Schiavello takes over global accounts at SST
VALLEY FORGE, Pa.--As U.S.-based security directors increasingly manage security for global operations, they're looking for a U.S.-based partner that can make sure security equipment and procedures are uniform at every location. Such is the opportunity for Jay Schiavello, new president of global accounts at SST, which, with Canadian integrator/guard firm Intercon, makes up First Service Security.
"We're finding U.S.-based decision makers that are making decisions internationally," he said. "That's what's really sparked [the global division] ... Their responsibilities have expanded. They're under pressure to have consistency around the world."
Schiavello takes over for John Nemerofsky, who headed the global division when it launched in March of last year (search "SST expands reach," at www.securitysystemsnews.com), but who has since left to launch his own executive search firm. With experience heading up sales at global companies like ADT, Eastman Kodak and Anixter, Schiavello hopes to establish an operational structure at SST. He's also looking to establish a new set of partner vendors and sub-contractors, to support SST's global operations.
"We're really focusing on specific vertical markets, like the petro-chemical business, the pharmaceutical business," said Frank Brewer, chief executive officer at First Service, responsible for both Intercon and SST, "those industries where legislation is focusing security efforts on the outside of the building. For global accounts, SST will design the system, sub-contract the installation and stick around long enough to train whoever needs to manage the security operation."
"We've got some contracts with a large oil company in Africa," said Schiavello by way of example. "They're asking for on-site design services, but also asking us to provide training to the government employees there so that when we leave they'll be able to service that equipment."
The new business focus has First Service targeting $200 million in 2007 sales, with 2,200 total employees and a central station in Canada that does cross-border monitoring. Roughly 40 employees will be dedicated to global accounts.