John P. Bininger...EXPERTISE IN SALES GROWTH, SALES ENABLEMENT AND SALESFORCE EFFECTIVENESS

860-***-**** • Haddam, CT • ad3ujn@r.postjobfree.com • www.linkedin.com/in/john-p-bininger

Impressive record of engaging top decision-makers to quickly identify, capture and recapture large sales opportunities. Delivered billions in new revenue as a Dynamic Sales and Business Development Executive. Collaborates with senior leadership to set up new sales organizations or diagnose and optimize existing ones. Achieves aggressive growth targets in senior leadership roles across world-class entities, including PricewaterhouseCoopers, Maritz, Nxegen, Doosan, GE and IBM. Has extensive background in clean energy renewables development including wind, solar, fuel cell, water and gas with Noble Environmental Power, American Wind Capital, Doosan Fuel Cell, Epiphany Environmental and Signal Energy. Negotiates and closes relationship deals as large as $50M. Expert in recruiting and retaining key team players. Trusted Executive Advisor. Select Accomplishments:

Dramatic Sales Success: Recently established new sales group from scratch at National Waste, a leading environmental services company. Rapidly improved deal flow with new strategies, critical processes and recruited new people to support them. Sourced and closed 10 of 10 major deals.

Sales Restructuring Strategies: Analyzed, revamped and transformed Nxegen’s sales force, resulting in 50% more targeted sales in year one, 87% higher sales in year two and doubled sales volume in year three.

“C Suite” Relationship Management and Recovery: Repaired and rebuilt PricewaterhouseCooper’s “crown jewel” healthcare relationship with the Chairman, CEO and management team at Aetna Healthcare Companies, resulting in new, multi-year contracts.

Business Development: Created and sold the business deal between Doosan, the US Navy and local utilities to build a green $30M utility-scale generation project for the US Navy Resilient Energy Solutions Department at the Navy’s nuclear attack submarine base in Groton, CT.

Core Competencies that Produce Growth and Innovation

Salesforce Effectiveness

Management Consulting

Driven Entrepreneur

Turnaround Strategies

P&L Budgeting

Executive Relationship Building

Employee Engagement

Major Deal Financing

Board Accountability

Sales Diagnosis and Remediation

Strategic Alliances

International Business

Sales Optimization CRM

Visionary Sales Leadership

Market Penetration

Continually Growing Sales and Market Position in Competitive Market Spaces

A.M. Bininger Consulting Company, Hartford, CT 2006 – Present

Sales Effectiveness and Management Consultancy.

MANAGING PARTNER

Started this firm to provide transformative strategies that create sales enabled cultures, drive new business growth and deploy employee-based performance improvement solutions. Organize, sell and deliver full-scale consultative and diagnostic sales engagements to market leading executives in high-tech, healthcare, renewable energy and startup environments.

Key Engagement Highlights:

IBM Software: Reversed sales and market share declines in EMEA by discovering key flaws in strategy and sales force training; refocused strategy and repositioned personnel and sales skillsets to gain 10 points in market share and $600M in sales.

National Waste: Diagnosed root causes for sales declines and established brand-new sales group with new infrastructure; quickly improved deal flow with new strategies, critical sales and management processes and new talent to support them, closing 10 of 10 multi-year contracts.

Doosan Fuel Cell America: Developed, sold and managed $30M deal with US Navy Resilient Energy Solutions Department utility-scale generation project delivering hardened energy reliability for Navy’s nuclear attack submarine fleet at Groton, CT.

PricewaterhouseCoopers: Recruited as Director of Business Development in the Healthcare and Insurance practice. Reestablished and reinvigorated C-level healthcare consulting and audit relationships and quickly repaired critical, multilevel connections with Aetna Healthcare’s executive team.

Signal Energy/Barnhart Renewables: As Business Development Manager, sold and supported business development, field construction and maintenance services to utility scale wind, hydro and solar projects.

General Electric: Rapidly identified and resolved persistent labor problem at GE plant with new resources and greater management engagement.

