Director Sales

Mark D. Aldrich

**** **** ***** *****, ***********, CO 80234 303-***-**** *********@*******.***

Business Development / Business Management

“Every challenge I’ve undertaken resulted in dramatic successes through integrity, team leadership, hard work, excellent planning and attention to details. My diverse experience spans engineering/construction, plant operations/improvements, project management, business development and P&L. If you need outstanding contributions to your organization, my skills, knowledge and dedication will deliver them.”

Selected Accomplishments

Achieved 292% sales growth over a two-year period. Performed effective business development with a variety of business owners, major engineering firms and large contractors resulting in annual sales growth of 77% and 65%. Secured major projects in the power, renewable fuel, microelectronics, and food and beverage industries.

Developed unique design process generating Six-Figure project savings. Recognized that the current practices for foundation design are fragmented and inconsistent, resulting in designs that can be overly conservative or potentially prone to failure. Assembled and led a team of Geotechnical, Structural and Testing experts in the development of a single process to “Right Size” solar pile foundations. The result minimized project risk while achieving optimum cost.

Built, Trained, and Directed US Sales Team. Over a three year period, hired and trained a nationwide sales force in the industrial market. Developed and directed unique customer strategy and tactics for the group, focusing on customer value in a complex multiple stakeholder market. Implemented multi-phase training for all team members resulting in the fastest sales growth in the company.

Utilized Constructability savings to win Major Project. Based on a careful constructability and schedule analysis, identified potential impacts to a major utility retrofit RFP. Identified customer risk concerns and priorities which valued schedule savings at $200K+ per day. Presented a proposal which would end the outage 5-7 days early. While not the lowest price among the proposing EPCs, won the $90MM job on the savings and risk reduction benefits.

Returned troubled project to Safety, Schedule, and Profitability. Took over the construction of a new power plant that was four months behind schedule, plagued with safety problems, and subject to six-figure weekly liquidated damages. By providing leadership, and direction we accelerated work and met first fire and turbine sync dates. Safety issues were eliminated with no lost-time incidents throughout the rest of the project. Communicated daily with the customer restoring confidence and mitigating the risk of liquidated damages.

Career Summary

Director Business Development, Solar Lead and Power Delivery Lead, RRC Power and Energy, 2014 to 2016

Managed company wide Business Development as well as the launch of the company into the Solar business, including strategy, goals, and implementation, successfully balancing revenue growth, to $2.5MM in the first year, with hiring of the team. Brought and developed extensive relationships with Developers, EPCs, OEMs and Industry Trade groups. Provided technical leadership to the engineering team covering Geotechnical, Electrical, Solar, Structural and Civil Engineering. Conceived of, developed, and delivered new products to the marketplace including a new approach to Solar Feasibility Studies and a multi-disciplinary method for Solar Foundation Optimization which was presented at the 2016 SPI conference.

Chief Operating Officer, Industrial Cooling Solutions, 2013

Managed the rapid growth of a global OEM of large cooling towers in the power, petroleum, and chemical markets. Guided the tripling of company revenues in less than one year with an additional doubling in the next twelve months expected. Managed Engineering and Project Management directly including Process, Mechanical, Electrical, and Structural Engineering. Provided on-site Technical Construction resources to projects in SE Asia as well as domestically. Rapid staff growth was accompanied by process implementation and standards development setting the stage for further growth. Led the revitalization of the domestic sales effort resulting in 300% growth in projects captured.

Regional Business Development Executive, Hamon USA, 2012 to 2013.

Led the Business Development effort in the Western US, with strategy development, technical resource coordination and communication with major EPC firms and utilities. Consultative approach and established relationships resulted in rapid progress. Successes include re-entry into the large HRSG and ACC markets as well as capture of jobs in the traditional ESP and Fabric Filter utility market space.

Vice President, Power and Environmental Division, Casey Industrial, 2009 to 2011.

Managed a $150MM segment focused on construction in the power market with peak staffing of 1000 craft, management, and support employees performing Civil, Structural, Mechanical, Piping, and Electrical construction. Developed strategic positioning in air quality improvements, renewable energy, and generation expansions for major utilities. Conceived of and implemented Business Development plans resulting in over $200MM in project awards. Involved in all phases from project evaluation, planning and estimating, pricing, staffing, and continuing through field construction and start-up. Evaluated and selected Engineering and OEM Partners for projects and provided ongoing management throughout the lifecycle. Provided consistent direction to projects for profitably and timeliness. Led team of key employees to grow business through innovation. Received ABC 2011 Regional Award for “Retrofit of Hunter Unit #2 Air Quality System”.

Manager, US Power Division, Victaulic, 2005 - 2009.

Developed and managed the US power market for a major equipment OEM. Built and trained team of key technical representatives to cover power and industrial stakeholders (EPCs, Engineers and Utilities), resulting in a 452% sales increase during tenure. Collaborated with product development in the design and launch of three new products/applications, strategically differentiating us from competitors and bringing enhanced value to the market. Presidents Club winner in 2006.

General Manager-Principal, Integrated Deicing Services, 2002 – 2004.

Developed technology/business strategies from the ground up, launching a new entrepreneurial business. Established product offering and pricing, and negotiated all contracts/leases. Directed marketing, supply chain, operational performance, and P&L. Reached profitability within first six months. Managed rapid growth, opening new offices and securing additional major customers including an exclusive contract at the Pittsburgh airport. Provided leadership as an Officer of the SAE G-12 International Deicing Standards Committee.

Delta Petroleum, Major independent manufacturer of chemicals and lubricants, 1988 – 2002.

General Manager of Delta Atlantic. Conceptualized, designed, constructed and started up new company. Completed construction in six months and under budget to meet seasonal demand. Analyzed opportunities and developed pricing structure resulting in positive cash flow immediately. Negotiated advantageous contracts. Grew business in volume and diversity. Posted a 100% on-time shipping record. Implemented ISO 9000 and managed $3.5M operations budget.

Director of Engineering. Oversaw engineering and maintenance functions at five plants covering 89 acres. Analyzed operations and developed capital projects with costs to $2M. Reduced Maintenance budgets 30% through evaluation and negotiation of key equipment and service contracts. Managed technical/process approval, estimating, design, engineering and construction and start-up of new business and process improvement projects.

Project Manager for Delta Chemical Services. Developed and constructed new chemical packaging plant. Performed due diligence, site selection, purchase negotiations, estimates and budget development. Designed cutting edge equipment and work processes resulting in US Patent award. Managed the construction site and completed the project on time and 11% under budget. Hired and trained operational staff and led a successful start-up.

General Manager of Delta Rocky Mountain Petroleum. Led the turnaround of the troubled company, mitigating 90% of the projected first year loss and returning to profitability during 24-month period. Refocused the company on diversification, process improvement and a “Bottom Line” mentality putting the company on the path to sustainable profit.

Quality Assurance Manager. Trained manufacturing staff and applied process improvement tools including Kaizen, Designed Experiments and SPC, reducing cost and improving quality. Earned recognition as an ASQC Certified Quality Engineer and IQA Lead ISO 9000 Assessor. Led the first ISO 9000 Certification for the company. Provided leadership and coordination for other initiatives

Education

MBA, Executive Program, University of Colorado. BS, Chemical Engineering, Michigan Technological University

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