Strategy and Relationships that Maximize Profitability
Summary
A career driving revenue and profitability through business development.
Building Organizations that Maximize Profitability
As a General Manager and Business Development Executive, I develop and execute the strategies that transform organizations, cultivate new business, strengthen competitive position, develop relationships and deliver sustainable growth across industrial markets worldwide.
Growing Revenue through Strategic Leadership and Business Development
Persuasive Rainmaker highly skilled at building high performing sales teams that launch new products, rationalize pricing, streamline operations and optimize product mix to maximize portfolio profitability. Formulate and execute strategies that strengthen competitive position. Recognized as industry expert in automation and energy savings.
Revenue Growth
Grew sales 28% at Simu and 25% at Somfy through organic growth and customer acquisition, increasing net profits millions of dollars annually. Grew sales 20% annually for 9 consecutive years at United Textile.
Strategy Development and Execution
Introduced new tools and pricing strategies at Simu, capturing hundreds of thousands of dollars in price realization. Rationalized product mix at United Textile, focusing on higher margin products, and increasing profitability >5%.
Direct Account Management
Restored customer relationships at Somfy, significantly growing top-line revenue. Secured 50 new accounts at Simu, and increased percent of wallet of key accounts from <50% to 75%. Negotiated multi-year contracts/supply agreements, growing largest account 4-fold.
Operations Leadership
Re-engineered operations, doubling inventory turns at Simu and United Textile. Championed competency-based training at United Textile, increasing sales effectiveness 25%. Groomed high performing management team at Somfy.
Career Timeline
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President & CEO, Home-Sew Holdings LLC
Leading catalog and online retailer of sewing and craft supplies.
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Managing Director, MAD Directories
Launch & build a network of on-line business directories that unite a local community with all of the local businesses.
Lindsey Born!
Ashley Born!
Allen Born!
Married!
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Customer Service / Field Sales Representative, United Textile & Supply Co., Inc., Arlington, TX
A $40M North American distributor of industrial textiles and findings. Selected to open new distribution center in Central US region. Led lease negotiations, procurement, and talent recruitment. Concurrently managed field sales for six-state Western territory. Directed five employees and $5M P&L.
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Distribution Center Manager, United Textile & Supply Co., Inc., Denver, CO
A $40M North American distributor of industrial textiles and findings. Promoted to drive growth and turnaround of company’s 10 distribution centers, with 10,000 products and 5,000 customers nationwide. Led sales and marketing. Directed 60 employees and $40M P&L.
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Vice President of Sales & Marketing, United Textile & Supply Co., Inc.
A $40M North American distributor of industrial textiles and findings. Promoted to drive growth and turnaround of company’s 10 distribution centers, with 10,000 products and 5,000 customers nationwide. Led sales and marketing. Directed 60 employees and $40M P&L.
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President, SIMU US, Inc. (Subsidiary of Somfy International) Boca Raton, FL
A French-based $1B multinational provider of controls and motors for openings and closures in residential and commercial buildings. Recruited by former supplier at United Textile to assume leadership for this global manufacturer of tubular motors, an independent subsidiary of Somfy International. Led total operations and Board relations. Directed 14 employees. Full P&L authority for this $18M operation.
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Director of Key Accounts and Brand Management, Somfy International
A French-based $1B multinational provider of controls and motors for openings and closures in residential and commercial buildings. Reassigned to strategic account position, as part of corporate restructuring, to drive growth and to build customer relationships. Led strategic planning, sales and marketing, key account management, and customer service. Directed two employees and product portfolio of $66M in transverse, activity–based accounting organization.
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General Manager Exterior Applications, Somfy International
A French-based $1B multinational provider of controls and motors for openings and closures in residential and commercial buildings. Transferred at request at CEO North America to drive growth of Exterior Applications business unit. Led total operations, strategic planning, business development, and relationship development with international subsidiaries. Directed 32 employees. Full P&L authority for this $25M operation. Position eliminated in corporate financial restructuring.
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Principal, MAD Holdings, Inc.
Providing capital investment and management advisory development to small to medium sized manufacturers and distributors.
Proudest Accomplishment
Taking delight in the love of my life for 30+ years while raising 3 exceptional children
Experience Highlights
President & CEO
Home-sew holdings llc
Managing Director
MAD directories
Principal
MAD Holdings inc.
Vice President of Sales and Marketing
United Textile & Supply Co., Inc.
President
Simu US, Inc.
Director of Key Accounts and Brand Management
Somfy International
General Manager Exterior Applications
Somfy International
Education Highlights
Marketing Management
University of Phoenix, Denver, CO
BBA Program, Business Administration
University of Texas at Arlington
Causes
Interests
Live Performance
Enraptured by exceptional live performance, from Broadway to Aerosmith to ZZ Top
Motorcycle Cruising
Cruising the countryside on my V-Rod
Bicycle Riding
25-50 mile on and off-road bicycle riding
Results
20%
Year over Year Sales Growth
$40m
P&L Responsibility
31
Years Married
Skills
Board Relationship Development
18
Product & Portfolio Management
17
Business Process Optimization
15
Sales & Marketing Leadership
20+
Leadership Development
15
Key Account Management
20+
Business Development
16
Strategic Planning
13
Strategy Execution
14
Sales Management
20+
Sales
20+
Questions & Answers
How do you get people to perform at levels beyond what they thought possible?
When people experience success, they inherently desire more of it. That’s how we are wired. However, left to their own devices, people are misdirected from optimal performance by a myriad of distractions that provide short-term appeal in lieu of longer-term achievement. My role, as a leader, is to deploy reinforcements which help people to stay on track and feel that greater sense of success. To the extent that we can do that in a way that is both focused AND fun, people will exceed their own expectations and enjoy every minute of it.
What is the secret to leading large scale change initiatives effectively?
Large scale change does not happen through directives. Large scale change requires a real vision; it must be a vision that people find compelling, worthy of their individual effort, and attainable. It is imperative for leadership to cast the vision in a way that it becomes a moral imperative, without reservation. Then everyone must be engaged to do their part, preferably with substantive involvement in the action plan so that the feeling of ownership is real. Clear milestones that are established early, communicated consistently, and then celebrated publicly will keep people fully engaged.
How has your international experience shaped the way you conduct business today?
I’ve had the privilege in recent years of traveling throughout Western and Eastern Europe, Africa, and Asia, in both social and business contexts. Spending some quality time in social settings abroad has allowed me to better understand the very different perspectives that different cultures bring to the same issue. In better understanding these differences, I’ve learned the advantage of really seeking to understand a person before assuming I understand their perspective.
How would you describe your leadership style?
Many of my colleagues use the less-than-traditional word “infectious†to describe my leadership style. I’m passionate about being both intentional and methodical in achieving objectives. I’ve found that the vast majority of people would rather join a crusade than simply be given a job to do. By casting a vision and delegating clear missions, people are much more likely to fully engage and deliver optimal results.
Yep...thats FIVE types of planning you need to do now...
Small business entrepreneurs are familiar with start-up planning, exit strategy planning, and strategic planning. Of course, being familiar with and actually performing key success development planning are quite different. Entrepreneurs who excel at planning can quickly find themselves victims of their own planning process. As planning pays off, and business grows, many entrepreneurs become victims of their growth causing them to ditch the success planning process that set off their business...
