Kenneth Smith is a results-driven commercial operations executive, with extensive expertise encompassing organic & i...
KENNETH J. SMITH •
[email protected] • www.linkedin.com/in/kennethjsmith1/ SUMMARY A results-driven commercial operations executive, with extensive expertise encompassing organic & inorganic revenue growth tactics, large scale commercial deal structuring with commercial terms negotiation, B2B complex solutions selling and project management and implementation, mergers and acquisitions/integration. A leader in global cross-functional team management, strategic planning, with broad based experience in commercial operations optimization, market development, long term service contract execution, Six Sigma Quality, and finance. A producer, who tackles complex challenges, presents manageable strategies and empowers team members to achieve business objectives. Creates and maintains strategic relationships with key customers, while delivering profitable and sustainable growth objectives. KEY ACCOMPLISHMENTS
Top-Line Growth: Managed global team of sales, technical support, and contract/proposal managers responsible for upselling new power generation and electrification products and services into existing and new customer portfolios, generating over $500Mil in new sales. Expertise in CRM, Salesforce.com, sales pipeline management inclusive of prospecting, lead generation, lead conversion, order conversion ratio improvement, profitable sales delivery, and account management. Performed pricing analysis, formulated and presented deal strategies and financials to C-suite, generated proposals, and exercised internal delegation of authority matrices and negotiated terms and conditions.
Mergers and Acquisitions/Business Integration: Performed commercial due diligence on companies valued up to $1Bil. Deliverables included target identification, financial valuation, deal structuring and approval, and deal negotiation. Led the successful integration of two $400Mil acquisitions. Deliverables included the formulation and execution of optimal legal entity structure to generate neutral tax gains, welfare benefits harmonization analysis, sales and operations functional integration, and the integration of all staff functions and systems, sales and operations synergies quantification and tracking.
Market Development: Drove market growth strategies and tactical execution of a $600Mil business unit. Performed market analysis, share analysis, and penetration strategies that led to the entry into the metals mining industry of South America. Led annual and three-year forecast activities.
Complex Program/Project Management: Developed project management schedules and rigor for the commercialization and product launch activities of technical new product introductions for gas, steam, and generator power-generation equipment, representing over $2Bil of services revenue-generating opportunities. Incorporated marketing milestone project management model within the automated NPI management tool. EXPERIENCE
BRAMBLES LTD., CHEP BRAND Senior Director, Business Integration
Atlanta, Georgia 2013-2015
Oversaw business integration of $400Mil company acquisition. Provided C-suite integration strategy leadership, tactical planning, execution, and secured financial and people resources to successfully integrate acquired company. Conceived and implemented strategy to eliminate welfare benefits cost absorption of 4,000 hourly employees, saving company up to $10Mil in welfare benefits costs per year; strategy included formation of separate company subsidiary accommodating all hourly personnel. Worked with general counsel and tax vice president to structure new legal entity to facilitate movement of all tangible and intangible assets of acquired company without generating US tax gains generating $75Mil net savings. Performed analysis and implemented recommendation to restructure and optimize integrated US sales and operations organizations to gain economies from dual-use facilities, yielding over $25Mil in annual synergies. Developed sales growth synergy plan; plan identified combined new product growth synergy valued at $50Mil in first-year sales. Designed new commercial and operations leadership organization structures within integrated company. New organization structure identified key commercial and operating roles responsible for maintaining and growing sales while consolidating operating responsibilities estimated impact of $15Mil in operating synergies and cost reductions. Led integration activities of all support organizations, and systems for finance, human resources, and marketing departments. Integration of personnel and systems projected to produce $30Mil in cost synergies.
Kenneth J. Smith, Page 2
GENERAL ELECTRIC CORPORATION
1998 - 2013
GE Energy, Atlanta, GA - Commercial Leader, Business Development
2011 - 2013
Managed Industrial Solutions’ merger and acquisition activities. Analyzed market data and market penetration forecasts to identify target organizations. Completed and reviewed pre-close and post-close business development activities. Performed due diligence, formulated negotiation and close strategies, and led integration of sales, risk, contract tendering and negotiations, marketing, and legal departments of $400Mil acquisition. Devised and led product training for 200+ Sales and Application Engineers on acquired company products & services. Performed due diligence and supported merger and acquisition close activities of company’s purchase of a $1Bil target. Director, Marketing Operations, Industrial Services
2009-2011
Drove market growth strategies and tactical implementation of strategies for $600Mil business unit. Performed market analysis leading to formation of two distinct sales and infrastructure organizations focused on metals mining industry of Chile and Peru, and marine shipbuilding industry of Southeast Asia. Developed operating plan’s financial targets for newly formed sales organizations. Prepared strategic and tactical market overview for annual and three-year forecasts. Director, Commercial Operations, Industrial Services
2007-2009
Led team of 17 technical sales specialists, proposal generation specialists, terms negotiation managers, and application engineers. Delivered complex power delivery (switchgear, transformers, and control automation) and power utilization products (drives, motors, and control systems), and field services. Delivered $114Mil in orders on $106Mil operating plan. Improved gross margin 30%, adding $34.8Mil in profit. Secured 20% increase in new customer growth. Global Director, Commercial Operations, Power-Generation Services
2004-2007
Managed team of nine global contract performance sales and proposal generation managers; team sold gas turbine-related new products and field services into existing portfolio of contractual services customers, representing approximately $20Bil in long term contract value. Generated over $400Mil in annual orders, increasing sales over 15%. Increased sales volume to existing customers by 15% through streamlining sales and proposal generation and approval process. Expanded sales into Southeast Asia and Eastern Europe, generating $75Mil in sales revenue during first year. ADDITIONAL EXPERIENCE Commercialization Leader, Gas, Steam, and Generator Services, 2001-2004. Led team of three product managers responsible for new product introduction and conceiving and implementing required marketing and sales campaigns to position service-related products in marketplace. Generated $250Mil in convertible orders from sale of new product introductions for gas and steam turbine and generator product lines. Designed gas, steam, and generator marketing collateral for internal sales team training, including Internet accessible marketing and training materials for end-customer use. Implemented end-customer new product introduction review process with gas turbine and generator manufacturing engineers. Designed and implemented commercialization process within company’s new product quality procedures. GE TRANSPORTATION SYSTEMS, Erie, Pennsylvania, Manager, Business Development, Rail Services, 2000-2001. Oversaw all rail services merger and acquisition activities. Performed due diligence, financial valuation, and deal negotiation for $40Mil locomotive control system manufacturer acquisition. Completed market analysis and determined deal structure for acquisition of $25Mil on-board monitoring software engineering company. Manager, Finance, FP&A, 1998-1999. Responsible for tracking and reporting all balance sheets and working capital accounts, with emphasis on cash management and utilization for $2Bil transportation systems business. Led initiatives to increase working capital turnover by 20%. EDUCATION DEPAUL UNIVERSITY, Chicago, Illinois, M.B.A., Finance and Strategic Marketing SOUTHERN UNIVERSITY, Baton Rouge, Louisiana, B.S., Computer Science AFFILIATION National Association of Black MBAs
