508-481-1190
 

CV / Resume - Roy Sequeira

Sequeira Consulting
 

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

Top Line Improvement

  • Restructured and reorganized management at a $12 Million company, enabled it to book $26.1 Million within 11 months
  • Increased sales by $73K and net income by $77K within 8 months by determining breakeven price and showing small business client how to attract new customers and evaluate new business opportunities
  • Mapped out domestic E-commerce project enabling independent businesses to share and data mine a common database for sales and marketing efforts
  • Increased annual international service revenue from $12Million to $16.1Million by uncovering deficient administrative controls that resulted in systemic under-billing, and creating corrective / preventive in-subsidiary processes

Cost Optimization / Bottom Line Improvement

  • Added $4.7 Million to bottom line for a new product by judicious investment of $200,000 during new product introduction process
  • Reduced A/R over 60 days from $1.9Million to $300K within 4 months by establishing and guiding review processes to monitor and manage cash
  • Averted $440 Million in logistics costs on a major high-end system by uncovering design deficiency and showing how it affected all aspects of the company
  • Saved $71K on insurance costs by re-defining jobs & re-categorizing staff
  • Guided client in avoiding bankruptcy by guiding him in cash conservation, reorganizing operations, and by increasing and widening customer base
  • While creating and deploying a billing and collections system for a utility company, redesigned meter reading process to:
    • Smoothen revenue flows by billing evenly over the month
    • Reduce incremental project capital costs from $776K to $48K
    • Use labor more effectively
  • Maximized profitability by creating and leveraging business models to optimize costs and resource use across all functions over entire life cycle
    Some examples of results:
    • Cut $4.9M in labor cost by investing $200K in modifying BOM and adding spares on a new product
    • Cut $350K from spares budget by reengineering CPU board for cost of $7.5K
    • 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.
  • 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
  • Initiated and managed programs that cut defective spares by 42% at lower repair cost
  • Modified manufacturing processes to shorten install-time & improve reliability
  • Averted $440 Million in board repair costs on a major high-end system by uncovering design deficiency and showing how it affected all aspects of the company
  • Designed and implemented performance-based incentive bonus program

Business Process Optimization

  • Enabled profitable pricing by creating models to establish corporate and hourly-rate break-even levels
  • Optimized service sales to yield desired margins by fine tuning price increases
  • Established predictive and proactive cash forecasting and management
  • Created mid to long term forecasting process to track business in the pipeline and forecast effects on cash and resources
  • Reengineered and streamlined quarterly revenue analysis process to:
    • Make quarterly corporate revenue reports available in 3 days instead of 14
    • Reduce labor requirements:
      • Cut HQ labor from 30 hours/week to one hour/month
      • Reduce divisional labor by 8 days per quarter
      • Improve data integrity, and
      • Automate feed into corporate installed-base database.
  • Enhanced accurate data capture and eliminated redundant data entry through redesigned time sheets and other business forms
  • Reduced customer call-backs by streamlining call center operations and data flow at a domestic utility
  • 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 sales forecast data into manufacturing planning
  • Modeled service offerings and pricing to optimize cost and maximize profitability
  • Directed external alliances including third-party service contracts and delivery
  • Cleared internal roadblocks and achieved buy-in by demonstrating how a proposed program reduced costs and time-to-process by about 30% while greatly improving data accuracy and resource use
  • Developed blueprint for process changeover across functions in based 3 cities

New Product Introduction / Life Cycle Management (NPI/LCM)

  • Initiated corporate-wide New Product Introduction (NPI) process, then extended it to total Life Cycle management
  • 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
  • Took radically new low-cost terminal through the NPI process from concept to release
  • Managed multinational cross-functional teams during New Product Introduction process to ensure service readiness worldwide

Engagement and Employment Summary


Business & Management Consulting, Sequeira Consulting, LLC
Re-engineering Customer Service, Cabletron Systems
Senior Consultant, Hagler Bailly Consulting, Inc.
Establishing E-Commerce Program, DHL Airways, Inc.
Customer Service & Support Manager, Triad Systems Corporation
Director – Field Operations Support, Concurrent Computer Corporation
Internal Consultant / New Product Introduction Manager, Stratus Computer
Technical Support Engineer, Alliant Computer
Program Manager – New Product Introduction, Applicon Inc.
Project Manager, Support Engineer, Digital Equipment Corporation

Education

MBA Clark University Masters in Business Administration
BS University of Bombay Bachelors in Physics - Mathematics

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