Randall Skattum Email & Phone Number

Mclean, Va - Virginia, Us

Recognized on Forbes’ annual list of America’s Best Management Consulting Firms, Blue Ridge Partners is known as the most experienced, impactful, and respected firm exclusively focused on helping companies accelerate profitable revenue growth. Blue Ridge Partners provides business consulting services for mid-market, Fortune 500 companies and Private Equity (PE) firms and their portfolio companies. We are known for rolling up our sleeves, being focused and pragmatic in our analyses, and delivering tangible results that focus on the “how” of execution.Project highlights and experiences include,Led multiple go-to-market transformation projects with SaaS, MarTech, Industrial, and Business Services clients assessing sales process efficiency opportunities, designing future-state commercial teams to align with prioritized customer segments, and aligning leadership to implement changes across their organizations.Oversaw due diligence projects across various industries, evaluating sales effectiveness, offering uniqueness, pricing strategies, and market potential to inform investment decisions for private equity firms exploring opportunities in SaaS, business services, and automotive distribution sectors.Provided interim sales operations leadership for a commercial restoration services company following a go-to-market transformation – optimizing sales management systems, supporting account prioritization, and working with leadership to craft a compelling growth story for future investors based on data-driven insights.Evaluated adjacent growth opportunities and developed a new sales organization model to pursue the new business lines and expand core operations to double revenues in 3-5 years for a multi-billion-dollar automotive services company. Continued with the same client to build a pricing strategy/model and to sustain pricing impact with a new revenue management function.

Irving, Texas, Us

Developed multi-year, segment-based growth strategy and investment plan to double the revenues and expand margins for engineered materials in medical devices and pharmaceutical drug delivery applications.

Irving, Texas, Us

Led transformation of global marketing organization – established renewed vision, mission, and approach to support the accelerated growth expectations of the business and integrated the strategic marketing function.Conducted analysis of historic 15,000 project pipeline and prior business success to identify and select higher value program areas for business development, commercial focus, and prioritization of support resources.Established market-driven framework to derive product investment and business development decisions within program areas based on current solutions offering, industry trends, and evolving customer needs.Launched internal initiative with customer-facing teams to scale and accelerate profitable growth within program areas across regions and industries through the creation of strategic translation packages that identify differentiated solutions and communicate the value proposition for specific applications.Prioritized marketing investments and campaigns to enable tailored, face-to-face customer engagement versus passive business development investments (e.g., trade shows) to capitalize on sales team’s solution identification approach and increase business growth by generating project pipeline opportunities.

Irving, Texas, Us

Directed the global marketing and communications strategy and execution for all Celanese business lines across B2B marketing channels (e.g., trade shows, e-mail campaigns, digital channels, advertising, social media, sales playbooks).Challenged the global team to transform functional approach from a reactive, execution-oriented support role to a proactive, strategy-driven partner of the business and commercial teams.Collaborated with peers across business lines to shift marketing approach to be customer-centric and insights-based - incorporating customer personas, the purchase decision process, and commercial impact into the development of campaigns, marketing collateral, sales enablement tools, and brand positioning strategies.Responsible for brand development and architecture strategy, marketing performance analytics, return on investment across marketing efforts, prospect and lead development, and integration of marketing communications with commercial teams.

Irving, Texas, Us

Created commercial communication approach – ensuring consistent positioning with a “brand” focused marketing strategy – as part of the unification of a global brand across products and business lines.Developed go-to-market strategy and operational approaches for sales and marketing teams leveraging the diverse global product portfolio of a unified brand and insights and trends from downstream business segments to engage customers in solution creation and collaboration that improved sales and margins.

Irving, Texas, Us

Managed global team in growing revenues and earnings from a portfolio of 20 specialty and commodity products contributing $450 million in revenues across a range of applications and customers.Implemented commercial growth plans that increased 2012 EBITDA over 50% by focusing on higher-margin product applications, regional margin differences, and enhancing cross-company customer relationships.

Irving, Texas, Us

Established evaluation criteria, processes, and tools to select opportunities from an evolving pool of 150+ ideas for promotion into Stage Gate efforts – building a funnel with $1 billion in estimated earnings impact.Led early evaluation and business case development activities for 30+ projects in the Acetate Products funnel – generating strategy and commercialization recommendations for new product platforms.

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Managed a 5-person team for CMO of a $2 billion retailer to maximize return on $70 million marketing budget by identifying marketing vehicles with the greatest impact on existing and prospective customer segments resulting in $150-300 million in additional contribution margin.Directed 3 consultants and 8 client team leaders for a $20 billion department store chain to develop an integrated, multi-channel merchandising process to standardize and streamline execution of assortment selection, financial planning, and forecasting activities.

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Evaluated acquisition targets and organic development options for launching a new product line for a $15 billion alcoholic beverage manufacturer to generate $100 million in incremental operating income.Created an inventory management process for a $15 billion durable goods retailer incorporating product segmentation, pooling of inventory, and redefined roles for inventory managers that reduced inventory to 60 days on hand and realized $30 million in savings.

New York, Ny, Us

Designed and launched a modular “Welcome Kit” to facilitate, centralize, and standardize district-wide orientation of new employees and allow for individualization given variation across new hire cohorts.

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Supported a team of marketers to improve in-store promotional merchandising for Fortune 100 big-box retailer by conducting customer surveys, evaluating competitor practices, and coordinating pilot programs as part of the creation of a new sales model with the potential to generate $7 billion in revenue growth.Created distinct product segments from channel skews and customer perceptions for a $500 million winery to optimize go-to-market efforts, reduce premium brands devaluation, and improve distributor execution.

Master Of Business Administration - Mba, With Distinction | Marketing, Finance, Management & Strategy, Analytical Consulting

Bachelor Of Science - Bs, Mathematics

High School Diploma