Head of Strategy - India, Middle East, Africa, Turkey
Henkel
Total years of experience :27 years, 9 Months
• Led teams to define growth strategies across specific markets, defining attractive segments, strategic relevance, competitive advantages, operating model, key enablers, plans to execute.
• Designed and run portfolio management exercise across 30 key strategic business units.
• Improved process for business reviews, budgeting. Designed management dashboard for tracking business results and strategy execution leading to improved topline/ bottom line results
• Defined customer segmentation and designed strategy to serve various segments
• Defined optimal entity structure and footprint for growth in key strategic market
• Defined standards for large project setup and governance
• Defined global and regional structure of Marketing organization
• Improved process for M&A target tracking and identification
• Defined approach for optimizing resource target structure across multiple business units in various geographies
Led strategy and implementation projects. Led sales & delivery of multi-million dollar engagements:
• Advised C-level senior management teams on critical business issues including strategy and mandate, business direction, portfolio recommendations, business transformation & enablers.
• Led teams to define mandate & growth strategies, operating models, HR model and change management strategy and led implementation across multiple industries incl. Beauty products, FMCG, Real Estate, Oil & Gas, IT, Electronics, Aerospace, and industrial goods in ME & India.
Developed office strategy and growth enablers, key client relationships and brought >$5 m sales:
• Developed strategic plan, identified leads, opportunities in KSA & UAE for key focus sectors.
• Sold a total of ~USD 5.5 Million in new projects in KSA & UAE. Identified opportunities to extend presence with existing clients across multiple new work streams (incr. ~USD 3 Mil.).
• Developed & maintain senior client relationships in KSA & UAE leading to multiple leads, sales.
• Developed, published perspectives on topics of ICT sector growth enablement, Government e-procurement, industrialization support. Editor in chief of Arabic content across A.T. Kearney.
Served a large SE Asian Oil & Gas company during a restructuring/ operations transformation
• Developed a procurement excellence program for upstream business. Identified strategic improvement levers leading to $30M and 40% lead time improvement across categories.
• Designed and led implementation of operational improvement programs in a refinery and procurement excellence interventions in client’s upstream exploration & production depts.
• Designed and managed capability building programs for client’s HR organization, including creating training material, delivering training modules & running complex simulation games.
Served various Middle Eastern Government entities in defining mandate, scope & strategy
• Developed organizational structures, defined roles and mandates of government entities after obtaining buy-in of senior officials. Developed transition plans to implement solution.
• Conducted diagnostic of medical services network identifying strengths, issues & opportunities
• Defined mandate & developed strategic plan for a government ministry, incl. subsidiary focus. Managed budget, designed & delivered leadership training program, designed, built new unit.
Served leading Middle Eastern real estate firm engaged in large-scale community development
• Developed a financial model & 5-year business and financial plan for a $5B utility company that will serve a new world-class metropolis of over a million inhabitants in the Middle East.
Served FMCG client in defining market entry strategy into large Middle Eastern market
• Conducted competitive analysis and developed market entry strategy to grow ME footprint.
Turned around struggling $10M business unit into a growing entity by providing P&L leadership and Lean expertise
• Managed $10M, 56-person business unit. Improved margins from -7% to 12% in 6 months.
• Improved on-time delivery from 43% to 95% in same period, reduced turnaround time from 30+ days to 25 days by improving flow, allocating resources to bottleneck processes.
• Achieved average scrap reduction from 43% to 20% in 6 months. Increased Customer Sat. by 20%, employee retention by 18%. Maintained zero EH&S OSHA recordables, zero lost time.
Led lean transformation of Turbine Overhaul Services ($175m JV) focused on BPR/ manufacturing
• Led team of 4 direct & 50 indirect reports in implementing process improvement strategies and initiatives, resulting in improved quality, on-time delivery and administrative efficiency.
• Achieved 50% cut in new product development delivery time by designing, implementing project management mechanism to report progress & track technical & business issues.
• Implemented Value Stream Mapping initiatives on R&D, Tooling, Operations & Inventory Mgmt. resulting in 20% decrease in turn-around-time, 15% decrease in cost.
• Coached, developed staff for career growth and future development. Supported corporate recruiting at alumni events and MBA recruiting conferences. Identified & hired candidates
· LTAs: Structured, negotiated & implemented Long Term Agreements (LTAs) with external suppliers worth millions of dollars. Achieved 5% price reductions & cash rebates.
· Delivery Assurance: Problem solved delivery issues with external suppliers.
· CI: Led internal continuous improvement team - achieved promised milestones.
· Designed and implemented vendor scorecard for Aftermarket. Defined requirements, data inputs, developed standard work, worked proposal, managed development & deployed working solution.
· Tracked supplier delivery time, Fill Rate performance. Created compliance matrices, presented to mgmt.
· Internal Strategy: Collected, analyzed spend data - helped set strategy for Long Term Agreements (LTAs).
· Implementation: Led implementation of general procurement agreements across business units. Annual savings over $800, 000.
· Researched and developed low cost sources in Europe, Latin America, India & Russia.
· Managed bidding initiatives, LTAs, supplier communications & department newsletter.
· Developed and maintained marketing strategies for growth into following major market segments: engine case repairs ($360M), combustor repairs ($160M), tube repairs ($90M).
· Analyzed economic, product trends, competitive landscape for engine part repair markets.
· Designed quantitative models to forecast part repair markets size, growth, segmentation.
· Developed complete Go-To-Market strategies to support sales objectives on key products.
· Conducted market assessment and analysis of strategic options; formulated strategy implementation plans and presented strategic recommendations to senior management.
· Provided strategic guidance and tactical support to Repair Development Engineering. Efforts included competitive assessments, opportunity identification & sales forecasting.
· Implemented plan to restructure internal business unit, move people, assets, material (from Dallas, TX to new facility in Tijuana, Mexico).
· Maintained business operations while team managed shut down of old plant and setting up of new green-field facility.
· Supervised staff of 10 people during transition. Led implementation in areas of: government contacts and compliance, customer communication, schedule, transportation, import/export, environmental permitting, supplier relations, local hiring and human resources. Implemented foundation for financial system.
· Developed bidding initiatives, LTAs, negotiated with suppliers and signed agreements.
· Completed transition under budget, in record time. Project achieved labor & OH savings of 60%.
· Conducted strategic study of aircraft Maintenance Repair & Overhaul (MRO) industry by identifying & analyzing economic and industry trends, segments, growth, & attractiveness.
· Developed competitor database. Defined competitor capabilities, strengths & weaknesses.
· Defined market opportunity & PW market entry strategy into adjacent MRO market.
· Defined value proposition, identified capabilities/ resources needed to deliver.
· Established M&A/ alliance target database, built model to prioritize strategic actions.
· Communicated analysis and strategy through presentations to PW senior management.
· Analyzed clients’ requirements and developed creative design solutions for architectural projects totaling $300M in Lebanon, Jordan, Bahrain, Saudi Arabia, UAE, Qatar, Oman and Egypt.
· Led integrated multidisciplinary teams in developing designs and detailed drawings for: hotels, commercial and residential centers, a hospital, houses of worship, industrial and civic buildings.
· Estimated project costs, planned resource allocation, developed schedules, tracked progress.
· Managed client relationships: communicated with clients, presented on design & development.
· Supervised construction workers and suppliers on building sites across Lebanon.
· Identified client needs and analyzed project requirements for various local projects.
· Designed and supervised the construction of a bank & $15M vacation home development.
Vice President Real Estate Professional Club
