Business Development includes development of sales organizations and the start up of businesses, functions or divisions within companies.
- MRO Supply Chain Joint Venture Start Up. Managing Director for a NYC based U.S. start up of a B2B eCommerce Supply Chain joint venture of two global German companies (Deutsche Bank and SAP). NYC, Frankfurt & Walldorf, Germany. An office MRO eMarket featuring SAP/Commerce One technology, a collaborative supply chain concept within a comprehensive eProcurement business model. Managed set up of the U.S. operation. Frequently worked with the senior management team in Germany.
- Retail Sales Division Start Up. Directed and managed the start of the European BOSE Retail Direct Division. From green field to operating business. Market studies, Site selection, lease contract, business infrastructure, processes and financial models, all operations, hiring, compensation models, POS systems. Enabled by breakthrough financial presentation to BAA MacArthur Glen resulting in a favorable leasing agreement. First operations in Cheshire Oaks, near Manchester / Liverpool, UK.
- Oracle Sales Business Development. Oracle Exadata Project (Database machine). Business Pre-sales lead for Oracle’s only N. American Exadata Task Force. Business role in Development of marketing plan, detailed value proposition, go to market presentations, customer sales conferences and initial pre-sales engagements to the Capital Markets. Developed bake off technical and financial comparisons with competitive products including Neteeza, IBM and Teradata.
- Oracle Sales Business Development. Developer of Oracle’s Financial Master Calculator. An ROI financial tool used by Oracle N. America to develop business case financial models in support of multi year licensing agreements and negotiations. Developed significant new versions of Master Calculator, taught use of the tool and proved the value of the tool in increasing sales revenue and communicating ROI value effectively with C Level decision makers. Integrated the tool with Crystal Ball for ‘Monte Carlo’ simulations.
- Oracle Sales Business Development. Developer of Oracle’s Unlimited Licensing Agreement Value Assessment Calculator. A financial tool that quantified value received from an existing Oracle agreement. The tool provided customers with an assessment of how much $ value they were receiving from their Oracle license vs expectations, the products adoption rate vs deployment norms and recommendations for improving value received. Developed the calculator, the engagement process and value proposal for marketing to CIOs. This product was a win-win for both Oracle and their customers.
- Oracle Sales Business Development. “Next Generation Oracle Solution Architect Toolbox” Project. Led a project to analyse and evaluate 147 technology and financial tools used by Solution Architects and Insight Program Directors in Oracle’s North American Technology Organization during the Pre-Sales process. Scope included all of Oracle’s database and middleware products. The project included identification of missing tool gaps, tool ratings and recommendations for upgrades and end of life decisions.
- Consumer Electronics Turnaround. Directed the turnaround recovery of the Bose European Home Entertainment Division across 16 countries in Western Europe as part of a 3-year expatriate Change Management assignment. Selective Distribution strategy, implementation of new models and processes for conducting field sales, marketing and back office operations. Customized strategy development and implementation for each country. From record losses to record profitability. Director, Project Manager and Strategic Planning Facilitator. Lived in Bad Homburg (Frankfurt), Germany. Became fluent in speaking German. Received a President’s Award for turnaround of Bose Europe.
- IT Function Start Up. Planned and Initiated an I/S Dept for a Japanese sales, marketing & distribution subsidiary in Tokyo. Project Manager. Planned data center and systems, hardware negotiations and acquisition, software business requirements and implementation partner selection, IT personnel. 10 months in Tokyo. Became conversational in Japanese. (Bose)
- Bose Business Consulting Group. Started & managed the internal business consulting group to the Executive level. (5-8 “big 4” manager level consultants) Group Manager and Lead Consultant. Strategic Planning, Organization Change Management, IT Project Management, Process Consulting, TQM and Continuous Improvement efforts.
- Import Company Business Start Up. A wine importing company, with secured supplier contracts in Germany, Spain, France, Italy and Belgium. Planned and set up the entire business with all federal and state licenses, supplier contracts (arranged at wineries on site in Europe), import logistics & operational processes. (Eur Americas Trading Corp.)
- Home Improvement company start up. A small business in the home improvement construction industry in central Massachusetts with 11 employees engaged in handyman and remodeling engagements. The business was set up with a franchising opportunity in mind. Set up the entire business, managed operations including estimating, scheduling, customer relations, purchasing and all accounting and management functions. Sold the Auburn, MA business after one year of operations. (Affordable Handyman)
- Acquisition Research. Conducted an on site ‘due diligence’ analysis and a recommendation report, to the company President, for a direct marketing company acquisition. Express Music Catalog. (Bose)
Use this link to contact MacNeil Consulting about Business Development.
