W. Edd Pratt
Snohomish, WA 206-***-****
SENIOR OPERATIONS AND SALES EXECUTIVE
Software IT Devices Manufacturing
Results-driven operations and sales executive with over 32 years of experience with a wide range of organizations – from start-ups to Fortune 100. Strategic and tactical planner, able to establish direction and drive execution to deliver bottom line results. Strong board meeting facilitator, keeping meetings on track while not sacrificing vital dialogue. Passionate leader and team builder, training and motivating B2B and B2C sales teams to build and mine new territories and cultivate current client portfolios for increased revenue. Nimble and action oriented professional, adept at scaling quickly during rapid growth and skillfully navigating economic downturns and market changes.
LEADERSHIP - Talent acquisition, training and onboarding; executive advising; business creation and development;
cross-functional peer collaborator; team building; strategic planning; turnaround facilitator
OPERATIONS - Executive consulting; performance metrics; business processes; customer management; professional service provider relations; supply chain; outsourced manufacturing; remote operations management
SALES - Market analysis; sales analytics; sales training development and delivery; international distribution networks; product development and launch; negotiations and contracts; comp plans and rewards
FINANCE - Revenue generator and P&L manager; budgeting and forecasting; business and financial analysis; VC and Angel funding/Investor relations; cash management; internal controls
PRODUCTS - Invention; research and development; planning; funding; launch
Revessel Inc., Palm Springs, CA 2019 - Present
Executive Vice President
Investor and VP of Sales for start-up robotics manufacturing equipment company
Helped provide technical specifications for Patent Pending robotic filling machine for the Cannabis and CBD industry.
Designed business model to include exclusive consumables for ongoing revenue creation.
Helped identify top US and International target prospects based on prospects production requirements.
Launched company CRM system for prospect and sales tracking as well as forecasting and sales pipeline management.
Designed “referral” program for independent sales agents.
Edd Pratt Page 2-206-***-****
Kush Bottles, Santa Ana, CA (OTC:KSHB) 2017 - 2019
Executive Vice President
Manage sales and operations functions for an eight-year-old publicly traded cannabis packaging company.
Completely restructured sales organization moving from an inside sales venue to a territory-based sales organization growing sales from $8M in FY 2016 to $19M in FY 2017 and $52M in FY 2018, exceeding analysts’ expectations.
Recruited, hired and trained 11 new Territory Sales Managers within a 4-month period greatly increasing access to cannabis producers and processors in 8 states that have legalized adult use of cannabis.
Opened new facilities with sales and operations staff in territories that recently approved recreational use of cannabis
Recruited and hired new Facilities operations manager resulting in 15% reduction in picking and shipping errors and began process of moving to an automated WMS utilizing state-of-the-art inventory receiving, storing, picking and shipping system.
Implemented new SOP software program for utilization throughout the company resulting in effective, consistent and updated procedures across all departments.
Implemented on-line software system for remote screening, remote candidate interviewing and sharing of candidate interviews resulting in thousands of dollars in travel costs as well as unique candidate reviewing system.
Managed bioplastic (biodegradable) resin project to create 1st biodegradable packaging option for cannabis packaging.
WIZARD INTERNATIONAL, Mukilteo, WA 2013 – 2017
Chief Operating Officer
Manage day to day operations of multi-million-dollar software development and equipment manufacturing company.
Created strategy to generate 50% more machine sales during Q1 2016. Instructed sales team to contact the company’s largest client, providing the client with a plan that would net them substantial savings if they placed their order ahead of schedule. The client was extremely satisfied and Wizard earned $250K of unplanned, 1st quarter income.
Negotiated a distribution agreement with the industry’s largest distributor of framing supplies, resulting in 8 machine referrals and approximately $100k in additional 1st quarter revenue. These additional machine placements allowed company to outperform sales forecasts by over 37% during Q1.
Directed engineering team to expedite production and completion of a prototype machine in time for the annual industry tradeshow. Having the prototype at the show garnered the highest placements and new orders in over 9 years of show attendance.
Developed a team-centric atmosphere utilizing concepts from “Overcoming the 5 Dysfunctions of a Team” by Patrick Lencioni. Established trust and effective “rules of engagement” for functional conflict, resolving
years-old conflicts and misunderstandings in less than three months.
Lead a large and diverse team of department managers, providing individualized support and rewards while simultaneously fostering and achieving team cohesion.
Manage new, complex product development projects such as the new software and hardware platforms that enabled company to migrate proprietary technology to similar, larger industries.
Increased revenue by 12% in the first year and owner distributions by 20%.
