Critical Manufacturing

As Vice President of Business Strategy, I’m tasked with driving strategic growth, business development, and helping the company expand its influence in the global manufacturing landscape. And because of my industry presence, I also act as an industry evangelist, guiding manufacturers through their digital journeys and helping Critical Manufacturing further strengthen its position as a leader in MES technology. It’s a perfect fit for my passion for innovation and driving meaningful change.

Vice President, Business Strategy

Hitachi Solutions America

When Hitachi Solutions decided to pivot from a technology-focused go-to-market strategy to an industry-led approach, they brought me on to lead that shift for the manufacturing sector. My role was all about aligning Hitachi’s 11 practices with the real needs of manufacturers, positioning the company as a leader in Industry 4.0. I focused on identifying new opportunities and ensuring our offering and value truly resonated with the market.

Senior Director of Industry Strategy, Manufacturing

Microsoft

Couldn't resist an opportunity to join one of the most innovative companies in the world.  In this senior-level role, I acted as an industry advisor helping U.S. manufacturers digitally transform their business at scale. This was accomplished through driving transformational wins, providing industry thought leadership, and enabling/supporting the sales team.

Accomplishments & Impact:
• Became a trusted advisor to several Multi-billion-dollar manufacturers, helping shape their digital transformation strategies
• Earned 11 industry awards and recognitions for being a top thought leader in AI, IoT, Industry 4.0, and Digital Transformation
• Earned the #1 Social Selling Index (SSI) on LinkedIn within Microsoft in September 2022 out of all 38,356 sellers (at the time)
• Earned the “Microsoft Good Neighbor” award for helping to contribute to the success of others
• Became an official content creator for Microsoft, and within 3 months earned the #1 spot for most engagement (Created 0.5% of all company content, yet earned 9.5% of all engagement) influencing over $250 million in revenue)
• Delivered multiple keynote presentations at industry conferences and private customer events, improving both brand awareness and customer engagement

Industry Executive, Manufacturing

Grantek

Expansion of my previous role to also include leading Grantek's Marketing department. I picked up responsibility for marketing strategy and execution; including developing and implementing strategies for social media, content, sales enablement, website, lead generation, and branding.   By Aligning business strategy and product development with marketing, I was able to more effectively lead the transformation of Grantek into a best-in-class Industry 4.0 solution provider.

Accomplishments & Impact:
• Launched a thought leadership campaign to increase brand awareness & brand engagement in FY21, resulting in 75.2% increase in Alexa Ranking and company LinkedIn following by 53.3% (through August), increased webinar attendance in FY21 by 94.6% over FY20 (through August), and increased Marketing Qualified Leads (MQL) in FY21 over FY20 by 44.3% (through August)
• Control Engineering 2021 Engineers' Choice Award Winner for "Engineer in a Box"

Senior Director, Strategy & Marketing

Leveraging my success building Grantek's first and largest strategic initiative (Safety Business Practice), I took on a bigger role where I led a team of technology and industry focused business directors that support Grantek's vision of becoming a best-in-class Industry 4.0 and Digital Transformation Solution Provider for manufactures.  My teams primary function was to provide the necessary strategic development of the What (Product/Service Offering), Where (Target Market), and How (Customer Engagement Model) to deliver high growth in a rapidly changing environment.

Accomplishments & Impact:
• 38.6% Growth in Strategic Industry Verticals (Life Sciences) in FY2020 to $20.1 Million
• 70.2% Growth in Strategic Technologies (Smart Manufacturing and Industrial IT & Cybersecurity) in FY2020 to $5.7 Million
• Developed and implemented a classification system for tracking and analyzing Grantek's 2000+ projects/year.  This resulted in a significant increase in revenue forecasting accuracy and better allocation of investment resources

Senior Director, Strategic Initiatives

While acting as a sales manager, I built a business case for why Grantek should be pursuing a new market (machine safety) including a strategy for how to grow revenue while sustaining a competitive advantage. Senior leadership accepted my proposal and challenged me with building out a new business practice to make it happen. In this role, I created a new portfolio of safety solutions, developed the associated marketing and sales strategies, and built a team of technical consultants who supported the sales pursuit of large-scale machine safety projects.

