Business/Client Solutions
Resume:
Luke A. Fellows ***** **th Place North
Plymouth, MN 55447
************@***.***
A well-connected, relationship oriented General Management/Sales Leader with a history of developing, managing and delivering projects on time and on budget while establishing meaningful, long-term client relationships resulting in new and lasting profitable customers while mentoring new construction leaders.
EMPLOYMENT HISTORY
National Director of Business Solutions; Park Construction Company, Spring Lake Park, MN 2019 - 2020
Rebrand and engage new business and marketing plan to capture Design/Build team approach in 28 State area with focus on multi-branch GC clients: Ryan, McGough, Mortenson, JE Dunn, Developers: Dominium, Oppidan, HJ Development, Railroads: Class 1’s-BNSF, CP, UP, NSR, Class II’s-IAIS, GLC, RCPE, WSOR, Class III’s-CIC, IANR, G&W, WATCO. Revise Commercial Asphalt Paving strategy. Report to President/CEO. Restructure and redesign of current CRM for better internal client interface and retention. Redesign communications strategy with updated Mission and Vision statements aligned with our 103-year-old Core Competencies.
National Director of Business Development; Meyer Contracting, Maple Grove, MN 2015 to 2018
Develop and implement business plans and marketing campaigns for 7 State area. Targeted clients: Short Line Railroads (TC & W, RRV & W), GC/Developers (Frerichs, Greiner, Doran, HyVee). Report to CEO. Restructure and redesign of current CRM for better internal client interface and retention of intellectual property. Designed and rolled out new website with re-focused communications. Develop investment opportunities for Short Line Rail, Agg Industrial and Investors. Increased Private contracts from 3% to 42%. Increased Revenues by 15%in 2016; 13% in 2017.
Branch Manager; The Brickman Group, Minneapolis, MN 2014 to 2015
Drive corporate culture after merger of Brickman and Valley Crest. Report to VPGM. 12 direct reports with over 80 personnel. Hire, train and coach all key personnel in policies and procedures. Weekly, monthly, quarterly and yearly budget forecast planning. Weekly P & L with Operations team and VPGM. Evaluate, monitor and guide all Account Management. Track all proposed and contracted projects. Maintain Hiring Practices & Standards. Select and mentor Safety Champion with weekly team safety discussions. Evaluate and obtain new equipment for increased productivity.
98% Landscape Client retention; 30+ points over 2014, 92% Snow Client retention; 16+ points over 2014.
Contractor; Minnesota Chamber of Commerce, St. Paul, MN 2014
Developed uncharted Northern Minnesota territory, I-94 and Highway 10 Corridors. Reported to VP of Development. Generated Chamber awareness through face to face and virtual networking. Demonstrated virtual participation of Chamber activities allowing clients to participate while present for daily business. Lead generation and client referral; minimum of 3 per visit. Promoted sponsorship/network opportunities. Engaged past chamber clients to membership.
Average 1st call close rate of 24%, 2nd call close rate of 38% with 15+ F2F appointments/week. New Membership Goals/Sponsorships in Greater MN at 87% by July 30.
Director/Business Development; Benson-Orth General Contractors, Plymouth, MN 2011 to 2013
Increased company exposure with integrated marketing augmenting client data base. Reported to Owner. Built presence with existing clients while developing new customer base. Led weekly development meetings, directing new activity by focusing on client needs. Connected with key decision makers, owners, developers, architects, brokers and investors. Designed/Built specifications for client proposals/presentations. Coached team members for project interviews.
Designed marketing tools to enhance company visibility. Structured and implemented CRM. Re-engineering and launch of company website, vision and mission statements. Developed sponsorship for monthly activities.
Surpassed 2015 Corporate Sales Goals by EOY 2013 while rebranding 44-year-old General Contracting Company.
Owner/Sr. PM; AT HOME Renovations, Inc., Plymouth, MN 2005 to 2011
Acquired, planned and coordinated residential and commercial construction projects. Prepared and presented proposals to residential homeowners, facilities directors and corporate executives. Project management and on-site supervision of subcontractors ensuring budget accuracy, scheduling compliance and project accountability. Coordinated initial contract negotiation through final billing with all vendors and subcontractors. Served as single point of contact for all vendors, subcontractors and client. Provided on-site training of subcontractors to ensure adherence to all City and State Codes. Connected experts from all construction fields to better assist clients. Developed marketing campaigns and promotions. Completed Continuing Education and Certification programs.
Increased revenues by 48% from first to second year with 24% annual returns for years three thru five.
Experienced 62% increase in repeat business years two thru five.
General Manager/Sr. PM - Commercial Division; Allied Blacktop, Maple Grove, M 1996 to 2005
Managed Commercial Division of 125 employee workforce with 8 direct reports. Reported to Vice-President. Consulted, designed and implemented asphalt maintenance services for commercial accounts. Designed preventative maintenance programs for client’s budget forecasts. Designed and developed promotional materials including trade show activities and website. Lead weekly accounts receivable meeting with structured action plan. Established corporate sponsorships for annual outings. Coordinated and trained all subcontractors to ensure safety and quality. Structured employee policy and procedures manual. Launched employee recognition program.
Average annual increase for ten-year period of 18% through sales and market expansion.
Portfolio mix of 55% repeat clients and 45% new clients.
General Manager/Transition Lead; SealMaster, Inc., St. Paul, MN 1995 to 1996
Managed corporate store with $3.2 million in sales revenues and six employees. Reported to the corporate owner.
Lead transition from corporate to franchisee store. Remodeled facility to meet franchise guidelines, adding new
showroom and reception area. Remodeled adjacent office for additional franchise offices.
Assisted new franchise owner with product manufacturing guidelines and demonstration.
Led Nation, Franchisee and Corporate stores in product sales records six of nine months during transition.
Achieved Franchise turnaround three months ahead of schedule.
Estimator/GM; ASTECH Corp., St. Cloud, MN 1986 to 1995
Managed asphalt maintenance projects in Minnesota, North and South Dakota. Launched and established Commercial Crack Sealant Division. Reported to Owner. Prepared and bid projects in Minnesota, North and South Dakota. Worked with Public Works Directors, City and County Engineers regarding performance, procedures and bid quantities. Established Seasonal Negotiated contracts with Commercial Clients: Asphalt Maintenance and Snow Removal.
Increased Commercial revenues an average of 15% annually in ten-year period.
97% Employee retention rate, 92% Client retention rate in the same ten-year period.
EDUCATION BS, Business Management; Concordia University, St. Paul, MN
ASSOCIATIONS MN Construction Association – Education Board
MN Subcontractor Association – Legislative Committee
AWC (Association of Women Contractors - Member
MN Utility Contractors Association – Education and Policy Boards
Association of General Contractors of MN – Legislative Committee
MN Precision Manufacturers Association – Alumni Member
MN Shopping Center Association – Member
Construct*ium - Mentor
REFERENCES Furnished upon request
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