About Andrew
As a sales and marketing leader, I focus on selling and specifying technical products and aftermarket products/services into a variety of industries including Aerospace, Oil & Gas, Pulp & Paper, Packaging, Pharmaceutical, Utilities and Wastewater.
I work with many of the top customers in those industries including Boeing, Chevron, Westrock, Fedex, Walmart, PG&E and Veolia, using a value proposition based strategy to specify equipment and close orders for individual products, large capital projects and aftermarket service contracts. View my resume.
Most recently, as Senior Vice President, I led the Process Systems division of LDX Solutions, a private equity-held engineering company focused on capacity improvement and pollution control projects in the pulp and paper market. While at LDX, I managed the P&L for the business and I successfully negotiated several multi million dollar capital projects in Florida, Portugal, Columbia, Romania, Siberia, South Africa, Poland, Spain and Sweden.
Like most businesses, the COVID pandemic forced LDX to consider remote work as a way to continue operations.
Key challenges such as:
- Introducing the team to remote work while maintaining productivity
- Retaining key employees
- Overcoming technical and hardware/software roadblocks
- Identifying new ways to communicate and negotiate with customers remotely
– all required creative ideas and new methods to execute successfully. Through it all we were able to develop new products, win new business and continue to grow.
Prior to my leadership role at LDX, I held marketing, sales and aftermarket leadership roles at companies with a broad cross section of revenues. I spent time as an outside sales person for a manufacturer’s representative in New York ($8M total revenue), product management and sales at the Danaher Industrial Controls Group ($450M), led sales and marketing activites at Equipto ($15M), marketing and business development at Faure Herman ($22M), customer service and aftermarket contracts at Capstone ($110M), Aftermarket parts, service and contracts at Shape ($400M) and sales/marketing and general management at LDX ($100M)
The Danaher Business system demonstrated how a strong strategy implemented with a data/metric/KPI-driven approach based on repeatable processes sets the foundational groundwork for successful sales and marketing teams.
I built on that learning through subsequent roles and have worked with and managed people all over the world. I have had responsibility for product marketing teams in Europe and Asia and sales organizations in Europe, Oceania, and South America. The core experience from the DBS system has carried through all my roles, and the data-driven, KPI approach to identifying opportunities, continuous improvement, solving problems and growing share has definitely driven my success.
I provide sales and marketing consulting services focused on strategy, product marketing aftermarket parts/service and sales operations analysis to industrial B2B companies selling technical, differentiated products. Contact me to learn more.
On a more personal note, I was born and raised in South Africa and when I’m not working, I love the outdoors, anything to do with water, and getting lost in new cities/countries. I have visited six of the seven continents – I still have Antarctica on my bucket list – and traveled to over 40 countries for work or to enjoy the culture. I had the fortunate experience of living in Paris for four years while working for an instrumentation manufacturer and would love the opportunity to do that again.
During my time in Seattle I earned my ASA captain’s license for keelboat sailing vessels. I am also a rescue diver, and during my time in California I volunteered at the Aquarium of the Pacific as a diver, cleaning the exhibits during evening hours.
Resume
Work Experience
Franklin Electric - Canby, OR
P&L Management, Sales, Aftermarket/Service, Strategy
Focused on:
- Sales of Aftermarket products and services to the US/Canada/LATAM regions
- Design and implement new business processes and services to grow aftermarket business
- Build team to manage double digit YOY growth
LDX Solutions - Redmond, WA
P&L Management, Sales and Marketing, M&A, Aftermarket/Service, Strategy
Focused on:
- Sales and marketing in the US, Europe, Scandinavia and Africa.
- Project engineering and delivery/installation/commissioning of large ($5-20M) EPC projects.
- Build high performing sales and project management team
- Updated engineering, project management and back-office business automation processes to track/deliver results.
Shape Technologies - Kent, WA
Aftermarket Product & Services, Aftermarket Sales, eCommerce
Focused on:
- Re-establishing aftermarket parts revenue
- Development and launch of new aftermarket and service products
- Restructuring service department and service delivery processes
- Create new online webstore for global parts delivery
Capstone Turbine Corporation - Chatsworth, CA
Customer Service, Aftermarket Parts & Contracts, Channel Development
I managed the customer service, parts, aftermarket contracts and warranty plans groups responsible for supporting the distributor channel. I led the team responsible for the sale of new aftermarket support contracts and supported global service operations in Oil and Gas, CHP and standby power generation applications.
Faure Herman Instruments - Paris, France
Product management, M&A, Integration, Market Development
I led the new product development process to re-engineer, build and launch a new custody transfer ultrasonic flow meter. I worked with the sales team to develop additional distributor products for sale to Aerospace and Energy companies, grew brand awareness in Asia and Americas through integrated marketing/sales campaigns and led the integration of new European acquisitions into the division.
Equipto - Tatamy, PA
Sales Leadership, Marketing, Product Marketing
I led the sales, marketing and customer service teams in a focused effort to penetrate the automotive and private garage installation market while continuing to service the core customers in education/institutional/healthcare the military.
Danaher Corporation - Utica, NY/Chicago, IL/Telford, PA
Product Marketing, Aftermarket Development, M&A, Sales
I started as a lead product manager for thermal products and led the team that developed the first integrated multiloop controls product for Danaher. I managed a team of Product Managers located in Europe and Asia and spearheaded the global product launch of multiple products and line extensions. I also led the new product development of a camera based Auto-ID product that won Danaher Product of the Year in 2007.