VP/GM -EBITDA & Sales Growth

QUALIFICATIONS & EDUCATION SUMMARY

Progressive **-year career with strong engineering foundation, balanced achievements/experience in leading Sales and Operations in manufacturing and construction services, and most importantly, building a track record of consistent P&L success whether driving top lines Sales Revenues or converting sales revenues to deliver record-breaking EBITDA margins (maximizing value to increase product contribution margins so that through operational excellence and margin while driving improvements in critical KPIs and delivering dramatic growth & breakthrough EBITDA margins

Lead three “turnarounds”, directed two startups including a Greenfield startup of a composites business, successfully integrated acquisitions to maximize ROI, and lead the Growth-focused Strategy Deployment & Transformation initiatives for a high-tech corporation resulting in growing from a $2B OEM to a $3B “SMART” Tech (& IoT) market leader in just over 3 years

Lead highly visible Transformation initiative/s delivering dramatic improvement in Sales & Marketing KPIs & contributing to enterprise YOY growth rates of >15%, at record margins for the subsequent 4 years after deploying an innovative “Commercial Excellence” program (new element of successful “Business Operating System”) leveraging Sales & Marketing best practices, building a robust KPI-based performance management infrastructure, & providing more effective Business Development and Account Management processes while improving CRM tools across all Regions (focus on driving growth through effective Lead Generation, Pipeline management, & Tiered Integrated Solutions Selling)

BS Mechanical Engineering, University of Tennessee w/honors; Executive MBA, top-ranked, private school Wake Forest

Lean & Six Sigma Black Belt/Master Black Belt certified at SSA & the George Group, respectively

Former licensed General Contractor; various technical training and certifications from ASME, ASQ, APICS, & PMI

AREAS OF EXPERTISE

Turnaround, Greenfield Start-up, and M&As

Business Development & Sales Excellence

Global Sales & Operations in High-Tech Companies

Lean Deployment & Transformation Roadmaps

Strategy Development/Deployment (Hoshin Kanri)

P&L Management & Business Finance

Performance Management & Balanced Scorecard

Building Diverse, High Performance Leaders/Teams

Product/Process/Plant Engineering Foundation

Gap-based Business/Financial Planning

EXPERIENCE & ACHIEVEMENTS

ABB ROBOTICS & MOTION (Elect/Electronics Mfg-Industrial equipment & automation)

2016-PRESENT

RVP Southeast (NA Industrial Solutions) ; Sr Sales Engineer

Atlanta, GA

LEAD SALES GROWTH, INSPIRE REGIONAL SUCCESS

Drove incremental growth using best practices in business development, exceeding growth targets of “new accounts“ by improving Lead generation processes, pipeline efficiency and effectiveness of converting “LEADS” to “CUSTOMERS”, then growing the “total sales from “NEW ACCOUNTS/CUSTOMERS” (<1 yr) by 350%, YOY in my first full year, leading overall sales growth for top YOY sales growth within NA region

Achieved a dramatic,, ”Step-Change” increase in Sales Growth Trends with 7% “jump” in YOY Qtr Growth above plan (vs prior avg growth) and consistently +1-2% above target YOY Sales growth), applied consultative, solution-design approach gained from broad manufacturing/process engineering foundation for solution upselling, achieving annualized 8%YOY growth with record breaking margins several points above target in a flat market, and versus a plan originally projected at only 1%

Championed ABB-OS enterprise-wide transformation plan for region, implementing local Sales Excellence fundamentals including an effective KPI- system, daily management Sales & Marketing best practices, relentless RCA/problem solving along with CI tools to drive efficient and effective Account Management, Business Development, & Customer Relationship Management (process+Salesforce integration); for DC/Site Ops deployment include visual boards and daily Team review of KPIs in Safety/EHS, Quality, Productivity, Delivery, Inventory Turns & Daily Management to include Standard work from best practices, “Visual Workplace”, 5S & Point of Use, PDCA (rootcause resolution & kaizen), & Kaizen CI processes & teams

ACUITY BRANDS (Elec/Electronics Mfg-SMART Lighting)

2013-2016

Director, Sales Excellence ABS (Regional Sales Ops, Business Development, & Sales Effectiveness) Atlanta, GA

DRIVE GROWTH THROUGH INNOVATION & OPEX

Lead development/deployment of Acuity’s Growth Strategy, facilitated transformation initiatives & reviews, and collaborated with CEO/President and his executive leadership team (SVPs) in support of top echelon of strategy & transformation-related processes and plan for executing subsequent transformation/strategic initiatives; Achieved breakthrough growth with >15%+ CAGR for 3+ years post strategy deployment and ultimately driving overall Acuity growth from a $2.1B light fixture company in 2012 to a $3.0B tech-saavy, integrated SMART Lighting market leader in just over 4 years