Charged with full Profit and Loss responsibility and accountability. Provide owners with accurate, timely data, allowing them to make fully educated decisions for the company’s profitability and growth.
Collaborated with Management team to counteract severe industry downturn. Framing market has been shrinking since 2008 by 15-20%/year, decreasing overall company numbers by 20%. Sought out partnership with an Australian engineer to couple his existing technology with several custom improvements from Wizard, resulting in a low cost, high margin machine that Wizard manufactures at a fraction of the normal development cost.
Met with all managers soon after hire, encouraging them to look closely at their departments and make recommendations on areas for improving efficiencies and cost savings. Managers had not been engaged and empowered for many years. Implemented their effective suggestions and expertise, dramatically decreasing costs, improving existing processes and adding innovations that have increased sales.
UMC GLOBAL, Woodinville, WA 2012 - 2013
Maintained all sales responsibilities for boutique contract manufacturer, including all inbound sales calls and RFQ’s. Identified and contacted “target accounts” for contract manufacturing and PCB prototyping, landing six new accounts in the first 12 months.
Developed new accounts through targeted marketing campaign.
Resurrected old accounts by tracking down previous RFQ’s. Created contact records and reached out to buyers at those companies, generating new revenue and reinvigorating relationships for future contact.
Implemented new CRM system (salesforce.com) which captured all new customers and sales inquiries. Developed and landed new market customers, increasing both revenue and contract manufacturing work.
Created synergistic relationship with Printed Circuit Board Assembly (PCBA) and quick-turn prototyping company. Relationship allowed for sharing customers and offering additional services via the prototyping company.
Edd Pratt Page 3-206-***-****
IAPPLE CREATIVE, Pahrump, NV 2010 - 2012
Vice President, Sales (Contract)
Created sales operations for start-up medical app for Apple devices, netting over 1000 sales of the first “standalone” app that met the DEA’s Electronic Prescription requirements.
Developed extensive new Social Media sales system including Facebook pages, LinkedIn company profile and Twitter, and managed all “social communications” via Hoot Suite. New system advanced company to an efficient, single input location for broadcasting over multiple social media platforms.
Worked with SEO service provider to place product/company on the first page of Google for each applicable market, achieving Page 1 organic placement on the Google search page for “Electronic Prescriptions”.
Developed and instituted all pricing models, shifting the company from re-creating pricing deal by deal to a consistent, company-wide model.
Demonstrated product in person at physician/dentist offices, combining fact-based knowledge with customized information relevant to each practice.
Created outbound sales campaigns utilizing email and targeted phone calling to doctor’s offices and clinics, resulting in over 200 new app subscribers.
ALLIANTGROUP, LLC, Houston, TX 2010 - 2012
Regional Director (Contract)
•Developed client/prospect base, generating multi-million’s worth of new, billable hours.
•Generated prospect base for the Department of Health/US Treasury grant money as part of the Government Stimulus Program. Prequalified companies that were eligible for the US Governments’ Medical Research and Development Grants, providing a targeted leads list to focus on with a zero risk offer for grant submission.
•Developed relationships with multiple CPA firms for specialized tax credit and incentive services work, resulting in 15 new firms recommending Alliant Group services to their customers.
NEW PARADIGM HEALTH SYSTEMS, INC, Seattle, WA 2005 - 2010
Co-Founder and CEO
Launched start-up company with multiple partners. Key accomplishment: Landed a technology patent from the University of Georgia (UGA).
Grew company funding from solely founder-based by securing $750K of venture capital.
Interfaced with UGA, the FDA and the product inventor in a product management role. Met every product requirement for each of these stakeholders, including on-time payment of all license fees and royalty reports while ensuring 100% compliance with UGA and FDA regulations.
WIZARD INTERNATIONAL, Mukilteo, WA 1999 – 2005
Sales & Marketing Manager
Hired, trained and managed entirely new sales and marketing organization, nearly doubling company revenue from $8 million to $15 million in 48 months.
Maintained full P & L responsibility, providing clear, meaningful and timely management reporting to company leadership including trending and comparisons to budgeted and forecasted expectations.
Managed Sales and Marketing budgets exceeding $2 million per year. All Sales and Marketing activities stayed within budget and outperformed the forecast each year.
Developed international distributor network which accounted for 15% of new business.
Led strategic planning efforts which resulted in the creation, development and production of a highly successful new product immediately after launch in less than 12 months. Product was demonstrated at the industry’s largest trade show and remains the most successful brand and model in its category, netting over $25 million in revenue over the past 12 years.
Western Governors University Bachelor’s Degree, Business Management
Certifications – CompTIA – Project+