Proven, results oriented individual with twenty plus years of progressive sales and sales management, team building and exceeding goal expectations.
Professional Background and Expertise
Fortune 500 Experience & Success
Market Share Growth
Collaborative Leadership Style
Strategic and Consultative Selling Approach
Budgeting and Cost Control
Sales and Sales Management
Pricing and Financial Analysis
Finkelstein Partners, LTD. Houston, TX 2003 – Present
Private Equity Holding Company with subsidiaries that include a privately held Marine Terminal along the Gulf Coast, Commercial and Residential Real Estate investments, Oil & Gas Exploration and Manufacturing firms.
General Manager and Sales Manager – Manufacturing Division (2010 – Present)
Selected to manage a Manufacturing Division to eliminate operating losses that totaled $500,000/year. Division is now a profit center.
Eliminated operating losses via in-depth review of the P/L statement, and aligning budgets appropriate to results.
All P/L responsibility including annual budget creation and adherence. Establish and manage production schedule, payroll burden and assisting on sales calls.
Vice-President - Commercial and Retail Real Estate Division (2003 – 2010)
Acquired and negotiated the purchase price of multi-million dollars of institutional quality properties.
Placed $32M of equity investment for Real Estate Development that resulted in 19% return on capital.
Determined purchase amount for Real Estate acquisitions and prospects. Property types included Retail, Office, Industrial as well as multiple Residential lots for development.
Personally managed multiple property types (industrial, office and retail) and handled year-end reconciliations for expense reimbursement for both triple net and gross leases.
Republic Services (Formerly BFI). Houston, TX; Austin, TX; Louisville, KY 1996 – 2002
Fortune 500 firm and one of the largest Waste, Recycling and Transportation corporations in the United States. Held positions of ever increasing responsibility through three promotions in various cities.
Republic Services (BFI), Transfer from Houston, TX to Louisville, KY (2001 - 2002)
Expanded a $24 million Sales territory including three product lines within two sub-markets (Commercial and Municipal contracts). Also was responsible for pricing and profitability for the market.
Hired, managed and continuously trained 12 Sales Representatives/Direct Reports for Commercial and Municipal accounts.
Growth leader responsible for coaching team on prospecting/cold-calling, value-selling versus price selling, handling objections as well as closing strategies to enhance sales performance.
Todd Saha, Page 2
Republic Services (BFI), Houston, TX (1999 - 2001)
Expanded a $48 million sales territory, the corporation’s largest Operating Division.
After the corporate merger, the entire sales force was reduced by 50% across the US. Despite the large staff reductions, was selected as the Sales Manager due to previous and proven success at BFI.
Negotiated National account contracts and pricing.
Managed the Division’s largest accounts including the Houston Livestock Show & Rodeo and the Houston Independent School District. This resulted in a five year extension of the Houston Livestock Show & Rodeo contract as well as a three year extension of the HISD contract.
Managed and trained 15 Sales Representatives as Direct Reports that included Commercial and Municipal accounts.
Republic Services (BFI), Houston, TX (1998 – 1999)
Regional Pricing & Profitability Analyst
Directed the Region’s Sales Managers in structuring contracts for high revenue Commercial, Industrial and Municipal customers.
Served as the Regional liaison for marketplaces that included Austin, Corpus Christi, Lubbock and San Antonio.
Established pricing for all product lines offered in 13 marketplaces. Additionally, provided selling direction to maximize profitability.
Republic Services (BFI), Austin, TX (1997 - 1998)
Directed and expanded a $25 million Sales territory into a $27 million sales territory.
Developed a “Zero Tolerance” strategic policy towards competition that resulted in an overall 12% client retention increase from 80% to 92%.
Innovated an Income Analysis Spreadsheet that simplified determining the profitability of customer accounts, thus increasing profits for service level changes. Corporation adopted this innovation as a “Best Practice” program within the Region.
Republic Services (BFI), Houston, TX (1996 - 1997)
Achieved President’s Club for sales achievements.
Heritage Title Company, Houston, TX 1994 - 1995
Business Development Officer
Developed new relationships with Commercial and Residential Real Estate organizations including Real Estate Brokers, Law firms, Lending Institutions and Home Builders.
Greg Sellers & Company, Houston, TX 1989 - 1994
Commercial Real Property Analyst & Consultant
Valued Commercial Real Estate investments for Asset Management and Project feasibility clients.
Education and Memberships:
B.B.A., Real Estate/Marketing Baylor University 1988.
-Past Board Chairman of the Texas Center for the Missing, Amber Alert Program administration. 2005 - 2012.
-Previously licensed as a Texas Real Estate Salesman.