Consultant , VP Strategy Resume

Title
Consultant , VP Strategy

Primary Skills
Please see resume for skills

Location
US-GA-Mableton (will consider relocating)

Posted
Feb-08-10


Thought Leader - Strategist - Practice / Program Leader - Retail & CPG / FMCG

Twenty years Business and IT Consulting involving Practice Leadership and Growth, C-Level Consultative Selling, Client Results and Thought Leadership with firms such as TATA Consultancy Services (TCS), Computer Sciences Corporation, A. T. Kearney and Accenture.

Practice Leadership & Growth (representative)
Created multi-million dollar differentiated solution offerings including sales and delivery capabilities
* Collaborative Product Development - Enabling private label/brand retailers and manufacturers to reduce development time and effort
* Price and Promotion Optimization - Enabling retailers to fine tune price and promotion at the item and local market level
* Trade Promotion Optimization - Enabling fast moving consumer goods (FMCG) companies to predictably model the best item, price, tactic by market to improve effectiveness

C-Level Consultative Selling & Client Management
* Presented complex ideas and strategies to C-Level audiences (50 -20 people) at several clients
* Sold and managed 7 figure multi-year management consulting engagements
* Turned-around sensitive client situations - Projects worth $2M - $40M

Client Results (representative)
* Reduced product development cycle time by 40+%, costs by $26M for Department store's $1.5B private brand business
* Improved service levels, reduced product development cycle from 90 to 30 days, order-to-cash from 150 to 40 days, increased profit margin by 11% and revenue by 10% for an apparel product development and sourcing company
* Reduced product development and direct product costs by 10% for a Global Toy Retailer by designing the private brand product development and sourcing organizations and developing a transition plan
* Reduced inventory by $50M (25%) for the largest Hosiery manufacturer and retailer
* Saved $80M in supply chain costs by in-sourcing food distribution for a Mass Merchant
* Reduced apparel costs by $40M for $1.2B manufacturer by applying strategic sourcing principles
* Harmonized and integrated customer service, planning, transportation and order management processes for $6B Division of a Paper Co. - Improved on time delivery of complete orders by 20%

Thought Leadership
* Published in RIS News - Eat or Be Eaten: Growth and Profitability in Apparel, 2009
* Created a pod-cast with Mike Griswald, VP Retail, AMR Research, on IT Optimization, 2009
* Several papers on Retail Trends and Innovation & Collaborative Product Development, 1997 - 2009
* Presentation on Food Industry Trends for the Grocery Manufacturers Assoc. (co-author), 1998

Management Span & Style
* Managed $150M P&L and teams of 50+ people
* Leader/coach with a creative and visionary twist best suited for consulting and strategic initiatives

Representative Retail / CPG Clients

7th Online, Adidas, Ann Taylor, Belk, Borden Foods, Collective Brands Inc., CVS/Caremark, Esprit International, Hudson's Bay Co., InBev (Anheuser-Busch), International Paper, J. C. Penney, Kellwood, Land O'Lakes, LG Electronics, Limited Brands, Macy's, Sara Lee,
Sears Holdings, Shoppers Drug Mart, Spiegel, SYSCO, The Home Depot, Toy's "R" Us, Walgreens.


Professional Experience


North American Head of Retail & Consumer Goods (CPG/FMCG) Consulting
TATA Consultancy Services (TCS), NY/GA, 2/2007-9/2009
Aggressively pursued by The North America Consulting Head for TCS (ex-CSC Senior Partner) to join and build a global consulting practice for India's largest and most established outsourcing organization. Increased presence in existing accounts and created differentiated offerings to grow the account base.
* Delivered revenues of $8M and $22.2M for FY08 and FY09. Exceeded goals by 160% and 185% respectively. Team influenced downstream revenues of $100M+.
* Instrumental in developing and launching software and consulting services for Collaborative Product Development to retailers and manufacturers of fashion merchandise (hardlines, softlines and footwear) with Siemens. Projected license and service revenues in excess of $15M.
* Tailored and positioned TCS's "OptimizeIT" services in retail. Built a pipeline of 10+ prospects.
* Managed several processes improvement and strategy projects including implementing PMO procedures to turn around a $40M project

