Management Sales

Kenneth Smith

Address: ***-* ******* **

City: Honolulu

State: HI Zip: 92826

Phone: 808-***-****

Fax:

Alt Phone:

Email: **************@*******.***

Contact Method: Email: Yes Phone: No

US Mail: No Fax: No

Jobseeker Profile Info.

Position Desired: VP International; VP Asia Pacific/Japan; VP Asia Pacific/Japan Sales U.S. Citizen: Yes

Salary Desired: Negotiable Eligible For Work In U.S: Yes

Experience: Senior Professional (>10 years) Will Travel: Yes

Education: Master's Degree Will Relocate: Yes

Resume Info.

Cover Letter:

Dear Sir/Madam:

I am a hands-on, bilingual/bicultural executive currently based in Tokyo, Japan. My area of expertise is to assist western multinationals in growing their business in the region, or to re-energize or fix operations that are not performing at an appropriate level. If your organization requires someone either at your headquarters or in the Asia Pacific region who understands the business drivers (sales, finance, HR) of doing business in Asia and Japan, or requires someone to remedy or turn around issues such as low sales/profitability, service issues, employee turnover, etc., this is what I currently do for my clients.

I have attached a copy of my resume for your review. As a brief overview, I was born and raised in Japan (read, write speak native business level Japanese). I have been in the region for over 20 years. I ran Ernst & Young's Japanese management consulting practice out of Los Angeles, consulting to Japanese MNCs, prior to moving with the firm to Tokyo in 1996. As a partner, I have assisted western multinationals doing business in Japan and the region since then. My clients have been in the telecommunications, high technology, energy, manufacturing, and consumer products companies. My area of expertise is in strategy and operations, with some IT. I have also headed several divisions and subsidiaries at Ernst & Young, its successor firm Cap Gemini Ernst & Young, and currently the Deloitte group with full P&L, sales, and HR responsibilities (i.e., the business of consulting). Prior to management consulting, I have been in the chemical and leisure industries.

I have accumulated much experience after consulting to and observing various organizations with their Asia Pacific operations. I would be very interested in discussing any potential opportunities that you might have in this area. Thank you very much for your time.

Sincerely,

Kenneth G Smith

Tokyo, Japan

Resume:

KENNETH G. SMITH

2-6-25 Hiroo, Shibuya-ku Home: 011-813-5467-5282

Tokyo, Japan 150-0012 Office: 011-813-5521-5616

**************@*******.***

Cell: 011-81-90-4700-4620

SENIOR MANAGEMENT EXECUTIVE CEO COO

Country Manager Regional CEO International Business Development & Operations Manager

Expert in Building Organizations and Driving Growth, Competitive Position, Operational Performance, Profitability & Value

PROFILE & QUALIFICATIONS

Strong Orientations in Strategy, Operations, Finance, Business Development

Extensive International Experience - Bicultural & Bilingual in Japanese

Business leader with management qualifications and a results-oriented career in building and leading complete organizations, cross-border projects and multicultural teams. Skilled in identifying and capitalizing upon external business opportunities, and proficient in leveraging internal resources people, technology, product/service offering, competitive position, relationships to improve revenues, performance and profitability. Global perspective with a deep understanding of key market indicators industry trends, economic factors and principal players. Strong cross-cultural sensitivities lived and worked in Japan for 20 years. Highlights of qualifications:

P&L and Operations Management International Business Development

Cross-Border Initiatives & Operations Strategic & Tactical Marketing

Organizational Development & Leadership Team Building, Motivation & Leadership

Consultative & Relationship Sales Startup, Turnaround & Change Management

Project Management Financial Planning, Analysis & Control

Internal & External Consulting Performance & Process Improvement

PROFESSIONAL EXPERIENCE

Braxton Ltd

., Tokyo, Japan 2002 to Present

Recruited to reverse hemorrhaging and improve operational performance of the Energy Practice of this global management consulting firm formed by spin-off of several country offices of Deloitte Consulting. Headquartered in Tokyo, company has 2,000 employees and offices in Taipei, Shanghai, Singapore, Detroit, Los Angeles and New York, serving multinational corporations.

