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Sales Management

Location:
Norton, MA, 02712
Posted:
August 24, 2012

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Resume:

PATRICK K. GRIFFITH, MBA

PATRICK

** ***** ***** ******, ** 02766 617-***-**** ab8sx0@r.postjobfree.com http://www.linkedin.com/in/pkgriffith

EXECUTIVE PROFILE

Analytics & Modeling Dynamic Finance Executive with more than 10 years of progressive financial and

operational management experience across multiple and diverse industries including

Business Systems & Reporting

business services, life sciences, and high-tech manufacturing.

Financial Planning & Forecasting

Proven track record leveraging expertise in analytics, financial planning,

Mergers & Acquisitions

information systems, sales processes, and operations to create and implement strategies

Operations Management

that drive top-line growth, operational efficiency, and shareholder value.

P&L Management

Highly regarded as a trusted business partner, creative problem-solver, results-

Strategic Planning driven leader, and collaborative teammate. Foster productive partnerships with internal

stakeholders resulting in achievement of corporate objectives.

Working Capital Management

PROFESSIONAL EXPERIENCE

Advantage Technical Resourcing, Norwood, MA - Most profitable operating company of Advantage Resourcing, Inc., a privately-held

global staffing provider. Annual revenues of more than $675 million; offices in more than 35 cities across the U.S and Europe.

Company was acquired by Recruit Co., Ltd. in December 2011 for $410 million.

Director, Financial Planning and Analysis (Feb ‘07 – Apr ’12)

Reported to the Company President. Directed key financial activities including analysis, budgeting, decision support, financial and

strategic planning, forecasting, M&A, modeling, P&L management, and reporting. Oversight of services delivered by Advantage’s

shared-service’s organization including accounting, credit/collections, and payables/receivables. Responsible for hiring, training and

mentoring staff, improving business processes and controls, and enhancing business intelligence capabilities. Successfully

partnered with business leadership to identify, plan, and implement financial and operational strategies that grew shareholder value.

Key Contributions & Results:

Developed and implemented key financial models, analytical tools, and executive dashboards that facilitated a fact-based

metrics-driven culture, and led to significant improvements in accountability, decision-making, financial predictability, and

performance. Company exceeded Plan each of the last four years.

Successfully partnered with executive leadership to develop and implement a restructuring plan that quickly improved

profitability and helped position the company for sale. EBITDA grew $7.9 million, or 41 percent, over the last two years.

EBITDA per employee increased by more than 55 percent.

Led due diligence efforts for the potential acquisition of $100 million Canadian staffing firm. Recommended against

acquisition due to high client concentration and low ROI versus alternative investment opportunities.

Provided key deliverables instrumental in gaining approval of a three-year $21 million investment plan including market

research, financial projections, presentations, and executive summaries.

Played crucial role in finalizing the sale of Advantage Resourcing, Inc. to Recruit Co., Ltd. Managed nine-month sales and

due diligence process for the operating company including development of the “road show” presentation, and formulated

responses to more than 1,000 financial, operational, and strategy-related questions.

Served as operating company lead for the implementation of Cognos 10 and TM1; served as critical member of the team

that implemented internal financial controls and processes in accordance with J-Sox requirements.

Caliper Life Sciences, Hopkinton, MA - Publicly-held life sciences technology company with annual revenues of more than $150

million. Acquired by PerkinElmer in 2011.

Manager, Financial Planning and Analysis (Sep ’06 - Feb ’07)

Hired to leverage experience in cash management, corporate restructuring, and manufacturing operations. Responsible for analysis,

budgeting, decision support, financial planning, forecasting, modeling, P&L management, and reporting.

Key Contributions & Results:

Partnered with the VP of Finance to renegotiate covenants for $20 million credit facility.

Streamlined budget process and enhanced the analytical and reporting capabilities of the Caliper’s “homegrown” budget tool.

Reduced consolidation time, providing more time to analyze, review, and evaluate.

Served as member of the integration team for the Company’s $80 million acquisition of Xenogen.

