. • Created a special national website and promotion campaign for our partner network, resulting in 40,000 visits and more importantly generating 10x more hot leads
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Market Development Manager, Swiss Pearl (formerly Cembrit Holding)
Cembrit is a $200m fiber cement panel manufacturer based out of Denmark with over 1,000 employees. The North American market increased sales by 56% in 2016 and 41% in 2017. During this time lead and problem resolution times were improved. I also coordinated product testing and evaluation to ensure market leadership and to open new markets in North America.
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BA - Economics, Carleton College
Study abroad in Cambridge, England and Morelia, Mexico.
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MBA/MIM - B2B Marketing, Thunderbird
Participated in Case Study program for Case International & Martin Engineering. Study abroad in Guadalajara, Mexico.
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Director Sales Channels & Aftermarket, Hilti
Managed a team of 72 across three sales channels and after-market service supporting $30 million in sales.
Improved Aftermarket Division's operational efficiency through capacity and logistics optimization and led the team to drive the Repair Order Cycle Time from 6.0 days in 2010 to 3.7 in 2011 while reducing the Aftermarket COGS by 34%.
Grew retail sales by 48% in 2011 and 54% in 2012. Increased the fill rate (measures delivery reliability) from 63% to 91%, while taking the channel from a negative profit to the company standard. Analyzed and then overhauled logistics efficiency with mid-management coaching, resulting in increased Hilti Center sales by 30% in 2011 and 37% in 2012.
Achieved a superior level of customer satisfaction, with a service level of 93%, the second highest in the world. Led the outbound team to achieve 40% sales growth and become the fastest growing, most profitable sales channel. Increased employee motivation index (GEOS) to the highest in the region (40).
Improved my team's retention rate from 73% to 87%.
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Global Customer Service & Aftermarket Manager, Xylem
Re-organized and appropriately staffed the aftermarket and customer service teams and lowered the span of control, allowing for improved leadership, focus, training and teamwork.
Increased On Time Performance from 51% to 97.7% by using Lean and Six Sigma methodologies.
Increased aftermarket sales from negative growth to 25% over PY by optimizing inventory, implementing faster and more accurate customer communications, and creating a successful program for customer loyalty.
Drove aftermarket profitability to 8 points over plan through vendor negotiations, strategic pricing initiatives, and product mix strategies.
Instrumental in creating an aftermarket retrofit/upgrade strategy, and was the lead on developing a new, highly efficient product to drive profitable retrofit sales and market share.
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Global Customer Service & S&OP Manager, Flowserve Corporation
- Manage the customer service team responsible for providing excellence in customer service, driving growth by 23% in 2014 and profitability by 7.9%. - Participated in KanBan, Value Steam and Process Mapping Kaizens, resulting in KPIs such as Total Cycle Times to reduce by 50% and First Pass Yield to increase from <50% to >90%. - Re-organized the customer service team, implemented policies and procedures (API compliant – visual) and cross-trained team to improve First Contact Solution and Total Quote/Order Cycle Times. - Developing Six Gate INP projects and marketing strategies for innovative O&G solutions for the flow industry. Partnering with engineering, sales and quality teams to find most effective customer solutions. - Part of team responsible for S&OP implementation, which helped result in OTD improving from <80% to 95.2%. Worked with the Demand, Supply Chain, and EMT in coordinated meetings to align expectations and investment requirement and opportunities.
Proudest Accomplishment
Leading the Retail and CS teams to have the highest growth rates AND profitability with top GEOS.
Experience Highlights
Director of Sales Channels
Hilti
Global Customer Service & Aftermarket Manager
Xylem
Global Customer Service & S&OP Manager
Flowserve Corporation
Education Highlights
BA Carleton College
Economics  (thesis: Sales FORECASTING)
MBA/MIM Thunderbird
Marketing
Results
1.2
million miles flown globally
21
years with territory sales in double digit growth
72
Largest number of reports
Skills
Safety profESSIONAL
Languages (3+)
20+
operations
4
Aftermarket
6
marketing
7
leadership
10
sales
20+
Questions & Answers
Why are you passionate about the Safety industry?
Keeping people safe is one of the most rewarding work experiences I have had. At Draeger we warn workers of potential hazards and then protect them from those hazards, and often avoid an accident before they even occur.Â
Which one word would your employees and your management describe you as?
Employees: trustworthy Managers: passionate
Why do you like international positions?
Almost all sales and management positions are global in nature today. Whether you are relating to customers, supply chain or operations, being able to understand and work across cultures is critical.