PARTNER

-IN-CHARGE (2002 to Present)

Public Sector & Energy Practice, Tokyo, Japan

Member of the companys senior management committee and hold direct P&L accountability for a large practice group. Manage all aspects of the business including new business development, engagement management, contract administration and relationship management. Lead a team of five Partners, and mentor and manage 40 Consultants and support personnel. Target, acquire and manage engagements for companies doing business diverse sectors electric and gas utilities; oil and gas; natural resources and water/sewer; federal/state/local governments and agencies; healthcare; education; and transportation.

Vision, Strategy & Leadership Contributions

Member of the companys management team contributing to firm-level strategic planning and direction.

Managed merger of the Energy and Public Sector Practices. Partner-in-charge of the newly formed practice group.

Co-managed separation, reformation and restructure of the newly formed Braxton organization. Contributed fresh vision, strengthened the brand, provided strong leadership and improved internal and external communications.

Operations Management and P&L Achievements

On-track to deliver 100% growth from $12 million in FY 2003 to $25 million by FY 2004.

Reduced attrition 15% from 25% in Spring 2003 to 10% to-date.

Created an alliance business model built on one-stop concept partnered with hardware, software, network and engineering firms to diversity service offerings and bring focus on core competencies.

Business Development & Engagement Successes

Personally generated $4 million in new business and distinguished Braxton above the competition by creating and launching two new service offerings EAM (enterprise asset management) and ERM (enterprise risk management).

Developed important new vertical markets in the public sector (e.g., transportation, healthcare, education).

KENNETH G. SMITH Page Two

Braxton Ltd

. - PARTNER-IN-CHARGE, Public Sector & Energy Practice, Tokyo, Japan Continued

Key Engagements

Led major project to determine demand and supply of LNG in Japan on behalf of a world-class oil and gas enterprise. Built a comprehensive economic model of LNG demand of electric utilities and municipal gas companies covering all usage categories consumer, industrial, generation, and commercial.

Developed business case for revamping international civil engineering consulting practice for leading wholesale utility company in Japan. Project spanned staffing plans, financial projections, cost reduction strategies, target service offerings and other key indicators.

Cap Gemini Ernst & Young - CGEY

1987 to 2002

Senior management positions held with this world-class firm formed by the merger of Cap Gemini S.A. and the consulting arm of the Big 5 accounting firm. Highlights of career path, areas of functional accountability and decision-making authority and achievements:

VICE PRESIDENT & COUNTRY MANAGER

(2000 to 2002)

Telecommunications, Media & Network Business CGEY Asia Pacific, Tokyo, Japan

Corporate officer and member of CGEY Japans six-person executive management team. Held full P&L accountability for a $10 million, fully autonomous business unit operating within the $40 million CGEY Japan organization. Managed all aspects of operations including strategic business and finance planning, new business development, marketing, sales/cross selling, project management, resource allocation, risk management and client relations. Provided managerial, financial and technical oversight to complex, large-scale projects on behalf of Japanese enterprises and North American and European corporations representing diverse industries doing business in Japan and Asia. Led a core team of 23 executives and provide indirect oversight to an additional 225+ people.

Vision, Strategy & Leadership Contributions

Brought forward vision and global perspective to the organization, and succeeded in aligning it with the dynamics business, technology, marketing of the worlds second largest economy. Distinguished the firm as the expert to corporations in the telecom, media and network sectors.

Through strong, proactive and interactive leadership, exceeded all key performance indicators growth, revenue, market share and profitability. Grew the organization from $0 and 11 people in 2000 to $10+ million and 23 in 2002.

Leveraged bilingual and bicultural qualifications to gain credibility with executive peers (only non-Japanese member of the management committee), staff, and potential and existing clients.

Operations Management and P&L Achievements

Led Asia-Pacific to rank as the only continuously profitable business unit in the Asia Pacific, delivering 18% profit margin (internal benchmark is 8%).

