Michael S. Gansman

***** **** ***** *******, #*** ( Overland Park, KS 66213

913-***-**** ( acwryq@r.postjobfree.com

Highly accomplished, results-driven professional with business development

success layered on top of a consulting engineering foundation (multiple

roles with progressive responsibility including Sales Management, Cross

Functional Team Leader, 3rd Party Channel Manager); Respected leader of

internal teams as well as external multi-company arrangements; Experienced

at selling internally across departments and divisions; Demonstrated

record of rapidly increasing top line sales and bottom line revenue (and

market share); Establish strong relationships with clients and partners by

displaying an uncompromising focus on needs fulfillment.

Expertise

Strategic Business Planning Partnership/Alliance Development

Revenue & Profit Growth Client Development & Retention

Team Development & Coaching Cross-Functional Team Leader

Increasing Market Share Budgeting & Cost Containment

Collaborative Selling Focus Sales Process Improvement

Professional Experience

Brightergy - Kansas City, MO January 2015 - Present

A $60 Million energy management company enabling municipalities and

commercial companies to take control of their energy converting it from a

liability into an asset.

Commercial Energy Advisor January 2015 - Present

Strategic Business Development role developing customized financial &

energy solutions enabling Commercial, Industrial, and Municipal entities to

reduce their operational expenses (focused on energy) and become more

competitive & greener.

> Evangelized and articulated benefits of company's energy efficiency

programs to Directors, VP and C-Level Executives & performed needs

analysis

> Utilized business and financial acumen highlighting deal-based

financing concepts - Capital Purchase, Payback, IRR, ROI, NPV, and

Depreciation

> Created and implemented a successful business development program in a

new territory built on cold calling and creating referrals

Siemens, Cities & infrastructure - Lenexa, KS 2014 -

2015

A $105 Billion Global technology & services specialist providing

comprehensive lifecycle management solutions that improve metropolitan

centers and urban infrastructures worldwide.

Consulting Account Executive 2014 - 2015

Strategic Business Development role developing customized financial,

energy, & environmental solutions enabling cities of all sizes to improve

their infrastructure, reduce energy spend, and become more competitive &

greener.

> Interfaced with City Managers & Mayors and performed needs analysis

> Developed partnerships with key Engineering firms for joint execution

> Collaborated with internal Cross Business teams to increase

effectiveness

Professional Experience (Continued)

Barr-Thorp Electric - Merriam, KS 2011 - 2013

A $32 Million, privately owned Specialist in Automation, Control, and

Visualization solutions to the Industrial, Integration, and OEM

marketplaces assisting their clients in technology selection that improves

performance and reduces their overall technology spend.

Sales Manager - Kansas City 2011 - 2013

Responsible for Revenue growth and client retention in Kansas City. Lead

team of outside sales and technical specialists. Acted as key interface to

Business Partner Principles for Business Strategy, Planning, and

performance accountability.

> Surpassed Performance goals 1st Quarter and 1st Year (127% of plan)

> Guided sales team to improve Business Planning efforts & execution

> Improved company Social Media presence utilizing LinkedIn

> Process Improvement: Removed performance roadblock - inside sales

response time

Schneider Electric - Lenexa, KS 2008 - 2011

A $24 Billion, Global Specialist in Smart Grid & Energy Management

providing Information, Automation, Control, and Security solutions to the

Utility, Industrial, & Commercial marketplaces assisting their clients in

reducing their overall energy spend.

Manager of National Accounts 2010 - 2011

Promoted to Team Lead & Business Development Manager for Water / Wastewater

Vertical for 3 key districts. Assist District Managers as key adviser to

help develop Initiative Business plans and guide the execution accordingly

to grow revenue.

> Developed & executed complete Value Chain coverage business plans

> Grew KC territory sales numbers 166% year over year

> Retained responsibility for Key Top Consultants' National roll-up

business plan

Senior Sales Executive 2008 - 2010

Responsible for developing and owning significant business relationships

with The Top 5 Consulting Engineering Firms in Water & Wastewater Vertical

market. Aggressively drive the Schneider Electric collective Specification

position within them.

