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Work Background
WescoDirector of Innovation
Sep. 2024United States• Lead strategic direction and expanded development of connected digital platforms at Wesco.
• Initiate, develop, and deploy new use cases and go-to-market strategies.
• Consult leadership on innovation initiatives and investment priorities to drive a customer-first focus.
Wesco DistributionSenior Business Development Manager IoT and Platform Sales
May. 2022 - Sep. 2024Glenview, Illinois, United States
WESCO DistributionManager Business Development IoT and Platform Sales
Jan. 2022 - Sep. 2024Glenview, Illinois, United States
WESCO DistributionGlobal Complex Services Specialist
Jun. 2020 - Jan. 2022United StatesWorking with sales teams to help position, sell and close large complex project and program opportunities with customers in the construction, security, data center and manufacturing industries. In this customer facing role, lead customers assessments, needs analysis, solution development and the scope of work completion. Contribute to the strategic direction of the sales pursuit collaborating with sales leadership to define financial models that provide value and cost savings to the customer while maintaining the profitability for the business. Lead and conduct meetings alongside the Sales Directors with C-suite customers to identify and address critical business initiatives and challenges. Develop solutions that are architected to address the customers unrealized cost and risk. Present the operational services and financial models that can help customers to achieve both their short and long term strategic goals. Negotiated, developed and launched the financial services leasing model including implementing a portal for sales teams to access lease quotes for their customers with Macquarie financial services, that will allow the sales force to offer an OpEx verses a CapEx solution to local, national and global customers. Assist in the development and delivery of Strategic Complex sales training. Provide guidance as an Subject Matter Expert to marketing professionals and training professionals for Services selling training modules. Assist leadership team with business planning, strategic planning and executive level presentations of forecast, results and go to market strategy.
AnixterVice President North America Supply Chain Sales
Dec. 2016 - Jun. 2020United StatesWorking with sales teams to help position, sell and close large complex project and program opportunities with customers in the construction, security, data center and manufacturing industries. In this customer facing role, lead customers assessments, needs analysis, solution development and the scope of work completion. Contribute to the strategic direction of the sales pursuit collaborating with sales leadership to define financial models that provide value and cost savings to the customer while maintaining the profitability for the business. Lead and conduct meetings alongside the Sales Directors with C-suite customers to identify and address critical business initiatives and challenges. Develop solutions that are architected to address the customers unrealized cost and risk. Present the operational services and financial models that can help customers to achieve both their short and long term strategic goals. Negotiated, developed and launched the financial services leasing model including implementing a portal for sales teams to access lease quotes for their customers with Macquarie financial services, that will allow the sales force to offer an OpEx verses a CapEx solution to local, national and global customers. Assist in the development and delivery of Strategic Complex sales training. Provide guidance as an Subject Matter Expert to marketing professionals and training professionals for Services selling training modules. Assist leadership team with business planning, strategic planning and executive level presentations of forecast, results and go to market strategy.
AnixterDirector of Marketing -Global Security Solutions
Nov. 2015 - Dec. 2016Glenview, IllinoisPost TriEd Acquisition I was reassigned responsibility for the global security marketing strategy for key corporate growth initiatives in various industries. In addition to my previous responsibilities during 2013 -2014, it included responsibility for merging the small to mid-tier contractor go to market strategy for the legacy TriEd business into the Global Security integrator, demand creation end user and global accounts go to market of the Anixter Global security business. During this time, I led efforts to build a video management renewal process for the largest security partners, allowing them to target customers who needed to renew VMS licenses. My main business objectives during this role were to research and direction to the Executive team regarding opportunities for recurring revenue generation beyond our traditional product only sales into the realm of video management, analytics and cloud based software solutions. I managed the Anixter relationship with formerly IHS market Intelligence now Gartner to provide market trends and future technology developments and insights that could transform our Security sales strategy and improve the gross profit margins of the security business. In addition, I worked closely with our vendors to understand future product developments and customer trends that would allow us to support customers with the most current proven security technologies globally. I provided a monthly update to the North American sales teams on current and future industry trends that would be impacting their customers and how to position Anixter solutions to maximize probability of win and profitability of projects.
AnixterDirector of Marketing Global Supply Chain Services, Vertical Markets & Global Accounts
May. 2014 - Nov. 2015Glenview, illinoisResponsible for the global marketing strategy for key corporate growth initiatives in various industries including education, health care, utilities, and commercial buildings. This role included market research and managing relationships with market intelligence companies, content development and launching marketing programs both internal and externally in support of supply chain services, vertical market and global accounts delivery of marketing plans that relate priority customer business drivers with the solutions Anixter provides. In addition, I develop associated sales tools for the demand creation and channel teams necessary to assist them in the sales process. Worked closely with Global Accounts and Supply Chain Services sales leadership teams to deliver business plans and presentations to drive sales results based on the corporate vision and go to market strategy. This included assisting in the creation of video story boards, power point presentations, representing the organization as a subject matter expert during conferences and seminars.
