“Scott helped me to design and articulate a strategy and the execution plans that guided our massive growth. He has been a valuable partner and advisor to me and our team.”

Sales Strategy Execution Propels Growth

The Need:

The new leader of Jabil’s Automotive & Transportation division had the goal of elevating the group and its capabilities to become a Tier 1 Supplier in the automotive industry. This vision could be achieved by: 

• Moving into priority markets by targeting large auto makers who were shifting their focus to Electric Vehicles (EV) and developing their own differentiated electronics
• Shifting from providing printed circuit board assemblies alone to more complex full system solutions. Supporting advanced technologies such as electrification, driver assist, and connectivity
• Creating new capabilities of design, industrialization, and specialized manufacturing processes to support these new technology areas
• Increasing revenue and net income

The Solution:

Scott worked closely with the new SVP of Jabil A&T to realize the new vision for the company and achieve these goals. Together, they: 

• Crafted a growth strategy to identify new markets and establish points of differentiation, allowing them to compete with higher value capabilities and solutions—to enable margin expansion
• Worked with senior team to align on the strategy and drive results
• Built execution plans so the strategy could be effectively led in the field
• Created communication plans throughout organization so everyone would be in sync with their own roles in executing the strategy 
• Focused the sales organization on the highest value opportunities and not merely chasing RFPs
• Helped the SVP communicate the strategy to the board of directors in order to secure additional investment in the A&T business

 

The Results:

• In the five-year time horizon for the strategy, the A&T division nearly tripled revenue from $1.5 billion to $4.4 billion. Continued growth is secured into the foreseeable future. 
• Margins increased by changing the profile of what they pursued, which ultimately provided greater value in the finished product for their clients. 
• The business expanded market share and is working with 6 of the top 10 OEMs as well as the leading brands in the EV market. 
• The A&T division became one of the most significant growth drivers inside Jabil.