J. Brian McGraw
Cincinnati,USA
Summary
Results-driven professional with extensive expertise in managing client portfolios and delivering customized solutions. Recognized for collaborating effectively with teams and maintaining high standards of performance to achieve significant outcomes. Skilled in strategic planning and relationship management, with flexible approach to adapting to changing business needs.
Overview
25
25
years of professional experience
Work History
Strategic Account Manager
BLACKLINE SYSTEMS
01.2022 - Current
- Four-Q Systems was acquired by BlackLine Systems
- Responsible for renewal, retention, optimization and upsell of BlackLine products and services to Controllers and CFOs in our MEGA segment of clients (+$10Billion in Annual Revenue).
- Develop and execute Account plans to meet and exceed revenue targets for both upsell and renewal opportunities.
- Collaborate with client procurement teams to negotiate contract terms that align with both client needs and Blackline's business objectives.
- A trusted advisor, provide insights into industry trends, best practices and strategic recommendations for leveraging Blackline solutions.
- Delivered new multiyear statement of work totaling over $11.5M in annual revenue, expanded new business by +$2M.
Vice President – Strategic Accounts
FOUR-Q SYSTEMS
01.2020 - 01.2022
- Strategic partner to the leadership team, leading the Account Management and Business Development Team in retaining and growing customer revenue. Managing and creating relationships with key customer stakeholders, developing new business opportunities through deep understanding of customers challenges and opportunities.
- Created weekly governance meetings with customer executive leadership reporting and improving critical to quality metrics
- Expanded revenue profile of existing and new customers securing 20% in additional annualized growth
- Established account management and business development department focusing on identifying trends, developing strategies, meeting and exceeding customers needs and expectations
Commercial Operations Leader
GENPACT
02.2019 - 04.2020
- Global Process Leader supporting all GE Industrial businesses as well as non-GE customers for Genpact. Responsible for overall accountability for developing, leading, expanding, and executing the Commercial Operations for Customer Onboarding, Customer Credit, and Marketing as a Service.
- Expanded services into non-GE customers for Marketing as a Service resulting in $2M+ revenue in 2019
- Established delivery standards and performance metrics focusing on flawless execution, exceeding industry benchmarks
- Simplified operations through productivity realizing a reduction in 10% FTEs and $1M+ cost
Senior Finance Manager Operations Manager – Invoice to Cash
GENERAL ELECTRIC
08.2015 - 02.2019
- Regional Process Leader supporting all GE Industrial businesses representing $100B+ annual revenues. Directed a global team of 100+ employees responsible for the invoicing quality, dispute resolution, monetization, early collections, and accurate cash application.
- Developed operational vision for billing quality leading to $5M in additional revenue
- Created high performing team that centralized industrial processes and exceeded targets quarter over quarter
- Executed successful restructuring of department through productivity resulting in $2M in annualized savings
Senior Finance Integration Leader
AVIO AERO A GE AVIATION BUSINESS
08.2013 - 08.2015
- Led the finance integration of GE Aviation’s $2B acquisition of Avio S.p.A; managed integration of finance processes and systems with acquired company; implemented financial reporting and transitioned from international accounting to US GAAP standards.
- Established new operating plans and expense rigor, exceeding original deal model by $7M
- Created cross functional teams to implement synergies that contributed to $60M+ of long-term savings
- Led successful restructuring projects resulting in ~$10M of immediate cost out by eliminating redundancies
Senior Finance Analyst, Aviation Monetization Leader
GENERAL ELECTRIC AVIATION
01.2012 - 08.2013
- Global Monetization Leader for GE Aviation and Finance Leader for the Sales and Marketing reporting to the CEO. Responsible for factoring receivables to outside banks and GE Capital, managing over $1B quarterly. Forecasted and managed $15M annual budget for the sales and marketing departments including staffing headcount.
