Expert Details

Expert in EPC Market Sales, Utility Market Sales, Electrical Product Applications, HPFF & SCFF Cable System Accessories & Installation

Expert ID: 733576 South Carolina, USA

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35 years of proven leadership across the entire field of electrical utility products manufacturing, specializing in the acquisition of new business and the growth and expansion of existing accounts. Expert in negotiation and closing of tenders for project business and relationship management with key customer accounts. Broad experience across engineering, product management, marketing and sales, supports a total-service approach to customer satisfaction.

Expert has successfully built a complete sales, marketing and business development organization focused exclusively upon the electrical construction EPC marketplace. All required phases of organizing this business were included in this process including "green field" development of key customer accounts, acquisition of specification position with end-user customers and engineering/specification firms, development of quotation/sales processes, etc.

Expert is highly experienced in the design, installation, and tooling of fluid-filled power transmission cable installation accessories (splices and terminations) along with the design, construction and installation of packaged dielectric fluid pressurization, circulation and/or refrigeration (forced cooling) equipment for the dielectric support of fluid-filled power transmission cable systems.

Education

Year Degree Subject Institution
Year: 1987 Degree: Bachelor of Science Subject: Mechanical Engineering Institution: Georgia Institute of Technology

Work History

Years Employer Title Department Responsibilities
Years: 2002 to Present Employer: Undisclosed Title: VP & Principal Engineer Department: Responsibilities: • Provider of sales, market-development & engineering consulting services to the electrical power industry, specializing in the areas of EPC market sales development, product design engineering & accessories design/system upgrades for High-Pressure Fluid-Filled (a.k.a. “pipe-type”) & Self-Contained Fluid-Filled power transmission systems.
• Inspection, analysis and problem diagnosis of existing residential and commercial structures.
• Design of residential and commercial structural repairs, renovations and additions.
• Design, detailing and material take-off of packaged industrial piping systems.
• Seismic evaluation of and anchoring design for industrial equipment and packaged systems.
Years: 2002 to 2016 Employer: Thomas & Betts Corporation Title: National Sales Manager Department: Utility - EPC Responsibilities: • Built a complete “business within a business”, forming a vertical market project business with Thomas & Betts distributor-to-market structure. Invented necessary direct go-to-market strategy, authored all quoting and sales procedures, processes and tools.
• Secured largest vertical market project order in history of Thomas & Betts (V.C. Summer Nuclear Plant Expansion Project for SCANA). Multi-million dollars in total sales, with more than $1 million in substation bus connectors.
• Have accomplished double-digit growth of Thomas & Betts substation business every year.
• Developed and implemented “pull-through” strategy to maximize Thomas & Betts product share for each project opportunity, with incentive structure for participating sales agents.
• Have improved national specification of Thomas & Betts substation bus connectors from practically non-existent to approximately third nationally in very crowded competitive field.
Years: 2002 to 2008 Employer: Thomas & Betts Corporation Title: Regional Sales Manager- Utility Department: Responsibilities: • Led all Regional Sales Managers in sales, margin, new product sales/growth for 19 of 21 quarters (2nd for 2 of 21).
• Managed $44 million+ in sales activity to the utility marketplace, via management and direction of multiple independent sales representatives covering southeastern quarter of U.S.
• Secured pioneering specification position and first orders for key new Thomas & Betts products, including first general specification of Thomas & Betts Elastimold™ molded vacuum switchgear for multiple applications at Southern Company—a key validation of T&B investment in developing the product line.
• Restructured representative sales force and distribution organization to optimize performance and drive customer-focused business objectives to successful financial results.
• Identified customer-driven new product opportunities, assisted in product development and drove successful commercialization of same—developing and implementing requisite market strategies for product success.
• Improved competitive position of company by acquisition/recovery of strategic accounts.
• Developed and implemented market analysis and business model for growth of HV products.
• Leveraged extensive experience in electrical utility industry, as well as relationships with key personnel, to obtain business at key utility accounts and to broaden product representation at existing accounts.
Years: 2001 to 2002 Employer: Owens Corning Manufacturing Solutions Title: Business Manager/ Engineering Leader Department: Responsibilities: • Profit & Loss responsibility for Build-to-Print market sector and strategic expansion into new markets.
• Developed and implemented business plans for assigned markets, addressing strategies for share acquisition, growth and profitability enhancement.
• Designed and implemented e-business program for marketing, e-bidding and on-line order processing.
• Implemented strategic product/service advertising program: designed marketing collateral and go-to-market strategy to accomplish sales objectives in targeted market areas and with specific strategic accounts.
• Redesigned sales and quotation tools, improving efficiency, effectiveness and customer convenience.
• Developed multiple new customers into $1 million-plus performers within first year of assignment.
• Directed staff of 40+ engineering professionals in the design, fabrication, testing and integration of specialized application equipment, for use in various manufacturing facilities and process industries.
• Led process engineering teams in the evaluation of manufacturing process and/or productivity problems—each unique—and directed team activities in the identification, development and implementation of custom solutions, each individually tailored to address the issues identified.
• Implemented new processes and systems so as to maximize team effectiveness, improve quality, and drive on-time delivery performance.
• September 2002: As part of Owens Corning corporate bankruptcy reorganization, OCMS deemed “not a core business” and closed—despite dramatic growth in sales and profitability.
Years: 1999 to 2001 Employer: Mac Products, Inc. Title: Product Manager Department: Responsibilities: • Manager of EHV (high voltage electrical products) business unit—P&L, Sales, Marketing, Engineering & Manufacturing Operations. Increased sales by 350+%, profitability by 35+% and on-time delivery to 98+%.
• Achieved annual sales in excess of $9 million (approximately 35% of company total), including single largest contract in the fifty-year history of the company.
• Restructured engineering procedures, document management systems, and drawing practices; increasing departmental efficiency, facilitating integration with manufacturing and improving product quality.
• Directed staff of more than a dozen engineering and technical professionals.

