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SUMMARY
* Accomplished sales and marketing leader with proven ability to drive business through aggressive sales initiatives that deliver revenue growth and market penetration.
* Consistent achievement in developing new business, brand value, and increased market share.
* Highly adaptable and focused business builder with strong background in specification sales, channel management, and trade marketing.
Howard Industries Reno, NV / Laurel, MS
2008- 2009
District Sales Manager - Commercial, Industrial, Utility, ESCO,OEM and Residential Lighting
Recruited by Howard Industries, based upon past sales achievements to launch a new division in a highly competitive market, introduce a new product brand and gain market share with new distributors, ESCOs, OEMs and agents.
Territory: Central/Northern California and Nevada.
Reason for leaving: Company launched a new lighting division dissolved after one year due to financial constraints resulting in staff reduction in multiply territories.
* Established and grew new division with zero sales, agents, distributors, ESCOs, OEMs or name recognition to sales in excess of $1 million dollars in 2008.
* Secured over 50 distributors and agents in less than 6 months.
* Recent key projects included: Barnes & Noble Distribution Center, Summit Racing Distribution Center, Millbank, Anvil, City of Reno, City of San Francisco and numerous manufacturing, utility, casino, property management, and warehouse facilities.
* Negotiated, specified and solidified sales agreements with DWP, PUC, NV Energy, PG&E, NDOT, Caltrans and others through distribution channels.
* Expert in energy audits, lighting layouts and lighting designs for utility, commercial, municipalities, industrial, and residential applications.
* Demonstrated ROI through energy audits, rebate incentive education, and creative problem solving.
* Participated in Lighting, Utility, and Industrial Trade Shows.
Cal Lighting Reno, NV
2004–2008
Regional Account Manager – Commercial, Industrial, and Residential Lighting
Regional responsibility for Cooper, Crestron, Iota, Birchwood and eighty branded lighting products sold to electrical distributors, contractors, casinos, municipalities, engineers, architects, designers, and lighting showrooms in Northern Nevada and California.
Reason for leaving: Career advancement to Lighting, Transformer & Industrial Manufacturer
* Negotiated and managed construction sales on projects over two years in length, which generated revenue in excess of 5 million while maintaining a 32% growth in stock sales.
* Exceeded 2007 Q1 sales plan with 66% growth in Cooper products and 91% growth in specialty lighting.
* Presented specific lighting and controls products for commercial and residential applications with Architects, Electrical Engineers, Developers, and Design Consultants.
* Unseated a major competitor and successfully secured five additional Electrical Wholesalers.
* Secured lighting and controls specifications on the Nevada State Office Building, Carson Tahoe Hospital, Harrah's Casino, Sands-Regency Casino, Peppermill Casino, Mammoth Village Ski Resort, Squaw Valley Ski Resort, Northstar Village Ski Resort, Nevada Resource Dynamics, Sunridge Medical Complex, Galena Ward Morman Temple, Chevron, Burger King and numerous commercial projects.
* Performed energy audits on the National Bowling Stadium, Reno-Tahoe Convention Center, and Reno-Tahoe Airport and successfully sold energy efficient fixtures and LEDs to significantly reduce overall costs and maintenance.
* Responsible for lighting specifications, layouts and problem solving on commercial as well as residential projects.
Grove Madsen Industries Reno, NV
2001-2004
Regional Account Manager - Lighting, Gear, Motor Controls, PLC, Data Com and Electrical Sales
Recruited by Grove Madsen, based upon past sales achievements to promote products in a highly competitive market, to expand territory, diversify product and achieve sales goals.
Reason for leaving: Career advancement to Lighting & Controls Agent.
* Consistent sales increase with overall growth in sales exceeding 80% in the second year.
* Called on key engineers and architects specifying products on multi-million dollar projects.
* Developed, managed, and acquired new accounts in construction, municipalities, industrial, casinos, and mining.
* Strong background in identifying, establishing, and managing strategic relationships to leverage and generate significant business opportunities. Talented motivator with keen business acumen.
