Jun 2017 – Jul 2024 · 7 yrs 1 mo

• Responsible for introducing and building the sales operations function within the global organization, in support of the continuation of revenue growth and adoption of go-to-market best practices for cross-functional teams comprising of 500+ sales, customer service and engineering professionals.
• Spearheaded the standardization of CRM systems with Salesforce, optimized sales processes (including playbook creation), and integrated data intelligence in the lead-to-cash process. As a key architect in revenue growth, contributed to global revenue reaching $503M in 2023 with a 10-year CAGR of 10% and expanded the global customer base to 53,000 in 2023, with a 10-year CAGR of 11%
• Developed a predictive customer behavior model analyzing over a million data points, achieving forecast accuracy within +/- 3% for annual revenue projections whilst enabling precise target setting - utilizing DOMO as the primary analytics tool
• Established essential key performance indicators and real-time performance metrics, creating dashboards and alerts to equip sales leaders for effective, timely coaching while reducing “analysis paralysis”
• Rolled out a comprehensive sales enablement program, encompassing onboarding, training cadence, career development, and a culture of change management and continuous improvement - founded in best-in-class solution selling practices
• Acted as a strategic partner in the integration of two acquisitions, implemented change management best practice to synthesis sales strategies whilst ensuring high data quality for financial planning, enhanced sales analytics and greater understanding of industry trends. These efforts not only maintained but often enhanced business intelligence through improved system, process and data learnings as well as unified data governance
• Granted U.S. Green Card and U.S. permanent residence status July 2020

Sep 2005 – May 2017 · 11 yrs 8 mos

• Responsible for launching Protolabs in the European market place. Focus included establishing brand presence, developing GTM strategy and building a scaleable sales & customer facing organization to drive rapid revenue growth and market penetration in support of a successful IPO in 2012 (reaching a peak market cap of $6B).
• Founding member of a four-person team that established EMEA operations, achieving rapid revenue growth from $0 to an ultimate run rate of $80M annually in EMEA
• Built EMEA brand presence through targeted marketing, thought leadership, and strategic industry events/seminars, leading to broad recognition amongst target customers and multiple prestigious awards, including the Queen’s Award for Enterprise
• Created a cross-functional, customer-centric organization across sales, customer success, engineering, and quality, consistently delivering best-in-class service to tens of thousands of customers. Deeply focused on empowering individuals, continuous coaching of best practices and winning together through effective sales strategies and the execution of sales plans
• Developed a scalable go-to-market (GTM) strategy focusing on rapid growth initiatives for new business acquisition, customer nurturing, book-of-business management and strategic partnerships, driving deep market penetration and fostering loyal customer relationships - rooted in data intelligence and sales quota/commission design, customer persona profiling and industry segmentation
• Strategic partner in market expansion across Germany, France, and Italy, and completed a seven-month secondment in Japan to launch a successful manufacturing, sales, and marketing presence
• Served as acting GM for 18 months to launch a new CNC manufacturing service in Europe, establishing manufacturing facilities, brand marketing, and sales channels that became a significant revenue contributor to EMEA

Sep 2009 – Mar 2010 · 6 mos · Kanagawa, Japan · On-site

• Secondment to Japan to act as a mentor and coach for the launch of a new Proto Labs division - advising on marketing, sales and manufacturing operations.

Jul 2003 – Aug 2005 · 2 yrs 1 mo · United Kingdom · On-site

• Responsible for the generation of new business, the security of existing business (including profit margin) and the collaborative turn-around of an at-risk manufacturing organization into a successful management buyout.
• Identified new product line opportunities and aligned value in the automotive market place, developed and presented multi-million GBP engineering proposals that secured commitments for full-scale product development, long-term production supply, and 10+ years of after-sales support
• Led annual contract negotiations to maintain and secure existing multi-million GBP production agreements, effectively mitigating imposed discounts and protecting profit margins
• Transformed a loss-making production unit into a profitable operation by implementing lean manufacturing principles such as one-piece flow, just-in-time, Kanban, and Six Sigma, establishing a model of excellence for broader application across the entire manufacturing facilities resulting in further financial gains for the organization

Jul 2001 – Jun 2003 · 1 yr 11 mos · United Kingdom · On-site