CV / Resume - Roy Sequeira

Roy Sequeira has added millions of dollars to the bottom line by helping clients achieve their objectives.

• Created / streamlined / restructured effective & focused business practice
• Launched and managed Life Cycle Management / New Product Introduction (LCM / NPI) programs
• Uncovered and eliminated hidden expense
• Hands-on crisis management and resolution
• Mobilized cross-functional teams in cooperatively resolving wide-ranging issues
• Leveraged Information Technology and automation to resolve problem areas
• Taught others to replicate my methods

Engagement & Employment Summary

President, Sequeira Consulting, LLC

Hands-on advice and guidance for small and medium sized businesses:

• Enabled a doubling of revenues (from $12 to $26 Million) within a year by restructuring management and organization so that principals could focus on business development
• Reduced A/R over 60 days from $1.9M to $300K within 4 months by establishing and guiding review processes to monitor and manage cash
• Increased sales by $73K and net income by $77K within 8 months by determining breakeven price and showing client how to attract new customers and evaluate new business opportunities
• Saved $71K on insurance costs by defining jobs & re-categorizing staff
• Guided client in avoiding Chapter 11 by guiding him in cash conservation, reorganizing operations, and increasing / widening customer base
• Enabled profitable pricing by creating models to establish corporate and hourly-rate break-even levels
• Optimized sales and yield desired margins by fine tuning price levels
• Established spreadsheet-based predictive/proactive cash management process
• Created mid to long term forecasting process to track business in the pipeline and forecast effects on cash and resources
• Designed and implemented performance-based incentive bonus program
• Enhanced accurate data capture and eliminated redundant data entry through redesigned time sheets and other business forms
• Added $4,700000 to bottom line during new product introduction by judicious investment of $200,000
• Advised nascent entrepreneurs on improving effective resource use

Re-engineering Customer Service at Cabletron Systems
Engaged to create and implement cross-functional policies and procedures

• Initiated corporate-wide New Product Introduction (NPI) process, then extended it to total Life Cycle management
• Negotiated and managed inter-company agreements / alliances.
• Directed external alliances including third-party service contracts and delivery

Senior Consultant with Hagler Bailly Consulting, Inc.
Supported a privatization effort (under a USAID contract) by computerizing billing and collections at an Armenian power utility

• While creating and deploying a billing and collections system, redesigned meter reading process to:
• Smoothen revenue flows by billing evenly over the month
• Reduce incremental project capital costs from $776K to $48K
• Use labour more effectively
• Reduced customer call-backs by streamlining call center operations at a domestic utility
• Mapped out domestic E-commerce project enabling independent businesses to share and data mine a common database for sales and marketing efforts

Establishing E-Commerce Program at DHL Airways, Inc.
Achieved internal acceptance and buy-in for an e-commerce program within four months; a task initially estimated at 2 – 3 years

• Cleared internal roadblocks and achieved buy-in by demonstrating how the program reduced costs and time-to-process by about 30% while greatly improving data accuracy and resource use
• Developed blueprint for process changeover.  Matrix-managed development staff and group representatives involved in this major e-commerce program.

Creating effective Customer Support at Triad Systems Corporation
Eliminating the six to ten service-related irate customer calls per week within six months improved corporate image and helped sell the company

• Consolidated three distinct service/support cost centers with HQ technical staff to support 3 call centers and 180 field engineers
• Created effective support / escalation processes
• Developed new training programs that
• Lowered parts usage by 10% and
• Improved field effectiveness by increasing variety of equipment types serviced by each engineer
• Laid foundation for effective New Product Introduction (NPI) process
• Initiated programs that cut defective spares by 42% at lower repair cost
• Modified manufacturing processes to shorten install-time & improve reliability
• Integrated Service needs and requirements into New Product development to control and reduce Life Cycle cost

Timely and actionable forecasting, Concurrent Computer Corporation
Supported Senior VP of Field Operations in a turn-around attempt at this faltering company which was subsequently acquired by Harris Computer

• Stemmed and reversed steady revenue decline by creating an on-line real-time process to manage and track service revenues; first forecast of $18.3M within 21K of actual performance
• Implemented similar sales pipeline management process with similar results
• Reduced inventory buildup and improved product profit margins by tying forecast data into manufacturing planning
• Modeled service pricing to optimize cost structures and maximize profitability

Employment Summary

Internal Consultant / New Product Introduction Manager,

Stratus Computer

1987 to 1993

Created a Service New Product Introduction function; later expanded into a corporate-wide gated process.

• Set up and managed technical and business planning for Service Delivery.
• Expanded this into a corporate-wide New Product Planning and Introduction (NPI /NPPI) process that expedited products through the development process
• Maximized profitability by creating and leveraging business models to optimize costs and resource use across all functions over entire life cycle
• Cut $4.9M in labor cost by investing $200K in modifying BOM and adding spares on a new product
• Uncovered and documented critical flaw in a multi-million dollar sales proposal that would have:
• Affected perceived product reliability
• Cut service margins from 35% to –8%, and
• Tripled field labor needs.
My analysis persuaded management to reject the proposal.

• Increased annual international service revenue from $12M to $16.1M by uncovering deficient administrative controls that resulted in systemic under-billing, and creating corrective / preventive in-subsidiary processes.
• Reengineered and streamlined quarterly revenue analysis process to:
• Make quarterly corporate revenue reports available in 3 days instead of 14
• Reduce labour requirements:
• Cut HQ labor from 30 hours/week to one hour/month
• Reduce divisional labor by 8 days per quarter
• Improve data integrity
• Automate feed into corporate installed-base database.

• Created and manned the support center
• Created interfaces to development and manufacturing to resolve design defects and service/quality issues uncovered in the field
• Created maintenance and diagnostic aids to increase field productivity
• Specified and implemented support strategies for service, training, and logistics.

• Established corporate-wide New Product Introduction - NPI - process to optimize speedy product introduction while optimizing costs
• Took radically new low-cost terminal through the NPI process from concept to release
• Created business model to price services and control service costs
• Cut $350K from spares budget by reengineering CPU board for cost of $7.5K

• Averted $440 M in logistics costs on a major high-end system by uncovering design deficiency and showing how it affected all aspects of the company
• Hands-on worldwide crisis management to resolve issues resulting from enterprise system failures
• Managed multinational cross-functional teams during New Product Introduction process to ensure service readiness worldwide
• Researched subtle system design deficiencies and created systemic solutions
• Created diagnostic aids, tools and processes to assist field engineers worldwide
• Supported mainframe timeshare customers worldwide

Earlier employment includes field / customer engineering positions with Honeywell Information Systems – Canada and IBM World Trade Corporation – India, and Sales / Market Development with Rallis India Ltd.

Education