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MSC Industrial Supply
MSC is a leading North American distributor offering industrial products and solutions that enable its customers to achieve higher levels of growth, productivity, and profitability. MSC helps solve its customers’ metalworking, MRO, and operational challenges by providing a broad portfolio of services, including technical expertise, inventory management, and e-procurement integration.
Principal Product Manager
September 2022 – Present
Strategic owner of MSC’s vending service offering, a $650M channel that accounts for 15%+ of the company’s total revenue. Responsible for product vision, development plan, technology partnerships, go-to-market strategy, sales enablement tactics, and performance measurement.
Represent the voice of customers and exploit competitive intelligence, market research, and data-derived insights to identify innovation opportunities and construct the long-term product roadmap and overarching value proposition. Lead and collaborate with cross-functional teams to build effective strategies that deliver a best-in-class customer experience, ensure optimal operations, and align stakeholders with vending product strategy.
Select Accomplishments
- Delivered a comprehensive strategy and multi-year development plan to transition ControlPoint services to a unified backend database via adoption of a multi-tenant architecture.
- Engaged key stakeholders, including end users and business partners, to gather experiential feedback, identify most valued and viable enhancements, define requirements and prioritize feature releases.
- Spearheaded the adoption of Confluence and Jira for strategy documentation, development planning and task management to enhance team productivity and onboarding.
- Directed legacy application migration of 10,000+ vending installations to modernize the user experience, increase network security, and reduce computing overhead.
- Managed data validation project to complete transition from on-premise SQL server with FTP/ETL processes to a more cost-effective cloud-based PostgreSQL cluster updated via message queueing.
W.W. Grainger, Inc.
Grainger is a broad-line B2B distributor offering more than 1.5 million products to help its customers keep their facilities running and their people safe. Grainger also provides a digital commerce experience, a consultative sales approach, and complementary solutions and services designed to save customers time and money.
Senior Manager, Product Strategy
September 2013 – July 2021
Defined the vision and strategic go-to-market (GTM) plan for KeepStock, Grainger’s inventory management service with 85,000+ installations in the United States and $900M+ annual channel revenue. Product owner of an inventory analytics application suite with responsibilities for design, development, and deployment, as well as backend unified data warehouse and data exchange processes.
Select Accomplishments
- Delivered product vision, functional requirements and GTM strategy for new Grainger.com reporting solution in less than 60 days via partnership with Product Management and Systems Architecture teams.
- Revamped KeepStock positioning and messaging then collaborated with Marketing and Sales teams to update collateral, build enablement materials and launch integrated marketing campaign in under 90 days.
- Formulated novel customer behavior analytic and coupled with insight-driven consolidation narrative that was subsequently employed by Grainger sellers to achieve a 22% increase in share of wallet.
- Launched KeepStock Managed service offer—including creation of core narrative and value proposition, design of sales processes and development of all marketing materials—with a resultant increase in annual customer purchases of 155% and a 48% reduction in operating expenses.
- Authored and presented seminar content at Grainger Show—a trade show event attended by 15,000+ customers, exhibitors and Grainger team members—for ten consecutive years.
Senior Manager, Solutions Development
March 2009 – August 2013
Innovation of new customer value added offers, including economic business case creation, solution design and development, value proposition narrative, go-to-market strategy and customer messaging.
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- Conceived, built and maintained MyKeepStock, a collection of analytic and value demonstration apps utilized by 2,000+ employees to boost customer revenue retention rate by 24%.
- Crafted Grainger’s MRO inventory story framework and facilitated training of 3,500+ Grainger sellers to drive a 152% increase in KS channel revenue over a four year period; a 26% CAGR.
- Directed Grainger’s Customer Council and conducted primary customer research to produce MRO related strategic frameworks and insights featured in Grainger marketing assets over the next 15+ years.
Senior Consulting Manager
March 2005 – February 2009
Executed indirect material supply chain and procurement consulting for large and complex customers. Identified opportunities for expense reduction, productivity improvement and increased sustainability within maintenance, repair and operations (MRO) environment.
