Sales, National Accounts, Marketing Leadership
Fleming Island, FL
Willing to relocate: Anywhere
Authorized to work in the US for any employer
Business Development Director
2018 to 2019
Established leadership for the companies Environmental Division and in the first six months positioned the division to double sales annual volumes and revenue as compared to previous years all while maintaining historical sales margins.
Designed and implemented business growth strategy plan through multiple channels.
Managed product design changes with the Engineering Team.
Generated production cost reductions with the Operations and Supply Chain Teams to increase margins.
Designed and implemented a fresh marketing campaign to create brand awareness. Sales Director (Manager),National Accounts Director, Marketing Director, Director of Market Development and Innovation, General Manager Otto Environmental Systems, North America - Nationwide (USA) June 2006 to July 2018
2006 - 2018 Multiple Corporate Positions Held Covering all North America National Accounts Director - North America
Responsible for leading the Otto Environmental Systems National Accounts program from prospecting to contract negotiations. Afterwards owning the business relationship at the corporate levels and assisting the Regional Sales Teams in customer acquisition.
Acquired the largest potential customers in the industries served and negotiated multiple recurring contracts and long term supply agreements. All with favorable targeted margins which increased both top and bottom line.
Acquired numerous large national and regional customers covering multiple industries. Negotiated multiple contracted supply agreements and extensions.
Designed, implemented, and lead the sales teams on a tracked and targeted plan for prospecting the top one-hundred potential customers in the industry. This equated to large recurring sales, revenue, and sustainable margins.
Developed a targeted program for the Municipal Sales Team for large hit sales revenue and margins.
Consistently exceeded revenue and margin growth expectations for this role on a year over year basis.
Sales Director (Manager) - Southern Division
Management and leadership of the Southern Division Sales Team carrying a $45M dollar per year budget. This Division represented one third of Otto sales personnel in North America.
Exceeded budget each quarter on an average of 120-125% capped only by production capacity.
Recruited new Sales Team members.
Exceeded business targeted levels of margin for the region.
Reduced the Cost of Sales by implementing a corporate wide travel and entertainment policy.
Trained and coached new Area Managers in Division to be able to duplicate others successes. Marketing Director
Management and Leadership of Marketing Department
Analytics and go to market strategy development.
Branding strategy and collateral.
Industry shows and events.
New product launches.
Market Development and Innovation Director
Responsible for developing new markets for existing products.
All new product development; from concept to market to product launch.
Relationship ownership of subcontracting suppliers
Management of imported products from overseas sister companies
Management of products distributed for other companies to enhance portfolio, management of specified suppliers, and project/program management.
Developed a full line of specialty products for the medical waste and document destruction industries through manufactured and distributed products.
Oversaw all product enhancements for manufactured products.
Designed, negotiated, and launched a network program consisting of products from other OEM companies to increase the product offerings in the Otto Environmental Systems portfolio for the solid waste and recycling industry with no capital investment or utilization of the companies production capacity.
Developed proprietary products for customers to meet their unique needs.
Facilitated the import of products manufactured by sister companies overseas.
Grew and managed distributors for products outside the solid waste and recycling industry.
Managed relationships with companies whose products Otto distributes.
Established a network of partners (non-distributors) to produce a product called the Steelite container which is a jointly manufactured product between companies.
Facilitated the development of a WBE program to gain market share into private and public entities.
Facilitated new product launches for manufactured products and provided training to the Sales Team on said products.
Facilitated new service offerings for the companies services group and provided training to the Sales Team on said services.
Managed all suppliers for other manufacturing process; rotational molding and thermoforming. General Manager
Four points of manufacturing.
North Carolina, Arizona, Indiana, Missouri.
Oversaw the Commercial Container Division's Operations Management, Supply Chain Management, Marketing Management, and Sales Management.
Trail blazed the newly formed Commercial Container Division.
Process and procedure implementation.
An immediate staffing of a Product Management Team to cover the Sales Teams training on the new product line that also worked in the field with the National Sales Team to assist in closing opportunities.
Lead the Product Management Team to facilitate customer acquisition on a national level and to assist the Sales Team in closing new opportunities.
In the first full year of the Commercial Container Group we grew the Divisions annual volumes ten fold and after eighteen months the Division became the largest provider of plastic commercial containers in North America. This equated to 6.7% of Otto's total annual revenue.