Retail Industry Principal
SAP AMERICAS (SAP), Atlanta, GA, 2006-2007
* Influenced software sales in excess of $20M
* Created strategies for sales opportunities, built and executed programs to grow license revenues
* Designed programs to increase penetration of the fashion sub-sector
* Trained the sales force on industry trends and facilitated/expanded alliances with consulting firms

Managing Director
The Ansley Consulting Group, Atlanta, GA, 2003-2006
Partner in a firm specializing in executive search services to the retail and consumer goods industries.
* Expanded the practice to include Management and IT Consulting. Added four new clients.

National Practice Director/Principal - Retail & Consumer Goods Practice
Computer Sciences Corporation Consulting (CSC), Atlanta, GA, 2000-2003
Member of the North American Leadership Team.
* Created and led the development of Price and Promotion Optimization Practice for retailers
* Developed a Trade Promotion Optimization solution, software and services, for consumer goods companies with SAS Institute with market potential of $1.5B
* Sold Price Optimization and Trade Promotion engagements with potential revenues of $10M
* Managed a large (50+ person) project to redesign the order management, sales, operations, planning, production and transportation functions for a $6B retail division of a paper company
* Designed and managed a supplier on-boarding program to integrate client and supplier processes and increase the achievability of $100M targeted savings, which was part of the execution of a regional distribution center strategy for a $37B food service company
* Built a case to in-source food distribution and saved $80M for a $16B Mass Merchant

EVP Sales, PriceHawk.com, and another start-up, 1998-2000

Senior Manager Retail & Consumer Goods Practice
A.T. Kearney Management Consultants (ATK), Atlanta, GA, 1995-1998
* Recognized for outstanding contributions -1997 Global Exchange Program
* Reduced "concept-to-market" cycle time by over 40%, labor costs by $12M/year and product costs by $14M/year for the private label/brand division of a department store
* Led a strategic sourcing effort to reduce product costs by $40M for a $1.2B apparel manufacturer
* Reduced inventory by $50M (25%) for a $1B hosiery manufacturer

Manager
Deloitte & Touche Consulting (The GARR Consulting Group), Atlanta, GA, 1994-1995
Hired to build a re-engineering practice (recruited by the same Senior Partner into A. T. Kearney).
* Managed sales and delivery efforts at clients such as Sears, JC Penney and Marshall's

Product Manager / Management Consultant
Hewlett Packard, (Digital Equipment Corporation), MA/GA, 1988-1994
* Managed a $150M Software Service business for VMS, DEC's operating system
* Increased profit margins by $16M/year
* Introduced software and documentation distribution services on CDROM. First company to do so. Achieved 20% market penetration and $150M incremental software sales in the first year.

Manager Special Initiatives - Product Development & Global Sourcing Division
Limited Brands (MAST industries), Andover, MA, 1986-1988
* Reengineered the business. Improved service levels, reduced product development cycle from 90 to 30 days, order-to-cash from 150 to 40 days, increased profit margin by 11% and revenue by 10%

Senior Consultant,
Accenture (formerly Arthur Andersen & Co.), Chicago, IL, 1981-1986
* Managed the design and implementation of financial systems and process reengineering projects

Education
Masters of Business Administration, University of Michigan
Bachelor of Technology with Honors, Indian Institute of Technology (IIT)


Key Publications, Presentations & White Papers

Eat or Be Eaten: The Key to Growth and Profitability in Apparel. Retail Information Systems News, October, 6, 2009
Preserve Capital. Retain Customers. Podcast with Mike Griswald, VP Retail, AMR Research, 2009
Preserve Capital. Retain Customers. TCS White Paper, 2009
Success in Fashion Retailing. SAP White Paper, 2007
Changing the Rules - Discontinuities in the Food Industry, A. T. Kearney Intellectual Capital, Co-Author, Presentation to the Grocery Manufacturers Association, 1998
Faster Style Innovation and Market Commercialization Fuels Growth and Profitability in the Fashion Industry. A. T. Kearney Consumer Insights, 1997

Certifications
See above


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