Wesley Lobo has considerable experience in treatment as shown below. He says that currently there is some industrial activity. One surprising application is air pollution control for refineries and power plants using the WEDECO ozone generator to convert NOx to soluble NO2 which is then captured in the scrubber. These are $ 2-6 million sales to Belco ( the EPC). Subsequent to the interview Mcilvaine sent Wesley information on ITT TriMed which was or is an ozone generator based scrubber for wastewater treatment plant odor control
WEDECO at one time sold millions of dollars per year of ozone/UV equipment for industrial applications, but that disappeared with various corporate changes. Wesley is concerned that the sales people have adequate support when they start making contacts with potential customers. Xylem needs to have the right product and to understand the application.
Wesley agreed that a Xylem Spring Group which could include xylem niche experts such as Jean-Christophe Hostachy or outside niche experts such as the ex technical director of the meat rendering institute would provide some of this support
Wesley believes that a firm technical base is necessary . This may not be quick and may not be all organic. Acquisitions may be necessary in order to supply products unique to industrial applications.
He feels that a two pronged approach is desirable. The Xylem Spring sales strategy would be opportunistic and suited to quick successes. At the same time the most promising applications should be targeted and a game plan put in place to acquire or develop the range of water related equipment needed to be the leader in this industry
The potential to send some local sales people to the Power show in Las Vegas at the end of the month was discussed but no resolution was achieved. Potentially there would be a number of candidates.
Here is the CV for Wesley
Wesley Lobo
Director of Sales at Xylem Water Solutions
Location
Charlotte, North Carolina Area
Industry
Mechanical or Industrial Engineering
Current
Past
Education
Lafayette College
Specialties
Marketing & Business Development, Corporate Strategy, Sales & Key account management, Product Management, Certified Lean Six Sigma Black Belt, and trained in Value Based Management
Experience
December 2010 – Present (1 year 2 months) Charlotte, NC
Manage and direct all customer facing activities for ITT Water & Wastewater’s treatment business and member of senior leadership team, reporting to the Managing Director. Responsibilities include leading a team of 30 covering sales, applications, aftermarket and contracts, management of 52 distributors, executing annual operating plan including budgeting, forecasting, key account management, personnel development, improving customer intimacy, and serving as key strategic leader to develop and execute 3-yr strategic plan.
Manager, Value Based Commerical Excellence
December 2009 – December 2010 (1 year 1 month)
Lead global cross-functional team to implement commercial excellence corporate initiative, working with McKinsey & Company, by launching “Transactional Price” in two largest businesses for ITT (Water & Wastewater-USA & Residential & Commercial Water), targeting 3% - 5% ROS improvement by systematically creating a margin waterfall to identify largest areas of price “leakage” and using exceptional data driven end-to-end problem solving to drive improvements in variation, slippage, and structure to maximize margin on each transaction.
January 2008 – December 2009 (2 years)
Lead global cross-functional teams across marketing, sales, and product development to develop and implement strategic projects for ITT's Water & Wastewater treatment business. Projects include: entry into new product sets and/or new customer market segments, as well as long term strategic planning for existing core business. Conduct extensive analyses incorporating projected sales, profitability, Economic Value Add (EVA), and competitive benchmarking. Present to ITT's Executive Committee for approval at each Toll Gate.
Global Product Manager - Marketing
Global marketing role responsible to drive new/existing product and application development for the ozone and advanced oxidation business. Establish a roadmap based on product portfolio life cycle, profitability, market attractiveness, competitive position, and customer demand. Negotiate third party joint ventures to increase footprint in strategic markets.
Director of Municipal Sales, North America
.
Municipal Sales Manager - Ozone
June 2002 – May 2005 (3 years)
Responsible for the technical and commercial support of third party representatives to develop strong relationships with consulting engineers, contractors, and end users for municipal ozone applications. Lead team on: detailed project design & specifications, commercial proposal development, as well as negotiate contracts, typically $0.5 to $5.0MM in value.
June 2000 – June 2002 (2 years 1 month)
June 1998 – June 2000 (2 years 1 month)