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Business Developement, Sales, Construction Industry, 28 years exper

Benicia, California, United States
April 18, 2018

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JAMES A. BALDWIN ***/*71-4296

Proven Construction Business Development Professional with demonstrated success leveraging relationships at all levels to identify and secure business. Outstanding record of achievement in complex account and contract negotiations. Skilled communicator and problem solver who establishes the foundation for client retention and recurring business. National networks within Commercial, Power, Industrial, Federal and Military construction market segments.


DIVERSIFIED DEMOLITION, INC., Reno, NV January 2016 - July 2017 Director Business Development

• Quickly established sales and expanded West Coast market presence in Northern California, Southern California and Las Vegas, Nevada.

• Leveraged extensive network for immediate bid opportunities, including a T&M project worth $4.4 million and a $1.6 million with the San Diego Unified School District within the first six months.

• Targeted a range of clients including federal and military opportunities throughout the U.S. and territories.

• Initiated and expanded customer contacts and bid opportunities through cold calls, prospecting, lunch and learn, and industry conference attendance.

• Actively participated in key contracting and construction management organizations.

• Sold over $21 million, a key contribution to doubling the company’s revenues.

• Travelled frequently throughout the Western United States to develop business. UNLIMITED ENVIRONMENTAL, INC., Signal Hill, CA July 2015 - November 2015 Director Business Development

• Developed immediate sales while expanding market presence in greater Southern California area.

• Networked with past clients to maximize utilization of all UEI Services for past and targeted clients.

• Generated new business through cold calls, prospecting, direct mail and conferences.

• Instituted and ran a CRM program for key members of UEI.

• Actively participated in key contracting and construction management organization – including speaking engagements for up to 65 people as the keynote speaker. IREX CORPORATION, Lancaster, PA (Headquarters) May 1991 - August 2014 National Business Development Director

• Directed 34+ branch offices in sales and marketing efforts in the United States and Canada, a $200 million division for a specialty contractor (insulation, remediation, paintings & coatings, scaffolding and other specialties). Reported to Executive Vice President and assisted in staff recruiting and development for sales and marketing.

• Developed business, and revitalized presence through extensive contacts at all levels of the power and industrial industries. Delivered significant annual growth in a highly competitive national market.

• Coordinated marketing efforts and developed/executed an integrated marketing strategy and program for assigned national accounts. Through an effective sale and marketing program, coordinated the business development of regional customer’s nationwide benefiting 24+ branches. Developed customized tools

(proposals/brochures), analyzed marketing efforts and closed projects. Interacted with every level of the organization.

• Participated in sales plan development and execution of large projects. Analyzed traditional and new markets for input into company marketing and business plans.

• Developed a strong relationship with key personnel of specific accounts, analyzed business potential, established a plan to achieve objectives and seized specific opportunities to develop business.

• Challenged to bring in new business opportunities for peer review/decision-making on a nationwide level, which entailed market research, studies and involvement. Networked through associations, past contacts, trade shows and conferences nationwide, utilizing effective tools and resources to solidify deals. Always worked the phone to ensure client contact.


• Turned over new business to each local branch in the United Sates and held concurrent management responsibility for their individual sales and marketing goals. Recruited/trained sales representatives in relationship building. Additional focus on Canada and special tasks such as trade conferences.

• Met regularly with upper management to set goals, policies and procedures for the corporation. Achieved established goals for each branch and evaluated/recommended improvement to increase effectiveness of sales force.

• Spoke at conventions to groups averaging 100 attendees consisting of attorneys, insurance carriers and residential and commercial builders on mold and asbestos remediation procedures.

• Penetrated the insurance marketplace and transitioned a previously $1 million operation to a $13 million operation in four years.

• Secured a $34 million insulation project in Mosses Lake, WA due to relationship building.

• Successfully handled over 50 complex contract negotiations and closings totaling in excess of $40 million over a ten-year period.

ASBESTOS MANAGEMENT GROUP OF CALIFORNIA, INC., Richmond, CA March 1990 – April 1991 Marketing Manager

• Recruited to establish a Business Development Department through coordination with corporate marketing and subsidiary president.

• Responsible for customer contact through cold calls, prospecting and direct mail.

• Conducted oral presentations before numerous professional groups. Sponsored/hosted a trade dinner delivering a presentation on asbestos abatement procedures. INTERNATIONAL EXPERIENCE

AMERICAN EMBASSY ABIDJAN, Ivory Coast, West Africa 1985 Chosen as intern for the U.S. Department of Commerce and Foreign Commercial Service, with responsibility for performing staff and administrative functions, preparing reports and correspondence, maintaining and disseminating information on American goods and services.


California State University, Chico, Chico, CA

Bachelors of Science: Business/Finance

Dale Carnegie Sales Course

Dale Carnegie Public Speaking Course

American Management Association – Presentation Skills Seminar AFFILIATIONS

Current Affiliations:

• Active Member on the CMIT Council for the Construction Manager Association of America (CMAA) Southern California Chapter

• Active Member of Specialty Contractors Committee of the Associated General Contractors (AGC) Past Affiliations:

• Chairman, Specialty Contractors Committee of the Associated General Contractors (AGC) of California

• Committee Member, AGC National Specialty Contractors Committee

• Board of Directors, American Indoor Air Quality Council

• Board Member, Western Council of Construction Consumers – Local User Council of Construction Industries Institute (CII)

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