Lead Strategy Deployment events & facilitation of all Growth Strategy development/Deployment processes as “right-hand partner” to SVP-C&I Sales (Acuity’s Regional Sales teams AKA “Commercial & Industrial Sales” is 80% of Total Sales), collaborating cross-functionally & across business units to drive profitable growth through strong business development, effective region sales operations, and by successfully executing strategic initiatives from SD with a focus on delivering on stretch targets from tiered integrated solutions growth strategy; post roadmap deployment results included favorable KPI trends indicative of strong sales results with YOY growth over 15.6% (& climbing for 4 years), plus margins at all-time highs;

Director, Integrated Solutions Atlanta, GA

Lead key strategic initiatives linked to Top Tier Profitable Growth Strategy including: 1) Lead collaborative planning meetings & events to develop “Go to Market” plans, Initial Growth Strategy, and Benchmarking for SMART Lighting “Services” business (IoT+) startup, 2) lead Quality Function Deployment to develop a Quality Management System for new controls and electronics value streams based on VOC/VOS- implementation improving overall “Cost of Quality” from 5% of sales to <1% of sales, YOY, 2) Stabilized and integrated a strategically-critical acquired Controls Company turning around EBIT by reducing variable LOH costs by 29% through LEAN Transformation and kickstarting new growth trend working with Value StreamVP to improve commercialization & business development while eliminating recurring quality issues, and 3) Developed Business Development strategies aligned to Integrated Solutions Growth Strategy Matrix, working with each BU Leader to identify gaps or process improvement opportunities in lead generation, pipeline management, CRM, and to develop optimum standard tiered solutions frameworks by vertical market and application and developing the value proposition pitch and related sales tools and materials to support the tiered solutions framework and growth strategy

Facilitated collaboration and “knowledge transfer” between R&D, Product VPs, and cross-functional teams improving VOC, designing/improving product management processes, and improving product development/innovation processes with a focus on improving the overall commercialization process; increased “Speed to Market” by 52%, cutting cycle times in half for innovation projects for >Tier2 integrated solutions, while increasing related “new solutions sales” for same group by 560%

Facilitated all top tiered Sales and Marketing and relevant Operations (Controls plants & Service revenue streams’ Operations) annual and strategic planning events, monthly gap-based performance reviews, & top tiered SD initiatives/projects reviews

Received the annual “Presidents Kaizen Award” in 2015 for leading a highly visible, high-impact transformation initiative kicked-off by a key kaizen blitz in successfully STABILIZING & enabling a key turnaround of a strategic acquisition

BORAL INDUSTRIES (Building Materials Mfg)

2012-2013

Director, Lean Process/Product Dev (Lead consulting role for startup) Atlanta, GA

SUCCESSFUL COMPOSITES STARTUP

Developed custom LEAN production systems and standardized work from best practices while implementing operational infrastructure for greenfield startup delivering an extrusion-based greenfield process with Cpk (Process Capability) in top 20% of benchmarked extrusion processes in mature industries (>10 yrs) & ramp-up OEEs in top quartile of mature forming benchmarks

Overseen deployment in leading a successful composites startup w/overall accountabilities for initial KPIs and improvement targets for growth, cost, quality, and delivery targets; Net impact of KPI results was Startup Capex Savings of $1.4M, & 2.1M in productivity from throughput gained from OEE improvements vs plan (startup OEEs >89%, increasing throughput by 265%)

INGERSOLL RAND (Engineered Sol/Equipment Mfg)

2008-2012

General Manager/BU Leader (full P&L-Hussmann Refrigeration Systems) Atlanta, GA

TURNAROUND & TRANSFORMATION

Drove turnaround as GM through an effective transformational strategy deployment focused on innovation, effective business development tools and processes, and operational excellence in a niche, $75M HVAC/R OEM plagued with operational issues and commodity-level margins

Achieved turnaround/breakthrough results through innovation and Lean transformation in 250+ employee business with 2 sites- Atlanta, GA and Monterrey, Mexico; flipped EBIT from -5M to +10M through successful LEAN deployment and innovative distributive refrigeration system that drove profitability and landed a $44M, high-margin “partnership” deal with Target

Built high performance leadership team in first 120 days and in parallel to developing transformational roadmap and stabilizing operations so that roadmap for turnaround would start demonstrating dramatic YOY improvements within first 6 months and at beginning of my first full year; recruited/developed (4) Black Belts & (2) Green Belts averaging of $1.2M/BB project in related savings YOY- Reduced cycle time/s, cutting lead times by 50%, virtually eliminating “Leaks” claims (peaked at >$3M in 2007)

Cut OSHA recordables in half through Dupont STOP program (zero recordables next year), and drove CI at “break-through KPI levels” through process improvements in Safety, Quality, Productivity, Ontime Delivery, & Inventory Turns

NEWELL-RUBBERMAID ( (Plastics & Misc. Products Mfg)

