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Click here or scroll down to respond to this candidateCandidate's Name GLOBAL SALES & OPERATIONS EXECUTIVE ACHEIVING PREDICTABLE PROFITS
rd
Street Address C. PHONE NUMBER AVAILABLE EMAIL AVAILABLE
VP of SALES /SENIOR OPERATIONS EXECUTIVE delivering consistent and measurable increased revenue
and international market leadership through business, financial, and market development processes and
strategies. Decisive leadership at the senior executive level trough root-cause problem solving, team
development and communication that leads to growth and profitability of public and private companies.
Expertise in turning around underperforming sales teams, opening new markets and geographies. Finely
honed communications skills built on unwavering accuracy, credibility, and integrity. Seeking to drive rapid
growth of high potential enterprise on executive level through world-class people and operational leadership.
Delivering Results to the Bottom Line
for Start-Ups/Small/Medium Companies
P&L Management M&A Acquisition Integration Process Management Communication Operations
Strategic Planning Sales Growth Customer Service Marketing Staff Management and Retention
International Sales Vendor Management Client Relationships Product Development and Launch
Supply Chain Management Strategic Partnerships Technology Investment and Development VOC
PROFESSIONAL EXPERIENCE
LUX RESEARCH, INC., Boston, Massachusetts and Singapore May 2008 October 2016
Independent market research and advisory firm helping clients capitalize on science-driven innovation
Managing Director, Analytics & Partnerships July 2015 October 2016
Responsible for integrating an acquired analytics firm and developing a product roadmap that commercializes
the first Lux analytics offerings in a manner consistent with the existing focus on annuity and consulting
business. Identify, structure, and commercialize strategic partnerships that deliver revenue to Lux clients
globally.
Operational and Partnership Highlights:
Conceived, scoped and conducted voice of customer interviews resulting in RISK Platform (Resource
Information System Knowledge) leveraging geospatial analysis overlaid on Lifecycle Analysis
Wrote proposals and closed initial projects with ARPA-E, WWF, Hampton Creek, General Mills, with
more than $500K in initial sales before the product development was completed
Executed strategic partnership agreement with SRI International to bring compreh ensive technology
and marketplace intelligence to SRIs clients globally, thereby creating a global channel for Lux, and
incremental consulting over $1MM per annum and adding new government clients such as DHS
Managing Director, Americas 2012 June 2015
Lead a team of seven sales professionals divided into account management, business development, and
inside sales. Developed and executed account management strategy for nearly 80 clients throughout the
Americas, as well as designed new logo acquisition strategy resulting in overall Q4 YoY growth of 51%.
Financial/Operational Highlights:
Grew retention rate from72% to 82% on a count basis, with 91% revenue retention an annualized
contract value (ACV) basis
Consulting sales were 3.3M, including nearly 500K of retained consulting
Expanded ACV by 40% from 4.5M in 2013 to 6.3M in 2014, exceeded 8M in 2015
Team added 21 new logos in 2013, 33 in 2014, and 29 in the first half of 2015, with an ASP of $42K
Lead the global, cross-functional Go-to-Market team to review, design, and implemented global sales and
marketing strategy for 2015
Managing Director, Asia-Pacific, Boston, Massachusetts and Singapore 2008 - 2012
Lead all sales, marketing, customer service, and consultant services delivery for Japan, Korea, China and the
rest of the region. Oversaw the P&L for Asia-Pacific region and provided managerial support for the business
globally. Developed strategic marketing plans and budgets, and opened new markets. Directed ongoing
projects and provided leadership to the sales team and recruit country sales directors.
RESUME
Candidate's Name Page 2 EMAIL AVAILABLE
Financial/Operational Highlights:
Grew retention rate from 62% to 71% from 2010 to 2012
Increased customer base from 11 to 43 new clients in three years, with first sales in China, Singapore,
Thailand, Indonesia, and Taiwan
Expanded Asia-Pacific ACV from 968K in 2008 to 3.07M in 2012, while consulting bookings increased
50% YoY throughout
XELOCITY, INC., Overland Park, Kansas 2005-2008 International supply chain management consulting firm
President
Lead all sales, marketing, customer service, and consultant services delivery for North America, Latin America,
and Japan. P&L responsibility for North America and provided managerial support for channel sales globally.
