Sales Customer Service

Barry Thomas Lay

** ******* ******, ***. #*** Memphis, TN 38103

859-***-**** *.*********@*****.***

VICE PRESIDENT SALES & MARKETING EXECUTIVE PROFILE

Direct & Channel Sales Sales Management New Product & Program Design,

Development & Launch

Marketing Consumer Competitive Analytics Global Business Development Turnaround

Management

Top-level sales executive and business leader with more than fifteen years of success driving revenues and

profits in the energy, renewable energy, consumer goods, public utility and other business sectors. Leads

global sales teams by example, producing significant sales growth and market share improvement.

Communicates and collaborates effectively with customers, senior leaders, team members and all

stakeholders.

Transforms organizations by implementing powerful customer-facing initiatives that generate positive change,

loyalty and goodwill. Leads full life-cycle campaigns to increase awareness and expand on both newly-

recognized and well-established opportunities. High achievement in organizational development, building

startups and rescuing stagnant or declining companies. Leads successful marketing and sales campaigns in

environments where results and growth are paramount. Extensive qualifications in the following

competencies:

Strategic Planning Customer Care & Service, CRM Integration &

Billing

Cost Control Accounting Microsoft Dynamics AX & ERP software

proficient

Continuous Process Improvements Sales Forecasting & Budgeting

Sales Team Leadership, Training & Mentoring Direction, Re-engineering of Mission &

Vision

CAREER SYNOPSIS

The Fulmer Company, Memphis, TN 2010-2013

$65 million OEM of consumer products and electronics with foreign manufacturing and U.S. distribution in Wal-Mart, Office Depot,

Office Max, and Canadian Tire

VICE PRESIDENT OF SALES & MARKETING

Driven the successful sales achievements for three separate companies, directly supervising seven managers

in regional sales, product development and customer service. Led/directed 30 outside territory salesmen.

Supervised Customer Care call center for Service, orders & billing, staff of five customer-care agents.

Developed marketing opportunities and full life-cycle advertising campaigns. Identified and evaluated new

products. Analyzed competition and consumer trends. Collaborated with manufacturing to oversee foreign

factories and distribution to 3000 + North American retailers through two warehouses.

Nearly tripled net profit up to $1.2 million in three year oversight through precise operations management,

downsizing excess staff, closing unnecessary warehouses, containing costs and reducing budgets.

Accelerated gross profit margins to 48%, up from 38%, by improving quality, service and distribution levels

while cutting costs.

Seamlessly upgraded & transitioned existing outside sales staff - replacing 19 underperforming individuals

and recruiting, training and mentoring top-notch sales personnel – current 30 Direct Manufacturing reps

are now all “A” caliber.

Changed sales culture by emphasizing importance of product knowledge, and distinguishing company

from the competition by providing high-level customer service and creating effective solutions to meet

customer needs.

Reduced shipping error rate below 1%, through improved quality control measures before shipping after

picking.

Earned “Inside Track Manufacturer of the Year” three consecutive years, with top ranking in sales support,

service, product quality, dealer sales programs and product warranty categories.

Saved $1 million by lowering operating expenses 12%.

Integrated Business Analysis (IBA), Buffalo Grove, Ill 2004-

2010

500+ member management consulting group working with small business groups of less than 100 employees to improve sales and

profits

SENIOR BUSINESS CONSULTANT

Consulted with small businesses to maximize resources and turn around sluggish sales to generate profit by

conducting comprehensive assessments and creating individualized remediation plans. Plans typically

included increasing financial awareness and knowledge of operating costs, pricing products, and optimizing

sales strategies. Provided hands-on support throughout engagement, including developing operating budgets

and implementing tools such as cash flow worksheets and sales tracking.

Turned around 100 faltering businesses by generating sales and profit.

Spearheaded negotiations with client vendors and banks to increase available options and increase time

available to improve operations while initiating new practices.

Achieved performance rank in top 10% every year, based on number of clients saved and the dollar

volume increase 12 months after consultation.

Barry Lay Energy Consulting, Lexington, KY 2003-2004

RENEWABLE ENERGY ASSET ANALYST

One year contract work for Ontario Hydro, developing renewable energy grant from Government of Canada.

Developed feasibility study from analysis of research grant.

Kentucky Utilities Company & LGE Energy, Lexington, KY 1991-

2003

Public electric utility serving 1.2 million customers

ENERGY SALES DIRECTOR

Managed energy sales and service department, covering customer service across residential, commercial, and

industrial accounts. Supervised 12 energy service advisors/five energy sales engineers providing services to

all customers. Key member of lobbying team at state capital influencing new energy legislation and tariff

policy. Established and led the national accounts division to provide Wal-Mart, Kroger, and Federal with

specialized services such as computerized load management, HVAC, lighting and new construction.

Contributed $2.5 million in new revenues by developing and launching sales of new, non-regulated

products and services.

Developed energy efficiency programs to improve customers’ load efficiencies, introduce new

technologies, and improve billing solutions. Developed load shedding tariffs for C & I customers, led

lobbying team in introducing new energy tariffs to KY PSC.

Pioneered company’s first combined interactive web site to improve online customer service, e-commerce,

and marketing for all customers. Integrated two customer bases (450,000 KU customers, 750,000 LG&E

customers) into one site.

Introduced first two joint call centers for newly combined utility, merging CIS, while adding interactive

voice response system that responded to 4 million calls annually.

Increased market share in residential space heating for new construction by 50%, from 25% to 75%.

EDUCATION, CERTIFICATIONS & TRAINING

Eastern Kentucky University, Richmond, KY - Bachelor of Business Administration degree in

Marketing

Sandler Sales Systems, Certified Sales Trainer; Certified Energy Auditor; Trane Comfort College,

Certificate in HVAC; GE Nela Park, Certified Lighting Design Engineer, Zig Ziglar, Professional

Sales Course

ASSOCIATIONS & COMMUNITY

American Marketing Association, Member; EEI (Edison Electric Institute), Member,

National Association of Home Builders; Home Builders Association of Kentucky; and Lexington

Chamber of Commerce Volunteers of America, Lexington Arts Council; United Way of Blue Grass,

all former Board Member

Contact this candidate