Accomplishments & Impact:
• Developed Grantek's first "productized" solution offering, resulting in over $17 Million in new additional service revenue within 3 years
• Increased first-time buying customers by 68% in FY2017 and 26% in FY2018 
• Exceeded service revenue target by 3.8% and gross billable rate target by 22.8% in FY2017
• Exceeded service revenue target by 17.7% and gross billable rate target by 13.4% in FY2018
• Received "2020 Safety Professional of the Year" Award from ASSP Three Rivers Chapter 
• Received "Rising Stars in Safety - Class of 2017" Award from National Safety Council (NSC)

Director, Safety Business Practice

I accepted a sales management role with Grantek after learning about the company's impressive growth record and vision for the future.  What started as a territorial assignment quickly turned into becoming the first national account manager for Grantek's largest client (Client 1) and Grantek's largest multi-year project (Client 2). 

Accomplishments & Impact:
• Within two years, I increased the revenue of Client 1 by 58% to $11.4 Million and increased the size and scope of Client 2's multi-year project from $1.4M in FY2013 to $7.5M in FY2015.
• Managed Client 1’s 2015 vendor reduction initiative (Goal: Reduce 46 Engineering service providers down to 5) and succeeded in being selected as top engineering service provider
• Received "Engineering Leaders Under 40 - Class of 2014" Award from CFE Media (Control Engineering Magazine)

Sales Manager, Midwest Region

Omron Automation - Americas

As part of the post-acquisition integration of STI, I took on a new role to lead Omron's product marketing efforts across North America (~$42 Million Business Unit).  I was able to leverage my previous sales success in being the top performer for Omron's biggest new product release (G9SP) to develop a new sales strategy, sales enablement tools, and accompanying marketing campaigns to increase market positioning and new product revenue. 

Accomplishments & Impact:
• Created G9SP marketing campaign within 6 months resulted in 400.7% increase in product unit sales in North America. 
• Led pricing strategies of entire product portfolio, resulting in an 7.5% increase in overall product profit margin

Product Marketing Manager

When I joined Omron STI, it was a newly acquired, yet fully independent subsidiary of Omron focused entire on the Machine Safety market.  I led the sales efforts in a 5 state geographic region through a combination of distribution and direct selling efforts.  

Accomplishments & Impact:
• Over the course of my 3+ years in this role I grew the revenue of my sales territory 82.6% to roughly $3.6 Million.  
• Received "Employee Recognition Award - Challenge Spirit" in May 2012 for developing and implementing a new product launch sales strategy

Area Sales Engineer

Festo

At Festo, I managed a geographical sales territory focusing on a group of small & mid-size OEM Accounts. 

Accomplishments & Impact:
• Hit nearly 180% of target (January-May 2009) despite being in the middle of the 2008/2009 financial crisis

Sales Engineer

Rockwell Automation

Seeing an opportunity to expand my industry exposure, I joined Rockwell to help build out a new role: Component Sales Engineering.  In this role, I managed a $7 Million portfolio of product sales through local distributors across an OEM account portfolio. 

Accomplishments & Impact:
• A few major account conversions resulted in achieving 108% of target, one of only a few component sales engineers who hit target during the 2008/2009 financial crisis.

Component Sales Engineer

KEYENCE CORPORATION

First sales engineering job after graduating college where I was responsible for direct sales within a remote geographical territory (Southern Wisconsin) focusing on small & mid-size manufacturers and OEMs.   