Developed strategic marketing plans and budgets, and realigned sales efforts for more efficiency. Managed
ongoing projects and provided leadership to sales staff and cross-functional teams. Developed new sales
channels and maintained client relationships. Wrote and delivered presentations at international conferences.
Financial/Operational Highlights:
Expanded North American sales from 790K in 2005 to 2.3M in 2008
Revamped sales processes, customer lifecycle management, and lead management processes,
improving client retention by 35%
Created and implemented email marketing plan, improving click-through ratios from 1.5% to 3.5%
Secured strategic partnership with CDC software, closing a consulting con tract with their largest client
(Nucor) within two month of signing partnership agreement
Upsold one client on strategic consulting services, increasing revenue from 200K to 750K
A.B. HIRSCHFELD PRESS, INC., Denver, Colorado 2004-2005 commercial printing and mailing company
Director of Sales and Business Development
Oversaw all sales initiatives and sales and revenue growth planning. Supervised sales staff of eight and four
customer service personnel. Developed and managed a sales, marketing and IT budget of $250K. Redesigned
website, corporate brochure, sales collateral, and created strategies for email, PR, and sponsorships.
Financial/Operational Highlights:
Turned around sales decline and increased sales revenue by $1M in first year
Analyzed profitability and implemented margin increase measures, improving gross margins by 50%
Identified sales deficiencies, and applied automated template structure, increasing RFQ process time by 50%
and sales productivity by 35%
PRTMS PERFORMANCE MEASUREMENT GROUP, Waltham, Massachusetts 2000-2003
International benchmarking services, custom research, supporting management consulting subsidiary
Director of Sales and Business Development
Oversaw P&L for sales, customer service, and benchmarking services implementation for global consultancy
Developed team structures, sales processes, and streamlined service and product delivery
Financial/Operational Highlights:
Led the team that secured 2.2M in consulting business, a 50% increase in business in one year
Developed strategic alliances with SAP and Manugistics, resulting in personal sales of 1M
Reduced data submission cycle time by 20% by streamlining sales, service, and delivery processes
FORRESTER RESEARCH, INC., Cambridge, Massachusetts 1998-2000 research and advisory services
International Channel Manager for Japan
Led sales efforts in Japan, reaching 5M in annual sales. Expanded sales within existing client base and secured
new clients. Designed and held first Forrester conference outside of the USA and Europe.
Financial/Operational Highlights:
Exceeded personal sales quota consistently, more than doubling sales in first 12 months
Secured business of 10 Japanese companies such as Panasonic, Hitachi, Toshiba, Sharp, and Mitsui
Expanded client base in U.S. closing deals with clients such as Unisys and Xerox
RESUME
Candidate's Name Page 3 EMAIL AVAILABLE
MITSUI BUSSAN LOGISTICS, Dallas, Texas 1990-1997
Operations Manager
Secured a 10-year distribution agreement with Southland, resulting in operating profit of 8.5M
Developed all project plans for $1.7M, 40K square-foot dry/refrigerated facility, including site selection,
lease negotiation, design and construction supervision.
EDUCATION
Bachelor of Arts in Economics and Political Science (Joint Majors)
Pitzer College, Claremont, California
Japanese Language Instruction
Hakodate University,Hakodate, Japan
Obirin University, Machida, Japan
PROFESSIONAL MEMBERSHIPS
Supply-Chain Council
Council of Supply Chain Management Professionals (Roundtable officer)
New England Product Development Association (past chair)
Leawood Rotary Club
Heart of America Japan America Society
Heartland Chapter of Boy Scouts
Personal Interests
Running, Tennis, golf, and reading
RESUME
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