Erik Quijano, MBA

Role: Project Leader

As a follow up project to the AI project listed above, I saw the same need for understanding how effective we are at selling single pumps versus complete systems. Our master data systems did not allow for associations between part numbers, to know when part X was sold part Y was also sold. We created a BI model showing at a general level how effective our Commercial Teams were are selling across the product portfolio, i.e. main product accessories … Visa mer

Role: Project Leader

As a follow up project to the AI project listed above, I saw the same need for understanding how effective we are at selling single pumps versus complete systems. Our master data systems did not allow for associations between part numbers, to know when part X was sold part Y was also sold. We created a BI model showing at a general level how effective our Commercial Teams were are selling across the product portfolio, i.e. main product accessories analytics/telemetry related services. The model was excel based and pulled from several different sources: finance, SAP data-warehouses, ERP, manufacturing and included a manual metadata file for augmenting internal codes with descriptive texts. The BI model was automated to a monthly cycle, in sync with the financial cycle. The BI model was the first of its kind and provided an array of analyses: Market price evaluation, market-mix evaluation, package selling analysis for electrical and mechanical parts, product configurations, regression analysis, and performance forecasting. The model held the last five years of sales data and was first used to identify which countries had obvious opportunities and where certain products needed a deeper dive to understand the sales behavior.

Key skills: Leadership, Collaboration, Project & Change Management, Strategic Analysis, Business Strategy, Visa mindre

Role: Xylem Project leader

Objective was to design a scalable off-grid powered water delivery solution that could provide reliable clean water to a dozen different hospital/care facilities and withstand harsh and unreliable conditions. As Xylem project leader, I lead an interdisciplinary team to create an innovative solution from existing equipment around the organization . This required engaging resources and securing support across the organization, on-boarding of the local Xylem… Visa mer

Role: Xylem Project leader

Objective was to design a scalable off-grid powered water delivery solution that could provide reliable clean water to a dozen different hospital/care facilities and withstand harsh and unreliable conditions. As Xylem project leader, I lead an interdisciplinary team to create an innovative solution from existing equipment around the organization . This required engaging resources and securing support across the organization, on-boarding of the local Xylem Africa team for insights on the solution design and close collaboration with the WASH team.

Key skills: Leadership, International Collaboration, Project management, Innovation, System thinking Visa mindre

Role: Project Leader

Xylem developed a new product offering, Concertor, that utilized AI for optimizing performance, energy minimization, self-care and increased reliability. The existing product master data systems were not ready for this, so the product data was force fit into the existing structure making it hard to fully understand the offer impact in the market. I initiated a project to resolve that and give better visibility on the true impact of the product line. I partnered… Visa mer

Role: Project Leader

Xylem developed a new product offering, Concertor, that utilized AI for optimizing performance, energy minimization, self-care and increased reliability. The existing product master data systems were not ready for this, so the product data was force fit into the existing structure making it hard to fully understand the offer impact in the market. I initiated a project to resolve that and give better visibility on the true impact of the product line. I partnered with product management, finance and my business development team to aid in developing a business intelligence model just for this product line. The model was excel based and pulled from several different sources: finance, SAP data-warehouses, ERP, manufacturing and included a manual metadata file for augmenting the internal codes with descriptive texts. The BI model was automated to a monthly cycle, in sync with the financial cycle. The BI model was the first of its kind and provided an array of analyses: Market price evaluation, trend evaluation, Software and Hardware package selling analysis, unit volume, local sell price, product configurations, regression analysis, performance forecasting, and P&L budget review. A dashboard was also created for each target country selling this product line an used during monthly business reviews.

Key skills: Leadership, Collaboration, Business Development, Strategic Planning, Business Strategy, Project Management, Innovation Visa mindre

Role: Project Leader

Development of the annual budget is a consistent challenge and rarely did all parties feel appropriately involved. The goal here was to change that and drive engagement and thus better support for the budget targets across the product management teams. We developed a simulation model including prior year performance, product line sales commitments from each PAR, market size and actionable programs with estimated sales impact each country should benefit from. The… Visa mer

Role: Project Leader

Development of the annual budget is a consistent challenge and rarely did all parties feel appropriately involved. The goal here was to change that and drive engagement and thus better support for the budget targets across the product management teams. We developed a simulation model including prior year performance, product line sales commitments from each PAR, market size and actionable programs with estimated sales impact each country should benefit from. The model was aligned across the business development group and collaborated on with product management and strategy departments. The collaboration across the departments was well received and led to high engagement from all parties. As a result, we were able to achieve transparency and visibility of the budget targets and which strategic programs would have the highest impact and thus priority. The final result from the collaboration was a perfectly aligned submission of the proposed budget from EMEA to senior leadership. The final target was very close, within half a percent of the package we delivered. This initiative and my efforts to make a difference resulted in the Xylem Outstanding Performance Award.