- Generated +$400M in cash flow through a partnership with global banks to purchase GEnx receivables
- Implemented cost reduction projects reducing travel expenses by ~28% and outside vendor spend by ~20%
Senior Financial Analyst, Financial Planning & Analysis
GENERAL ELECTRIC AVIATION
12.2010 - 01.2012
- Directly reported to the Vice President and CFO, managing all balance sheet financials for Commercial Engine Operations. Utilized lean driving accurate forecasting and achievement of financial targets, allowing the business to reinvest additional savings back into new products.
- Exceeded total financial targets in CFOA by $700M and investment spend by $250M in 2011
- Created executive business plans for new Aviation engine lines and calculated long term profitability
Senior Financial Analyst, Product Line Finance Manager I
GENERAL ELECTRIC AVIATION
01.2009 - 12.2010
- Drove the management and forecasting the income statement and balance sheet of a $75M product line. Partnered with sales leaders and customers to negotiate contracts, increase market share, and improve profitability.
- Increased profitability by 32% over previous year through new agreements and reserve adjustments
- Centralized customer agreements to identify new sales opportunities and simplify financial statements
Staff Financial Analyst, Assembly Cost Analyst & Engine Evaluator
GENERAL ELECTRIC AVIATION
05.2007 - 01.2009
- Responsible for accurate engine and part costs for the GP7200, Marine and Industrial, CFC, and CFM product lines managing over $1B of finished goods. Partnered with Supply Chain operations to reduce amount of inventory deficit by $10M through proper accounting of costs and physical inventory.
- Forecasted $100M in costs, implemented new planning processes to increase visibility of costs to Senior Leadership
- Led cross functional international team to successfully implement physical inventory process across Europe
Senior Financial Representative
FIDELITY INVESTMENTS
01.2001 - 01.2007
- Created and managed financial plans for new and existing customers maximizing short and long-term investment goals while minimizing investment risks. Successfully completed requirements to become a licensed finance representative, series 7, 63, and 66 designations.
- Implemented complex financial strategies for clients using mutual funds, stocks, and bonds
- Built long-term relationships with high-net-worth customers, creating loyalty and retention of assets
Sales Representative
FERGUSON ENTERPRISES
01.2000 - 01.2001
- Selected for the management and sales leadership development program, focused on relationship-based selling. Provided accurate product and job quotes for new home developments. Met and exceeded annual sales target.
- Developed new clients and maintained strong relationships with existing accounts
Education
Master of Business Administration -
UNIVERSITY OF CINCINNATI
Cincinnati, OH01.2007
Bachelor of Science - Business Management
MIAMI UNIVERSITY
Oxford, OH01.2000
Skills
- Sales strategy development
- Competitive analysis
- Team leadership
- Operations management
- Sales leadership
- Relationship management
- Account development
- Industry expertise
- Financial budgeting
- Financial management
Timeline
Strategic Account Manager
BLACKLINE SYSTEMS
01.2022 - Current
Vice President – Strategic Accounts
FOUR-Q SYSTEMS
01.2020 - 01.2022
Commercial Operations Leader
GENPACT
02.2019 - 04.2020
Senior Finance Manager Operations Manager – Invoice to Cash
GENERAL ELECTRIC
08.2015 - 02.2019
Senior Finance Integration Leader
AVIO AERO A GE AVIATION BUSINESS
08.2013 - 08.2015
Senior Finance Analyst, Aviation Monetization Leader
GENERAL ELECTRIC AVIATION
01.2012 - 08.2013
Senior Financial Analyst, Financial Planning & Analysis
GENERAL ELECTRIC AVIATION
12.2010 - 01.2012
Senior Financial Analyst, Product Line Finance Manager I
GENERAL ELECTRIC AVIATION
01.2009 - 12.2010
Staff Financial Analyst, Assembly Cost Analyst & Engine Evaluator
GENERAL ELECTRIC AVIATION
05.2007 - 01.2009
Senior Financial Representative
FIDELITY INVESTMENTS
01.2001 - 01.2007
Sales Representative
FERGUSON ENTERPRISES
01.2000 - 01.2001
Bachelor of Science - Business Management
MIAMI UNIVERSITY
Master of Business Administration -
UNIVERSITY OF CINCINNATI
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