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Achievement-oriented CV /Resume
Executive Summary
Added millions of dollars to the bottom line by
helping companies 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
- Mobilized cross-functional teams in
cooperatively resolving wide-ranging issues
- Leveraged Information Technology and
automation to resolve process problems
- Taught others to replicate my methods
ENGAGEMENT & EMPLOYMENT
SUMMARY
Consulting And Focused
Assignments 1993 to present
President, Sequeira Consulting, LLC
Hands-on advice and guidance for small and medium
sized businesses:
- Enabled a doubling of revenues (from $12 to
$26.1 Million) within a year by restructuring
management and organization so that principals
and senior management could focus on business
development
- 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
- 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 bankruptcy 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 to yield desired margins by
fine tuning price levels
- Established spreadsheet-based
predictive/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
- Designed performance-based incentive bonus
program
- Enhanced accurate data capture and
eliminated redundant data entry through
redesigned time sheets and other business forms
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 to 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
across functions in based 3 cities
- 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 crisis 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 offerings and pricing to
optimize cost 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
Technical Support Engineer, Alliant Computer
1985 to 1987
I was the first field engineer at this
parallel-processor mini-supercomputer start-up
- 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
Program Manager - New Product Introduction,
Applicon Inc. 1982 to 1985
Improved service business and helped create effective
corporate New Product Introduction process
- 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
Project Manager, Support Engineer, Digital
Equipment Corporation 1973 to 1982
Major supplier of mini computers and mainframe-class
timeshare systems, Canada and United States
- 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
- 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 |
MBA
BS |
Clark University
University of Bombay |
Masters in Business Administration
Bachelors in Physics / Mathematics |
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