> Developed effective, factual, needs based sales plans for National &

Regional consultants in Kansas City and Denver

> Became Team Lead for a Key Top Consultants' National roll-up business

plan

> Engaged non-focused territory, turned-around, and lead to new business

(400%)

Rockwell Automation, Inc. - Lenexa, KS 2006 - 2008

A $5 Billion, Fortune 500 global provider of industrial information,

automation, and control solutions that help manufacturers achieve a

competitive advantage for their businesses.

Channel Sales Manager

Sales Manager for the two largest distributors in the Kansas City Branch.

Responsible for sales growth and business development of two authorized

distributors. Formulated business strategies and plans to grow overall

sales and market share with an emphasis at Geographic accounts. Coordinate

activities and resource utilization with Named Account organization.

> Increased distributor annual sales from $38M to $45M

> Achieved personal quota of $8M

> Became strategic business advisor to Distributor owners

> Coached distributor sales force to be more effective

Professional Experience (Continued)

Industrial Network Systems (INS) - Overland Park, KS 1999 - 2006

A $20 Million, privately held, regional company providing information

management solutions (consulting, software, & integration) to manufacturing

and industrial companies.

Director of Business Development 2004 - 2006

Promoted to Director of Business Development. Pioneered new services

division and won initial projects. Accountable for territory P&L. Coach &

Mentor of inside sales staff.

> Targeted, identified, developed, and won Digital Dashboard Information

Management engagements with new clients.

> Retained Account Manager duties and maintained territory revenue at

record high levels by aggressively pursuing new projects with both new

and existing clients.

Regional Account Manager 1999 - 2004

Recruited to build start-up territory; developed accounts located

throughout multi-state territory. Interacted extensively with clients;

determined business requirements and devised solutions to meet specific

needs. Delivered comprehensive presentations detailing business solution,

technical superiority over competition, and value to clients.

> Consistently ranked among top three monthly producers; recognized for

having highest sales in company history.

> Increased territory revenue more than 400% during tenure; improved

residual sales by a factor of 10.

Black & Veatch - Overland Park, KS 1990 - 1998

A $3.5 Billion, Leading global Engineering, Consulting and Construction

company specializing in infrastructure development within the energy,

water, and information fields.

Consulting Engineer/ Construction Manager/ Procurement Agent

Performed engineering consulting, construction supervision, and procurement

coordination activities for several major domestic and international power

generation projects. Conducted vendor oversight, ensuring projects were

completed within established requirements. Communicated extensively with

contractors and office engineers.

> Selected to manage turnaround of instrumentation location efforts of

major project; rebuilt key relationships in order to make measurable

progress on system, achieving needed result within 7 weeks which

enabled contractor to install all devices and attain a project

milestone.

> Procured required process instrumentation and associated installation

materials in 5 separate bid packages after initial contractor

retracted; successfully completed project $90K under budget.

Awards & Recognitions

20% Sales Growth - Barr-Thorp Electric, 2012

#1 Territory Sales Growth - Schneider Electric, 2010

P.O.S.E. Awards - Schneider Electric, 2010 & 2011

Capture the Moment Award - Rockwell Automation, 2007

#1 Annual Sales - Industrial Network Systems, 2001, 2002, 2003, 2005

Riley Woodson Outstanding Team Member Award - Black & Veatch, 1993

Education & Credentials

Bachelor of Science - Electrical Engineering ( Purdue University, West

Lafayette, IN

Registration: EIT (Engineer-In-Training)

Sales Development

Sandler Sales Process & System - President's Club

TIPS - Solution Sales Process ( Customer Centric Selling Process

Negotiating for Success ( Influence and Negotiation

Leading Teams

Professional Development

Leading Teams ( Coaching & Development

Managing Interpersonal Relationships

Recruiting/Interviewing Principles & Practices

Seven Habits of Highly Effective People ( Technical Writing

GreenTech Media ( OSHA Construction Safety & Health

Microsoft Systems Proficient (Excel, Word, Powerpoint)

Language Abilities

English - Native Language

Spanish - Conversational (Completed basic courses & lived overseas).

Professional Affiliations

Missouri Municipal League (MML)

The American Water Works Association (AWWA)

The Instrumentation, Systems, and Automation Society (ISA)

Purdue Alumni Association (PAA) - Lifetime Member & Active Member, Kansas

City Section

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