Client – Danaher

Danaher

Danaher USA Corporation $13B T/O business. Engaged in a Senior Management role, on a rolling contract (4 years), to restructure failing sales/marketing team, also arrested a 10-year decline in NPD, by developing/implementing new product road map process and Introduced Six Sigma/Lean processes into sales, operation and finance to deliver sales growth and WCT targets.  

Key Achievements

  • Sales Revenue up by 8-10% each year (ahead of market growth), Margin up by 12%.
  • Developed/implemented 5 year strategic plan for the business.
  • Re-structured sales/marketing team which resulted in 10% sales growth.
  • Introduced Six Sigma processes (QDIP) into sales management and increased win rate by 10%.
  • Secured major contracts from KEY ACCOUNTS valued at £5M.
  • Developed/implemented new channel development process – incremental sales revenue of £800k.
  • Developed push/pull strategy to direct end user and secure orders through distributors.
  • Arrested a 10 year decline in NPD, by developing/implementing new product road map process.
  • Developed/implemented voices of customer process (VOC) to identify unmet needs.
  • Successfully launched three new products in a 12-month period.
  • Rolled out Six Sigma/Lean process (VSM, 5s, QDIP, Kaizen, SW etc..) -reduce waste/improve efficiency i.e.:
  • Reduced Inventory by 10%, increased OTD from 87% to 95%, and improved working capital turns by 2.
  • Generated incremental revenue of £600k by developing digital marketing strategy/e-commerce etc.
  • Created new lead generation team that delivered $1M of new opportunities.

How

  • Developed/implemented 5-year strategic plan, and presented to board which was approved.
  • Re-structured international sales/marketing team.
  • Developed push/pull strategy to direct OEM/specifier and secure orders through distributors.
  • Rolled out new channel development on boarding and managing sales team process.
  • Developed “VOC” process and CRM system to seek customer insight, i.e. data driven segmentation analysis that provides detailed insight into customer experience and assist with NPD. – new innovative products.
  • Arrested a 10-year decline in NPD, by developing/implementing new product road map process.
  • Developed web marketing strategy/e-commerce (SEO, PPC) pioneered adoption of Google Ad words tools.
  • Set up new telemarketing team to drive lead generation.
  • Rolled out Six Sigma/Lean process (VSM, 5s, QDIP, Kaizen, SW etc..) reduce waste/improve efficiency.

Clients feedback

Rakesh adds value by being able to develop strategic plans and implements them to deliver sales and operational growth”.

VP – Danaher

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