Paul J Daniels

5514 Vista Meadow Drive, Dallas, TX 75248

Home: 972-250-1431 Cell: 214-683-3590 Email: pd761300@westpost.net
Sales Executive & Management Consultant with proven success in selling and deliv
ering creative solutions that achieve profitable top line growth while returning
substantial tangible benefits to customers. Effective at harnessing the resour
ces of a company to open new markets, launch new services and capture new custom
ers. Industry experience includes discrete and process manufacturing, high tech,
aerospace, consumer products, and medical products.
Business Leadership & Development Business Intelligence Strategic Planning
Strategic Sourcing Supply Chain Business Process Reengineering Entering I
nternational Markets New Business Start-up Change Management Business Proc
ess Outsourcing Asset Productivity Improvement Lean Six Sigma P&L Manageme
nt
Rapid, Profitable Growth
* Sold an IT procurement business process outsourcing deal valued at $15 M/year
within first 6 months of new service delivery strategy. Customer recognized ove
r $2 M in cost savings by reducing supply chain costs.
* Sold a $3 million annualized, multi-year engagement for the worldwide implemen
tation of procurement software to a major international oil & gas company.
* Sold and directed a strategic sourcing engagement for a major energy producin
g and trading company resulting in a $30 million annualized cost savings on a sp
end basis of $185 million.
* Led the development of the sales strategy and management plans for a $100 mill
ion, 5-year contract with the US Environmental Protection Agency.
Leader/Innovator
* Transitioned sales organizations from a reactive sales force to one that build
s stronger strategic partnerships resulting in more complex, higher value sales.
Average sale price increased by 50% and margins by 18%.
* Built two consulting practices from the ground up, generating over $3 million
in revenue within the first year.
* Led entrance into Mexico market, becoming the cornerstone of a highly profitab
le International business.
* Built Stages of Excellence benchmark models to quickly identify and qualify op
portunities for improvement that resulted in accelerating the sales process by 2
5%.
Gaining Efficiencies/Reducing Cost
* Value sold a highly profitable, multi-year, multi-million dollar asset improve
ment outsourcing deal that required the customer to double their spending to ach
ieve a significant ROI.
* Sold and led the creation of a new business venture that resulted in convertin
g a closed plant costing $6 million annually into a profitable revenue producer.
Secured $20 million in funding and assets.
* Sold and redesigned the processes for two major oil, gas & chemical companies
to identify changing regulations so early mover growth strategies could be devel
oped. Historically missed opportunities costing millions.
* Sold and managed the reengineering of the environment, health, and safety (EHS
) business processes for a large gas and chemical company. The results improved
EHS performance by reducing compliance/permitting cycle time and realized $15 mi
llion in annualized cost savings.
Education & Personal
* E-Business for Fast Growth Companies, The Caruth Institute of Owner-Managed Bu
siness, SMU, Cox School of Business
* Executive Education: Finance & Accounting, The Wharton School University of PA
.
* MA and BA Chemistry, SUNY College at Buffalo.
* Environmentalist - developed unique continuous bio-monitoring system; Six Sigm
a - Greenbelt.
Career History
Advanced Technology Services, Inc. - asset productivity improvement & IT service
s
Account Executive 2004 - Present
* Consistently exceeds sales quota by an average of 125%, close rate by 25% and
margins by 15%.
* Built value models that improved asset performance returning significant ROIs
for customers.
Cubestone, Inc. - self funded business intelligence & data warehouse start-up
Director - Business Development 2003 - 2004
* Developed M&S strategy for a start up Business Intelligence offering.
* Grew new business pipeline over 100% in two months; developed and implemented
a channel partner strategy.
CompuCom Systems, Inc. - IT HW / SW and services
Account Executive/Sales Manager 2002 - 2003
* Developed strategy and led initiatives to sell major services deals to large c
ustomers growing gross margins 18%.
* Responsible for increasing a technology procurement services agreement from $3
million to $6 million by developing a customer relationship program and recogni
zing supply chain cost improvements.
IBM Corporation - IT HW / SW and services
Principal 2000 - 2001
* Led the Supply Chain Management offering in the process & petroleum industry p
ractice focused on E-Business strategy, process transformation, strategic sourci
ng, e-procurement, supplier relationship management and partnership development.
* Build startup practice to $4 million in sales within 18 months.
* Developed and rolled out a strategic partner offering in supplier management.
A. T. Kearney, Inc. - management consulting
Principal 1987 - 1999
* Built a unit practice from start-up to $10 million.
* Across all unit practices booked $20 million in new business and grew office f
rom 12 to 200 consultants.
* Managed $20 million in billings and had personal billings of $1.25 million ove
r the last two years with company.
* Managed a safety "Best Management Practice" benchmark study for an internation
al chemical / pharmaceutical firm to identify key drivers for maintaining contin
uous improvement. The results identified best practices in safety leadership, t
raining, performance measurement / recognition, communication, and testing for d
uty program.
* Co-managed a large, complex and long-term strategic sourcing engagement for a
major IT services company. Achieved over $200 million in cost savings.
Other employers: WMX Technologies, Inc. ( Lab Manager, EHS Manager, Marketing M
anager) and Great Lakes Lab, SUNY Research Foundation (Lab Manager)