STRATEGIC BUSINESS DEVELOPMENT LEADER

Summary

John Walters
Without a top line there isn't any bottom line...Sales Manager's Motto
BUSINESS DEVELOPMENT LEADER

At different times I have had to fill roles as a group leader with both local and global responsibilities.

In one position I built and staffed a lab and developed multiple methods analyzing a gas product in just a few weeks. In another role I created, from scratch, a scheme for building custom lab instruments and delivering them on time.

In my most recent position we worked to streamline the business, provide technical support to manufacturing in Singapore while training the global sales force. At the same time we identified a way to transform our sales efforts with new products that could open major new markets to us.

Collaboration, analysis, training, coaching, public speaking are skills I use all the time.

E-mail: jwalters15@comcast.net

Timeline

  1. -
    Consultant and Lab Director at SWPCA , Stamford Water Pollution Control Authority

    This project engaged my experience and technical knowledge to assemble, and train staff for a small lab to support the work to run a pilot plant that converted sewage sludge into electricity.  This work was some of the most rewarding and just plain fun I have had in any job.  

    We successfully converted the sludge pellets to a fuel that could be used directly to run a generator or even a car engine.  The process involved auto-catalytic decomposition of the pellets to a gas consisting of hydrogen and methane and other combustible compounds.  

    While this was just a demonstration project, if a method to convert sludge to electricity can be developed it will have a significant impact on plant operations since the major operating cost is electricity.  Of course all of this has to be compared to other fuel costs which have recently changed dramatically too.  

  2. -
    Manufacturing Engineer Arnel Line, PerkinElmer

    PerkinElmer acquired Arnel in late 2008.  The Arnel company specialized in customization of gas chromatographs to meet specific customer requirements.

    The team building the systems in Shelton, Ct included only one person from the NJ organization.  My role was to provide technical support to the team teaching them how to build and most importantly test the product to assure that it met the customer's requirements.  

    There were numerous changes and improvements made to the manufacturing process and procedures over a period of about 3 years.  This was a very satisfying though high pressure position.  Over the period the product was manufactured in Shelton the lead time was reduced from 12 weeks to 4. We also identified long standing problems with components and we solved them which led to significantly higher quality products that are more competitive.

  3. -
    Arnel Product Manager, PerkinElmer

    Arnel Engineered Solutions are instruments produced to provide analyses for specific samples or problems.  For example, Arnel produces systems to determine the internal condition of power transformers to prevent costly and dangerous explosions. The systems produce provide guaranteed analyses.

    This is a multi-million dollar business affecting about 15% of all gas chromatographs that PerkinElmer sells.  

    In this position I was able to make major improvements to the product line and to the tools and selling skills available to the sales force.  In addition, I identified a disruptive new technology that has the potential to open substantial new markets and increase sales by hundreds of instruments annually.

  4. -
    Strategic Analysis | Product Development, Consulting Works

    Sales always need to be improved, but how?  That is the question that I like to answer.  While there are numerous ways of getting to the answer use of the 4 Ps (Product,Price,Promotion, Place) is probably one of the most powerful and can lead to many useful insights and directions for fruitful improvements.

    I can help analyze specific business problems and develop practical ways to solve them.

Proudest Accomplishment

Mentoring a team of young staff members in multiple facets of business development

Experience Highlights

  • Product Development | Strategic Analysis | Instrument Business Startup
    Consulting Works

Education Highlights

  • Bachelor of Science (BSc), Chemistry (ACS)
    University of Toledo, Toledo, OH
  • Master of Business Administration  in Management of Science & Technology, Fairleigh Dickinson
    Fairleigh Dickinson University

Results

  • 200
    Sales LITERATURE distributed automatically
  • Parts
    Down from 250 to 100
  • 30%
    Orders up over 3 year period

Skills

  • Strategic Analysis
  • Financial Analysis
  • Sales TRaining
  • Gas Chromatography
  • Analytical Chemistry

Questions & Answers

Your resume talks about financial analysis, do you use ROI in your approach to business problems?

At the end of the day all changes and improvements need to pass the test of value and return. All analysis and planning needs a financial basis.  

Four Ps has been around for some time do you use other methods?

Alternatively I like to see how a problem can be addressed using continuous improvement and six sigma or lean tools.

How do you go about analyzing problems?

As a first approach I prefer to look at problems using 4 Ps. More sophisticated methods are useful but I think it is best to think simply and use more complex methods when the issues demand it.

How can you use your experience to improve our business?

I am practiced at analyzing business situations from a variety of perspectives. Determining the source of a problem and the solution is often a matter of experience.   

Images

  • Leadership in Paris
    Leadership in Paris
  • Demo Lab Beijing
    Demo Lab Beijing
  • The China Team
    The China Team
  • Incredible View
    Incredible View
  • January 2015 Great Wall
    January 2015 Great Wall
  • Making Friends on the Great Wall
    Making Friends on the Great Wall

Links

Papers and Presentatons

Location

United States