Gordon Murray Livingston, NJ • 630-***-**** • adbmex@r.postjobfree.com

Sales / Operations / Business Growth Leader

Transformational sales and operations manager adept at creating sustained revenue growth within start-up, expanding, and struggling businesses resulting in a reputation as a “game changer”. Deploys knowledge of business operations, focus on customer service, and forward thinking to propel sales, revenue, and profitability. Excels in training, mentorship, and professional development to increase employee engagement and performance.

AREAS OF EXPERTISE:

Sales / Marketing ● P&L Management ● Customer Engagement ● Operations Transformation ● Strategic Planning Value Proposition / Differentiation ● New Market Penetration ● C-Level Relationship Building Business / Market Analysis ● Negotiation / Influencing ● Complex Problem Solving ● Team Leadership / Mentoring RELEVANT EXPERIENCE

Trane Inc. (HVAC Manufacturer, subsidiary of Ingersoll Rand) DISTRICT SALES MANAGER NYC Metro, NJ, Eastern PA, & Baltimore Apr 2018 – Sept 2019

• Surpassed annual budgeted revenue by 14% in Year 2 and on track to increase revenues by an additional 8%

(projected) in Year 3 through focused effort on gaining new clients and boosting sales from existing clients

• Oversaw 12 stores with 10 account managers (outsides sales staff); set sales goals for staff and implemented programs to enable them to routinely meet targets

• Led redistricting effort that expanded number of district locations; deployed change management to gain buy-in for changes and maintain morale during restructuring

• Used competitive intelligence to quantify the sales opportunity for each client; efforts resulted in ~75% of existing clients returning for repeat business

• Implemented rigorous pre- and post-sales process that required upfront-research, rehearsed presentations, and post-meeting debrief and feedback sessions

• Deployed the Sandler Sales Methodology across all sales staff; focused on building mutual trust between the sales team and the client as well as engaging in a fact-finding qualification process to assess if the company product is a right fit for the client

REGIONAL MANAGER NYC Metro & NJ Oct 2016 – Apr 2018

• Increased revenue by $1M within the first year by launching an outreach effort targeting existing customers and implementing a routine follow-up process for customers who had requested quotes

• Created in-store and online seasonal programs and product promotions to boost sales

• Oversaw 28 store staff members and 6 account managers; managed all hiring and training of sales staff

• Consistently ranked within the top 10th percentile of the annual 360 Employee Engagement Survey demonstrating a high-level of confidence from managed employees and senior leaders AAMCO (Transmission-repair franchise)

REGIONAL OPERATIONS MANAGER NYC Metro & NJ Aug 2014 – Oct 2016

* Pursued and hired back by Corporate Headquarters based on previous performance – 2005-2011, see page 2

• Realized over $30M in sales annually across the New York and New Jersey region’s 45 centers

• Revitalized stagnant centers at high risk of closing by identifying ways to maximize revenues and streamline operational inefficiencies; conducted regular field visits to assess, coach, and follow-up on recommendations

• Increased region revenues by 5% in 9 months; generated highest overall gross revenues for the region since 2013

• Regained a foothold in the regional market by stabilizing influential relationships in a neglected territory to preserve and expand customer accounts

• Collaborated with Franchise Executives and Center Managers in implementing a disciplined process to elevate sales results, achieve customer service excellence, and optimize operational efficiency Gordon Murray Page 2

Tuffy / CarX (Auto and brake-service repair franchise) REGIONAL FRANCHISE OPERATIONS MANAGER Chicago, MN, WI, & TX Aug 2012 – Jul 2014

• Built a strong and trusting relationship with franchise owners across 48 centers; secured buy-in for change and engaged owners in proactively solving business challenges

• Managed and coached a team of Franchise Managers and Staff with a focus on developing operational and business skills among managers and staff

• Led the region to consecutive monthly sales increases for the first time in a decade; generated an overall gross revenue increase of 8%

• Recognized by Tuffy/CarX management for creating a new model benchmark that elevated company standards Pep Boys (Full-service and tire automotive aftermarket chain) STORE MANAGER Chicago, IL Jun 2011 – Aug 2012

• Recruited to open and lead new corporate-owned Service and Tire Center; hired staff, built inventory, and developed standard operating procedures

• Optimized revenue and market footprint and grew the center to the #1 Service and Tire Center in the Chicago Region and Top 10 in the nation in 5 months

• Provided leadership and direction to a team of 10 employees to meet business performance objectives

• Consistently received highest rankings from customers for service quality, reliability, and dependability AAMCO (Transmission-repair franchise)

OWNER OPERATOR Chicago, IL Apr 2005 – May 2011

• Oversaw all aspects of business operations including: Customer Service, Recruiting and Staffing, Marketing and Promotion, Technical Productivity, Administration and Finance

• Expanded sales from $400K to $1M in 2 years, with 50% growth in 1st year and 110% increase in 2nd year through the development of a responsive marketing strategy and building empowered, self-directed teams that performed at outstandingly high levels

• Consistent annual winner of the Customer Satisfaction Award

• Served as President, Chicago AAMCO Dealers Association from 2008 to 2011 and raised $110K in 90 days to preserve the solvency of the association while simultaneously enhancing membership benefits and services Recent Training

Ingersoll Rand University Training Center Davidson, NC

• Sandler Sales Method Certificate (Building rapport, qualifying prospects, closing sales)

• Sales Process Excellence Program Certificate (Optimizing the sales, marketing and service lifecycle by selling across demand types, multi-channel selling, & aftermarket opportunity)

• Situational Leadership Certificate (Deploying versatile professional development methods tailored to the current and future (aspirational) performance of an employee) AAMCO Training Center Newnan, GA

• Sales and Operations Management Certificate (Sales, customer relationships, quality assurance, growth strategies, organizational structure)

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