Executive position in Strategic Sourcing / Supply Chain
PROFESSIONAL PROFILE
Energetic, results-oriented Strategic Sourcing Executive with MBA experienced in managing global strategic sourcing and supply chain operations. Experienced at aligning the procurement function to the needs of stakeholders, using best practices, process and metrics. Innovative strategic leader with significant domestic and international experience with proven track record of outstanding delivery, earning high levels of customer satisfaction and driving significant cost savings. Strong interpersonal and communications skills coupled with exceptional leadership and decision-making abilities to effectively manage stakeholder and vendor relationships and to lead diverse global teams.
Scope of Professional Services
• Client Engagement and Account Management
• Complex Negotiations
• Contract Management
• Finance & Risk Management
• Organizational Planning and Development
• Process Improvement / Change Management
• Purchase-to-Pay Process Design
• Solution Selection and Implementation
• Strategic Sourcing / Outsourcing (BPO / RPO)
• Vendor Relationship Management
Proactively managed the full spectrum of global sourcing for IT hardware, software, telecommunications products and services. Collaborated with senior IT and business representatives to establish consistent, cost effective processes to achieve best-in-class pricing and industry-leading terms and conditions from BMC’s major IT vendors.
• Competitively sourced a new data center and all hardware and software for a new data center, disaster recovery site, and data center move in three months. Primary suppliers were Cisco, IBM, EMC, Dell, and Verizon, F5, Juniper, and Blue Coat. Received leadership recognition and award from COO for this accomplishment.
• Managed global team and reduced supplier spend by $3.6M in first 90 days and annual budgeted run rate by $3M out of $74M in addressable spend.
• Replaced existing TEM in competitive bid and renegotiated all key national and international carrier contracts, including MPLS and wireless services.
• Designed and implemented VMO intake process and online demand pipeline for initiating and tracking procurement projects and forecasting supplier spend.
• Developed new online catalog and improved existing Oracle business and data processes for procure to pay.
• Collaborated with Six Sigma Black Belt team to consolidate and renegotiate supplier rates and develop preferred supplier program, reducing from over 700 suppliers to 18.
• Negotiated multiple SaaS agreements averaging discounts of 50% off MSRP and corresponding professional services to implement SaaS solutions such as Salesforce.com, VMware, and Inquira.
Led team negotiating high-risk procurement contracts for significant business opportunities with an overall supplier spend of $2B resulting in annual reduction of 7% in addressable spend. Collaborated with C-Level executives to leverage company position in the marketplace to optimize productivity, service, and profits. Developed sourcing strategy and managed agreements and contracts complex in scope and in their relationship among all parties in a heavily matrixed environment - from business strategy and assessment to final payment and contract closeout:
• Implemented a consistent engagement model with clients for sourcing strategic contracts to support key business objectives and created supplier intelligence program based on Fuld competitive intelligence principles.
• Developed supplier scorecards and new contract templates to drive rapid and repeatable bid management, change management and SOWs facilitating product and service offerings, on schedule and under budget for all projects.
• Implemented Source-to-Settle strategies across functional groups such as Accounts Payable, Treasury, Procurement, Purchasing and Supplier Management, including spend visibility and management.
• Coordinated and consolidated contracts and purchase volumes to achieve the optimal quality, service, cost and technology for services. Saved $70M in the first 12 months for the insurance and banking companies, including $20M in run rate reductions.
• Phased out the existing Agency of Record and managing the bid process to onboard the new Agency of Record, on schedule and under budget.
2002 – 2006 Vice President, Business-Aligned Technology Sourcing
JPMorgan Chase Corporation and Bank One Corporation, Columbus, Ohio
Managed teams in multiple global IT sourcing engagements by collaborating with clients and suppliers in a heavily matrixed environment to drive end-to-end sourcing - from business strategy assessment to contract close-out:
• Developed new deals and negotiate technology engagements stemming from the Check 21 and Check Truncation Acts.
• Evaluated and implement improved systems to achieve greater efficiency and effectiveness in managing the full supply chain activities.
• Provided executive management with input on supplier cost reduction and new sourcing initiatives.
• Negotiated competitive rate cards for IT supplier spend of $600M and managing supplier performance. Reduced rates 33% from the prior year.
• Led the renegotiation and consolidation of all ISV contracts, reducing fees by up to 90%, improving licensing and maintenance terms, and eliminating password devices. Developed database to track pricing models and key deliverables.
• Developed expertise in Ariba and Emptoris for spend management and analysis.
• Received leadership award from Austin Adams, CIO of JPMorgan Chase, for successful IBM negotiations.
Managed multiple cross-functional procurement teams to plan, negotiate, draft and implement procurement contracts of moderate to high complexity collectively valued over $2B+ for a high-tech broadband start-up company registered as a CLEC with franchises granted in 14 cities to procure hardware, software and professional services for voice, data and video:
• Developed new procurement department and organized to category to source hardware, software and services for the CLEC, including license and services agreements to integrate data into a customized, internal portal accessible by all devices, including web browsers, WAP phones and wireless PDAs.
• Effectively sourced multi-million dollar maintenance agreements, addressing key issues such as upgrades, updates, cost, scope, severity levels, types of resolution, and limiting response and restore times based on the severity of the event.
• Negotiated a $1B strategic relationship agreement with Lucent and Avaya to develop, trial and purchase hardware and services and license software for a new voice/data network.
• Negotiated a multi-million dollar supply agreement with Scientific-Atlanta to purchase video equipment, services and license software for a broadband network. Reduced pricing by $40M.
• Negotiated a $1B construction agreement with Bechtel to purchase outside plant, inside plant and procurement services. Negotiations included performance incentives, time and materials, equity, and zero-based accounting.
1994 – 2000 Manager, Business Strategy and Administration (1999 - 2000)
Lucent Technologies Inc., Denver, Colorado
Contract Manager (1994 - 1999)
AT&T Corp., Greensboro, North Carolina
Sourced IT engagements for a Fortune 500 telecommunications company with an extensive domestic and international presence:
• Developed a performance reporting system for network capacity planning, employee productivity and profitability.
• Designed contract administration plans, conducted post-award orientation sessions and ongoing performance reviews to reduce costs, maximize contractor/supplier performance, and increase shareholder value.
• Performed comprehensive contract management functions for direct and indirect sales channels valued $3B+ for the CATV, Competitive Access Provider, CLEC, Data Network Service, and Internet Service Provider markets.
• Negotiated technology contracts and managed vendor relationships; conducted post-award orientation sessions with vendor and customer operations personnel in the CATV, CAP, CLEC, DNS, and ISP markets.
EDUCATION
Master of Business Administration
Elon University, Elon, NC (’95)
Bachelor of Arts in English/Communications
Campbell University, Buies Creek, NC (’85)
CERTIFICATIONS
Certified Appraiser in Capability Maturity Model Integration (CMMISM)
Carnegie Mellon University / Software Engineering Institute, Columbus, OH
Certificate in Architect, a CASE tool based on Line of Visibility Enterprise Modeling
IBM of Canada, Ottawa, Canada
Master's Certificate in Global Contract Management
George Washington University, Washington, DC
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