* Negotiated contractor agreements with A-B, Cutler-Hammer, Philips, Advance, AIW, Leviton, Crouse-Hinds, Lithonia and Cooper.
* Travel consisted of 60% overnight.
* Participated in Mining, Industrial, Security, and Electrical Trade Shows.
1998-2001
Anicom Wire / Cable & Security Products
Reno, NV
Regional Vice President - Wire, Cable, Security Products and Data Com
Recruited to expand and manage all aspects of operations for wire, cable and security products distributor, generating $45 M in annual sales. Professional staff of 32 Sales Associates and Customer Service personnel and supervised the management of 4 Branch Operations.
Reason for leaving: Organization liquidated prematurely as a result of inappropriate dealings by ownership.
* Negotiated and designed Security programs with Engineers and Architects.
* Increase sales from $5 M to $15 M in the first two years, acquiring new accounts with Bechtel, CDK, and TIC.
* Promoted to Branch Manager in the first three months, and Regional Vice President in the first year.
* Responsible for Regional and International sales/distribution from Alaska to South America, which consisted of 90% overnight travel.
* Responsible for managing projects in the United States and South America which generated revenue in excess of $5 M per project.
* Extensive knowledge and experience in underground and surface mining.
* Participated in Mining, Security, and Electrical Trade Shows.
Heflin Steel Company Phoenix, AZ
1994-1998
Sales Engineer- Management of Mining Division
Recruited to develop and manage start up territory in the mining industry throughout the Western Region including Alaska. Responsible for new design technology and market penetration in a highly competitive territory.
Reason for leaving: Owner retired.
* Sales from zero to $2 M in the first year with continued growth exceeding 25% annually @ 40% margin.
* Developed on site inventory consignment programs throughout the territory.
* Developed and designed new method for steel fabrication, which reduced overall installation cost and increased the lifespan of the equipment by 20%.
* Travel consisted of 100% overnight.
* Participated in Mining and Industrial Trade Shows.
Faber Laboratories/PSI/Lubricon,Inc. Chicago,IL,Yorba Linda,CA, Reno,NV
1981-1994
General Manager - Lubricant Consulting and Marketing
National account responsibility for Detroit Diesel, Cummins Engine, Mobil, Chevron, Sun, and Conoco Oil. Branded testing products sold to municipalities, utilities, industrial, transportation and mining throughout the US and Canada.
Reason for leaving: Merged and closed operations.
* Started as Branch Manager. Promoted to a National Sales Manager, 1983. General Manager, 1985.
* Formulated corporate policies, long and short range business planning, held PNL responsibility, and created and implemented marketing strategies that resulted in 25-30% growth annually.
* Streamlined fluid testing parameters, instrument calibration, and inventory which resulted in a cost reduction of 35%.
* Designed and supervised the construction of new facilities in Yorba Linda, CA and Reno, NV while managing the existing facilities in Chicago, IL and Fullerton, CA.
* Extensive knowledge of GC, IR, AA, FTIR, and ICP instrumentation.
* Supervised, trained, and motivated 34 technical, field, and support staff members.
* Recruited, certified, and trained new personnel for all facilities.
* Travel consisted of 75% overnight.
* Participated in Mining, Utility, Industrial and Lubricant Trade Shows.
Caterpillar Construction Company Peoria, IL
1977-1981
Intern and Consulting Engineer
* Responsible for operations, marketing, and engineering consulting on equipment maintenance.
* Evaluated and advised clients on equipment maintenance, quality control, and preventive measures.
* Travel consisted of 25% overnight.
CERTIFICATIONS AFFILATIONS
Caterpillar- Mechanical Engineering Illumination Engineering Society
Tribologist & Lubrication Engineers Nevada Master Mechanics (President)
ISO/QC Certified Western Council Fleet Operators
LED Certification Chamber of Commerce
MSHA Certification E-Network
LS 1 Certified BNI
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