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Fortune 300 executive leader with 15 years of general management expertise. Developed and led all sales operations for a B2B distribution sales force of 600+ sales professionals responsible for $1.6 billion in annual revenues. Accountable for developing key industry segment strategies that targeted Healthcare, Industrial and Government markets, resulting in consistent double-digit revenue and profit margin growth year-over-year. Designed, developed, and launched a national customer on-site inventory management digital solution serving 50,000+ businesses that generates over $1 billion in annual revenues. Successful in implementing and leading all major contract solicitation response processes, generating 300 new and renewed contracts over a five-year period, resulting in a total contract portfolio value of $7.5 billion. Expertise in building teams, establishing a strong culture of high performance, and developing team members to expand their careers and become future senior leaders.
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Industry Director - GovernmentJohnson Controls Jan 2023 - PresentCork, Ireland, IeGovernment Industry leader responsible for overall strategy within Johnson Controls Global Products business. Building go-to-market plans and offers to best position the breadth of Johnson Controls products, services and technology across HVAC/Controls, Fire and Security businesses.
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Senior Director, Government Segment OperationsGrainger Jan 2018 - Mar 2023Lake Forest, Illinois, UsResponsible for leading the overall sales operations for the Government customer segment generating $1.6 billion in annual revenues. This role provides overall leadership for processes and operations supporting a national sales force of 600+ sellers and sales leaders. Leads four key work pillars: National Public Safety program management, Contract Portfolio growth and profitability management, Operational Project Management Office, and National Customer Sales Coverage planning. Leadership responsibilities include the overall management and development for a staff of 20 team members. Responsible for developing all key content and metrics for Sr. Leadership operating reviews, Board of Directors meetings, large customer and supplier reviews and all internal Government functional staff meetings. Chief of Staff for the Group Vice-President. -
Senior Director, Strategy - Government & Healthcare SegmentGrainger Jan 2009 - Jun 2018Lake Forest, Illinois, UsOverall strategy planning for Grainger’s $1.5B Government and Healthcare customer segments. Responsibilities included overall Profit & Loss management to ensure strategic plans yielded profitable growth. Led a team of Government Segment Strategists that focused on specific sub-segments to develop plans for multiple customer ordering channels: Grainger’s Government Sales Force of 600+ Account Managers nationwide, Grainger’s Customer Service organization (300+ branches and 50 Contact Centers), Ecommerce (grainger.com and E-procurement connections, Direct Marketing/Catalog, and key Reseller organizations.
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Director, Services DevelopmentGrainger 2002 - 2009Lake Forest, Illinois, UsResponsible for the prioritization, design, development, testing and deployment of services that help improve customer efficiencies. Developed Grainger’s Services Portfolio Management function. The Company needed to develop a services portfolio to complement its product offer and Branch/Store network. Large and medium sized customers were looking for inventory management, faster delivery, and specialty services provided by their key suppliers. The services portfolio generated over $1 billion in annual sales.
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Sr. Manager, External Channel DevelopmentGrainger 2001 - 2003Lake Forest, Illinois, UsLed a “greenfield” start-up of a new business unit targeting the automotive aftermarket. Generated annual revenues of $100 million, leveraging Grainger’s international sourcing function.• Developed business plan to target industrial distribution and automotive aftermarket retailers.• Incorporated and launched ProQuest Brands, Inc. as a wholly owned subsidiary of Grainger International.• Implemented a variable-cost operating business model requiring very little capital investments and low fixed costs. Volume/transaction-based contracts established with national sales representative firms, in-bound customer service phone centers, and warehousing and shipping 3rd parties.• Worked with media, branding and marketing agencies to launch Trans-Am Tools, targeting automotive aftermarket retail customers; Produced and executed the Company’s first direct-response television commercial campaigns, featuring Trans-Am Tools. Implemented channel agreements with Pep Boys, Auto Zone, Kragen Auto, Checker Auto, Shuck’s Auto, QVC Channel and Canadian Tire (Canada’s largest retailer).
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Director, MarketingGrainger 1997 - 2001Lake Forest, Illinois, UsStakeholder/principal for leading the marketing mix strategy and tactics for Grainger’s Integrated Supply Operations (GISO) business unit generating over $300 million in annual revenue. Large manufacturing customers were looking to outsource their indirect materials inventory management and procurement. Grainger launched GISO (Grainger Integrated Supply Operations) to address this market demand, offering a comprehensive MRO logistics platform. • Overall responsibility for all brand building and marketing communications programming, managing both inside and outside agency resources. Included all promotional activities including direct mail marketing, sales collateral, trade publication advertising, and branding.• Targeted Fortune 1000 C-Suite contacts to provide direct leads to our salesforce. Leads generated a 20% close rate annually, with contract values above $3 million. • Developed and implemented the scope of all service offerings including the pricing/fees methodology.• Developed and marketed “ProcureStar”, an Internet based B2B solution utilizing Ariba, eOnline, and SAP. Provided our clients work-flow solutions, real-time inventory information, and ability to place orders on a multi-supplier platform.
Ray Douglas Skills
Ray Douglas Education Details
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Lake Forest Graduate School Of ManagementGeneral -
Cal State Fullerton, College Of Business And EconomicsMarketing
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California State University, FullertonMarketing
Frequently Asked Questions about Ray Douglas
What company does Ray Douglas work for?
Ray Douglas works for Johnson Controls
What is Ray Douglas's role at the current company?
Ray Douglas's current role is Industry Director - Government @ Johnson Controls International | MBA.
What is Ray Douglas's email address?
Ray Douglas's email address is ra****@****ger.com
What is Ray Douglas's direct phone number?
Ray Douglas's direct phone number is +184753*****
What schools did Ray Douglas attend?
Ray Douglas attended Lake Forest Graduate School Of Management, Cal State Fullerton, College Of Business And Economics, California State University, Fullerton.
What are some of Ray Douglas's interests?
Ray Douglas has interest in Travel And Music, Leadership Best Practices, Camping, Family Time, Racing Sailboats.
What skills is Ray Douglas known for?
Ray Douglas has skills like Strategy, B2b, Leadership, Account Management, Start Ups, P&l Management, Marketing Strategy, Marketing, Business Development, Sales, Solution Selling, Competitive Analysis.
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