Unleash Growth in your business, your people and yourself
velocityHUB engineers high-value consulting, results-oriented training programs, and targeted executive coaching to many of the world’s leading companies, small & medium businesses, and non-profits.
Partnering with clients, we focus on:
Leveraging 25+ years of successful business development experience and results at Honeywell and Kennametal, I worked with several local startups in the greater Pittsburgh area to help them with Business Development. I also worked on a Marketing/Sales Planning project for a large PE backed aerospace firm in the Mid-West to transform their go-to-market approach.
Promoted with a mandate to lead the evolution of a service business line, positioning Kennametal for entry into a market with potential revenue of $500MM. Directed development of strategy and tactics designed to position the organization as a trusted advisor to clients, providing guidance and direction on the optimal path for parts production at industrial customers.
Fulfilled a critical role managing strategy and business development in Aerospace and Power Generation verticals, collaborating with regional and global business units and sales teams to increase penetration into key accounts including Alcoa, PCC, General Electric, Boeing, Airbus and more.
Revolutionized performance of account management in these sectors by positioning Kennametal as a strategic partner to each client, leveraging a consultative approach to gain insight into opportunities to provide consistently higher levels of service; this shift in strategy yielded unprecedented access to executive leaders and lucrative projects.
For example, the team grew sales to Pratt & Whitney, an aircraft engine manufacturer, by $1.5MM at one of their locations.
Stepped into a leadership and tactical role as global key account manager for the Alcoa account, securing a worldwide procurement contract and achieving 20% growth in account revenue.
Led a team of subject matter experts, assembling an in-house consulting group, to identify opportunities for organic growth and potential M&A candidates to support company’s pursuit of business in Aerospace, Transportation, Mining, Construction, Energy and General Engineering markets. Managed Business Intelligence and Competitive Analytics functions.
Served as an integral member of the team that managed the acquisition of the ATI Tungsten business in a $605MM deal, empowering Kennametal to process recycled materials and gain access to a brand of cutting tools essential to growing our position into Aerospace and Energy markets.
Assumed a lead role as architect of the NOVO platform (IoT/Industry 4.0) in collaboration with strategic technology partners, consolidating over seven decades of expertise in metal working into a software application that helps users select the best machining process for parts and monitor/optimize for maximum productivity over time.
Developed a team of consultants with advanced expertise in strategic end markets (Aero, Auto, Energy, Mining), with the goal of providing an invaluable resource of information, knowledge, and tools to assist the sales force in closing deals with clients. Responsible for directing high-level overviews of global strategic planning, sales, and M&A candidates sorted by market segment.
Directed efforts of a globally-distributed group of over 40 sales professionals comprising the Machine Tool Industry sales team; engaged in extensive business intelligence efforts to identify trends in the manufacturing industry and formulate responses to proactively met client needs.
Led an award-winning enterprise-wide strategic planning process that integrated functions across R&D, Finance, Human Resource, Marketing, Sales, Legal, IT, and other core areas.
Launched and managed a DMAIC-based Green Belt for Growth program that secured additional marketing talent to explore and lead growth opportunities valued at over $100MM.
Now legal to fly!
Recruited with a mandate to lead revenue growth in Aerospace and Defense verticals, with a focus on securing agreements with key enterprise clients, including Boeing, Pratt and Whitney, Airbus, GE, and Rolls Royce. Expanded an initial role with primary responsibility for sales to build and launch Aerospace market teams in Europe, Asia and United States.
Outstanding and exceptional results, skyrocketing revenue from $56MM to $155MM through a global strategy that tripled sales within five years.
Leveraged superior expertise in market and industry analysis to anticipate the transition of aerospace material demand from aluminum to carbon fiber and titanium; led research and development efforts with the Technology group to bring to market a new generation of products and solutions to secure a premier position in the titanium materials market for aerospace within three years.
Director of NOVA Programs and New Business Development:
Maintained P&L accountability for a new service product line at this conglomerate company that produces a variety of commercial and consumer products, engineering services and aerospace systems, with responsibility for securing funding and executive support while recruiting talented team members. Within four months, established a stable supply base and secured a launch client. Invited by FAA/NTSB working groups to contribute knowledge and expertise to enhance flight safety for aging aircraft. Recognized with multiple awards and accolades, including the Honeywell Technical Achievement Award.
Director of Marketing and Strategy:
Led development and deployment of strategies to govern a portfolio of six high-growth startup Aerospace Services Providers experiencing rapid double-digit annual growth. Oversaw all facets of growth, customer support, and M&A.
Global Marketing and Pricing Manager:
Managed marketing research and value pricing for aftermarket services, including global financing and leasing operations, while managing a team of 10 direct reports engaged in Marketing Intelligence, Marketing Strategies, and Pricing Strategies. Created, marketed, and sold complex integrated support solutions that included spares provisioning/financing and repair as well as overhaul management services. Adopted value pricing methodologies within customer support that sparked double-digit increases in sales and profits, coupled with a 3% gain in market share.
Global New Business Development Support:
Engaged in marketing and contract support for all international markets; served as Senior Account Manager assigned to meet the needs of major airline clients throughout Europe. Built pricing structures for complex service agreements.
Early Career – Multiple Roles with Honeywell, Toulouse, France
Inspired by leadership in my early career to grow our slow going business in the 90's, I was fortunate to explore sales and marketing... I loved it!
Customers... By observing and listening to their unspoken needs, I have been able to launch superb solutions. Some mistakes, but overall, a good success story.
Clear MOS, goals and expectations, Coaching style, Fair, Emphatic and not afraid to roll up the sleeves.
Help develop, launch and sell exciting solutions that wow customers...
Thought of the day: Is IIoT mature enough to get ROI?
In most manufacturing places I have been, equipment is connected, data is collected, but are we realizing the benefits of all this investment? My empirical survey points to a negative answer.
The answers might be many, but two insights are worth blogging about:
- Do we have the talent to look at the stream of data we have? Most places have excellent programers and machinists, but no "data scientists"
- Is the technology providing...