Delivered 20% reduction in shared services costs (outsourced HR, payroll, accounting, legal) through administration and control of the $3+ million operating budget for the Japan organization.

Improved the relevance and comprehensiveness of management reporting and cut the cycle time by 50% by designing and implementing a system that: tracked business leads; rated their probability and potential dollar volume; and linked these analytics to financial forecasting and resource planning.

Business Development Sales & Marketing Results

Grew revenues in a flat global market and conceived and executed all business development, strategic marketing and tactical sales activities with a focus on: identifying and securing new business; increasing revenue performance within the existing customer base; enhancing customer-perceived value; expanding market coverage and competitive position; and building and retaining relationships that lead to repeat and referral business.

Aligned country- and territory-level business development strategies with the enterprise-wide marketing message. Served as CGEYs corporate ambassador throughout the Japanese marketplace.

Spearheaded two strategically important business alliances; one with NTT Comware, Japans #2 systems integrator; and the other with NTT Communications, the largest long distance and telecom services firm in Japan. Hold the frontline role in identifying, structuring, negotiating and managing other strategic alliances and partnerships with global players (e.g., Cisco, HP, SAP, Oracle, Siebel).

Credited with facilitating 25% increase in fee income in 2001 from among the firms top-tier accounts by creating teams that focus on expanding revenue opportunities and improving service levels to these clients.

Conceived and launched an innovative e-commerce best-practice service offering targeted to Japanese multinational enterprises that were lagging in IT. Won three new contracts based on the customer perceived value of the service.

KENNETH G. SMITH Page Three

Cap Gemini Ernst & Young - CGEY

- VICE PRESIDENT & COUNTRY MANAGER, Telecommunications, Media & Network Business CGEY Asia Pacific, Tokyo, Japan Continued

Cross-Border Project/Team Management & Relationship Building Successes

Developed and implemented short- and long-term business strategies and plans for resource utilization and staffing. Frequently organized projects and teams from around the world to work on a single project, and succeeded in managing large, concurrently running engagements while meeting/exceeding all performance objectives.

Managed projects for primary clients including: NTT (Japans telephony giant); the Japanese government; Cisco; Cable & Wireless; AT&T; and AOL Time Warner.

Project Highlights

Corporate Strategy Advised in several corporate strategy development and implementation projects. Highlights: development of 5- and 10-year strategic R&D plans for a major Japanese wireless operator; strategies and processes for the setup of hosting services (sales, back office, operations) for a major Japanese telecom enterprise; and marketing strategy targeted to the government sector for a Japanese IT firm in the telecom industry.

Multiunit Operations Delivered $5 million per year in cost savings to a major multinational oil company by consolidating 12 corporate subsidiaries in Japan. Streamlined core business functions (administrative, accounting, legal, tax), implemented best-practices, and leveraged combined synergies/resources (technology, staff, physical location).

Operations & Business Support Orchestrated and managed a $5 million, mission-critical systems implementation for a telecom client, requiring as many as 15 professionals from CGEYs offices in US, UK, Singapore, Hong Kong and Australia.

Organizational Realignment Led an organizational restructure and culture change initiative for the Systems and Application Development Group of a major UK telecom carrier with operations in Asia, Japan, US and Europe.

IT Systems Selection & Integration - Managed the selection and integration of an enterprise-wide finance solution for a wireless broadband carrier in Osaka involving project teams from the US and Japan.

Process & Performance Improvement Project-lead in upgrading internal business processes (including web enablement and back-end CRM) for a large manufacturer of network equipment.

PARTNER

Ernst & Young, Tokyo, Japan (1996 to 2000)

Shared leadership and P&L accountabilities for a consulting firm providing professional services to large Western and Japanese multinational corporate clients. One of two US Partners selected to liquidate an unprofitable predecessor firm in Japan, and startup, manage and grow a new consultancy.

