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

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

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.
- 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

National Sales 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

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.

As a Strategic Account Manager at LNS Research, 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.

Costco makes a surprisingly decent lasagna, not as great as one that's fresh made from a generations-old recipe, but good.  That said, they can put them out in quantity.  Which made me think, this is actually a decent example of a good one-off vs. good at scale.

Let's start with our home-made lasagna maker (we'll call her Nonna in deference to my Italian wife's insistence on who makes the best pasta).  Nonna has the recipe, makes everything by hand, and gets the freshest ingredients.  This is a really good lasagna.

Ask Nonna to make one, and some time and effort later, you will have a steaming hot dish ready to be devoured.  Then you remember, you have a party coming up, where you'll need five to cover the attendees.  Nonna sighs at the work ahead of her, but with a bit of extra time and effort, five delicious deep-dish delights are delivered.

Then you think, I have a conference coming up, and this would impress everyone.  You'll need 100 lasagnas to cover this.  It's at this point where you have two options, burn out Nonna by having her spend way too much time and effort on this, or change the process.

This is a point that many companies get to and fail to make the right decisions.  They have the best process that has been painstakingly developed and now need to significantly expand it.  Rather than changing things up, these companies try to keep pushing the envelope of the current system to the point where it ultimately breaks.

At a certain point, you need to make the change.  This might be ditching Excel for something more scalable or formalizing a process that currently relies on a single SME.  Could some quality be lost in the change?  Maybe.  Will more quality be lost when the overstretched process finally breaks?  Definitely.

Costco might not put out the same quality lasagna as Nonna, but then again, I don't have to worry about being chased down by a rolling pin wielding woman when I ask Costco for a hundred of them.

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