Post Job Free

Resume

Sign in

Sales Real Estate

Location:
United States
Posted:
July 09, 2015

Contact this candidate

Resume:

Barbara M. Lao *** *th St., #***, Santa Monica, CA 90403 310-***-**** acqn6f@r.postjobfree.com

BUS I NE S S DE VE L O P M E NT EXEC U T I V E

P R O-A C T I V E O PPO R T U N I T Y C RE ATI O N A D V O C A T E O F C O L L A B O R A T I O N A N D T E A M M I N D S E T S T R A T E G I C V I S IO N O P T I M U M W O R K E T H I C

Pro-active CREATOR of opportunities daily. Entrepreneurial.

HUNTER MENTALITY and visible EXECUTION.

Delivers Tangible Results and ROI.

Ability to Cross-Sell multiple Verticals.

Effective collaborative management of cross-functional internal Business Units (Operations, Finance/Accounting Administration, Legal, Workplace Safety, Employee Training, HR, Risk Management, Loss Prevention and Union Relations) in serving clients and assignments.

Team Leadership and strong Mentoring Advocate

Master in the Art of Networking.

Successfully opened new sustainable markets.

Launched Green and Eco-Friendly initiatives, Solar, Renewable Energy, EV Vehicle programs in alignment with client

Effectively utilized social media, ecommerce, online and other marketing initiatives in selling.

Integrity in Selling.

Innate Client Relationship-Building skills.

Nurtures mutually gratifying business and working relationships.

Masterful leverage of Client Network.

Industry relationships with facility service providers, general contractors, architects, interior design firms, urban planners, brokerage teams, renewable energy providers, equipment vendors, etc.

Works around the “Proverbial Tree” of Relationships in business.

Involved P&L focus in partnership with all company business units.

Results-Oriented with a broad range of business development experience; instinctive hunter sales mentality with

expertise in identifying and creating opportunities, developing company visibility, and producing tangible results.

Average increase of 15 20% per annum in new business production.

Keen ability to shape selling points according to audience; nurture long- term (15- 20 year) client relationships through mutually- beneficial financial partnerships and network development. Contract rolling retention average of 9 years.

Proven success and focus on account profitability and same- store sales expansion by an average 15% increase per year. Strong natural ability to identify new sources of revenue from both existing and new contracts.

Believes in the POWER of a productive collaborative team environment through strong empathetic leadership, trustful collaboration, “two-way share mindset,” and generous mentoring.

Diversified client and product types.

20+ Years selling successfully in a dog-eat-dog competitive industry environment where HIGH VOLUME SALES is critical.

Diverse Client Network and Product Types - Commercial Real Estate, Retail, Universities, Municipalities, Healthcare/Hospitalities, On-Street and Off-Street Collection and Enforcement, Residential

Believer of the PROVERBIAL TREE as a metaphor for client network expansion and the give-and-take process.

Passionate about continued revenue growth affording employee mobility and business stability.

There is Integrity in selling.

Believes in continuous Giving Back with internal and external clients.

CRM/Salesforce Proficient.

Adheres to “Cost of Sale” formula and “Return on Investment” analysis.

Face of the company in multiple markets.

Adheres to the fact that the sale process is never ending.

Business Development Results

Product Development & Launch

Branding

Client Relationship Building

Bench Pool Mentorship

Visibility Achievement

Leadership & Collaboration

Client Relationship Building

Client Relationship Maintenance

Company Image Development Strategic Communication HUNTER Mindset

Industry Relations

Budget Management

P&L Focus

Strong Financial Acumen

Cost v. Revenue Analysis

Financial Forecasting

Continuous Healthy Pipeline

Strategic Planning

Financial Reforecasts/Budgets

Client Business Plan Development

New Market Expander

Value- Add Generation

Lead Generation

Due Diligence

Always Give Back State-of Mind

PROFESSIONAL EXPERIENCE

LAZ PARKING, Los Angeles, CA - 2010–2013

VICE PRESIDENT, BUSINESS DEVELOPMENT

Created enormous visibility and provided strategic vision for company entering new, competitive markets. Spearheaded rigorous client and industry networking efforts. Secured highly prestigious and profitable accounts resulting in company perception as a viable player in an aggressive industry. Transformed an unknown player in the Western Region into a considerable competitor in tight competitive marketplaces. Exceeded same store sales goals and managed account performance levels to ensure client relationships were nurtured. Changed the proposal “look”, “feel” and content to be more “client relevant”.

Book of Business Generated: Despite a 12-month “non-compete” provision in place on Year 1 of employment, produced close to $1M book of business within approximately a two year period.

Leadership: Identified and created business prospects, effectively triggering an RFP or proposal process. Assessed company’s strengths against marketplace demands and formed effective value propositions. Promoted collaborative relationship and team atmosphere between Business Development, Operations team and other internal divisions.

Generated Diverse Business Opportunities: Tapped into diverse product types such as transportation management, security services, facility maintenance, and signage/graphics services where company’s existing infrastructure could be utilized; determined avenues to enhance profit centers. Demonstrated return on investment cost benefit analyses.

Financial Analysis: Developed pricing and business models that allowed the company to perform and the client to realize a solid return of investment; developed internal and client budgets, timelines, and financial forecasts; measured batting average and overall new business performance.

Established Cost of Sale: Initiated new company focus on business development, developing budgets for industry organization participation, client entertainment, travel expenses, and sponsorships to achieve visibility.

