Allan McCutchen

**** ********* ******* ** ******, Texas 77386/ 281-***-****/ adiohn@r.postjobfree.com

Summary

Highly experienced and strategic manager that has proven time after time to improve sales and operational performance based on forecasting, negotiation skills, closing sales, and establishing key performance indicators. By focusing on continuous improvement, attention to detail through the entire operational and sales processes, I have shown ability to show measured improvement to the EBIT and EBITDA financials for companies with struggling revenue performance.

Value Added Skillset

Characteristics and Responsibilities that contribute to my success:

P&L Management Operational Processes Sales Management

Sales and Marketing Sales Team Development International Business

Mergers and Acquisitions Budget Setting Strategic Planning

PROFESSIONAL HISTORY

April 2018 - Current

Veolia – Houston, Texas

Business Development Manager- Recruited to provide account growth in the downstream oil and gas sector, interact with the operations team to facilitate in correcting current and future client relationships.

Actions: Develop new relationships and leverage existing relationships to get renewal and new contracts in place

Tasked with rebuilding relationships with the oil refinery client base and key accounts

Pursue accounts that have been lost due to a change in personnel and pricing adjustments

Strategically targeting the down stream market in large volume waste streams that require on-site operation teams to reduce the costs associated with disposal

Conduct lunch and learns with power point, spread sheets, case studies and other marketing collateral to provide specific product offerings and demonstrate success to various levels of organizations

Able to think quickly and identify creative problem solving solutions by looking at specific issues and explaining temporary and permanent solutions

Been successful in creating new relationships and moving forward with current multimillion-dollar capital projects resulting in new contracts with Marathon, Shell, Phillips 66, and CHS Refining

Working up Discounted Cash Flow statements to evaluate the viability of projects

Results: Currently working on five new opportunities with key players in the oil and gas refining sector.

2015 - 2018

Stewart & Stevenson – Houston, Texas

Sales Manager-Power Rental Division- Brought in to oversee the North American sales team because of failure to meet sales expectations driven by corporate

Actions: Implemented strategic sales strategies incorporate metrics

Critical/strategic thinking of new ways to increase production without adding cost, and evaluate current metrics to be able to evaluate operations

Implemented P&L reviews to discuss out of budget expenses, sales revenue, and account targeted revenue

Develop sales call plans, KPI’s, sales activities, with focus on strategic key accounts

Serve as a liaison between sales and operations to determine effective and efficient solutions

Challenge the “status quo” as it pertains to how and why certain things are being done; focus on proactive planning rather than reactionary activities

Responsible for $50 million budget as well at operational issues at the branch location

Results: Increased customer base while stabilizing revenue in a down market

Promoted to US Sales Manager from Regional Sales Manager within six months and managed a team of 21 direct reports across Texas, Colorado, New Jersey, and Florida

Division was projected to meet 75% of 2016 target and achieved 84.7%

Exceeded 2017 targeted revenue and maximized bonus payout for the management team

2013 – 2015

Swire Oilfield Services – Spring, Texas

North America Commercial Director- Business was losing $1.5m-$2.0m per month on an annual basis

Actions: Re-interviewed inherited sales team to determine current competencies

Made adjustments in training, replacing and hiring additional staff in necessary regions

Implemented changes to the P&L by reducing expenses not directly associated with sales or operations

Removed unnecessary overhead by reducing G&A through initiatives with the operations team, sales team, procurement and support services

Developed strategic plans to grow revenue within the districts to include strategic accounts and regional accounts

Interacted regularly with the executive team to discuss P&L’s, forecasts, and strategies

Managed sales team’s expenses and ensure that they are responsible for company resources

Conducted training with sales team in dealing with customer rejection, issues, payment, and service opportunities

Changed the sales approach to improve close rate to build a pipeline of sustainable revenue

Results: Showed a steady increase in revenue after getting strategic account managers in place

Increased revenue in STX, WTX, and ETX over a four-month period

Moved from a loss per month to breakeven within six months

Showed record numbers in August, September, October and November

Managed, and sustained a steady growth of the Weatherford, Oklahoma district

2007 – 2013

TETRA Technologies, Inc. – The Woodlands, Texas

International Business Development Manager/Marketing Manager-Tetra wanted to expand the decommissioning business from the Gulf of Mexico over to SE Asia and the UK

Actions: Created business development plans for capital requests and strategic planning for Executive Management

Conducted due diligence and interviews of strategic partners in SE Asia, United Kingdom, and Australia

Developed market penetration initiatives to increase international footprint

Developed presentations for domestic and international decommissioning to include platform removal/installation, well plugging and abandonment, specialized cutting services that provided detailed explanation of core business capabilities

Managed an annual marketing budget of $750,000

Interacted with established and potential international partners to maintain relationships including vetting agents, coordinated setting up various entities pertaining to legal and tax requirements

