Sales Manager
Resume:
Donald M. Lewinski
West Seneca, NY 14224
716-***-**** (home) 716-***-**** (cell)
**********@*****.***
Summary
An experienced and successful sales management executive with a background
encompassing more than thirty years in the sales and marketing of
commercial and industrial lighting products.
Areas of expertise include a focus on new business development, operations,
market and competitive analysis, forecasting, strategic planning, the
creation of effective sales/marketing programs and teams, customer
relations, and the selection, supervision, training and evaluation of
personnel.
Excellent interpersonal communication and listening skills, able to
establish and maintain good working relationships with co-workers,
customers/agents, executive management, and a wide range of business
professionals, and an experienced instructor, presenter, and negotiator.
Strong knowledge of the market place and all customer segments including
utility programs, energy services companies ("ESCOs"), government
facilities, independent manufacturer representatives, retrofitters,
contractors and major national accounts.
____________________________________________________________________________
_________
Professional Experience
Lime Energy, Inc., Buffalo, NY
Regional Director - Energy Consulting &Technical Services ("ECTS")
2009 - 2011
Responsible for all ECTS operations in a region that included areas of
Indiana, Michigan, New York, Ohio, and Pennsylvania, with accountability
for ECTS P&L. Providing energy efficient solutions, with services
including integrated energy engineering, consulting, and implementation of
solutions which enable customers to reduce their facilities' energy
consumption, lower their operating and maintenance costs, and reduce their
carbon footprint. Focusing on solutions for commercial and industrial
markets, utilities, ESCOs, and the government sector, which include
lighting, mechanical and electrical upgrade services.
Business Development
Managed key client relationships to generate further economic growth.
Responsible for all business development efforts in this region, primarily
as it related to engineering services work including
municipalities, institutional C&I clients, ESCOs and support of internal
clients.
Coordinated with the marketing department on proposal development for all
projects.
Secured regional energy engineering and consulting work by locating source
opportunities with municipal, higher education,
healthcare and other clients.
Provided development support for ESCO projects.
Operations
Developed and managed a regional operating plan, including revenue
generation, margin analysis and SG&A/EBITDA budgets.
Responsible for employee recruitment and development.
Prepared monthly forecasts, including backlog sheets and revenue/margin
forecasts.
Conducted quarterly reviews with both management and employees, with an
emphasis on revenue generation, margin analysis and
SG&A/EBITDA budgets.
Generated direct reports with lead construction managers, lead engineers,
project managers, and project administrators.
Supervised and developed employees and sub-contractors in the areas of
energy engineering, utility program management, and direct
install program implementation for commercial and industrial markets,
utilities, ESCOs, and the government sector.
Created performance and career evaluation review process for all employees.
Donald M. Lewinski
-Page 2-
2010 Results
Completed 2010 as the leading Direct Install Program Provider in New York.
Delivered 55,000 megawatt-hours to National Grid and exceeded 119% of 2010
goal.
Implemented 1881 projects to small businesses in New York, reducing the
operating costs of these businesses by over $6.7 million per
year and offsetting 42,000 tons of CO2 emissions annually.
Built a team of 21 full-time employees in the Western New York office
within 12 months.
Utilized 25 local sub-contractors for implementation of lighting projects.
TCP, Inc., Aurora, OH
Director of Sales - Commercial & Industrial Division ("C&I")
12/2008 - 8/2009
Responsible for all aspects of sales, P&L, budgeting and forecasting for
$100+ million C&I Division with nine district reports in both sales
and marketing.
National Sales Manager - Commercial & Industrial Division
7/2008 - 12/2008
Regional Sales Manager - Commercial & Industrial Division
7/2006 - 7/2008
Universal Lighting Technologies, Nashville, TN
Northeast Regional Vice President - Distribution / Business Development
2002 - 2006
Responsible for planning, budgeting and execution of all sales and
marketing related activities to ensure exceeding the strategic fiscal plan
for full line ballast manufacture.
Regional Manger
2002 - 2003
Howard Industries, Inc., Laurel, MS
Regional Manager - Ballast Products Division
1998 - 2002
Initiated sales and marketing activities for the only domestic manufacturer
of electronic, magnetic and fluorescent ballast and H.I.D. magnetic ballast
products.
Osram Sylvania, Inc., Danvers, MA
District Sales Manager - New England District
1995 - 1998 Managed sales, marketing, and operational activities
for the $32 million New England Sales District.
Regional Marketing Sales Supervisor - Eastern Region
1993 - 1995
Senior Sales Representative - Buffalo, NY
1988 - 1993
Manager of Distribution Services - Pittsburgh, PA
1986 - 1988
Customer Service Supervisor - Buffalo, NY
1984 - 1986
____________________________________________________________________________
_________
Education
St. John Fisher College, Rochester, NY
Bachelor of Administration (BA), Political Science
____________________________________________________________________________
_________
Additional Professional Training
. Professional Selling Skills III
. Strategic Selling
. Exceptional Sales Presentation
. Total Quality Awareness
. Effective Written and Business Communication
. Industrial / Commercial Sales Representative Training
Professional References Furnished Upon Request
Contact this candidate