Accomplishments & Impact:
• Youngest in company history (at time of employment) to be promoted to Sales Leader (Top 10% of 120 Sales Executives)
• 2x National leading scorer in sales contents (2007, 2008)
• Ranked 1st in company-wide sales role play contest (2008)
• Ranked 2nd in TSS Sales Ranking out of 120 Sales Executives in FY 2007
• Ranked 1st in New Product Sales Growth for Midwest Region in FY 2007
• Received the “Best Effort” award for going above and beyond the call of duty in FY 2006
• Ranked 1st in TSS Sales Ranking out of 120 Sales Executives in FY 2006

Sales Leader, Total Sensing Solutions Group

Industry 4.0 & Digital Transformation Enthusiast | Business Strategist | Avid Storyteller | Tech Geek | Public Speaker

My passion is helping manufacturers digitally transform in innovative ways through Industry 4.0 technologies.  Doing so requires a unique ability to bridge the gap between business strategy, industry trends, technology implementation, and change management.  

I enjoy building collaborative relationships with clients, partners, coworkers, and industry evangelists to help empower manufacturers to achieve more.  

I am very active within the industry as a thought leader to help inspire companies, professionals, and students to be excited about the future created by the fourth industrial revolution.  I write, speak, and share content on LinkedIn to foster a conversational environment and build meaningful connections. 

Where do I spend my time?
• Driving customer success through deep industry and technical expertise
• Developing senior-level industry and client relationships
• Defining and shaping business and go-to-market strategies
• Acting as a company ambassador, technology evangelist, and industry influencer
• Challenging the status quo and continually driving innovation
• Developing & implementing sales enablement strategies
• Finding innovative ways to leverage new technology to provide unique value
• Building, mentoring, and inspiring high-power teams

Jeff Winter

Downtime is the universal villain.
Manufacturing hates it. 
Facility management hates it. 
And according to a 2024 Limble's CMMS report everyone is still fighting the same monster… just in different arenas.

🏭 𝐌𝐚𝐧𝐮𝐟𝐚𝐜𝐭𝐮𝐫𝐢𝐧𝐠: 𝐃𝐨𝐰𝐧𝐭𝐢𝐦𝐞 = 𝐋𝐨𝐬𝐭 𝐎𝐮𝐭𝐩𝐮𝐭
In manufacturing, every minute of downtime is a direct hit to throughput, delivery schedules, and revenue.
So their downtime strategy leans toward speed and precision.
Think: sensors everywhere, predictive maintenance programs, operator checks, and “don’t-let-this-line-stop” root-cause discipline.
The stakes demand sophistication.

🏢 𝐅𝐚𝐜𝐢𝐥𝐢𝐭𝐢𝐞𝐬: 𝐃𝐨𝐰𝐧𝐭𝐢𝐦𝐞 = 𝐃𝐢𝐬𝐫𝐮𝐩𝐭𝐢𝐨𝐧
Facility management lives in a world where downtime is less financially catastrophic but far more publicly painful.
A broken HVAC or elevator outage doesn’t ruin OEE, it ruins someone’s day.
So facilities double-down on consistency and reliability: routine PM, fast response cycles, clean work-order flow, and vendor coordination that keeps the building humming.

𝐓𝐡𝐞 𝐎𝐯𝐞𝐫𝐥𝐚𝐩
Both rely on smart planning, skilled techs, and data visibility. Both need to spot patterns before problems. And both know downtime rarely comes from one big disaster, it comes from a hundred tiny failures nobody tracked.

𝐓𝐡𝐞 𝐑𝐞𝐚𝐥 𝐃𝐢𝐟𝐟𝐞𝐫𝐞𝐧𝐜𝐞
Manufacturing treats downtime like a revenue emergency.
Facilities treat downtime like an experience emergency.
The real test isn’t how fast you respond when things stop. It’s how well you design your operations so the “stop” rarely happens at all. That’s where leaders separate themselves.

𝐅𝐨𝐫 𝐦𝐨𝐫𝐞 𝐢𝐧𝐟𝐨, 𝐢𝐧𝐜𝐥𝐮𝐝𝐢𝐧𝐠 𝐭𝐡𝐞 𝐬𝐮𝐫𝐯𝐞𝐲: https://lnkd.in/djjfivw8

*******************************************
• Visit www.jeffwinterinsights.com for access to all my content and to stay current on Industry 4.0 and other cool tech trends
• Ring the 🔔 for notifications!

