Business Development Real Estate

Kevin J. Stepan

Austin, TX *****

*****.******@*****.*** • 512-***-****

Business Development and Operations Excellence

Self-motivated, entrepreneurial spirited, results-driven professional with years of success driving new business revenue and profitability while optimizing the customer experience. Expert prospector, presenter, and negotiator; able to continually improve the performances of managed teams with innovative business development, training programs, hands-on coaching, and leadership by example. Software proficiency includes Microsoft Office Suite, Salesforce, Yardi-Voyager, PriceLabs etc.; proven ability to quickly master new concepts and technologies.

Areas of Expertise

Consultative and Solution Selling

Sales Cycle Management

Prospecting and New Business Generation

Operations / SOP Development

Proposal Development and Negotiations

Business Development

Strategic Planning and Forecasting

Strategic Marketing Initiatives

Employee Training and Development

Project Management

Continuous Process Improvements

Vendor / Supplier Relationships

Professional Experience

Griffin REsource Group, LLC – Austin, TX

Managing Partner (September 2014 to October 2018 and August 2021 to present)

Responsible for business development, operations, property management, partner /investor relations for short-term rental portfolio and real estate development. Organization focused on STR / MTR portfolio and commercial/residential real estate development projects including remodel, renovation, wholesale, and ground-up construction.

Selected Contributions:

Created rental portfolio consisting of company owned, arbitrage and co-hosted properties with a focus on short term furnished rental income stream

Promote rental portfolio via AirBnB (Super Host status), VRBO, Booking.com, Furnished Finder and various Facebook user groups

Manage support staff, trade partners / vendors for day-to-day operations

Development of partnerships through investment sources including private investors, hard money lenders and traditional banking

Develop / Maintain relationships with property owners, vendors, trade partners and real estate networks to promote growth

Active member of the Big Dog and Canis Major (Commercial) real estate networks

Lowe’s Companies, Inc. – Austin, TX

PRO Sales Manager (November 2018 to August 2021)

Drive sales for Lowe’s largest regional PRO customers. Accomplished by building relationships with larger PRO customers and leveraging opportunities to deploy product and account solutions including Lowes for PROs and eProcurement purchase options. Influences field staff including District Manager, Store and Department Managers and PRO Specialists to maintain service levels and customer needs.

Selected Contributions:

Oversight on commercial PRO business for Austin market consisting of 11 stores and over 30 Pro Sales Specialists generating over $45M in commercial sales.

Responsible for new business acquisition and account management growth for market. Managed over 30 accounts with an annual spend of over $7M

Increased portfolio’s annual and category spend with a positive revenue and margin increase

Apply a consultative selling strategy to understand the needs of the customer and implement a proactive selling approach including on-going follow-ups with sales opportunities

Develop selling opportunities and partnership with product and service vendors

Maintain over-quota performance as top regional / divisional performance

Yardi Systems/SiteStuff – Austin, TX

Senior Sales Executive (January 2011 to September 2014)

Identified and engaged with potential clients across the 17-state Central Region via persistent outbound prospecting to secure contracts for Yardi’s cloud-based property, asset management and procurement solutions. Consistently delivered engaging presentations and software demonstrations to win new business opportunities.

Selected Contributions:

Aggressively pursued sales targets, generated over $1M in annual new business revenue, and consistently achieved over quota status.

Earned a promotion from the SiteStuff business unit to Yardi’s direct sales organization due to exceptionally high sales production.

Closed multi-year contracts with CyrusOne ($1.6M), Lund & Company ($1.2M), Oxford Properties ($1.1M), FibraMTY ($1.3M).

Contributed to the development of enhanced sales scripts and annual sales meeting agendas.

SiteStuff – Austin, TX

Manager, Business Development (August 2008 to December 2011)

Drove sales of SiteStuff’s procurement services and sale of MRO products to commercial real estate management companies through efficient sales cycle management and employing proven solution selling techniques.

Selected Contributions:

Uncovered new business opportunities through relentless outbound prospecting to produce $800k annually, representing over 10% of the business unit’s total yearly revenue and exceeding deployment fee, MRO expenditure, and square footage targets.

Key accounts acquired include Macerich ($2.3M), Behringer Mgmt ($1.5M), Eola Capital ($1.3M), Federal Reserve Bank System ($800K), and LBA Properties ($675K).

Helped improve the efficacy of sales presentations and subsequent proposals by designing and incorporating an ROI calculator.

D&B Hoovers – Austin, TX

Strategic Account Manager (February 2005 to November 2007)

Presided over a $3M portfolio of client accounts including AT&T, IBM, Cisco, Monster, and Tiffany & Co. with concurrent responsibilities for maximizing customer satisfaction, retention, and upsell revenue.

Selected Contributions:

Generated over $1M in revenue, representing 115% of goal and a 25% portfolio expansion by generating high contract renewal rates, securing referrals, and closing new business opportunities.

Led the acquisition of a $1M+ enterprise-wide agreement with AT&T/SBC.

Helped rewrite the product demo script and improve the effectiveness of sales proposals.

Additional Experience

Account Manager (2002 to 2005) AT&T Business Services – Austin, TX

Sales Director, Southwest Region (2001 to 2002) Telefonica Data USA – Austin, TX

General Manager, Central Region (2000 to 2001) Aperian, Inc. – Austin, TX

Education

Bachelor of Science in Business and Marketing Management Elmhurst College – Elmhurst, IL

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