Sales Project Manager

John Hickman

Laguna Niguel, CA *****

Cell: 916-***-**** e-mail: *************@*****.***

www.linkedin.com/in/johnhickmanlc

SUMMARY

Regional Sales / Business Development Leader with comprehensive strategic

planning and implementation skills. An organizational leader with proven

track record of increased sales and market penetration. Critical thinker

and adept negotiator who uses extensive industry knowledge to increase the

profitability of vendor and client partnerships. Expertise in:

Strategic Planning Negotiation

Relationship Management Energy Analysis

Market Development Lighting Design and Applications

PROFESSIONAL EXPERIENCE

UNIVERSAL LIGHTING TECHNOLOGIES, INC. (Panasonic), Laguna Niguel, CA

2009 - 2010

$60 million manufacturer of HID and fluorescent commercial, industrial and

institutional lighting

Business Development Manager

Developed business partners and channels in the Western US for

controllable lighting systems.

. Launched relationship channel with a building automation controls company

in San Diego that opened the market to 4,500 buildings.

. Developed relationship with Irvine Company senior facilities management

and established ULT as the standard lighting control system for energy

management and demand response.

CRESCENT/STONCO - A PHILIPS GROUP BRAND, Sacramento, CA 2008 - 2009

$60 million manufacturer of HID and fluorescent commercial, industrial and

institutional lighting

Regional Sales Manager

Managed $19 million in sales volume through seven independent sales

agencies covering 14 territories. Developed and managed key-account

relationships with market channel partners. Performed agency development

programs, product training, agency performance reviews and joint planning

sessions.

. Increased sales $2.9 million in nine months by creating and implementing

a development plan for new sales agencies in Los Angeles.

. Rolled out energy efficiency program that reclaimed lost stock position

at large regional wholesaler.

HUBBELL LIGHTING, INC, Sacramento, CA 2005 - 2008

$1.2 billion manufacturer of commercial, industrial and institutional

lighting products

Regional Sales Manager

Managed 16 independent agencies covering the Western U.S with $60 Million

in sales. Developed and managed account relationships with agents,

architects, electrical engineers, wholesalers, and contractors. Delivered

high profile sales presentations, training and educational seminars

related to lighting design and application. Coordinated inter-territorial

projects with agents, specifiers, and factory transaction systems.

. Increased outdoor specification product sales by 15% in 2006 and 17.3% in

2007 through aggressive product release campaign.

. Led start-up of agency in Reno, NV that achieved number two market

position in less than one year.

. Researched, designed and delivered sales presentations for architectural

lighting products to end users, specifiers, municipalities, and sales

agencies.

. Conducted agency review s and joint marketing planning sessions to ensure

goals were met.

CJS LIGHTING, Roseville, CA 2004 - 2005

$25 million manufacturer's representative agency for commercial, industrial

and institutional lighting.

Specification Sales Representative

Developed and managed key account relationships with architects and

electrical engineers. Provided design consulting and subject matter

expertise to design professionals. Represented 68 lighting manufacturers.

Provided detailed design proposals and consulting services for lighting

specifiers.

. Developed specification sales department that resulted in 14% growth in

project sales and 36% increase in market penetration.

. Created and produced "Title-24 Rules & Tools" seminar for energy code

compliance targeted to design professionals that resulted in increased

agency stature and led to increased sales.

MILLIGAN + ASSOCIATES, LLC, Seattle, WA 1990 - 2004

$30 million manufacturer's representative agency for commercial, industrial

and institutional lighting

Specification Sales Representative (1997 - 2004)

Developed and managed account relationships with specifiers, distributors

and contractors as manufacturer's representative for over 75 factories.

Managed LiteTouch dealer sales network. Negotiated with engineers,

contractors and distributors to resolve field problems. Delivered

technical sales presentations and advised manufacturers on new product

development.

. Transitioned specification accounts through two manufacturer changes and

continued to grow sales.

. Designed, sold, and delivered 25,000 sq ft casino project in less than

four weeks, beating original seven-week deadline with a gross margin 300%

above average.

. Designed, coordinated and managed $1 million industrial project that

resulted in 50% profit margin.

Project Manager (1990 - 1997)

Created proposals for over 600 bids annually. Managed 120 projects per

year, ranging from $30,000 to $1.4 million. Interfaced and negotiated

with factories and specifiers to create custom and modified products.

Adapted project tracking database systems to integrate with manufacturer's

software system. Advised manufacturers on development and improvement of

software systems and products.

. Increased project capture rate of accounts by 35% and added over $2.5

million in profit through the design and programming of a project

tracking and reporting system.

. Managed orders and coordinated delivery of $1.4 million in products for a

Microsoft campus project with over 16,000 line items and 28 manufacturer's

products.

. Designed / coordinated programming for Safeco Field lighting control

system while maintaining net profit.

. Negotiated 27 change orders for a middle school project that resulted in

a net change from 18% loss to 16% profit.

EDUCATION

Bachelor of Science in Business Management, University of Phoenix

PROFESSIONAL DEVELOPMENT

Illumination Engineering Society of North America (IESNA)

California Title-24 Stakeholders Committee

International Dark Sky Association

CERTIFICATIONS

National Council on Qualifications for the Lighting Professions - LC

Certification

Illumination Engineering Society of North America ED150 Certification

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