Sales Service

ALEXANDER G. KARAFILIDIS

* ****** ***, ***** *******, Massachusetts 01864

************@*******.*** 978-***-**** (cell)

SUMMARY

Applied sciences industry professional with proven track record in leadership of large, multi-functional teams driving

business results within matrix operational environments, sales & marketing and general management with focus on

environmental analysis, customer service and large systems integration projects. Demonstrated strengths include:

• •

Leadership & project management Practical Process Improvement

• •

Strategic planning Business development

• •

Multi-functional team management MBA, Entrepreneurship & Marketing

PROFESSIONAL EXPERIENCE

Cabot Corporation Billerica, Massachusetts

Commercial Excellence Capability Leader 2014 – present

• Worked closely with external consultant to develop content for an “Account Management Module” that served as

the first capability of a global Commercial Excellence Program

• Worked closely with key account managers to identify over $40M in EBIT improvement opportunities helping the

business segment exceed its aspirational target of a 3% EBIT Improvement

• Led implementation of a new CRM Salesforce.com to house account plans developed during the account

management workshops helping provide visibility to account plans and EBIT opportunities

Thermo Fisher Scientific Franklin, Massachusetts

Global Systems Integration Director –EPM 2012 – 2013

• Led business development, proposal, project management, engineering and operations teams to develop, secure

and execute large systems integration projects and programs increasing revenue by 42% YOY; Key industries

served in China, India and North America included National Air Quality Monitoring Networks, Power

Generation, Petrochemical, Pulp & Paper, and Cement

• Managed the customer interface working with project and commercial teams and market development managers

to successfully deliver new integrated systems to the global marketplace in a timely and cost effective manner

• Created process for the co-ordination and completion of all projects to include setting deadlines, assigning

responsibilities, and monitoring and summarizing progress of projects

• Managed a team of 25 System Integration personnel in North America & UK and shared management

responsibility for an additional 19 System Integration personnel between China and India

Director of Service – Air Quality Instruments 2008 – 2012

• Grew Service Revenue from 24% to 32% of overall AQI revenue base through focus on uplifting the services

under contract and target spares promotions; Also drove gross margin expansion for North American Depot and

Field Service from -56% to 22%

• Increased AQI’s customer allegiance score from -18% in 2007 to 54% in 2012 by implementing a 3-year strategic

plan that aligned all 4 service centers in North America, EMEA, China and India to key BU strategic priorities

• Rolled out an evergreen PPI Lean initiative focused on “1st Call Resolution for ALL Customer Inquiries”; initiative

involved focused one-week kaizen events for service teams addressing process breakdowns in support of AQI’s 1st

call resolution goal on monthly basis

• Managed a team of 64 Service personnel in North America and shared management responsibility for an

additional 36 service personnel between China, India, and Breda

Director of Service – Water Analysis Group 2005 – 2008

• Developed repair service capabilities to include support for value-based service initiatives such as

calibration/validation services on existing product lines driving a 28% increase in Billable service revenues

• Implemented across EID “Service and Support” functionality within Salesforce focused on centralizing the: (1)

Technical Service Support; (2) Depot Repair; (3) Field Service; (4) Contracts Management across 100 service

users in one “Real Time Console”

ALEXANDER G. KARAFILIDIS

1 Agatha Way, North Reading, Massachusetts 01864

************@*******.*** 978-***-**** (cell)

PROFESSIONAL EXPERIENCE (Continued)

Director of Service – Water Analysis Group (cont’d) 2005 – 2008

• Launched a “Super Stock” program focusing on the top 250 products, assuring availability on the shelf at all times

and maintenance of service level targets for the business unit

• Led cross-functional PPI team focused on assuring the correct ship dates are being provided to our customers in a

timely manner, driving on-time delivery increase from 64% to 85% and improving customer allegiance

EPA Strategic Account Manager – EID 2004 – 2005

• Grew annual EPA sales revenues by 10% and created a 5-year timeline detailing the EPA’s air and water

regulatory initiatives out to 2010 identifying need for 22 drinking water approvals and 25 waste-water approvals

2002 – 2004

Technical Sales Representative – Water Analysis Group

• Responsible for managing and growing a current Book of Business valued at $1.6M in annual revenues consisting

of over 1,000 accounts; Drove 10% growth YOY, exceeding revenue plan receiving Top Honors after 1 st year

AKS Management Inc Lowell, Massachusetts

2001- 2002

Owner/President

• Created a management company that acquired a 7,000 square foot parcel of land in the historic district of Lowell,

Massachusetts. Built 4 townhouses and generated $549,700 in revenues. The project earned our investor a 20%

return on their seed capital and 17.4% return to AKS Management

ASIA STUDIOS.COM, Inc. Beverly, Massachusetts

1999-2001

Business Development Manager

• Developed partnership strategy and negotiated partnership contracts with companies like Sony Music, BMG, and

EMI that allowed AsiaStudios.com access to celebrity content

• Created and negotiated subscription agreements and private placement memorandums that secured a $300,000

angel round of financing

• Generated customer acquisition/retention strategies and negotiated contracts with companies like Lycos Asia and

Yahoo that guaranteed sales of $200K+ in the 1st yr

KELLOGG CORPORATION Manchester,

England

1998

Business Analyst, European Sales & Marketing Department

• Established relationships with Kellogg Europe’s Country Managers that led to the creation and implementation of

Kellogg Europe’s first pan-European pricing database and financial pricing models that minimized Kellogg’s

expected exposure to revenue loss by 80%

DAVIS-STANDARD CORPORATION Pawcatuck, Connecticut

1994-1996

International Inside Sales Coordinator, Tubing Systems

• Created and implemented a financial pricing model for the international sales force that led to double digit growth

in the international pipe and profile unit’s profit margins

EDUCATION

F.W. OLIN GRADUATE SCHOOL OF BUSINESS (Babson College) Wellesley, Massachusetts

Master of Business Administration degree, May 1999

UNIVERSITY OF MASSACHUSETTS Lowell, Massachusetts

Bachelor of Science Chemical Engineering Degree, May 1994

ALEXANDER G. KARAFILIDIS

1 Agatha Way, North Reading, Massachusetts 01864

************@*******.*** 978-***-**** (cell)

PUBLICATIONS

Cases written with JP Jeannet, Babson College. Published 2002 and distributed by the European Case Clearing

House (ECCH) in Cranfield, U.K. http://www.ecch.cranfield.ac.uk

• Building the Customer Franchise (2): Becton Dickinson (Case no. 502-011-1)

• Building the Customer Franchise (3): Johnson & Johnson (Case no. 502-012-1)

• Building the Customer Franchise (4): Manpower (Case no. 502-013-1)

• Building the Customer Franchise (6): Millipore (Case no. 502-015-1)

• Building the Customer Franchise (8): Service Master (Case no. 502-017-1)

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