Sales, Business Development, Operations

Robert S. Pardue

**** ******* ****, *********, ********* 37919 ~ 865-***-**** ~ ********@*****.***

BUSINESS DEVELOPMENT/SALES PROFESSIONAL

~15 years experience building businesses, products and sales territories from the ground level~

Goal-oriented, self-motivated and principled professional with proven ability to produce successful results in complex and challenging

environments. Diverse industry and functional experiences with a strong focus on driving sales, profit, and market share growth.

Core Competencies and Skill Sets

Business Development Market Positioning Revenue and Profit Growth

New Market Penetration Operations Management Solutions-based Sales

Relationship Building Product Management Contract Negotiation

Cross-Functional Team Management Internal Collaboration Strategic Planning

PROFESSIONAL EXPERIENCE

12/2010 – 06/2012

XINERGY CORP

Publicly traded coal mining company

Equipment Manager

Responsible for optimization of life-cycle costs for $150M+ of capital equipment, design and management of fuel and lubricant

programs and oversight of 80+ fleet vehicles. Maintain corporate tracking and reporting systems of all assets according to both IFRS and

GAAP guidelines.

• Recaptured $1M+ of overstated depreciation charges in first year.

• Streamlined monthly reporting and auditing process from 4 days to 4 hours resulting in annual savings greater than $50,000.

• Instituted fuel management program for 3,000,000 gallons of annual diesel fuel purchases. Program reduced shrinkage by 90%,

greatly stabilized costs and produced a savings of $300,000.

PARDUE LOGISTICS MANAGEMENT, LLC 02/2008 -11/ 2010

Freight brokerage and logistics management company

Sales Manager & Founder

Logistics company specializing in the transportation of commodities. Secured services of 22 contractors to provide hauling under

company’s contracts in 4 states.

• Grew business from conception to 6 clients and revenues of $7M in only 2 years.

• Achieved profitability within first 3 months of operation.

• Increased profit margin 82% by driving efficiency in business processes.

GREENLINE SERVICES, LLC 02/2008 -11/ 2010

Coal brokerage company

Sales Manager & Founder

Company focused on helping small mining operations secure sales agreements in the utility and industrial markets. Developed strong

relationships with industrial and utility fuel buyers, as well as, coal producers to develop winning responses to RFPs and win very

unlikely contracts for clients.

• Grew business from start-up to $1M revenues in third year.

• Awarded $7M in contracted sales for clients in markets traditionally closed to them.

NATIONAL COAL CORPORATION 06/2004 -01/ 2008

Publicly traded coal mining company

Director of Procurement and Equipment Manager

Early stage investor and member of company’s initial management team that formed and operated the company. The company ultimately

grew to $90M in revenue, employed more than 200 people, and sold for $45M. Performed a variety of functions throughout tenure,

including development of business plans, procurement strategies, fuel and lubricant management system and equipment management

program.

• Created Procurement Department and all company procurement processes to meet Sarbanes-Oxley requirements. Hired and

trained a team of 4 to oversee approximately $40M in annual procurements. Cost reduction initiatives reduced cost by 11%.

• Instituted and managed company’s fuel management programs for 4,000,000 gallons of diesel fuel purchased annually.

Program saved approximately $5M during 2007 - 2008.

• Conceived Asset Manager role and designed and implemented programs for maintaining, tracking and reporting for 50+ fleet

vehicles, 100+ pieces of heavy equipment and all fixed assets. Installed and administered a downtime reporting and tracking

program that drove equipment availability from 82% to 92% in 14 months.

CATERPILLAR, INC. 02/2003 –05/ 2004

Fortune 100 corporation. Manufacturer of heavy equipment, engines, turbines and locomotives.

Regional Sales Manager

Tasked with growing sales in a territory previously worked by inside salespeople. Responsible for producing sales growth of CAT

manufactured components to non-Cat suppliers and OEMs in 9-state territory in Southeastern US. Consulted with various company

entities to create pricing proposals and strategies to increase profit margins, develop competitive intelligence and recommend new

product development.

• Grew customer base from 6 to 10 customer (67%) and sales from $1M to $1.5M (50%) in first year.

• Increased average monthly sales 50% - from $87k/month to $131k/month

• Won business for major new product development program of CAT competitor . Program projected to increase territory

sales in second year 100%+.

HONEYWELL INTERNATIONAL 05/1999 – 11/2001

Fortune 100 corporation. Supplier of diversified solutions, services and products to a wide range of industries.

Regional Business Development Manager

Recruited to be part of first business development team to sell integrated solutions from the company’s many business units. Responsible

for conducting market analysis related to mission critical facilities and development of strategic action plans to quickly create market

presence through alliances, acquisitions, product development and marketing initiatives. Identify key target customers and penetrate at

executive levels to design solutions addressing key business concerns.

• Identified need for and formulated vertical marketing plan that led to successful penetration of pharmaceutical industry

and, eventually, the company’s first global agreement with a pharmaceutical customer.

• Generated 70% of all new revenue opportunities among eight (8) Business Development Managers and lead cross-functional

RFP teams for multi-million dollar projects.

• Authored and presented acquisition analysis of architecture/engineering firm to senior management that led to formal

acquisition proposal from Honeywell.

NORTHROP GRUMMAN, INC. 10/1996 - 04/ 1999

Fortune 100 corporation. Major defense contractor and supplier of advanced integrated electronics.

Regional Account Manager

Challenged to improve underperforming Western US territory (24 states) and develop sales and marketing strategies for unmanned

ground vehicles to law enforcement, military, and nuclear power customer accounts. Performed product demonstrations and presentations

to high-level government officials and military leaders. Authored product specifications, bid proposals and sole source justifications and

prepared sales projections.

• Accounted for 43% of total company sales during first full year of employment (1997). Led sales team in sales in 1998 and

1999, accounting for 72% of total company sales in 1998 and 63% in 1999.

• Established company sales record in 1998 for number of units sold in one year.

• Increased commercial robot sales by 1340% in the western United States region as compared to previous three-year period.

Product Manager 07/1997 – 04/1999

Solely responsible for all sales and marketing activities, including identification of target markets, development of promotional literature,

selection of advertising media, and formation of strategic partnerships. Managed cross-functional product development team in design

reviews and enhancements and integration with other security products.

• Identified and penetrated five target markets during introductory year: Departments of Defense, Energy, Treasury, and Justice

and State Correctional Systems.

• Selected as specified equipment supplier for United States Space Command Centers, the Illinois Department of Corrections, and

the Pentagon.

• Surpassed first year projected sales by 25%.

EARLY CAREER:

Created a production control department for an aluminum foundry that supplied components to the automobile industry. Formulated all

capacity analysis, production scheduling, machine utilization and preventive maintenance programs.

EDUCATION AND TRAINING

UNIVERSITY OF TENNESSEE, BS Industrial Engineering

Power Based Selling, Spin Selling, Six-Sigma Green Belt

Contact this candidate