Sales Customer Service
Resume:
ROCKY L OWENS, PE
CARLSBAD, CA 92011
*****.*****@*****.***
EXECUTIVE SUMMARY
Results-driven executive with extensive expertise in Sales and Marketing Management within
the manufacturing and construction industry. A proven leader with strengths in the ability to
build, guide and grow teams to obtain committed sustainable bottom line results recognizing how
profits flow from sales to production to inventory to receivables to customer satisfaction. Also
strengths in financial and human resource management. Outstanding planning, organization and
time management skills.
A proven track record of significant sales and earnings growth having grown sales from $27M to
$56M and earnings from $2.8M to over $8.5M. Has the unique skill of creating vision for the
long term while obtaining short term goals and objectives through various performance metrics
systems. Other areas of expertise includes:
• • •
P & L for a Multi-State Area Forecasting and Budgeting New Product Development and Training
• • •
Team Leadership and Development Dealer Development and Rationalization Customer Service
• • •
Strategic Planning CRM Implementation and Management Organizing Territory Assignments
• • •
Risk Management New Business Start-Up Business and Market Development
• • •
Recruiting and Hiring Market Pricing and Negotiation Market Penetration Analysis
ACCOMPLISHMENTS of Delivering Results
• Successfully developed a channel partner decision process for integrating two divisions
and two channel partner groups into one by consolidating and strengthening dealer organization
while maintaining $60M revenue in a down market.
• Led an increase in sales from $27M to over $56M by increasing market share from competitors, identifying
acquisition targets, launching new product, developing special incentive programs and cross-selling
customers.
• Improved earnings from $2.8M to over $8.5M by increasing margins and becoming more solutions focused.
• Re-organized and built a new sales and marketing team from seven to eleven to put more focus on growth.
• Built a start-up business to $6M in two years.
PROFESSIONAL EXPERIENCE
PACIFIC TANK SOLUTIONS 2012 -
PRESENT
Pacific Tank Solutions is a design, supply, build contractor servicing the municipal, industrial and
renewable energy liquid storage tank markets.
Vice President of Sales and Marketing – California and Northern Nevada 2012
-PRESENT
Led all sales and marketing activities in California and Northern Nevada for all products in all
markets.
• Built the business from $500,000 in revenue in 2011 to over $6,000,000 in 2013.
• Upgraded sales and marketing team by replacing under-performing personnel.
• Developed a training program involving product, installation and selling skills to
increase the sales team “hit ratio” on projects. Successfully moved team from 34% to
55% success rate by developing a CRM system.
Rocky L Owens, PE 913-***-****
CST INDUSTRIES 2008
- 2011
CST Industries is a $300M manufacturer of storage tanks and domes for the municipal, industrial
and agricultural markets.
Sales and Market Director, Municipal Market – DeKalb, IL 2010 - 2011
Led all sales and marketing activities in North America for all products directed at the municipal
market.
• Built a channel partner decision process for integrating two divisions and two
channel partner groups into one.
• Created a collaborative selling approach after the consolidation of two rival
divisions.
Vice President of Sales and Marketing – DeKalb, IL 2008 -
2010
Directed all sales and marketing activities in North America for full product line and market segments and was a
member of the Executive Management Team.
• Successfully consolidated and strengthened dealer organization while maintaining
$60M revenue in a down market.
• Re-organized and built a new sales and marketing team from seven to eleven to put
more focus on growth.
• Developed and launched new products to market (digester covers and precision
feeding).
• Built training programs for dealers utilizing monthly webinars, training schools on-
site and regional training schools off-site.
• Led expansion into new markets adding $3M to revenue.
KLEINFELDER 2008
Kleinfelder is a leading professional services firm in natural and built environments for
municipalities, government agencies, multinational companies and industries.
Regional Marketing Manager - Lenexa, KS 2008
A new position created to lead sales and marketing activities across a multi-state Midwestern area.
• Trained engineering staff to make sales calls while visiting clients resulting in an 8% increase in revenue.
• Developed presentations for training with engineering staff providing confidence to increase revenue 8%.
CONTECH CONSTRUCTION PRODUCTS, INC 1984-2007
Contech is a $1B manufacturer of civil site solution products headquartered in Cincinnati, OH
Regional Vice President - Overland Park, KS 2002-2007
Led and directed a 30 person sales and marketing team with P&L responsibility in an 8 state area
in the Midwest.
Rocky L Owens, PE 913-***-****
• Led an increase in sales from $27M to over $56M by increasing market share from competitors, identifying
acquisition targets, new product launches, special incentive programs and cross-selling customers.
• Improved earnings from $2.8M to over $8.5M by increasing margins and becoming more solutions focused.
• Managed expenses, receivables, and risk management within company expectations.
• Launched new product resulting in $2M revenue through market education and a solutions-based selling
approach.
Regional Sales Manager - Overland Park, KS 2000-2002
Led and managed a 20 person sales and marketing team with P&L responsibility in a 5 state area in the Midwest.
• Solved weak profit problem by turning a low profit area into significant earnings, $660K to $2.8M by
increasing sales, shedding non-profitable business and reducing inventory to manageable levels.
• Integrated two regions into one reducing costs by 10% while increasing sales by 7%.
ADDITIONAL EMPLOYMENT EXPERIENCE
Regional Engineer CONTECH Construction Prods 1990 - 2000
Regional Sales Engineer CONTECH Construction Prods 1989 - 1990
Sales Engineer CONTECH Construction Prods 1984 - 1989
EDUCATION
BSCE University of Missouri – Rolla (graduated Cum Laude) Civil Engineering 1984
PROFESSIONAL AFFILIATIONS AND DEVELOPMENT
Registered Professional Engineer in California
Past President and Vice President of the North Central Corrugated Steel Pipe Association
Member – Association of General Contractors, National Society of Professional Engineers
National Rural Water Association, American Water Works Association, American Public Works
Association, Society of American Military Engineers
Coaching and Team Building Skills of Managers and Supervisors, Skill Path
International Negotiating and Management, Tom Stevens (mini-MBA program)
How to Handle People with Tact and Skill, Skill Path
2009 CST Sales Person of the Year
Kishwaukee College – Customer Service Training
Know Yourself, Live Your Mission, Lead Your People – Sponsored by Society of American Military Engineers
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