Nitsa Lallas nlallas@alumni.stanford.edu Experienced executive uniquely qualified to provide leadership, governance and guidance to emerging or established companies which are creating new business models; and to build customer focused, innovative leadership and organizational cultures from the outset that can effectively scale the business and deliver sustainable results. Strategic value creation: Maximizes business models’ scale to deliver revenue growth, leverage to deliver profit and consistency; in services business she consistently contributed 20% of firm revenue annually, achieved best practice results among her clients and established the firm in a new market space, healthcare providers, building the firm’s reputation and supporting product offering. Prepared Senn Delaney strategically and operationally for alliance partners; represented Senn Delaney, with a small group of partners, in acquisition discussions resulting in the sale of the firm to Heidrick & Struggles. Developed and launched 18 consumer and B2B products at Dole Packaged Foods, Crown Zellerbach. Build cultures that deliver sustainable results: Achieved top decile performance in patient satisfaction, employee engagement, and physician satisfaction at healthcare systems by shaping high performance cultures and reducing dysfunctions in the culture. Increased customer loyalty and repeat purchase leading to double digit percent increases in retail same store sales by changing critical cultural behaviors systemically, from top to front line store management and associates. Better, faster results during major transformations to electronic health records. Build leadership alignment and trust to more effectively deliver higher, sustainable results. Profitable growth across consumer, B2B and services businesses: Managed the largest consumer brand, increasing volume 15% and profits 200% through strategic repositioning, cost reductions and new product introductions. Responsible for B2B division, tripled profits and doubled revenue. Maximized business model for client impact and profitability in services firm. Customer driven: Proven track record of partnering with clients to deliver solutions that positively impact their business, while achieving profitable, scalable growth. Brand builder and product innovator to drive reputation and growth in consumer, B2B and services companies. Maximize leadership impact: Effective leader of established and emerging businesses; strengthens leadership, making it more purpose driven. Advise CEOs, guided culture shaping at large, mid-­‐size and small companies. Willingly speaks up for underrepresented points of view, challenges status quo constructively, provides direct, constructive feedback to executives and teams. Adds clarity and critical thinking to decision making; mindful leadership and inspiring, not mandating, performance. Additional specialties: • Industry expertise: Healthcare, Consumer Products, B2B and Retail • International experience in Europe, Asia, South America, North America • Extensive experience in M&A, strategy, culture shaping, branding, marketing, operating experience, business development, sales, consulting, team effectiveness, change leadership • Manufacturing experience Nitsa Lallas, Page 2 Nitsa Lallas nlallas@alumni.stanford.edu Professional Experience Senn Delaney, The Culture-­‐Shaping Firm 1996 – 2014 Grocery Outlets 1995 – 1996 Partner-­‐Owner, Executive Vice President, Healthcare Practice Leader Senn Delaney is a premier culture-­‐shaping firm consulting to CEOs and C-­‐suite teams working in over 50 countries to implement large scale culture change to deliver business results. The work is often driven by M&A, transforming corporate strategies, industry conditions, new CEOs or new leadership direction. • Partner-­‐Owner, Leader of Senn Delaney with direct leadership responsibilities for revenue, managing Senn Delaney’s healthcare practice, client relationships, corporate strategy, Senn Delaney brand, pricing, talent development. Conducted work in Europe, Asia, South America, North America • Represented Senn Delaney, with small group of partners, in acquisition presentation and discussions resulting in sale of the firm to Heidrick & Struggles in December, 2012. • Consistently contributed 20% of firm revenue and best practice results among client base • Built the firms’ external reputation in health care industry; guided health care specific product development • Advise senior executives and C-­‐suite teams at Fortune 500 companies implementing large scale culture change to deliver business results (clients included: Kellogg’s, Limited Brands, Staple, T-­‐Mobile, United Health Group; Yum Brands and health care providers such as Methodist LeBonheur Healthcare, KentuckyOne Health, 5 children’s hospitals – LeBonheur, Los Angeles, Miami, Nationwide, Wisconsin). Led and facilitated hundreds of team based culture sessions. Vice President, Marketing Privately held regional retailer with over 100 stores. Responsible for marketing plans, programs, new strategic positioning and advertising. Member, Executive Committee. Dole Packaged Foods, Inc. 1988 – 1994 Vice President, Business Unit Manager P&L and general management responsibility for Frozen Novelty Division, Foodservice & Ingredients Division, approximately $200 million revenue. • Increased division earnings 300% and revenues 200% through addition of new products and reduction of low margin business; led new product development commercializing 15 significant new products; worked closed with manufacturing divisions in Thailand, Philippines reducing and streamlining inventory levels; managed co-­‐packer for frozen novelties; responsible for advertising; frequent special assignments including acquisition due diligence. Member, Executive management team. Vice President, U.S. Sales Responsible for over $600 million revenues, 60 direct sales managers and over 140 food brokerage companies across all channels of distribution throughout the United States. • Consistently met or exceeded goals, increasing volume and market share in key product categories; restructured organization to support development of strategic relationships with customers; introduced total quality management to sales, resulting in 20% reduction in perishable losses; integrated newly acquired company; led advisory board of broker presidents. Member, Executive management team. Nitsa Lallas, Page 3 Nitsa Lallas nlallas@alumni.stanford.edu Crown Zellerbach/James River Corporation Hallmark Cards, Inc. 1974 – 1976 Graphic Arts Engineer • Responsible for approving production runs, daily, of merchandise valued at $100,000 per run. Technical advisor to product managers, designers and production groups. Education: MBA, Stanford University, 1978 BA, Stanford University, 1974 Advisor: 114 Partnership/San Rafael City Schools Advisory Team Speaker: American College of Healthcare Executives (ACHE) 2013 Congress Speaker: How Shaping Culture Can Maximize System Performance, with Michael Ugwueke, COO Methodist LeBonheur Healthcare System 1978 – 1988 Director Marketing; Regional Sales Manager; Marketing Manager; Product Manager • Brand Manager for the firm’s largest consumer brand, increased volume 15% and profits 200% through strategic repositioning, new creative and first to target Hispanics; developed and introduced 3 new consumer products. Responsible for product representing over 90% of capacity of largest paper machine; collaborated with manufacturing to increase utilization by 22% and reduce product costs by $6 million. Responsible for marketing, strategic and annual planning, advertising, market research and sales support for $250 million flexible packaging division. Developed award winning advertising with innovative customer partnership testimonials. Negotiated contracts, established pricing strategies and control systems; reducing cost of sales from 6% to 4.8% of revenues. th Children’s Hospital Association 2014 Conference Transforming Children’s Health Speaker: Why Culture, Why Now? with Tom Shanahan, SVP Human Resources, Children’s Hospital of Wisconsin Author: Publications while at Senn Delaney/Heidrick & Struggles (Walking the Talk – Patient Centric Pharma; Healthy Leadership – How Physicians Positively Impact Organizational Culture; The Invisible Anchor on Business Results, Overcoming Internal Barriers to Change Your Business Model) The Happy Remodelers, a book co-­‐authored with her husband in 2007