Building a $50M Global Regulatory and Sustainability Business
From Emerging Compliance Service to Enterprise Growth Platform
Business Context
When I joined Intertek as Global Marketing and Sales Director for Restricted Substances, the business represented an emerging opportunity focused primarily on helping manufacturers navigate rapidly evolving regulations including RoHS, REACH, and Proposition 65.
Working alongside a PhD chemist and an electrical engineer, I was responsible for building and scaling the global commercial engine for the business creating market awareness, developing customer demand, enabling sales teams, and translating complex regulatory science into business solutions customers could understand and purchase.
Over time, the business evolved from a niche compliance offering into a global Health, Environmental, and Regulatory organization generating approximately $50 million in annual recurring revenue, supported by 200 professionals worldwide, and serving manufacturers, retailers, brands, and supply chains across virtually every industry.
As the organization expanded, I retained global responsibility for the regulatory business while assuming leadership of North American marketing for Intertek’s Chemical & Pharmaceutical division, supporting approximately $281 million in annual revenue.
Business Challenge
Manufacturers around the world were facing an unprecedented wave of regulatory change:
- European RoHS requirements were transforming electronics manufacturing.
- REACH was fundamentally changing chemical compliance obligations.
- Proposition 65 introduced new risks for products sold into California.
- Sustainability and environmental stewardship were rapidly becoming business priorities rather than compliance requirements.
While Intertek possessed world-class scientific expertise, the organization needed a scalable commercial strategy capable of transforming technical capabilities into market leadership.
Growth Strategy
Our approach focused on five priorities:
1. Commercialize Technical Expertise
Translated scientific and engineering expertise into practical business solutions supported by thought leadership, customer education, and sales enablement programs.
2. Build Global Demand Generation
Developed integrated global marketing campaigns designed to accelerate awareness, adoption, and customer acquisition across multiple industries.
3. Win Strategic Customers
Established market credibility through early adoption by leading global manufacturers, retailers, and brands including Apple, Cisco, GE Healthcare, Honeywell, IKEA, Intel, Mattel, Nike, Qualcomm, and 3M.
4. Scale Through Acquisition Integration
Led one acquisition integration and supported two additional strategic acquisitions while creating a unified customer experience, commercial strategy, and go-to-market approach.
5. Create an Enterprise Growth Engine
Embedded regulatory expertise across Intertek’s operating divisions, creating opportunities spanning manufacturing, retail, supply chain, consumer products, electronics, and medical markets.
Measurable Business Impact
- Built and scaled a global Health, Environmental, and Regulatory business generating approximately $50 million in annual recurring revenue.
- Expanded the organization to approximately 200 professionals worldwide.
- Led one acquisition integration and supported two additional strategic acquisitions, creating a unified customer experience, commercial strategy, and go-to-market approach.
- Assumed responsibility for North American marketing of Intertek’s $281 million Chemical & Pharmaceutical division.
- Selected as one of six approved global company spokespersons representing Intertek externally on regulatory, environmental, and sustainability topics.
Representative Global Customers
Apple • Cisco • GE Healthcare • Honeywell • IKEA • Intel • Mattel • Nike • Qualcomm • 3M
