Gary M. Casey

**** ******** ***** *****, **** Amherst NY 14051 M: 716-***-**** ac2439@r.postjobfree.com P a g e 1

Accomplished sales professional with successful track-record of territory and margin performance in the commercial and architectural building products segment. Talented at identifying and creating high-margin opportunities, and deploying the strategies, tactical execution, and techniques necessary to close sales. Engaged sales leader who functions well in high-pressure environments and brings a ʻownershipʼ approach to every initiative, driving profitable sales growth in a successful and professional manner. o Organized with exceptional self-management, sales leadership, and project management knowledge o Resourceful critical thinker focused on presentation preparation with positive customer engagement skills o Passionate about value-add upsells, launching new products and growing profitable sales o Consistent in leading sales teams with results-focus, driving revenue growth, and energized to meet challenges o Successful track-record in carrying out corporate Vision, Mission and Strategies with strong P&L focus Business Experience and Accomplishments

Integrated Work Environments, Williamsville, NY Design-Build: Equipment Solutions for Industry & Technology Sr. Sales Executive June 2007 – September 2017

Booked aggregate annual sales contracts totaling $3.8M+ for capital equipment projects (CSI Div. 10,11,12)

Developed sales tools for account management, targeted marketing, and AEC lunch-and-learn presentations

Consultative-selling approach for new product line, driving new sales of $400K in 18 months

Aggressively expanded customer-base to include greater mix of technology and growth-poised clients

Sold equipment, installation and reoccurring service contracts LASH Corporation, Buffalo, NY Commercial Equipment & Interior Furnishings Regional Sales Manager March 2001 - May 2007

Consistent top performer of annual avg. quota of 2.6M+ with CAGR of 8%

Grew sales across 31 strategic accounts including university, K-12, commercial, and industrial facilities

Successful track record specifying and selling capital equipment products and solutions to architectural firms

Developed large projects with customers under aggressive timelines always achieving maximize gross profit

Managed sales growth of laboratory furnishings, equipment and airflow control systems to facility managers LASH Corporation, Buffalo, NY Commercial Equipment & Interior Furnishings Territory Sales Representative March 1994 – March 2001

Established product-lines as “specified standard” for K-12 & universities, resulting in 12% higher close rate

Instituted product demonstrations to architects & gaining spec approval, thereby bidding without qualification

Refined direct-quoting strategies, estimating tools, and proposal packages to ensure profitable sales

Interpreted contract drawings and documents to correctly position best products LASH Corporation, Buffalo, NY Commercial Equipment & Interior Furnishings Project Manager & Estimator December 1987 – March 1994

Responsible for all estimating of health care and educational accounts, with multiple product lines and vendors

Led in-field meetings with general contractors (GC) and architects to push planning and issue resolution

Managed Bill of Materials (BOM), PO’s, shop drawings and submittal package preparation

Developed significant expertise in capital equipment and systems and application to customer environment: o Fume hoods, biological safety cabinets, ULT freezers, incubators, cold rooms, and clean rooms o Architectural, technical, and laboratory casework encompassing many types of materials o Quartz, stainless steel, stone, resin, and wood worktops; fixtures and related accessories o Gymnasium bleachers, athletic lockers, equipment, movable wall systems, and scoreboards Business Development l Major Account Manager l Regional Sales Manager l Sales Executive Expertise in selling high-value capital equipment to owners, specifying architects, and construction managers Gary M. Casey

6346 Everwood Court N., East Amherst NY 14051 M: 716-***-**** ac2439@r.postjobfree.com P a g e 2

Expertise & Skills

o Analyze market and competitor activities to provide relevant reports and information o Develop new account prospects through networking, referrals and cold calling o Render design concepts and ideas immediately to present visual perspective, plan or elevation views o Detail all aspects of a project through full drawings, callouts, and specification development o Build quality relationships with c-suite executives down to end-users in B2B and B2C environments o Sell comprehensive projects with diverse technical equipment packages at appropriate gross margins o Negotiate resolutions to issues with detailed documentation guiding appropriate follow-up activities o Close purchase agreements with a focus on making the buying experience enjoyable and rewarding Awards & Associations

2007 Inventor of the Year, Niagara Frontier Intellectual Property Law Association; Technical Societies Council Patent No 7,198,567 “Desktop-Type ventilation System” for laboratories and technical workplace environments. The product line provides safety, interactive viewing, low noise, ergonomics, and space-saving features. Kewaunee Scientific Presidents Council, Elected Member (1998-2002) Selected to represent interests and goals of 35+ dealers nationwide, meeting quarterly to provide advice and feedback to c-suite on business matters, operations, opportunities, and new products. Education & Certification

Canisius College Wehle School of Business; Buffalo, NY Business Management SUNY Erie Community College; Amherst, NY Architectural Design and Technology

OSHA-10 Certified; Buffalo, NY - 2006

AMA Leadership Development & Sales Management; Kiawah Island, SC – 2003

Wehle Graduate School of Business Leadership Development; Buffalo, NY – 1998

Project Management Professional; Chicago, IL – 1996

The Sales Course; Cleveland, OH – 1995

On-going Education & Training

“SPIN Selling” – Neil Rackham “Execution” – Larry Bossidy & Ram Charan

“Power” – Jeffrey Pfeffer “The New Strategic Selling” – Miller Heiman

“Focus” – Daniel Coleman “Tipping Point – Outliers” – Malcom Gladwell

“The Challenger Sale” – Mathew Dixon “What Every Body is Saying” – Joe Navarro

“Building a Winning Sales Management Team” – Andris Zoltners “Start with Why” – Simon Sinek Technical & Computer Skills

Goldmine CRM, MS Office Business Suite (Word, Excel, PowerPoint, Outlook), MS Project

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