Epiphany Environmental, Pittsburgh, PA 2019-current

Epiphany Environmental cleans dirty industrial water with break-through MVR technology. Primarily applied to the production of oil and gas, Epiphany technology cleans any industrial water polluted during production processes.

VICE PRESIDENT – SALES AND BUSINESS DEVELOPMENT

Hired by the Board of Directors to begin generating revenue through sales to key oil and gas producers in the Marcellas and Utica basins.

Developed a broad pipeline of presales with major U.S. gas producers. Signed 18 Letters of Intent and pre-orders. Closed the companies first 2 preproduction sales with installations in PA and WA.

Developed Sales and Business Development plans and recruited first master distributor leading to the company’s first cash sale.

One of the 3 key executives participating in closing B round financing with an indicated value of $40million.

National Waste Associates, Glastonbury, CT 2017 – 2019

National provider of green waste management programs and recycling services.

VICE PRESIDENT – SALES AND MARKETING

Recruited by company owners to build new sales organization from scratch. In charge of driving sales and marketing functions with eight sales professionals, 22 matrixed staff and $25M budget. Fully accountable for all aspects of sales, new business development, target marketing and retention of existing customer base. Quickly reversed significant and persistent sales declines. Increased deal flow by 10X with new strategies, top-level professionals and sales processes.

Negotiated and closed millions of dollars of renewed contract value, representing 23% higher sales; also brought on new clients and doubled existing business with established clients. Win ratio was 10 for 10 multi-year contracts in 2018.

Recruited and onboarded outstanding sales talent, along with designing and instituting new internal training platforms and process resources.

Implemented and customized Salesforce CRM for effectiveness and ease of use. Established lead generation, prospecting and IT tools to rapidly discover, pursue and close new customers.

Nxegen, LLC, Middletown, CT 2008 – 2011

Privately held energy services company (ESCO) focusing on green technology for applications for commercial, education and government sectors.

GENERAL MANAGER – SALES, MARKETING AND BUSINESS DEVELOPMENT

Hired to reverse declining sales. Diagnosed deficiencies in current sales operations. Assessed all sales personnel skills, motivation and cultural/organizational fit. Made swift adjustments where necessary. Provided additional sales training that resulted in more sales to larger customers.

Increased sales by 50% in first year, 87% in second year, and doubling sales by third year in rapidly changing markets; average deal size expanded from $4,200 to $47K.

Restructured the entire sales organization by identifying and redeploying sales talent to lucrative geographic territories, expanded direct/indirect sales channels from one to seven, and introduced and trained sales force in new sales system.

Formed profitable partnerships with national suppliers and purchasing groups from industry associations. Created and implemented up-to-date marketing tools to compress sales cycle.

EARLIER EXPERIENCE:

Senior management and professional positions with PricewaterhouseCoopers, Maritz Motivation, Inc and Maritz Performance Improvement Company. Founded and grew Maritz Consulting to $5.6M in annual revenue through IBM Global Partnerships with engagements ranging between $300K to $1.2M. Expanded IBM’s first hybrid, web-based marketing channel from $70M to $2B in just 18 months. Managed Fortune accounts and provided global large-group business travel and conference meeting services to clients in IT, insurance, software and financial markets.

Renewable Energy: Noble Environmental Power, American Wind Capital, Doosan Fuel Cell, Epiphany Environmental and Signal Energy. Negotiated with key land-owners to monetize long-term lease agreements. Headed all business development and sales activity that established Epiphany as the global leader in brine water remediation in the Oil and Gas industry and the Dairy Industry amoung others.

Education

BA – Economics

Lake Forest College, Lake Forest, IL

Professional Activities

Member, IBM Software Global Task force; key participant on multinational Paris-based team

that identified performance issues worldwide. Leader in creating and executing restructuring

and turnaround strategy to enhance employee engagement and productivity.

Pro bono Clinton Global Initiative partner in designing and delivering unique social lighting

and communications solution in remote global locations suffering natural disaster power outages.

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