2005-2008

Div Mgr, Quality & OPEX; Plant Manager Cleveland, TN

QUALITY-INTEGRATED LEAN

Championed LEAN deployment & integrated QMS for Rubbermaid Commercial, resulting in reducing lead times by 25%, reducing L&VOH costs by 15%, & improving on-time delivery from 90% to 98% for division

Overseen plant and supply chain operations of 2 manufacturing sites and an export/import distribution center

JOHNS MANVILLE (Building Materials Mfg)

2002-2005

Plant Manager Fort-Worth, TX

GROWTH THROUGH QUALITY-TURNAROUND

Accountable for all plant operations, plant/process engineering, CAPEX, etc for a unionized “Engineered Products” site

Delivered Quality turnaround with an IFO increase of 50+%, reducing variable LOH costs through process breakthroughs + virtually eliminating quality claims (97% redux YOY) through QMS-integrated Lean transformation roadmap/strategy deploy

Lead strategic, customer-facing Six Sigma project linked directly to growth strategy and optimizing product quality IN customers manufacturing process for breakthrough results and ultimately securing incremental, high-margin business and winning a strategic partner as a key leader on the matrixed “Global Roofing Materials Team”

PPG INDUSTRIES (AUTOMOTIVE Mfg)

1999-2002

LEAN & SIX SIGMA Black Belt; Sr Engineer Lexington, NC

COST REDUCTION & PROCESS BREAKTHROUGH

Lead Six Sigma (BB), Lean, and capital projects reporting over $2 Million in overall cost savings; accountable for $15M department budget and related operations

Drove sales growth through DFSS & “voice of customer” optimizing products by improving/aligning product Innovation & manufacturing teams, & collaborating across functions resulting in YOY sales growth breakthroughs in targeted value streams

ROADTEC, INC (Heavy Mobile Equipment Mfg)

1994-1999

Sales Engineer; Design & Mfg Engineer Chattanooga, TN

STRONG ENGINEERING FOUNDATION- PRODUCT/PROCESS/PLANT

Lead engineering projects while training, hands-on, in metal-working & OEM plant, with diverse, broad scope of product/process/plant experiences focused on HI-PO Development w LEAN kaizen, Sales/Service Call Shadowing, etc

Direct Sales 80/20 mix of Farm/Hunt, so key account mgt more than business development providing/commissioning paving equipment for large contractors in US- delivered track record of exceeding sales & other performance targets

REFERENCES & RECOMMENDATIONS

REFERENCES

Tracy Moore, SVP-Integrated Solutions (CEO staff, 1 of 2 Division Leaders w P&L for “Growth Division”)

Acuity Brands (formerly GE CEO of successful European Aerospace Business; hiring manager/supervisor & mentor)

404-***-****; *****@*********.***

Mike Iezzi, EVP- HR & STRATEGY DEPLOYMENT (CEO staff, Top HR & Strat Exec over “Enterprise Transformation”)

Boral Industries (formerly successful Danaher Exec & McKinsey Consultant; hiring manager/supervisor & mentor)

704-***-****; ***.*@*******.***

Rich Schroeder, Co-Founder of Six Sigma; Chairman/Founder at SSA (Six Sigma Academy certifier Master BB)

(formerly Motorola Quality exec best known for co-developing “Six Sigma” w Mikel Harry; Jack Welch’s top quality consultant mentioned in “The GE WAY”; turnaround/QMS consultant at Ingersoll Rand; mentor); 954-***-****

RECOMMENDATION exerpts for…P&L Turnaround (IRs Hussmann SBU)

John Cobb Former SVP-HR at Ingersoll Rand

“I was part of a team that hired Michael to run our systems business in 2008. During his tenure Michael effectively managed a union-free workforce. Because of his engaging leadership…”

Bryan Ware Former VP/GM( P&L) Leader at Ingersoll Rand

“Michael is a highly effective leader and motivator. His management & influencing skills are key reasons we met our business objectives … ability to positively & consistently impact metrics in an outside of his direct responsibility make him a great asset.”

Karen Pfeifer Former Hussmann HR Leader

“found him to be a focused, intelligent leader with the ability to implement and manage positive change. I’ve worked with many top-level manufacturing managers in my career and would rank Mike among the best.”

For…Lean Transformation

Joe McGraw Principal at KnightStar Solutions (former client/partner)

“Dugger is an exceptional business professional. He has excellent business acumen and … in action and he's a powerhouse, bringing the transformation to light in a way that all can understand

Robin Manning SVP – Power Distribution at TVA (former client/partner)

“Michael is diligent and works hard to deliver on commitments. He is thoughtful and thorough. Embraces challenging…”

For…Greenfield Startup (Boral Composites Div)

Keith Depew President (former employer/partner)

“Mike is detailed oriented, focused on results and has excellent Lean knowledge…”

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