Organizational Leadership & Operations Management Achievements

Led the startup of the Energy and Utilities Business and grew it from $0 to $5 million in annual revenue.

Executed a $15 million recapitalization and organizational restructure and change initiative. Replaced 50% of management and staff, invested in IT hardware and software, and implemented best-practices in core operational functions.

Leveraged the core strengths of the firms service offering strategy, business process improvement, organizational consulting to drive growth and competitive positioning.

Built relationships with and managed engagements for world-class corporations including Coca-Cola, ToysRUs, Nissan Motors, Alpine Electronics, Kawasaki Motors, Isuzu, Toray Chemicals, JVC, Bank of America, Shell and ExxonMobil.

Key Projects

Operations Analysis - Engagement Lead in analyzing the financial and operational performance of the 6,000 Japanese service stations of a major oil company. Identified and profiled higher performing outlets.

Post-Merger Integration Engagement Lead for post-merger business transition and integration between the divisions of US and Japanese printing ink/film manufacturers.

eCommerce Engagement Lead for an eCommerce awareness and strategy project for a major integrated food company. Investigated competitive activity and benchmarked the strategy/organization against comparable firms in the US.

Process Improvement - Directed the design and implementation of several process improvements related to IT, sales and finance functions on behalf of a major photographic film manufacturer.

Market Research Engaged by a major US software firm to lead a comprehensive study of the usage of technology and IT management at major listed companies on the Tokyo Stock Exchange.

KENNETH G. SMITH Page Four

SENIOR MANAGER & DIRECTOR

(1989 to 1996)

Japanese Business Consulting, Los Angeles, California

Managed the Japanese business consulting practice including all aspects of operations, P&L oversight, new business development, engagement management, financial reporting, staffing and relationship management. Provided a complete portfolio of services (e.g., strategic planning, process improvement and reengineering, financial analyses, M&A) to Japanese multinational corporations with operations in the Americas or North American companies entering/expanding into Japan.

Management Achievements & Leadership Distinctions

Credited with personal contributions to growing the practice from $3 million to $10 million over five years.

Led the startup of similar practice organizations in other US, Canadian and Mexican cities.

Member, Japanese Practice National Steering Committee.

Key Projects

Organizational Restructure & Culture Change Reorganized North American operation of a major Japanese automobile manufacturer. Restructured and streamlined R&D, manufacturing, sales, distribution and credit functions.

Process Reengineering Directed the reengineering of the IT, finance and general accounting functions of the North American operation of a major Japanese automobile manufacturer.

EARLY CAREER

Served as

Senior Finance Analyst

Operations for American Hawaii Cruises (1986 to 1987), a leisure travel enterprise operating 1000-passenger cruise liners in Hawaii and the South Pacific. Analyzed monthly financial statements, forecasted/analyzed budgets, prepared departmental revenue/cost studies, and performed a variety of other financial analysis and reporting functions.

Launched career as a Management Analyst with C. Brewer & Company (1984 to 1986), a $50 million industrial chemical company with operations in Hawaii, California and Pennsylvania. Provided financial, marketing and operational forecasting, analysis and reporting. Participated on special projects (post M&A integration, plant relocation feasibility, bulk container movement study, computerized stock reorder).

EDUCATION & TRAINING

MBA

Finance; Concentration in International Business, 1984

UNIVERSITY OF MICHIGAN,

Ann Arbor, Michigan

BS

Chemistry; Concentration in Economics, 1982

UNIVERSITY OF HAWAII,

Honolulu, Hawaii

Highlights of On-going Professional Training and Development

Crisis Management; Partnership Operations; Current Issues & Trends in Telecommunications; Media Convergence; and World Energy Forum

AFFILIATIONS

Member, Telecommunications Subcommittee, American Chamber of Commerce, Japan

Member, American Chemical Society

Former Board Member, International Air Service Company IASCO, Foster City, California

Former Board Member, Asian Business League, Los Angeles, California

Former Advisor, Junior Achievement, Honolulu, Hawaii

PRESENTATIONS & PUBLICATIONS

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