Results: Led efforts with international expansion with regards to entrance and exit strategies, forecasts, acquisitions, P&L responsibility, develop location for facilities, competitor analysis, market outlook, and procurement capabilities within designated regions

Established contacts and business plans for expansion into Malaysia, Thailand, and the Philippines

Developed and implemented strategic international marketing and sales efforts with in conjunction with operations personnel

Awarded two major projects for Shell Philippines

2007 – 2007

BSA – Amarillo, Texas

Director of Marketing-Hired to facilitate and grow market recognition and awareness of a newly opened behavioral health and rehab facility

Actions: Hired and managed a staff of 10 sales and marketing personnel

Implemented plans to focus on customer development, career path development, and mentoring

Directed marketing efforts in various demographics (five-state coverage)

Managed a marketing budget of $250,000 for conventions, marketing collateral, and customer entertainment initiatives

Interviewed physicians, psychologists, and nurses for placement within the hospital

Met regularly with the marketing team, CEO, and other staff to ensure goals of patient admitting, profitability, and strategy were effective

Attended various conferences that pertained to acute care and behavioral health issues

Results: Grew awareness in a five state region, showed steady growth patient admittance for both the acute rehabilitation and mental health

Hospital was exceeding expectations in patient growth

Received valuable recognition within the healthcare community

Hospital closed due to paperwork filings with the government pertaining to Medicare and Medicaid requirements

2005 – 2007

First Choice Cooperative – Tyler, Texas

Sales Manager-Expanded territory for this regional purchasing organization to provide discounts for rural hospitals

Actions: Developed territory consisting of North Texas Panhandle, Oklahoma, Arkansas, and parts of Northern Louisiana

Interacted with hospital administrators and physicians to evaluate and demonstrate product offerings

Scheduled meeting with CEO’s and other hospital administrators to negotiate contracts

Provided cost analysis on a routine basis along with giving presentations to large groups

Conducted multiple detailed lunch and learn sessions with various hospital staff at various levels of the organization

Introduced competing alternatives to products that were already in use

Maintained and grew target accounts by showing the value that our company brought

Results: Increased territory size by eight hospitals within first two months

Achieved sales goals consisting of revenue, new accounts, and account participation

Doubled territory revenue by 80% in a year and a half

Reported to the VP of Sales monthly to provide territory updates, opportunities, issues, and new clients

2003- 2005

Zimmer Orthopedics – Amarillo, Texas

Account Representative-Worked within the territory to introduce trauma products as well as work directly with orthopedic surgeons within the operating room

Interacted with orthopedic surgeons to discuss prosthetic should (Bigliano Flow) and total knee replacements (MGII, NextGen), along with hip replacements in office settings

Acted as a resource in the operating rooms to ensure that the surgeon was confident in the process and answer any questions pertaining to the prosthetic replacement procedure

Territory included Amarillo Texas, Pampa Texas, Borger Texas, Goodwill Oklahoma and Liberal Kansas

Introduced Zimmer’s trauma line of products that include nails, wires, plates, and rods for fracture repairs to add growth within the territory

1999 – 2003

Horizon Offshore Contractors Inc. – Houston, Texas

Health, Safety, and Environmental (HSE) Facilities Supervisor/Training Manager-Retained to implement safety polices and procedures to reduce the number of incidents within the organization

Oversaw Port Arthur and Sabine Pass facilities as it pertained to pipe spooling, pipe lay, pipe pigging operations, pressure testing, coating, UT and X-ray testing of welds, and other construction operations with customers such as Chevron, Shell, BP and Apache

Implemented plans that implemented hazard awareness recognition, developed policies that focused on a safety culture where everyone had Stop Work Authority

Addressed safety issues with fabrication, port operations, and general industry with direct responsibility to general superintendent

Performed several duties regarding environmental clean-up, storage, disposal of hazardous and non-hazardous waste, and served as resource to offshore vessels

Worked through medical control to provide highly stressful decision to the field during traumatic, cardiac, and other medical situations that included drug calculations, dosages, and delivery methods

Managed 10 EMT-Paramedics within the Gulf of Mexico and Mexico

Education

MBA – West Texas A&M University

B.B.A Marketing – West Texas A&M University

A.A.S. Paramedicine Technology – Amarillo College

Training

Dale Carnegie Business Training

Win/Win Negotiations-Baker Communications

Finance and Accounting for Nonfinancial Managers- University of Texas

Conflict Management and Resolution- University of Texas Professional Developmental Center

Managing and Supervising People- University of Texas Professional Developmental Center

Affiliations

Licensed EMT – Paramedic (1999 – 2007)

Director of Men’s Group – Oak Ridge Baptist Church

Member of Executive Council- Oak Ridge Baptist Church (formerly)

Deacon-Oak Ridge Baptist Church

Chairman -Leaderboard for Insperity Golf Tournament (formerly)

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