Expert Details
Building Products and Glass Innovation
ID: 739715
Delaware, USA
Education
| Year | Degree | Subject | Institution |
|---|---|---|---|
| Year: 1996 | Degree: M.A. | Subject: Business Management | Institution: Antioch University - The McGregor School of Business |
| Year: 1994 | Degree: B.S. | Subject: Marketing | Institution: Wright State University |
| Year: 2009 | Degree: Executive Scholar Graduate | Subject: Sales & Marketing | Institution: Northwestern - Kellogg School of Managment |
Work History
| Years | Employer | Title | Department |
|---|---|---|---|
| Years: 2019 to Present | Employer: Undisclosed | Title: Business Leader and Managing Consultant | Department: |
Responsibilities:Experienced business leader and entrepreneur with a successful track record of generating profitable, sustainable growth through material science innovation. Core strength is building teams to scale new product innovation technologies and applications that leverage true competitive advantage improving bottom line results.Develops and delivers glass and value-added glass solutions for start-ups; private and public companies ranging from small to medium to large; and private equity firms. Leverages market knowledge and contacts in architectural, interior, decorative, military/defense/armored, automotive, and transportation. Among other achievements, Expert has: • Strategically expanded book of business by >50% • Coordinated a team of analysts, on behalf of a client, resulting in the acquisition of a $75 million architectural building products company • Investigated and calculated the purchasing date of 4 clients across a 2-year period and created a model that reduced overall costs by 5% • Working with the DoD, DOE, USACE on trial testing lower carbon footprint vacuum insulated glazing products that will lead to millions of dollars of energy savings globally |
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| Years | Employer | Title | Department |
| Years: 2022 to 2023 | Employer: Total Security Solutions | Title: National Account Manager - Bullet Resistant Glass and Glazing Systems | Department: Sales |
Responsibilities:Grew bullet resistant and forced entry system sales with new and existing customers meeting annual sales forecasts, goals and budgets as assigned. Also:• Developed strong relationships with all key contacts with new and existing customers throughout North America with a focus on government and law enforcement • Functioned as the main project manager for all new business, from initial contact through final installation • Worked closely with all internal stakeholders (engineering, production, management, etc.) throughout the sales cycle to assure successful outcomes and overall customer satisfaction • Maintained a current opportunities list and follow-up on all inquiries and report business development efforts, opportunities, and sales results in Salesforce and HubSpot • Maintained competitive understanding of all market dynamics and report to management on actionable intelligence • Developed, secured, and maintained various GSA, DoD, US ARMY, US Air Force, Marines, US Navy, NASA, DOE and other local government(county/city/state) proposals and contracts; developed and drove specs with the Army Corp of Engineers (USACE) |
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| Years | Employer | Title | Department |
| Years: 2013 to 2019 | Employer: Oran Safety Glass | Title: VP of Sales - Security Glazing 2012- Architectural, Defense and Transit | Department: Sales |
Responsibilities:Oversaw full scope of P&L activities. Developed and managed methods for cutting costs, enhancing sales growth, and driving profits through new product development and innovation. Partnered with Executive Leadership to develop, establish, and lead channel and distribution program strategies. Aligned national and international sales strategies with metrics and KPIs, leading and coaching teams of global inside and outside sales, product managers, and rep network.• Improved staff, client, and stakeholder experience through implementation of cultural development, compensation, training and sales incentive programs, as well as pricing policies for customers and channel partners • Collaborated with segment marketing lead and marketing communications to support the development of a global marketing plan to align with growth plans for the business • Successfully grew sales 100% (2013), 50% growth (2014/2015), 100% (2016), 4% (2017), and 17% (2018) • Created and launched new product innovation through JDAs, delivering value-added passenger information systems, switchable IGU technology, and light weight compositions with $25M backlog of business in 2019 • Developed, secured, and maintained various local government(county/city/state) proposals and contracts • Cultivated lasting relationships with major OEMs, transit authorities (BART, CTA, MARTA, MBTA, MTA, NYCTA, SEPTA, WMATA, VIA, etc.), suppliers and rail consultants: Siemens, Alstom, Stadler, Kawasaki, Bombardier, Bode, BYD, CAF, CRRC, Hitachi, Kinkisharyo, Knorr/IFE, Loram, OMNI, GE, VIA, TTC, VRE, Parsons Brinkerhoff, LTK, and more |