Kershaw Consulting Ltd.

Business consulting services focused on industrial and manufacturing applications.

President

ISA Smart Manufacturing and IIoT Division 

ISA Division focused on Smart Manufacturing, IIoT, Industry 4.0 and emerging technologies.
Visit our website at https://www.isa.org/smiiot.

- Work with the board to determine direction of the division
- Responsible for quarterly division communications
- Work on Industrial Maturity and Readiness Committee to evaluate industry maturity programs
- Developed "Evolution of Automation Systems" and "Introduction to ESG" course for the Digital Transformation Program

SMIIoT Division Board Member and Course Developer

LNS Research

LNS Research Empowers Industrial Transformation (IX) Transformation.  We are a mission and vision-driven organization that takes exceptional pride in our professional, collaborative, and approachable team of experts.  We are on a mission to empower industry leaders to transform their organizations.  Our vision is a world where industrial companies are agile, autonomous, and sustainable.

Strategic Account Manager

Litmus

Litmus is an Industrial IoT Edge platform that provides the critical machine connectivity, data intelligence and application enablement needed to power Industry 4.0 and Digital Transformation. Only Litmus combines data collection, edge analytics and machine learning with centralized device management and application enablement, making it the most scalable and secure Industrial IoT Edge platform in the world. Litmus enables hundreds of uses cases and provides the tools needed to build applications for predictive maintenance, condition-based monitoring, OEE and more. Our platform is purpose built to deliver data to the people, processes and tools that need it to optimize operations at scale.

- Developed an expert presence representing the company on multiple social media platforms
- Designed an indirect sales strategy with a set of standardized forms and procedures that allowed for the company to quickly and easily onboard small and medium sized partners
- Worked with clients to identify use cases for IIoT applications
- Quantified ROI in improvement programs
- Coordinated technical resources in inital projects
- Utilized CRM (Salesforce) to ensure leads and opportunities were properly managed

Enterprise Account Executive

Canadian Process Control Association

The only trade association for the instrumentation and automation industry in Canada, the Canadian Process Control Association promotes the industry and its members to customers, academia and public bodies.

We provide a forum to exchange technical, industry and regulatory information, develop industry statistics, and encourage professional and ethical behavior and quality standards among its members.

Member of the Board of Directors and the Industrial Relations Committee.

- Worked as part of the Board of Directors to determine budget, strategy and priorities for the association
- Identified and recruited new members and board members
- Developed Process Training Initiative, worked with internal and external education partners during its development
- As part of the Industrial Relations Committee, worked with members and associate members to identify and address issues of concern to the association

Member Board Of Directors

Mettler-Toledo International, Inc

METTLER TOLEDO Process Analytics
Process Analytics is a division within METTLER TOLEDO that produces analytical measurement solutions for industrial manufacturing processes. This division has over 60 years of experience as a leader in the industry of liquid process analytics and ultrapure water analytic

Process analytics allow manufacturing companies to better control their production through in-line, on-line or at-line analytical measurements. METTLER TOLEDO offers process analytical equipment for a wide range of applications, industries and analytical parameters. As industrial manufacturers look to increase automation, in-line and on-line analytical measurements that help control processes are critical.

METTLER TOLEDO's portfolio of analytical parameters for process analytics of liquids includes: pH, ORP (redox), dissolved oxygen (O2), dissolved CO2, turbidity, conductivity/resistivity, dissolved ozone (O3), total organic carbon (TOC), microbial contamination, sodium ionic contamination, silica concentration, chloride and sulfate analysis.

