Professional Documents
Culture Documents
Coordinated business development activities for three business verticals using multi-site manufacturing capabilities. Drove growth initiatives and managed operations strategy through consolidation of manufacturing footprint. Provided coaching and guidance to sales team in key industries served, including wind energy, solar, fluid handling, oil/gas, petro-chemical, railway, aerospace, mining, and general industrial. Oversaw electrical carbon, specialty carbon, and seal/bearing business verticals, totaling $160,000,000 in revenue. Managed 25-member department of sales managers, field sales personnel, application engineers, lab technicians, customer service, and independent contract representatives. Led global team coordination of business verticals with peers in Europe, Middle East, Africa (EMA), and Asia. Oversaw business operational excellence program for continuous improvement initiatives with customers and internal operations, providing best value proposition offering. Worked closely with financial controller to manage financial planning for P&L and budgets. Maintained knowledge of market dynamics. Maneuvered within large customer organization, forming key strategic alliances/partnerships. Implemented business strategy for electrical carbon business to achieve status as number-one marketplace supplier for 16 years. Achieved $80,000,000 vertical. Reorganized commercial staff. Built new corporate culture in mechanical carbon seal face industry to strengthen business and concurrently consolidate plant. Achieved $70,000,000 vertical with number-one market position. Grew specialty carbon vertical 30% over three years by obtaining multi-year contracts and leading crossfunctional team through $1,900,000 capital project expansion. Earned $8,000,000 vertical with number-two market position. Built brand market positioning base to achieve positive price pass through outside of inflation expectations year on year. Implemented matrix management/cross-functional teams to improve global alignment and communications. Instituted consistent business process for field sales forecasting/budgeting. Implemented new CRM package, Microsoft Dynamics. Negotiated long-term contracts with OEM customers for $50,000,000 in total revenue. Introduced market positioning of multiple brands within product portfolio. Achieved zero loss of brand equity based on purchase/consolidation of single entity companies. Managed implementation of channel management strategy, using direct sales personnel and third-party distribution to improve market share gains over 10% in select market segments. Mentored potential business leaders in organization.
Held responsibility for rail traction business growth in Mexico and South America, leveraging OEM customer approvals and relationships along with sole source OEM product approvals. Increased revenue growth in Mexico $500,000 through railroad contract management programs. Improved revenue growth in Brazil $1,100,000, using combination of local content supply and sister manufacturing satellite facility, as well as OEM brand recognition. Implemented organization structure to generate self-sustaining achievements to enable transitions within specific regions of personnel. Managed international sales organization. Implemented base business model of US rail/traction carbon brush business into Mexico and Brazil, achieving additional $1,500,000 of market share. ADDITIONAL EXPERIENCE
PROFESSIONAL DEVELOPMENT
Executive Coaching Program, Rowhill Consulting Group, 2011 Global Senior Leadership Training, Morgan Crucible, 2007 Senior International Business Program Training, University of North Carolina, Wilmington, North Carolina, 1998 Outward Bound Senior Management Training, Aberdovey Wales, 1995
ADVISORY BOARD/CONSULTANT EXPERIENCE Clemson University, Industrial Advisory Board Member 2011 Current Consult on an economic impact study for Wind Energy Manufacturing job creation in South Carolina. Gerson Lehrman Group Councils, Council Member, 2007 Current Assist investment firms in better understanding markets, products, services, companies, and trends within various industries. PERSONAL Greenville County Disability & Special Needs Board Charity event volunteer Barbara Stone Foundation Charity for children and adults requiring long term care Events volunteer Leisure travel with Family and friends Attending sporting events Golf