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Click here or scroll down to respond to this candidateCandidate's Name
Loveland, CO Street Address
EMAIL AVAILABLE PHONE NUMBER AVAILABLE LINKEDIN LINK AVAILABLESenior Vice President, SalesBuilder of High-Performance Teams and Winning Commercial StrategiesTenacious commercial executive with a history of improving results for science and technology companies. Planful leader of the organizational, process, and cultural changes that deliver sustained sales and margin growth. Transformer of underperforming teams into consistent achievement through strong fundamentals. Accelerates organic sales and margin growth, leverages operational efficiency, successfully deploys strategic initiatives, and creates collaborative culture of achievement and accountability. Highly skilled at strategy development and deployment, commercial due diligence, and team integration.AREAS OF EXPERTISEExecutive Leadership of Commercial StrategyCross-Functional CollaborationOrganizational Change ManagementShare Gain through Value DeliveryPerformance Culture and MetricsSales and Marketing Best Practice ProcessesSales Force Optimization and CRMCommercial Due Diligence and IntegrationsStrategic Partnership DevelopmentProblem Solving ProcessKey Account & Channel Partner Mgmt.Practical Application of Lean ToolsPROFESSIONAL EXPERIENCELEAN FOCUS, LLCSenior Vice President & Executive Advisor, Growth Practice Nov 2022- PresentConsultant working with clients ranging from <$50M to Fortune Top 25 on accelerating growth through leadership, culture, and process improvement. Engagements include:Strategy Development and DeploymentInterim Commercial LeadershipCommercial Capability ImprovementProcess Installation and SustainmentMESA LABORATORIES, INC. (MLAB), Lakewood, COSenior Vice President, Commercial Operations 2017-2022Executive leader of sales, marketing, commercial operations, and customer service. 8 direct reports, 80 team members. Reported to CEO, $230M annual revenue One of 4 corporate officers. Collaborated on development, installation, and continuous improvement of the Mesa Way operating culture, based on fundamentals and lean principles.Drove organic growth and integration of 2 new divisions for Mesa Labs, increasing from $95M to $230M annually.Led complete upgrade of commercial leadership team and structure, installing performance management fundamentals in sales, marketing, and customer service.Installed proactive commercial processes, including funnel management, channel partner management, leads management, RFQ, and Key Account Management across 8 product lines, tailoring to go-to-market and industries served.Led installation and adoption of NetSuite CRM, HubSpot Marketing Automation, Website Relaunch, establishing closed loop system for sales and marketing teams to proactively engage in each step of journey, from unknown contact to loyal customer, with all supporting KPIs, enabling commercial teams to collaborate effectively to drive growth.Transformed commercial organization from 100% reactive and isolated, into collaborative, cross-functional team, managing success through achievement of leading indicators to stretch targets, and a culture of continuous improvement.Developed, installed, and refined process for completing commercial due diligence on potential acquisitions and integrating commercial teams of acquired companies.DANAHER CORPORATION (DHR), 2008 2017Global Vice President, Municipal Sales 2017Trojan Technologies, London, Ontario- Global Leader in Ultraviolet Systems for Water TreatmentExecutive sales leader reporting to President. Leader of global sales and commercial operations teams. Managed 8 direct reports and 65 team members, $175M annual revenue.Grew bookings by 17% over prior year through thorough cross functional Opportunity ManagementInstalled Salesforce.com in North America, initiated global rollout of standard work, tools, and terminology for leads and opportunity management.Developed complete Order Acquisition Process with Approval Matrix and Toll-gate process reducing workload by 30% and ensuring cross functional review and approvals in each stage of Proposal Development and Contract Implementation for muti-million dollar, highly customized engineering projects with multi-year sales cycles.Vice President, Sales, Service, & Customer Support, North America 2012 2016Hach Company, Loveland CO Global Leader in instruments, reagents, and services that ensure water quality.Executive leader of sales, commercial operations, customer service teams, reporting to global President. Led 8 direct reports and 565 team members, $390M annual revenue.Overhauled Account and Sales structure to drive sales resources to most important accounts. Delivered CAGR exceeding 2X Market growth over 4.5-year period on base of $350M.Drove significant cultural and organizational change, including top grading my direct team, 75% of the field managers, and 40% of field sellers. Created Key Account teams for Industrial, Municipal, and Engineering Key Accounts, driving consistent growth at 2-3X market growth in each segment.Installed Salesforce.com CRM and Marketo marketing automation tools and processes for funnel management, leads management, and key account Management, increasing marketing ROI 130% and consistent YOY growth acceleration.Developed channel management processes, including distribution contracts, annual incentive programs, and partner channel management standard work.Drove margin expansion, reducing OPEX as % of revenue by 200bps each year through dynamic resource allocation.Vice President, General Manager, North American Sales 2008-2012GILBARCO VEEDER-ROOT, Greensboro, NC Global leader in retail fueling equipment, POS systems, and environmental monitoring servicesReported to global President. Led 7 direct reports and 150 team members. Managed $575M annual revenue.Restructured sales organization to drive end user demand generation while leveraging distribution channel strength, increasing active engagement of end user accounts from 60 accounts to 400+ accounts in 18 months.Developed and implemented time and territory management tools and processes, driving individual accountability, successful account management, and accelerated channel partner performance.Grew revenue 15% in 2009 and then 21% in 2010 on base of business of $500M, despite recession, market contraction, and competitive pricing pressure. Drove margin improvement of 100 bps while growing market share by over 10%.Revamped management reporting, sales compensation plans, distribution partner programs, propelling growth, profitability, and traction of strategic product and service initiatives.Exceeded sales targets 9 consecutive quarters through implementing standard opportunity funnel management with defined sales stages and exit criteria. This enabled growth while eliminating hockey stick performance pattern.Founding Member Danaher Sales Council 2010-2016Selected to be one of 12 founding members of Danaher Sales Council, consisting of Commercial Leaders from Danahers largest companies as well as corporate and functional leaders.Developed Commercial Process standard processes, tools, and success metrics, becoming standards that are deployed to all of Danahers operating companies. Focal areas included Funnel Management, Sales Productivity, Market Visibility, Leads Management, RFP Response ProcessMETROLOGIC INSTRUMENTS (now part of Honeywell, Inc.), Blackwood, NJ 1997 - 2008$300M manufacturer of bar code scanning and imaging equipment.Vice President, The Americas 2004 2008Executive leader of sales, marketing, service, and customer support for the Americas. Direct report to CEO. 7 direct reports, 80 team members, $300M in annual revenue.Achieved compounded annual revenue growth of 17.5% - over 3 times the industry average through focus on strategic account acquisition from market leader competitors.Drove annual market share growth of 6 % per year while maintaining average selling prices at industry averages.Outpaced growth of EMEA and APAC divisions as the corporation grew from #6 worldwide ranking to #3 worldwide ranking through focus of sales team on largest and fastest growing accounts.Leveraged Operating Expense budget of $11M from 17.5% of revenue to 13.9% of revenue during 3-year period through streamlined order management.Reduced Distributor Incentive Program costs by 34% yet grew distributor business 2.8 X industry average with thorough top grading of Channel Partners.Developed the Strategic Partnership Program as a work force multiplier, driving accelerated, high margin growth through expansion into healthcare, OEM, and mobile payment vertical markets.Additional roles included Director, Strategic Retail and OEM Sales, Strategic Account Executive, Midwest District ManagerEDUCATIONBachelor of Science (BS), Biology, College of William and Mary, Williamsburg VA |