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| Years | Employer | Title | Department |
| Years: 2012 to 2013 | Employer: Consolidated Glass Holdings Inc / Global Security Glazing | Title: VP of Sales - Security Glazing - Architectural, Defense and Transit | Department: Sales |
Responsibilities:Presided over P&L management, as well as cost control, cultural blending, and strategic planning to ensure top line growth and profitability. Supported business operations by accelerating new product development and innovation. Reported directly to CEO/President and member of executive team. Created metrics and KPIs for tracking and managing national and international sales strategies. Collaborated with VP of Operations, CTO, and Director of Marketing to generate and direct channel and distribution strategies and programs. Created pricing policies for company, customers, and channel partners.• Developed and implemented strategies for expanding customer base and nurturing customer relationships • Boosted staff satisfaction and skills development by designing compensation, training, and sales incentive programs • Successfully led team of sales and marketing with sales of more than +$30M • Surpassed projected EBITA stretch goals, growing sales by 3% in down economy • Pursued and closed transit contract bids worth +$19M • Developed numerous technological innovations that grew retention and architectural security segments, introducing projected revenues of +$10M • Developed, secured, and maintained various GSA, DoD, DOE and other local government(county/city/state) proposals and contracts; developed and drove specs with the Army Corp of Engineers (USACE) |
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| Years | Employer | Title | Department |
| Years: 2010 to 2012 | Employer: Kane Sterling | Title: Director of Sales and Marketing | Department: Sales |
Responsibilities:Leveraged comprehensive market research to develop and coordinate strategic marketing and sales plans that increased growth and profitability through product development and innovation. Managed and lead detention and fencing product outside sales, marketing, and rep groups.• Expertly increased quotes, secured bids, and closed new business, increasing sales and bookings by 40% • Initiated cost benefit analysis for existing product lines with as well as newly introduced products to ensure top ROI • Provided direction, clarity and guidance for the sales and marketing teams • Developed sales and marketing campaigns focusing our national brand at large chains, independent retail and eCommerce growing our revenue year over year on a national level • Developed, secured, and maintained various local government(county/city/state) proposals and contracts; drove specs for the US Marshal Service, ICE and other various military branches for detention products and projects; sold to various SBA8(a), Office of Native American Affairs, Women-Owned Small Business, Disabled and Veteran Owned Business, and Minority Business’ supporting local, county, city, state and federal detention and security projects |
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| Years | Employer | Title | Department |
| Years: 2007 to 2010 | Employer: Guardian Industries | Title: Product Manager | Department: Sales and Marketing |
Responsibilities:Responsible for North American interior strategic marketing plans and to drive segment growth.• Traveled internationally building relationships with key internal plants and customers in the decorative and glass manufacturing arenas • Responsible for JDAs and acquisitions pertaining to interior and crossover segments • Achieved over 30% operating profit for 2 years straight on acid etch implementation • Responsible for scorecard development and implementation of cross segment products for SatinDeco that met Gate 5 go-to-market approvals • Developed and presented a CAPEX plan for a North American acid-etched line • Developed and lead Guardian’s ShowerGuard and Decorative North American distribution network in 50 states and Canada Northeast Territory Sales |
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| Years | Employer | Title | Department |
| Years: 2002 to 2007 | Employer: Guardian Industries | Title: Northeast Territory Sales Manager | Department: Sales |