Key skills: Leadership, Collaboration, Project & Change Management, Strategic Planning, Business Strategy Visa mindre

Role: Steering Committee Member & CPQ Project Leader

We ran a pilot project to create a consistent and logical pricing strategy across our most sold product lines. The product configurations, options and assortment had been developed over several decades and pricing was subject to the conditional thinking at that time, ranging from cost-plus, market evaluation, or like competitor. We analyzed the original list price and actual sales price to determine a consistent methodology in… Visa mer

Role: Steering Committee Member & CPQ Project Leader

We ran a pilot project to create a consistent and logical pricing strategy across our most sold product lines. The product configurations, options and assortment had been developed over several decades and pricing was subject to the conditional thinking at that time, ranging from cost-plus, market evaluation, or like competitor. We analyzed the original list price and actual sales price to determine a consistent methodology in setting a competitive market price, which was accomplished by establishing price equations and relevant factors for value drivers of the product. During the analysis we quickly identified that many product variants were either underpriced or overpriced compared to what the market saw as valuable. We were able to set higher prices on many products, reduce prices for product configurations that were inconsistent within the series and pinpoint areas that needed value engineering to increase our margins.

Key skills: Collaboration, Project & Change Management, Strategic planning, Pricing Strategy, Business Strategy Visa mindre

Role: Project Leader

We developed the capability to select, size and configure diesel driven products through the use of online tools. This drastically increased the offers made by our front end sales teams by giving them the necessary means of creating complex and complete quotations on their own, where previously they had to rely on a small group of headquarter experts to develop the offer per project. The product data was previously distributed by printed catalog or pdf file which… Visa mer

Role: Project Leader

We developed the capability to select, size and configure diesel driven products through the use of online tools. This drastically increased the offers made by our front end sales teams by giving them the necessary means of creating complex and complete quotations on their own, where previously they had to rely on a small group of headquarter experts to develop the offer per project. The product data was previously distributed by printed catalog or pdf file which was loosely maintained and only accounted for a small portion of the available product portfolio. We automated all the necessary engineering calculations to correct for diesel engine characteristics at any operating point and allow for detailed hydraulic modeling of a complete pumping system. The full product assortment was implemented with additions of localized diesel equipment added from each region, ie localization by diesel manufacturers US, EU or Asia. The main challenge was to engage the seasoned engineering team and evangelize a digital mindset and a decentralized engineering capability.

Key skills: Leadership, International Collaboration, Project & Change Management, Stakeholder Management, Business Strategy, Innovation Visa mindre

Role: Project Leader

After successful company wide adoption of our new digital product selection system, we found that many employees and customers were still struggling with the system to find the right product. I spearheaded the initiative to start a user experience overhaul and secured funding from upper management. This project was the first of its kind within the company because it required two previously siloed divisions to work together very closely. The user experience was… Visa mer

Role: Project Leader

After successful company wide adoption of our new digital product selection system, we found that many employees and customers were still struggling with the system to find the right product. I spearheaded the initiative to start a user experience overhaul and secured funding from upper management. This project was the first of its kind within the company because it required two previously siloed divisions to work together very closely. The user experience was completely redone to improve conversion rate, reduce rework within system, and streamline customer journey. This was done through moderated and unmoderated testing, visual design, and wireframe rapid prototyping. We consistently engaged users with the wireframe prototypes and achieved a global sign-off on the final design. A particular challenge was resolving conflict between the German, Swedish, American and Italian teams when strong disagreements arose. The end product was a success: bounce rate less than 5%, rework was cut by 66% and many new features were introduced that further optimized the process.

Key skills: Leadership, Team Development, International Collaboration, Change Management, Stakeholder Management, Strategic Planning, Business Strategy Visa mindre

Xylem’s front end Selection and CPQ system had two different customer portals as each Growth Center (GC) had developed them independently. The project was about harmonizing business process, commercial marketing strategies, SEO, product taxonomy, localization/customization capabilities across product sets, master data, R&D data delivery process and localization of account control and access.