Established a national dealer / distributor network that expanded over time to include other products in the company's portfolio outside of the commercial container category.
Developed and integrated an export sales program on an international level.
Developed a second generation of the product line and managed all aspects from concept to production and then managed the business category moving forward throughout my tenure exceeding quarterly budgeted growth 10-15% in a mature market. Market Area Sales
Waste Management - North Florida
2003 to 2006
Covering North Florida
North Florida Market Area Sales
Recruited by the Market Area President to take responsibility for the growth of major accounts within the North Florida market with a focus on the Greater Jacksonville and St. Augustine areas. Responsible for growth in the company's major accounts category. Within a short period of time, exceed and continue to exceed company established revenue and margin goals at 165% of Budget. Sales Engineer
Mid-Atlantic Waste Systems
2002 to 2003
Responsible for new business acquisition and the retention of existing business in the area of waste and recycling heavy equipment sales to collection companies end users customers. Responsible for developing, organizing and conducting "Heavy Equipment Sales Schools" for customers. Initiate and completed site surveys, engineering, cost analysis, proposals, negotiations, and trainings for end user customers. Consistently exceeded monthly and quarterly budgets through personal sales and direct mailing programs.
Market Area Regional Sales Manager
1998 to 2002
Promoted by the Area President for new major account customer acquisition within the Mid-Atlantic States. This was a newly created role and was the first ever created by the company. Responsible for the growth of major accounts, government accounts, and broker accounts within a four-division area; Maryland, Washington, D.C., Virginia, and Pennsylvania. Additional responsibilities for the growth in company owned landfill volumes with municipal and special waste streams. Responsible for the maintenance and retention of existing major accounts. On average exceed annual budget at 195%.
Promoted by the Area President at the request of the new Division General Manager for the Maryland marketplace to be an integral part in the companies Turnaround Team. Management replacement and division reorganization for the Baltimore Division. Responsible for the reorganization and development of the entire Division Sales Team. Through recruitment of new personnel and training of existing sales personnel the Baltimore Division established a Sales Team that exceeded budgets consistently through newly acquired customers and retention of existing customers on an ongoing basis. Within a period of a few months, the new Turnaround Team was responsible for turning around a Division that was performing at a -10% margin to an 18% margin division.
Recruited by the Area President and the Sales Manager to develop a newly expanded market area, Washington, D.C., for the third largest waste removal and disposal services company in the country. Responsible for new business growth in all operations of the business in a competitor dominated market area. On average exceeded annual budget at 305%. Senior Account Manager
1996 to 1998
Responsible for business development and market growth within a newly expanded market area in the State of Maryland for a national and Fortune 500 Company. Responsible for new business growth in all operations of the business in a competitor dominated market area. On average exceed budget at 255%.
1991 to 1996
Responsible for the growth in market share with new business acquisition and for the retention of the existing customer base. Responsible for approximately 1100 existing customers and eight million in revenues on an annual basis. Responsible for establishing, developing, and maintaining a professional relationship with larger customers. Targeting and acquisition of new customers within a specific sales territory. Developed and implemented price increase strategies within sales territory along with referral and network sales, for this national and Fortune 500 Company. On average exceeded annual budget at 235%.
Atwoods, LLC - Baltimore, MD
1983 to 1991
Responsible for business development and market growth within a newly expanded market area, Baltimore, Maryland. Responsible for new business growth in all operations of the business in a competitor dominated market area. On average exceeded annual budget at 175%.
Responsibilities included operations, dispatching, routing, customer service, reporting, management of forty-five (45) route drivers and support personnel. Education
Anne Arundel Community College in Arnold - Arnold, MD Bachelor's Degree
University of Maryland in College Park - College Park, MD Skills
• Sales and Business Development Team Management
• Director through VP level
• Regional through national coverage
• National Accounts Management
• Marketing Management
• Program and Project Management
• Business Strategy Management
• Innovation and New Market Development Management
• Concept through production inclusive of launch, marketing, and pre-launch sales training
• Supply Chain Management
• Customer Service Management
• Special Projects Management
• General and Operational Management Proficient with multiple software programs including but not limited to Microsoft Office, CADD, SAP, Syteline, multiple CRM platforms, Microsoft Publisher, Solidworks, Project Management Software.
• Business Development
• International Business Development
• Contract Negotiation
• Supply Chain Experience
• General Management
• Strategy Development
• Sales Management