Responsibilities:Responsible for the Northeast Region selling, promoting, and introducing Guardian Glass products to window manufacturers, architects, glazing contractors, distributors, and fabricators with sales in excess of $20 million.• Provided technical marketing and selling techniques to Guardian North American Sales Team working closely with the Chief Technology Officer and VP of Sales • Responsible for the managing, mentoring and growth of the North American sales team • Secured a military deal, for replacement vehicle windows with the DoD and various military vehicle OEMs and SBA8(a) suppliers. This led to more than $50M in value added replacement, fabrication, and OEM sales crossing over into automotive, interior, residential and commercial global markets • Increased overall territory sales to $25M • Grew Rexdale plant sales to $1.4M (86% growth) • ShowerGuard Champion to the Northeast region; YTD sales of $1M – 2006 • Sales Leader Award for value added/mix/profitability – 2005 • Fabrication Sales award for most increased profit/new accounts – 2005 • North American sales champion for low iron glass – 2004 • Value Added Sales Champion at October Regional Sales Meeting – 2004 • Top Achiever award (2003) value added products • Exceeded sales goal for October 2003 – Top salesman Northeast Region • Increased 2003 profits and sales by over 10% • Launched a new marketing/identity rollout program that resulted in over $700K in new product sales |
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| Years | Employer | Title | Department |
| Years: 2001 to 2002 | Employer: Acutek Automation | Title: Sales | Department: Sales and Marketing |
Responsibilities:Provided sales and technical support to various PLC automation equipment and custom engineered automated solutions. |
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| Years | Employer | Title | Department |
| Years: 2000 to 2000 | Employer: LADD Industries | Title: Marketing Manager | Department: Sales and Marketing |
Responsibilities:Responsible for the promotion and pricing of environmentally sealed electrical connectors to theindustrial and transportation community. |
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| Years | Employer | Title | Department |
| Years: 1998 to 2000 | Employer: Cessna / McCauley Propeller Systems | Title: Territory Sales Manager - West Coast/Southwest | Department: Sales |
Responsibilities:Managed accounts for a team of 21 global distributors in over 12 states. Generated sales anddeveloped marketing campaigns with over 60 OEM’s and aircraft fleets through contract negotiation, pricing strategies and trade shows. |
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| Years | Employer | Title | Department |
| Years: 2000 to 2001 | Employer: Goodrich Aerospace | Title: Director of Marketing and Business Development | Department: Sales and Marketing |
Responsibilities:Responsible for providing marketing & sales strategy, analysis and direction to a service unit with13 global service locations and 4 direct reports. Executed the global marketing and sales strategy that included brand awareness, sales development, research, analysis, P&L, pricing, and competitor intelligence. |
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| Years | Employer | Title | Department |
| Years: 1998 to 1998 | Employer: Schering-Plough Pharmaceuticals | Title: Territory Sales Account Manager | Department: Sales |
Responsibilities:Diabetic and allergy drug promotion and demonstration to medical offices, hospitals and pharmacies. |
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| Years | Employer | Title | Department |
| Years: 1996 to 1998 | Employer: SportOPedics Medical | Title: Co-Owner | Department: Executive / Sales |
Responsibilities:Fully operated and managed all facets of a start-up orthopedic distribution company that was sold for a profit. |
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| Years | Employer | Title | Department |
| Years: 1991 to 1996 | Employer: United Parcel Service | Title: Manager | Department: Management |
Responsibilities:Managed the day-to-day ground and next day air operations and responsible for 7 union drivers. |
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International Experience
| Years | Country / Region | Summary |
|---|---|---|
| Years: to Present | Country / Region: | Summary: |
Fields of Expertise
building construction, architectural glass, annealed glass, automotive glass, electrically conductive glass, float glass, flat glass, architectural glass troubleshooting, borosilicate glass, float-glass process, glass coating material, glass failure, glass manufacturing, glass tempering, insulating glass, vehicle glass, decorative glass, Bullet Resistant Glass, UL 752, Train Glass, FRA I, FRA II, Insulated Glass, Vacuum Insulated Glass, Low E, UL 752 Level 1 - 8