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- Acted as lead consultant on 20+ customer engagements over two year period that contributed more than $5,000,000 of incremental sales and increased customer growth rate by more than 45%.
- Designed energy cost analysis tool enabling Grainger sellers to quantify a customer’s energy and tax savings provided by a lighting retrofit; a sales tool credited with generating $2,500,000 in new sales.
Motion International
Motion was an international implementer of Oracle Application solutions, offering strategic planning, project management, database administration and systems architecture.
Marketing & Business Development Manager
May 2004 – March 2005
Implemented marketing and business development processes for international Oracle consulting firm. Spearheaded business development campaigns, telesales programs, tradeshow activities, marketing collateral and corporate communications.
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- Installed content marketing program featuring white papers to increase brand awareness, establish industry credibility and create competitive advantage over similarly positioned firms. Subsequent campaigns were instrumental in securing new business in Asia-Pacfic region.
- Organized execution of trade show activities at international location, including booth design, promotional items, sales collateral, as well as shipping and logistics.
HighJump Software
HighJump was a provider of adaptable, user-configurable warehouse management and supply chain execution solutions. During my brief tenure, HighJump was a subsidiary of 3M; Körber AG acquired it in August 2017 and retired the branding in 2020.
Business Solutions Advisor / ROI Analyst
May 2003 – May 2004
Conducted business development for leading provider of supply chain execution software solutions. Researched market conditions, prospected and secured new business opportunities through utilization of consultative sales approach, and completed customer facility assessments.
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- Identified buyer influences, project requirements, timeframe and potential competing vendors while functioning as the primary sales resource for prospects through RFP process, with average final contract value exceeding $250,000.
- Created ROI analysis tool to demonstrate tangible savings provided by a warehouse management system based on an organization’s unique operating costs; proved to be a key component in securing one of the company’s largest customers.
Vision Fabrication & Design
Vision Fab is a custom design and manufacturing solutions company who also offers standard product lines of trussing, staging, mobile stages, barricades, lifts and turntables. In addition, equipment rental and production services are available through Vision Fab’s sister company, Spectrum Production Services.
Marketing Director / General Manager
September 2000 - May 2003
Implemented new marketing initiatives to increase gross revenues through generation of new customer contacts, increased company visibility and brand recognition. Handled all major vendor relations and negotiations, as well as contract development and administration. Oversaw all finance, accounting, marketing, human resources and administrative affairs of $1.5 million business unit.
Select Accomplishments
- Devised marketing campaign to create brand recognition of Vision Fab’s line of aluminum truss, staging products and custom fabrication services for the entertainment industry. Conceived and designed accompanying promotional materials, including product catalog, direct marketing pieces and product brochures.
- Researched and analyzed material sourcing, sales history and competitor pricing of Vision Fab’s truss line to develop a competitive three tier pricing schedule. Increased gross product margin by 22% through increased efficiency and reduced internal manufacturing costs.
- Created and designed services brochure and accompanying marketing materials including website, promotional video and print media advertising for Spectrum’s national marketing campaign which resulted in a $225,000 increase in revenues.
- Prepared and presented three-year business plan and corporate pro forma financial statements resulting in the procurement of $450,000 SBA business development loan.
DTP Direct
DTP Direct was a division of Tech Squared Distribution and reseller of Mac OS hardware and software for desktop publishing and graphic design firms.
Outbound Sales Director
June 1998 - August 2000
Directed DTP’s catalog division with annual sales exceeding $30,000,000. Responsible for development and execution of strategic plan to increase sales volume, gross margin and profitability, as well as management of 25+ employees.
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- Developed comprehensive orientation and training program that reduced employee turnover by 25% and increased initial productivity levels of first- and second-month sales representatives.
- Devised new product pricing and marketing strategy for Apple computer systems that increased profit margins by more than 150%.
- Implemented departmental changes and accompanying fiscal budget that increased gross profit margin by 15% via growth of outbound sales, increased freight revenues and a reduction in associated transaction costs.