Elevated Company Profile and Market Awareness: Served as the face of company; established regional market presence. and promoted brand through client events, trade shows, and industry organization representation. SP+ (Formerly Standard Parking Corp.) Los Angeles, CA - 1999-2010 VICE PRESIDENT, BUSINESS DEVELOPMENT

Identified new business opportunities within various markets which resulted in eventual established business territories and expansion. Utilized insights and relevant value-add information into effective company collateral materials. Led highly successful regional and national client appreciation events, corporate sponsorships and national client events, based on astute annual planning. Continuously exceeded shareholder driven annual increases in sales quotas. Marketed and sold newly rolled out vertical initiatives that were not considered traditional company products and services. Thrived extremely well in both public company and privately held business settings. Delivered growth and expansion results sought by Board of Directors and shareholders on an annual basis. Learned and practiced values of transparency and fiscal discipline as guided by Sarbanes-Oxley compliance guidelines and company senior management.

Annual Book of Business: Maintained rolling book of business of $6M in gross revenues per annum, based on a contract retention period of nine (9) years.

Regional Management: Partnered with Operations RVP for each geographical territory and Operations team members to achieve growth and retention goals required by shareholders. Fostered collaborative environment where every team member was valued and contributions were appreciated.

Leadership & Talent Development: Mentored incoming entry level business development team members and led the company’s national organization involvement and sponsorship endeavors.

Communication & Reporting: Designed proposals, collateral materials, and marketing presentations with the Business Development support team in Chicago home office. Updated sales pipeline and forecasting on a weekly basis. Wrote quarterly reports of sales progress and forecasting of new business sources to the CEO, CFO, EVP, SVP and other senior management principals at a live meeting.

Market Development: Diversified and developed vertical markets, including “on- demand” and fixed route transportation services, collection and enforcement programs, graphic design and installation services, lighting and environmental consultation, municipality ambassador services, facility maintenance projects, and operation automation.

New Territory Development: Opened new market territories, specifically Sacramento, Silicon Valley, Oakland, East Bay, Peninsula, San Francisco, Phoenix, AZ and Seattle, WA. Created independent viable territory and infrastructure to support client needs and meet demands of increasing market share.

CRM/Sales Pipeline/Sales Report/Citrix/Salesforce utilization and maintenance.

CENTURY PARKING, INC., Los Angeles, CA – 1990 -1999 ASSISTANT VICE PRESIDENT, MARKETING

Led strategic company branding and marketing initiatives on a national and regional scale. Collaborated with outside sales team members in enhancing proposal and presentation aids. Worked with sales support staff through final execution of products after several run-throughs and discussions with outside sales team. Handled distribution and dissemination of incoming sales leads to the team and performed initial on site "leg work" for proposals. Proposal strategy and business pitches were aligned to findings established during initial research, which translated into winning deals.

Marketing Materials Development: Designed proposal layout, wrote collateral materials, developed internal corporate communications (newsletters, employee commendations, etc.) and managed print advertising and media buying.

Brand Management: Identified strongest assets of the organization to brainstorm and develop brand image. Elevated quality of all company background materials.

Company Promotions: Served as key representative to industry organization; managed client appreciation events, trade show exhibits, and promotional materials.

MASTER OF ARTS, JOURNALISM

EDUCATION

BACHELOR OF ARTS, COMMUNICATION ARTS

CALIFORNIA STATE UNIVERSITY, NORTHRIDGE

Certificate of Public Relations

UCLA Extension Program

CALIFORNIA STATE UNIVERSITY, NORTHRIDGE

RECOGNITIONS

First Award Recipient for “Organization of the Year” Standard Parking Corp. (now SP Plus)

Commercial Real Estate Women Network (CREW Network) Organization of the Year 2003 Convention, November 2003

Hyatt Regency Embarcadero Place, San Francisco, CA Top Sales Producer Achievement at Standard Parking Corp., (now SP Plus), Western Region, 2003 - 2007 First Producer to Successfully Cross- Sell Facility Services Rolled Out as Vertical Markets, SP Plus, Western Region Transportation and Security Services

PROFESSIONAL AFFILIATIONS

Commercial Real Estate Network (since 1994)

Commercial Real Estate Women, Los Angeles (since 1996) Commercial Real Estate Women, Sacramento (since 1994) Commercial Real Estate Women, Orange County (since 1997) Commercial Real Estate Women, Silicon Valley (since 1997) Commercial Real Estate Women, San Francisco (since 1997) Commercial Real Estate Women, Seattle (2002- 2005) CREW CA Conference (since inception)

Building Owners and Managers Association

International, BOMA (since 1996)

BOMA, Greater Los Angeles (since 1997)

BOMA San Francisco (since 2002)

BOMA, Silicon Valley (2002- 2009)

BOMA, Orange County (1998- 2008)

BOMA Sacramento (1997- 2008)

BOMA Oakland/East Bay (since 2001)

Urban Land Institue (ULI)

Friends of IREM of Greater Los Angeles

(since1998)

Jones Lang LaSalle Annual Conference

CBRE World Conference

Santa Monica Catholic Church

Adopt- a- Family, Feed the Homeless;

Westside Homeless Shelter Food Bank

Thanksgiving Dinner and Clothing Drive

SamoShel (OPCC)- Empowering People to

Rebuild Lives

Holiday Toy Drive (St. Joseph’s Center)

Holiday Party for St. Joseph’s Center families

Seeing Eye Dog (www.seeingeyedog.com)

CHARITIES

City of Santa Monica

Volunteer Services

Holy Family Day Home

San Francisco, CA

San Francisco LGBT

Community Center

St. Jude’s Hospital



Contact this candidate