SaaS for the Security and Detection Industry

Delivered forward-looking leadership to sales, service, marketing, and business development groups across the United States, Canada and LAC for a global leader in threat detection and response solutions. Oversaw revenue P&L as well as $254M order book that included product and service sales. Led cross-functional team in defining and executing strategies for design, development, manufacturing, sales, and service. Managed sales, business development, and marketing for X-ray, trace, chemical biological, radiological, and cargo inspection.• Credited with building and driving significant increase in aftermarket orders over tenure, seeing growth from $6M to $90M+, while simultaneously delivering $15M reduction in fixed costs.• Generated notable 50% improvement in LAC market, improving market share through aggressive BD initiatives capturing $50M+ in new revenue.• Played pivotal role in securing lucrative contracts with FedGov agencies as well as Fortune 500 commercial customers, including DoD and DHS, including TSA, CWMD, CBP, ICE, and secret service along with Amazon, Google and WalMart.• Fostered diversification of contracts to enhance revenue mix, expanding network of distribution partners across industries and sectors.• Exceeded overall order book goal of $220M by $34M for FY23.• Directed complete re-pricing of all products, goods and services generating increase in revenue of ~10% for FY23 (15,000+ individual part numbers) and margin uplift of over 20%.• Implemented new business strategy to begin servicing non-Smiths branded equipment in 440 airports throughout United States valued at $6M.• Negotiated and implemented exclusive partnership with start-up OEM for non-intrusive people screening for Americas Region, including sales and service.• Launched five new branding and marketing campaigns, two of them specifically aimed at aviation industry generating new business in both airport gifting and employee entrance screening responsible for $20M+ in bookings.

Assembled and engaged local and global teams to develop sales solutions and deliver cutting-edge security aligned with needs of clients across government, private and commercial sectors. Controlled $80M annual budget, defined objectives, gauged progress against milestones, and maintained lines of communication with key stakeholders. Provided full oversight of budget and forecasting for urban security and service sales, as well as all Americas costing and pricing. Led sales and business development for x-ray, trace, chemical, bio, radiological, cargo inspection. Directed service and programs in LAC, as well as Sales Operations for the Americas region.• Initiated, created, and ran global aftermarket sales team with employees in UK for EMEA and India for APAC responsible for $10M in annual sales.• Outperformed annual bookings goal each year by 20%+ by developing global aftermarket team and implementing 'solution selling' approach by bringing together urban security and aftermarket sales teams as combined force.• Created and launched rental program for refurbished OEM equipment to be used for customers with lower budgets, emergency needs and/or special events, such as NBA All-Star game and NFL Draft.• Developed solution for commercial customer base, including Amazon, Google, Facebook, and Microsoft, that included third-party vendors to solve need for 'white powder' mail incidents and safeguard the most powerful CEOs in world. Generated additional $20M+ in orders and revenue.• Led the LAC service team and Mexican channel partner to successfully install and maintain detection equipment for GAP Mexico, one of largest airport operators in Mexico (MEX, PVR), valued at-$25M+.• Steered successful solution development and delivery to global customers such as Amazon and Microsoft to solve mail security and employee entrance requirements.• Produced $10M in annual savings through rationalization of global team and identification of opportunities for 25% cost reduction.

**Progressive roles during timeframe – Specialist (2007-2010), Manager (2010-2015), Director (2015-2020)Headed aftermarket sales team for entire Americas market, delivering objectives for both organic and inorganic growth per defined three to five-year strategic plan for growth. Influenced strategies for brand management, product positioning, and pricing to optimize results. Ran Latin America Service Team as well as entire Channel Partner and Distributor Network. Oversaw budget and forecasting for aftermarket sales and LAC Service, as well as all Americas aftermarket costing and pricing.• Oversaw all aspects of aftermarket sales and business development, including service agreements, refurbished equipment, training, time and material repairs, spares and consumables, e-commerce, and SaaS.• Directed all aspects of partner relationships from identification and funnel management to assessment, valuation, negotiation, and integration with five successful new partners hired, trained and fully functional increasing service footprint in region.• Selected by senior leadership to deliver interim management of newly acquired bio business to ensure successful transition across integration and restructuring phases.• Earned #1 highest sales award for seven years straight, taking aftermarket sales from $6M business to $60M business • Initiated, developed, and maintained refurbishment program for OEM products to include standing up third parties for logistical movements and actual refurbishment of equipment, launching sales campaign to solve a need for lower price tolerant customers adding over $1M in annual revenue at 90%+ margins.• Sold and launched first of its kind global service program for FedEx valued at over $12M per year, which involved working throughout Americas, APAC, and EMEA to stand up local entities to support equipment in 100+ countries.• Created and launched full e-comm solution for spares and consumables sales for US, generating $2M+ in revenue annually.

Lead a team of twenty-four people managing Customer Service and the Order to Invoice processing, supervising data entry, quality control, customer service and product specialist personnel engaged in the daily processing of both internal and external sales orders, customer inquiry management, and new product launches. Responsible for coordination and management of external sales from the initial order through to the shipment of the product. Consistently met or exceeded 100% of quota while successfully launching 6 new products for the ergonomics industry.Significantly improved employee retention and development by designing a goal oriented self management system that allowed for daily insight into the order management process to include quality scoring and incentive programsEnhanced customer satisfaction through the establishment of higher call center standards through the redesign of employee score cards that captured essential qualities of high quality customer serviceStrengthened service development program by integrating strong mentoring and coaching elements into new employee trainingsIncreased efficiency by playing a key role in the implementation and training of new CRM software, OracleSupported business development growth through increasing the order fulfillment portion of the business by 32%

GlobalManaged the entire customer experience for a $300MM high-end European Office Furniture Company based in Germany while leading a team of eight key personnel in the areas of Sales, Order Entry, Customer Service and Professional Services. Implemented a custom design service and space planning program to meet the customers’ design needs and provide for incremental service revenue within a core products only business. Identified customer needs and tailored marketing campaigns through the implementation of a competitive analysis and purchase trending programs. Responsibility for the coordination and management of inside sales through the use of effective catalog distribution, tradeshows and database development. Successfully implemented a solid strategic plan for managing customers and sales prospects through the use of CRM software to organize, automate and synchronize business processesGlobal recognition for exceeding sales goals in three major areas; attracting and winning new customers, nurturing and retaining current customers, enticing former customers to returnIncreased visibility of product line through effective trade show and event planning, to include site selection, vendor management and show attendance tracking.Significantly increased the Key Accounts business through the implementation of custom design and space planning services; Key Accounts program growth of $2MM in 6 monthsDecreased overall customer returns and refunds by 39% through increased training and coaching of inside sales team as well as enhanced cross-functional teamwork

Successfully initiated, trained and managed external consumer affairs call center, to include 15 CSRs for the Consumer Medicines business.Provided Direct Fulfillment of hard to find over-the-counter products through an external fulfillment center that accounted for 10% of total Consumer Medicines sales.Responsible for the Consumer Affairs Quarterly/Yearly Business Review to Executive Committee that accounted for over 30 products in the market.Developed and maintained the professional sampling program for 4 product lines, increased monthly sales by 23%.Participated in the development of the DTC/DTP strategy and validation strategies within the consumer medicines marketplace.