Management Manager

SUMMARY

Accomplished executive that has led the pricing transformation of an $11B

global business from cost-plus to a strategic approach that leverages world-

class pricing tools to drive business performance. In 2010 drove pricing

actions that delivered $140M in operating income or $.14 in Honeywell

earnings per share.

PROFESSIONAL EXPERIENCE

Honeywell International, Phoenix, AZ

Marketing and Product Management

Director, Aerospace Pricing Strategy - 2005 to present

Transformed pricing by building a global team that focuses on the following

four core competencies:

. Building data repository and utilizing transaction pricing tools to

determine pocket margin, identify margin leakage, and close leakage to

drive operating income

. Developing and implementing value-based pricing framework that

leverages strategic marketing tools to establish pricing based on value

delivered, relative to the next best alternative

. Performing industry level pricing analysis to understand supply and

demand, cost levels, and price leadership

. Creating management operating system that utilizes pricing scorecards

and metrics to measure pricing improvement and ensure pricing actions

are driving operating income

Specific examples of pricing team leveraging tools to drive business

performance:

- Utilized transaction pricing tools to deliver $16M in operating income

- Initiated segmented pricing and cost-to-serve based fee structure to

drive 20% margin improvement in aftermarket parts business

- Negotiated contract scope change for a $1B aircraft program that

significantly improved profitability (40%) by better aligning program

deliverables with customer value

- Achieved 20% margin improvement (over historical margins) in $5B

program win by identifying and negotiating the removal of customer

requirements that were not aligned with customer value

- Utilized choice-based conjoint research to develop value proposition

and pricing strategy for a new product launch that exceeded operating

income goals

- Created segmented pricing algorithm for 200,000+ items that delivered $5M

annual incremental profit

Honeywell International, Phoenix, AZ

Leader, Aerospace Pricing Strategy - 2001 to 2005

Led a team of pricing professionals that supported the product teams and

business units in the development of pricing strategies for both OEM and

aftermarket opportunities. Additional accountabilities included business

case analysis for multi-business proposals and review of business cases

for proposals requiring senior leadership approval.

. Led multi-business pricing strategy with major business jet OEM that

resulted in $25 B contract award

. Sponsored and coached aftermarket repair and overhaul pilot project

team aimed at identifying areas of pricing power that delivered

incremental profit of $1M in first year

. Facilitated multi-business pricing negotiation with major military OEM

that delivered 10% price increase in an extremely challenging market

environment

The Canaan Group, Scottsdale, AZ

Management Consultant - 1998 to 2000

. Performed market entry analysis for a European aircraft engine overhaul

shop. Determined market size, growth rate and competitive intensity,

created financial pro forma, and developed specific actions to achieve

market penetration

. Developed marketing plan for a Central American aircraft maintenance

facility. Developed ten year market forecast, determined competitive

market shares, performed in-depth competitive assessment, defined key

success factors, and provided specific recommendations for product and

service offerings

. Reviewed business plan of a $1 B business unit of a major commercial

airframe manufacturer. The assignment included a critical review of

the underlying business plan assumptions, identification of gaps

between business plan and market opportunities, and an assessment of

the organizational structure to determine fit with market opportunities

Honeywell International, Phoenix, AZ

Product Line Business Manager - 1997 to 1998

. Significantly exceeded financial objectives of a $250 M turbine engine

product line with sales 14% over plan and profit before tax 91% over

plan

. Led successful financial negotiation of a $3.2 B turbine engine

contract with a major commercial aircraft manufacturer while achieving

a rate of return substantially higher than rate approved by Corporate

CEO

. Achieved 92% contract win rate in commercial aerospace aftermarket by

negotiating several contracts with large commercial airlines resulting

in revenue streams of more than $300 M

Honeywell International, Phoenix, AZ

Business Strategist - 1995 to 1997

. Led the development of a strategic plan for a $100 M commercial

aerospace business unit

. Successfully led a multi-business aftermarket contract proposal that

included financial analysis, business unit pricing coordination and

strategy, obtaining corporate approval, and customer negotiation with a

major commercial aircraft operator resulting in a $50 M revenue stream

and 20% rate of return

Honeywell International, South Bend, IN

Senior Financial Analyst - 1994 to 1995

. Completed financial analysis of a corporate acquisition that included

development of discounted cash flow model, presentation to senior

management to obtain approval, and negotiating terms with acquisition

target

Honeywell International, Anniston, AL

Business Analyst - 1993 to 1994

. Developed quantitative model to assess financial risk/return of long

term aircraft maintenance contracts

. Successfully negotiated long term contract with commercial aircraft

operator resulting in annual revenue stream of $15M

Southeast Bank, N.A., Miami/Tampa, Florida

Commercial Credit Analyst - 1990 to 1991

EDUCATION

MASTER OF BUSINESS ADMINISTRATION - December 1992

AUBURN UNIVERSITY, Auburn, Alabama

BACHELOR OF SCIENCE IN FINANCE - August 1989

FLORIDA STATE UNIVERSITY, Tallahassee, Florida

OTHER

Recognition

2010 Restricted Stock Award

2008 Restricted Stock Award

2003, 2004, 2005, and 2007 Stock Option Awards

Professional Pricing Society Certification

2007 - 2010 Guest Lecturer on Pricing, Thunderbird - The Garvin School of

International Management

Executive Education

Honeywell Leadership Development Program - October 2007

Honeywell Executive Leadership - Strategic Marketing Program - June 2006

Pricing Strategy and Tactics, Kellogg School of Management - March 2005

Business Marketing Strategy, Kellogg School of Management - October 2003

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