Sales Manager
Resume:
Terrance Fletcher
Huntington Beach, CA
*********@***.*** www.linkedin.com/in/terrance-fletcher
Proven Sales Leader
Exceed revenue & cost savings targets Build strong business relationships
Strong team leader with proven track record of growing revenue and market share. Collaborative problem solver who uses financial modeling, process improvement, project management and training strengths to deliver superior financial results. Excellent communicator who conveys goals and objectives into clear, understandable and actionable steps. Effective presenter to all levels of client decision makers. Enthusiastic leader who consistently meets commitments with integrity. Expertise in:
Customer Needs Development
Negotiation & Problem Solving
Establish Consultative Relationships
Strategic & Operational Planning
Service Delivery
Profit & Loss Management
Professional Experience
BAKER HUGHES INCORPORATED Huntington Beach, CA
Business Development Manager, Water Systems (2014 – 2016)
Enlisted and developed network of distributors. Uncovered $12M in new revenue opportunities. Created proposals and presentations for client solutions. Planned and supported new installations across western US. Reduced cost in both internal and external organizations. Managed projects across overlapping water and oil/gas business market segments for private, municipal, mining, geothermal, and government projects. Ensured compliance with complex technical specifications.
Secured 100% share of $3.5M market in highly competitive environment.
Awarded high profile municipal contract of $750k without reducing price.
Expanded use of product to industries outside of traditional market, adding over $2M revenue.
Sales Manager, Oil and Gas Projects (2012 – 2014)
Led team of sales application engineers to overachieve revenue plan. Grew market share in challenging and highly competitive market. Delivered best in class service across diverse market segments. Managed projects across overlapping oil/gas and water business market segments. Guided sales team to exceed revenue goals by over 15% while gaining share in a declining market.
Increased profits 8-10% annually in declining market.
Strategic Alliance Manager, Oxy Long Beach (THUMS) client location (2005 - 2012)
Grew annual revenue from $7M to $28M. Mentored team of 4 engineers and 4 service technicians for Western Regions largest oil and gas customer. Negotiated price increases in a set contract price environment. Developed value added solutions for incremental revenue growth. Developed and implemented cost savings initiatives. Managed third party service vendors. Conducted annual business reviews. Created custom engineered solutions to meet technical specifications.
Increased annual revenue fourfold to $28M by effectively managing and providing inventory and personnel in fast paced, high pressure environment.
Increased profit by an average of 7% per year through value added products and services and streamlining efficiencies.
Built high performance culture with over 90% of new hires successfully advancing to positions of increased responsibility.
Successfully transitioned to key subcontractor without disruption while reducing cost by over 5%.
Elected Chairman Contractor Safety Steering Committee, two terms.
Strategic Alliance Manager, Aera Energy client location (2000 – 2005)
Performed dual roles in Strategic Alliance Manager and Outside Sales. Increased outside sales revenue 100% year over year. Reduced internal cost while increasing product reliability run time. Implemented real time monitoring system which generated incremental revenue for over 15 years at near-zero cost. Developed opportunities utilizing Variable Frequency Drive (VFD), Gear Reduction Systems, High Voltage and Fiber Optic cabling systems.
Doubled annual outside sales revenue from $400k to $1.6M over three-year period.
Increased product run time by over 50% over five-year period, increasing revenue by 50% at zero cost as contract is runtime based.
Implemented fiber optic monitoring system which added over $1M incremental revenue over 15-year project life at near-zero internal cost, while also increasing runtime based revenue.
Additional Experience
Extensive Operations Experience
Reliability Engineering
Field Operations
Health Safety and Environmental Management
Education
Associates, Technology, Golden West College, Huntington Beach, CA
Certificate, Hazardous Materials Management, University of California Irvine Extension
Professional Development
Legal Compliance
Leadership Development
Successful Sales and Negotiating
Health Safety and Environmental
Associations
Member: Los Angeles Society of Petroleum Engineers, American Petroleum Institute,
National Groundwater Association, Northwest Mining Association,
California Independent Producers Association,
Geothermal Energy Association, Geothermal Resources Council
Community Involvement
USA Hockey Level 4 ice hockey coach- Anaheim Ducks organization
US Open- Pebble Beach course marshal
US Olympic Committee- spectator first aid
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