ADE Corporation, Westwood, MA - Publicly-held global semiconductor equipment manufacturer with annual revenues of over $115

million. Acquired by KLA-Tencor in October 2006 after achieving record operating earnings.

Manager, Financial Planning and Analysis (Jun ‘00 - Sep ’06)

Recruited as Sr. Financial Analyst, quickly promoted to Manager of Financial Planning and Analysis reporting to the CFO. Implemented

key financial tools, processes, and controls that enhanced the Company’s ability to manage the business. Responsible for analysis,

budgeting, cash forecasting, decision support, financial and strategic planning, forecasting, M&A, modeling, P&L management, and

reporting for three divisions and multiple global locations. Assisted controller in monthly cost and inventory reporting and analysis.

Participated in accounting and regulatory compliance activities including account reconciliations, closing and audit process, revenue

recognition (SAB 101/104 and SOP 97-2), and SOX 404 implementation. Involved in investor relations and board of director activities

including earnings call scripts and annual shareholder meeting preparations; created all financial presentations for the CFO.

Key Contributions & Results:

Instituted weekly forecasting processes and reporting that helped the Company meet or exceed the high-end of quarterly

guidance for three consecutive years.

Proactively developed an “optimal” business profile model based on detailed competitor analysis. Facilitated corporate

restructuring plan that reduced annual SG&A by more than $18 million and led to record profitability.

Collaborated with manufacturing and engineering leadership to develop and implement an outsourcing strategy for non-

core components that would reduce manufacturing costs and variances. Company achieved gross margin growth of 1,300 bps

over three years while improving product quality and reliability.

Built product-based financial models, reports and analytics to measure and improve product profitability, and optimize

resource and capital allocation. Led to elimination of many legacy products due to low profit margins and shrinking demand.

Savings were reinvested and used to develop several award-winning products.

Developed critical cash and working capital models that accurately forecasted cash needs. The Company had just two

quarters of cash remaining in 2001. Company had more than $70 million in cash by 2006.

Recommended and provide analytical support for the divesture of Japan ADE Ltd. Created business valuation and

analysis used to gain Board of Director approval for the $5 million sale.

Participated as key member of the management team that sold the Company to KLA-Tencor for $474 million in 2006, one

year after reporting record operating income of nearly $24 million.

Led customization and implementation of Hyperion Pillar and assisted in the design of Hyperion Enterprise.

Cambridge Technology Partners, Cambridge, MA - Publicly-held business solutions company with annual revenues of more than

$700 million. Acquired by Novell in 2001.

Sales Financial Analyst (Feb ‘99 - Jun ’00)

Provided value-added sales and financial support for the company’s largest business unit. Proactively managed all sales pipeline

reporting activities and processes. Implemented weekly review processes and developed sales productivity metrics. Aided in the

preparation of SOW’s, modeling project profitability, and ensuring proper revenue recognition of contracts.

Key Contributions & Results:

Improved efficiency and forecasting accuracy by enhancing reporting tools. Initial quarterly sales forecasts improved from

70 percent of actual quarterly sales to 95 percent in less than 12 months.

Assisted senior management on developing and implementing the Company’s resource allocation planning model.

Model analyzed bench skill sets compared to those required to meet current and projected backlog.

Designed sales analysis packages measuring KPI’s, project profitability and resource planning requirements.

Arthur D. Little, Cambridge, MA – Privately-held engineering and management consulting company.

Budget Analyst (Aug ‘98 - Feb ’99)

EDUCATION

Master of Business Administration - Finance (1998), Binghamton University, Binghamton, New York

Bachelor of Science - Economics and Management (1995), SUNY College at Cortland, Cortland, New York

SYSTEMS / SOFTWARE EXPERTISE

1. Cognos 10 & Cognos TM1 2. Crystal Reporting & Xcelsius

3. Hyperion Enterprise & Pillar 4. Microsoft Office

5. nVision (Peoplesoft) 6. PeopleSoft Financial Management

7. PeopleSoft Human Capital Management 8. Siebel CRM



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