Sales Account Executive
Resume:
ROBERT HOLZ
Drive, Baldwinsville, N.Y. 13027
******@*****.**.*** / 315-***-****
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Director of Sales
Dynamic, high performance sales executive. Broad industry experience with
an aggressive drive for results and track record of closing multi-million
dollar deals. Entrepreneurial leader known for ability to penetrate new
markets and produce impressive sales results.
Sales and management experience is complimented by strong business acumen
and expertise in:
Consultative Solution Sales,Finance, Establishing Value Added /Strategic
Partnerships, Business Development of Multimillion $ Deals, State and
Federal Incentives, Contracts, Customized Bundled Solutions, Investment
and Funding, Building High Level/Strategic Relationships, Risk Management,
Cash Flow Analysis, Negotiations, Servicing Public and Private Clients.
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PROFESSIONAL EXPERIENCE:
CA SOLAR
8/10/08-present
Director of Sales
. Supplier of systems and services globally.
. Leverage relationships with owners, installers, distributors,
architects, engineers, financial partners, contractors, consultants,
service companies and utilities to drive sales.
. Providing financing, funding and third party ownership options for
projects.
. Targeting, developing and implementing projects for public and private
clients including federal, state and local government, utilities,
commercial/industrial, educational, health care and institutional
clients.
. Finance, fund, engineer, procure, construct and maintain
installations.
. Develop and implement strategic sales channels and partnerships to
drive new business.
. Provide training and consultation to distributors, installers,
resellers and consumers to drive sales.
. Solidify new business through aggressive client acquisition and
formation of distributorships.
. Building brand recognition in hyper- competitive market to drive
sales.
. Provide leadership and strategic direction to operational personnel.
. Network within client associations to build key relationships and
drive sales.
SOLAR INTEGRATED TECHNOLOGIES
8/1/07-8/8/08
Director of Sales /Eastern Region
. Director of Sales, Eastern Region for international solar integrator.
. Turn key solar/roofing solution for public and private clients.
. Closed project at municipality with $1.5 MM contract value.
. Closed project at public school with $1MM contract value.
. Secured funding, leveraging federal, state and local incentives for
projects.
. Developed, maintained, expanded and optimized strategic alliances with
channel partners.
. Managed technical sales team within eastern region.
. Managed all sales aspects of qualification, design, implementation
and commissioning of projects.
. Assisted in submission of client's application for funding and utility
interconnection.
. Coordinated financing, including leasing and Power Purchase Agreement
options.
. Leveraged qualified backlog to exceed sales goal by $500,000.
. Specialized in public procurement process .Won RFP at municipality.
. Anchor in corporate video for General Motors, documenting high profile
installation.
CHEVRON ENERGY SOLUTIONS
12/1/05-8/1/07
Business Development Manager
. Qualify, design, implement and service customized energy efficiency
projects through consultative, sales approach.
. Solution Sales Business Development Manager for New York State.
. Implemented high profile solar installation at major university.
. Coordinated applications for federal and state incentive programs for
clients.
. Refocused business effort to the C- level and increased sales backlog
by 150%.
. Networked within client associations to build key relationships and
drive sales.
. Provided financing options to clients such as tax exempt, municipal,
conduit, capital and operating leases.
. Leveraged relationships with architects, consultants, engineers,
financial partners and contractors to drive sales.
. Provided leadership and strategic direction to operational personnel.
. Specialized in high efficiency lighting, HVAC/R, building automation
systems and renewable energy solutions.
TREMCO INC.
10/1/03-12/1/05
Account Executive
. Closed $ 350 K commercial roofing project at nursing home, leveraging
agreement with health care group purchasing organization.
. Business development and sales of commercial roofing and
weatherproofing systems with service component.
. Worked with architects to provide training, developing specifications
for roofing projects.
. Provided asset management consultation, focusing on life cycle, cost
of ownership.
. Focused on health care institutions.
. Leveraged health care group purchasing organization agreements to
drive sales.
. Networked relationships in health care associations to drive sales.
. Called on CEOs, CFOs, Purchasing Managers, Directors of Engineering,
architects and contractors.
. Strong emphasis on developing long term, value added partnerships.
. Marketed service agreements which focused on
proactive/predictive/preventative maintenance.
. Leveraged relationships with subcontractors, consultants, engineers
and architects.
. Monitored contractors during installations.
. Marketed roof testing programs.
JOHNSON CONTROLS INC. 12/1/01-
10/1/03
Account Executive
. Qualify, design, implement and service customized energy efficiency
projects for health care institutions.
. Sales of bundled systems and services designed to reduce energy and
operating costs while providing a safe, compliant and comfortable
environment.
. Sold to key and target accounts in hyper- competitive market.
. Focused business development efforts to C suite while aligning
solution with client's corporate mission.
. Consultative sales approach and process.
. Coordinated applications for Medicaid reimbursement of capital
projects through New York State Department of Health.
. Coordinated applications for federal and state incentive programs for
clients.
. Provide leadership and strategic direction to operational personnel.
. Specialize in high efficiency lighting, HVAC/R, building automation
systems and renewable energy solutions.
. Leveraged relationships with architects, consultants, engineers,
financial partners and contractors to drive sales.
ENRON ENERGY SERVICES 1/1/96-12/1/01
Account Executive
. Marketed fixed, indexed and blended price natural gas supply contracts
in a deregulated market.
. Closed $11.1 M contract at a cold storage facility in New Jersey.
Achieved 250% of sales goal in 2000.
Recognized in the top 10% of sales producers and member of a #1
ranked National Sales Organization according to Sales & Marketing
Magazine in 1998.
Received sales recognition award as Top Sales Producer for Fall 2000.
. Established and maintained a client base in health care, education,
state/ local government and commercial/industrial industries.
. Specialized in commodity management, structuring contracts that
reduced price risk to clients.
. Achieved gold level training status.
INDEPENDENT RESEARCH GROUP 7/1/89-
1/1/96
Account Executive
. Planned, designed and implemented commercial lighting /retrofit
projects.
. Closed major account at high profile drug store, resulting in $200 K
contract.
. Focused on client facilities with high electrical demand.
. Coordinated project funding and financing for clients.
. Leveraged relationships with architects, consultants, engineers,
financial partners and contractors to drive sales.
. Specialized in high efficiency lighting.
. Sold to key and target accounts in hyper- competitive market.
. Provided leadership and strategic direction to operational personnel.
EDUCATION:
SYRACUSE UNIVERSITY, Syracuse, New York
Bachelor of Science: Producing for Electronic Media (S.I. Newhouse School
of Public Communications) May, 1989.
COMPUTER APPLICATIONS:
. Microsoft Windows Excel, Power Point and Word.
. Sales Force.com, Sales Logix and ACT.
. Digital energy management and building automation systems.
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