J. Scott Alford
Buffalo,New York
Summary
Accomplished sales and operations executive with a strong drive to succeed, skilled at solving complex customer problems and delivering results. Respected for business acumen, strategic planning, and problem-solving abilities.
Overview
28
28
years of professional experience
Work History
Director, Strategic Accounts
Watts Water Technologies, Inc.
North Andover, Massachusetts
01.2022 - 01.2025
- Company Overview: Watts Water Technologies, Inc. is a leading provider of plumbing, heating, and water quality solutions. Website: www.watts.com
- Led a team of five direct reports to drive revenue growth, strengthen client relationships, and achieve organizational objectives.
- Led the commercialization of the Watts Engage program, reaching $9.3 million in annual revenue within just three years, with an average profit margin of 30%.
- Negotiated multi-million-dollar corporate purchase agreements with major clients, including Ascension Healthcare and Universal Health Services (UHS).
- Became the preferred mechanical solutions provider for major clients like Marriott International, Hilton, Hyatt, Four Seasons, and others.
- Successfully integrated 5 Watts products into the mechanical systems standard specification for Marriott.
- Watts Water Technologies, Inc. is a leading provider of plumbing, heating, and water quality solutions. Website: www.watts.com
Strategic Account Manager
Watts Water Technologies, Inc.
North Andover, Massachusetts
01.2018 - 01.2022
- Company Overview: Watts Water Technologies, Inc. is a leading provider of plumbing, heating, and water quality solutions. Website: www.watts.com
- Responsible for sales, marketing, and business development for a diverse range of Watts products targeting major national healthcare accounts.
- Exceeded a $1 million first-year sales goal for an initial key account target.
- Developed initial sales collateral, such as brochures and customer presentations.
- Collaborated with various Watts leaders to develop a comprehensive set of resources termed 'Open-Safe'.
- Identified the need for smaller dual-fuel boilers for the growing market of Freestanding Emergency Departments (FSEDs).
- Watts Water Technologies, Inc. is a leading provider of plumbing, heating, and water quality solutions. Website: www.watts.com
Director of Operations
Xylem, Inc.
Buffalo, New York
01.2014 - 01.2018
- Company Overview: Xylem, Inc. is a global leader in water technology, providing innovative solutions for water and wastewater applications. Website: www.xylem.com
- Full P&L responsibility for Xylem’s $77.7 million heat transfer business.
- Successfully negotiated a new 3-year collective bargaining agreement with the United Steelworkers union.
- Established a new continuous improvement program, winning an internal company award for first-year savings of $1.1 million.
- Managed the complex, $6.2 million Department of Defense business relationship.
- Drove an engineering error reduction project, reducing engineering defects by 25.5%.
- Xylem, Inc. is a global leader in water technology, providing innovative solutions for water and wastewater applications. Website: www.xylem.com
Sales Manager
Standard Xchange, a unit of Xylem, Inc.
Buffalo, New York
01.2003 - 01.2014
- Company Overview: Standard Xchange is a unit of Xylem, Inc. specializing in industrial heat exchangers. Website: www.standard-xchange.com
- Managed 9 Regional Sales Managers and over forty independent sales representatives/distributors.
- Led the planning and execution of an 80% increase in profitable sales growth.
- Negotiated long-term agreements with strategic accounts such as York International and General Electric.
- Developed the business case and drove the project for recertification of the nuclear quality program.
- Standard Xchange is a unit of Xylem, Inc. specializing in industrial heat exchangers. Website: www.standard-xchange.com
Regional Sales Manager
ITT Standard, a unit of ITT Corporation
Buffalo, New York
01.2000 - 01.2003
- Company Overview: ITT Standard is a unit of ITT Corporation specializing in industrial heat exchangers. Website: www.ITT.com
- Responsible for the sale of ITT Standard Industrial heat exchangers throughout the Eastern half of the United States and Canada.
- Grew sales from $5.4 million to $7.0 million, or a 29.6% growth.
- Became the first divisional employee to achieve the Six-Sigma Greenbelt status.
- Participated in several Lean Six Sigma teams.
- ITT Standard is a unit of ITT Corporation specializing in industrial heat exchangers. Website: www.ITT.com
Product Manager
Alfa Laval, Niagara Blower Division
Buffalo, New York
01.1997 - 01.2000
- Company Overview: Alfa Laval is a global leader in heat transfer, separation, and fluid handling. Website: www.alfalaval.com
- Managed the achievement of sales goals, profit, and quality of Niagara Blower’s refrigeration product line.
- Identified new markets and customers, collaborating directly with customers.
- Created sales tools such as collateral materials and organized participation in trade shows.
- Alfa Laval is a global leader in heat transfer, separation, and fluid handling. Website: www.alfalaval.com
Skills
- Profit & Loss Accountability
- Capital Equipment Sales
- Sales Channel Management
- Strategic Planning
- Project Management
- Complex Contract Negotiations
- Team Leadership / Talent Development
- Continuous Improvement / Lean Manufacturing
- Revenue growth
Training And Professional Development
- University of Michigan, Six Sigma Greenbelt
- State University of New York at Buffalo, Certified Lean Professional
- ASSE/IAPMO/ANSI, 12088 Legionella Water Safety & Management Personnel
Timeline
Director, Strategic Accounts
Watts Water Technologies, Inc.
01.2022 - 01.2025
Strategic Account Manager
Watts Water Technologies, Inc.
01.2018 - 01.2022
Director of Operations
Xylem, Inc.
01.2014 - 01.2018
Sales Manager
Standard Xchange, a unit of Xylem, Inc.
01.2003 - 01.2014
Regional Sales Manager
ITT Standard, a unit of ITT Corporation
01.2000 - 01.2003
Product Manager
Alfa Laval, Niagara Blower Division
01.1997 - 01.2000
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