AnixterDirector of Marketing for Global Security Solutions
Jan. 2013 - May. 2014Glenview, ILResponsibility for the global security marketing strategy for key corporate growth initiatives in various industries. This role included market research and managing relationships with market intelligence companies, content development and launching marketing programs both internal and externally. Delivered marketing programs and projects for video surveillance and access control security offerings; including vertical market sales strategies, seminar and event content marketing, global market research, internal and customer training, digital and print media advertising campaigns. I also manage industry organization and editorial relationships. In addition to defining strategy, creating content, and developing the communication plan; define metrics and gather results, to communicate the success of marketing programs and provide recommendations for future marketing investments. I led the collaboration of the technical marketing, marketing communications, product management, and digital marketing teams to develop, build, deliver, and promote vertical market solutions, sales tools, and training for our sales teams, technical solutions team, and customers. Completed competitive analysis, vendor analysis and compiled and reported total addressable and available market for the video surveillance, access control, and intrusion markets globally. Provided market share and future trend reporting to the executive team.
SalesSony, Genetec & Intransa Security Products Sales
May. 2010 - Jun. 2012Greater Chicago AreaStarted, managed and ran sales for all security lines for manufacuturer representative firm. responsibilities included developing strategic territory business plans, Pipeline management and onboarding of key secruity integrator partners. reported and forecasted sales to each manufacturer based on pipeline and opportunity status. Manged pricing requests, quotes and proposals to security integrators and distributors. managed distributor relationships and special pricing requests for CSC, TRIED, ADI, Anixter and Graybar. Participated in manufacturer trainings on a quarterly basis and represented the manufacturers and key industry events and tradeshows including national security integrator and distributor sponsored seminars and international tradeshows including ISC West and ASIS. Managed an inside sales and office manager. During my time at PLT, I was responsible for identifying, building and maintaining relationships with the top local, regional and national integrators in the territory. This included providing product demos and training to sales and installation staff and assisting in providing product and software recommendations for key project opportunities. I supported integrators on their video management implementation and license renewals for existing and new implementations. Led joint meetings with integrators to assist in product and software demonstrations, development of bill of materials, and opportunity management for major public and private sector customers.
AnixterVP Sales and Program Manager for Strategic Accounts
Aug. 2000 - May. 2010Glenview, IllinoisDeveloped and managed high-level strategic relationships with Anixter’s largest network integrators. Researched, interviewed and identified market offerings of these customers for sell with and sell to opportunities to develop a strategic business plan for overall global year over year sales growth. Established and maintained key relationships with VP level business unit leaders with responsibility for network, security, data center and infrastructure portfolios at IBM, EDS and HP. Managed a virtual team of local sales professionals calling on specific customer contacts within their territories to help them identify, pursue and close opportunities with these customers. Developed, managed and executed sales growth plans resulting in over 20% growth within each account annually. Negotiated global vendor pricing agreements with key manufacturers on behalf of these customers resulting in higher profitability for the company and more competitive pricing for the customers. Developed comprehensive account development strategies, presented to executive leadership for approval and communicated to sales leadership for field execution. Engaged corporate and overlay subject matter experts in support of customers financial, technical and operational objectives to deliver year over year cost savings while exceeding revenue and profitability targets for the business. In 2004, received Anixter's Award of Excellence for my contributions and commitment to the organization and fellow team members. In 2004, won President's Club for outstanding sales performance.
SunStrand ElectricVP Sales
Jan. 1995 - Dec. 1999Implemented and executed the corporate sales strategy by defining the desired customer profile that would yield the highest probability of winning with the maximum profitability. Conducted sales calls with end users, general contractors and project management firms. Created an inside sales team responsible for the intake and tracking of pipeline opportunities and quick turn-around installation quotes. Maintained partnerships with vendors and distributors to secure special project pricing and rebates for customer opportunities. Attended pre-bid conferences, industry events and vendor trainings. Designed proposal content, brochures, presentations, and company literature. Coached, mentored and trained new sales and office staff. Participated and managed corporate membership with various WBE/MBE organizations as an active member of the Chicago Minority Business Development Council and the Hispanic American Construction Industry Association. During my time at SunStrand, I worked with Wesco, CSC, Anixter and Graybar as our primary distributors. The business was owned by my father and I worked my way from the warehouse to sales learning all aspects of the electrical and communications contracting business.
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