- Responsible for building, developing and managing direct and indirect sales channel, product localization, and technical support channels.
- Maintained a CAGR of 20% over 8+ years in a market with a 5-7% annual growth rate
- Hired direct sales and technical resources and recruited and onboarded indirect sales resources
- Strategically managed growth through data analysis
- Won multiple sales achievement awards.  Team members also won multiple sales achievement awards
- Coached and developed personnel from multiple backgrounds, capabilities, and demographics to achieve goals
- Localized products to the Canadian market through the identification of gaps in certification and documentation
- Assisted clients in identification and implementation of analytical process control equipment
- Top of class in internal company-wide management training program

Area Business Manager

ISA Toronto

The International Society of Automation (www.isa.org) is a nonprofit professional association that sets the standard for those who apply engineering and technology to improve the management, safety, and cybersecurity of modern automation and control systems used across industry and critical infrastructure. Founded in 1945, ISA develops widely used global standards; certifies industry professionals; provides education and training; publishes books and technical articles; hosts conferences and exhibits; and provides networking and career development programs for its 40,000 members and 400,000 customers around the world.

ISA owns Automation.com, a leading online publisher of automation-related content, and is the founding sponsor of The Automation Federation (www.automationfederation.org), an association of non-profit organizations serving as "The Voice of Automation." Through a wholly owned subsidiary, ISA bridges the gap between standards and their implementation with the ISA Security Compliance Institute (www.isasecure.org) and the ISA Wireless Compliance Institute (www.isa100wci.org).

District 13 VP - January 2016 to December 2017

Past President Toronto Section - May 2013 to May 2015

President Toronto Section - May 2011 to May 2013

President-Elect Toronto Section - May 2010 to May 2011

Vice President Toronto Section - January 2010 to May 2010

- Organized local events for the section
- Worked to establish strategic direction for the section
- As DVP, responsible for representing the area at the international level
- Worked with international colleagues on various tasks and assignments for the society

District Vice President - District 13

Bestobell AquaTronix

As an outside sales representative, I have been responsible for the promotion of products, and generating both leads and relationships.  Instrumentation sales being a solutions based field has required that I learn about many different processes from water treatment to nuclear power generation.

Being in a small company has required that I work closely with suppliers, not only to promote their solutions, but to ensure that their equipment meets Canadian requirements.  In that regard, I have also worked closely with many different certification bodies (Health Canada, TSSA, CSA, UL, etc.) to ensure that products meet guidelines, or in some cases, that new guidelines are created to accommodate new technologies.

I was also tasked to redesign bestobell.com to provide customers with a streamlined service that can be accessed from a variety of different platforms.  This dynamic platform is updated to coordinate with our e-mail marketing campaigns, which in turn are planned to coincide with monthly sales trends.

Sales

The Canadian Process Control Association is comprised of member companies and is dedicated to Industry Awareness, Information Exchange, and the promotion of Professional Standards.

As a board member, I was assigned to the Industrial Relations Committee and the Academic Liaison Committee.  With the Industrial Relations committee, I assisted with the evaluation of new regulations, acting as a liaison with Canadian Certification Companies, and creating the certification survey in conjunction with certification companies and other members.  As part of the Academic Liaison Committee, I sat on Industrial Liaison Committees at various colleges, designed the CPCA Career Package, and handed out scholarships.

Other work with the association included expanding their reach through social media, assisting with program planning, and providing presentations to the membership on various topics.

Board Member

TL;DR: Equally comfortable with P&Ls as I am with P&IDs.

With over 20 years of experience in industrial automation, instrumentation, and sales, I am a passionate and driven professional who helps clients achieve their goals and optimize their operations. I am a Certified Automation Professional (CAP) and a board member of the ISA Smart Manufacturing and IIoT Division, where I contribute to the development and dissemination of best practices and standards in the field.

I work with leading industrial companies to provide them with actionable insights, data intelligence, and solutions for their digital transformation and Industry 4.0 initiatives. I leverage my extensive knowledge and network in the IIoT and manufacturing domains to deliver value-added services and build long-term relationships. I also collaborate with internal and external stakeholders to create and execute effective sales strategies and drive revenue growth.

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