Years: 1997 to 1999 Employer: Alcoa Fujikura Limited Title: Design and Development Engineering Manager Department: Responsibilities: • Directed staff of engineering and design professionals in the conception, prototyping, testing and commercialization of innovative accessories for overhead electrical conductor and aerial fiber optic cable systems of various types.
• Leader of all aspects of new product rollout, including design of product advertising, manufacturing cost analysis, strategic pricing, trade show presentations, introduction to strategic customers, etc.
• Implemented modern CAD/CAM and Solid Modeling systems, ISO 9001 quality control and centralized design control, in order to improve quality and accuracy of product designs.
• Increased new product introduction rate by 400%, and new product revenue contribution from 0.2% to 15% plus.
• Improved Return on Capital from less than 8% to 18% plus, in less than 2 years.
Years: 1995 to 1997 Employer: Pirelli Cables North America Title: Project Manager (EPRI Superconducting Cable Project) Department: Responsibilities: • Managed North American operations and personnel to design, manufacture and test the first High Temperature Superconductor (HTS) power transmission cable system ever produced.
• Facilitated the interaction of US-based personnel with European Research and Development personnel as required to integrate multinational task work.
• Designed world’s first commercial sealing-end (termination) for Superconducting Transmission Cable Systems.
• Managed introduction of European technology and products into North American marketplace.
• Directed feasibility analyses for conceptual products and technologies.
• Authored numerous technical papers and publications, both in the U.S. and in other nations.
Years: 1992 to 1995 Employer: Pirelli Jerome, Inc. Title: Senior Project Engineer (& Sales Manager) Department: Responsibilities: • Led Sales and Design Engineering Departments in the acquisition and completion of all EPC contracts.
• Won and completed over one hundred competitively bid capital equipment contracts, involving the design, fabrication, installation, and/or servicing of automated fluid pressure control, circulation, filtration and refrigeration systems, as well as underground high-voltage cable system accessories, for customers in more than a dozen countries.
• Authored project bid documents, developed cost/pricing proposals, negotiated/closed project contracts, led design/engineering of equipment supplied and performed field commissioning/servicing of systems.
• Key Projects Completed (Equipment Supplied Value Range: $250K - $2MM per project):
 Long Island Sound 345kV SCFF Cable Pressurization System (NY Power Authority, Bechtel Engineering)
 Cairo 138kV HPFF Cable Pressurization System (Canada Wire & Cable, Government of Egypt)
 Shell Chemical 230kV HPFF Cable Pressurization System (Black & Veatch, Shell Chemical Company)
 Public Service of Colorado 138kV HPFF Cable Pressurization System (Black & Veatch, P.S. of Colorado)
 Commonwealth Edison 345kV Blocking Valve Control System (Sargent & Lundy, ComEd of Chicago)
 Consolidated Edison 345kV HPFF Forced-Cooling and Refrigeration System (ConEd of NY)
 Crockett (CA) Cogeneration 230kV HPFF Semi-Stop Joints & By-Pass Valve Assembly [PATENTED]
 Consolidated Edison 138kV EPR/HPFF Transition Joints (ConEd of NY) [PATENTED]
 TU Electric (Dallas, TX) 138kV Dead-end Joint (TU Electric)
 Puget Power (Seattle, WA) 230kV SCFF Cable Pressurization System (Power Engineers, Puget Power)
• Delivered 40+% of sales during eight-year tenure (company sales: up to $14 million/year)
(Project Engineer 1988-1992)
Years: 1983 to 1987 Employer: Georgia Power Company Title: Engineering Department Department: Responsibilities: • Full-time engineering cooperative education assignment during college.
• Performed extensive equipment analysis, performance improvement, and availability initiatives.
• Acquired practical knowledge of power plant design, operation and maintenance; electrical power generation, transmission, and distribution engineering and operations; and government regulation of the electrical power industry (environmental, safety, and rate regulations).

Career Accomplishments

Licenses / Certifications
REGISTERED PROFESSIONAL ENGINEER: SC, NC, KY, NY & TX.

Fields of Expertise

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