Sr. Sales Executive

CLIENT CONFIDENTIAL

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SENIOR SALES EXECUTIVE & BUSINESS INFRASTRUCTURE/GROWTH CONSULTANT * BUILD START-UPS/EXISTING OPS

“Leading business development executive with terrific business acumen throughout sales and marketing, general management, staffing, acquisitions, contract negotiations, new product development, customer service, and customer relationship management. Direct business branding, corporate visioning, and market-share expansion efforts — secured multimillion-dollar growth for last four employers.

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Restructure, realign, and steer multimillion-dollar operations, developing and honing corporate branding, sales and marketing, account development and retention, and market growth strategies — apply extensive knowledge of large business operations. Focus energies on positioning internal capabilities and aligning resources while identifying new prospects, client accounts, and other selling/account development strategies. Generate impressive sales achievements. Align sales teams and partners to focus on a multi-prong approach; client development, client retention, up-selling, cross-selling, and overall, customer relationship management (CRM). Liaison with c-level teams, financial backers, partners, and other stakeholders in the company, while serving on executive boards, committees, and participating in business associations. Hold an extensive rolodex of prime decisionmakers and key players across business industries. Work with S&P 500 and leading Energy Product Manufacturing companies.

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PROFESSIONAL EXPERIENCE

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PARTNER/VICE PRESIDENT * Company Confidential, Cartersville, GA * 2005–present

* Manage a multimillion-dollar P&L (2007 $12MM; 2006 $10MM; 2005 $5MM), auditing expenditures while implementing cost controls accordingly. Oversee budgeting, change orders, and requests for information/quotes. Negotiate cost-conscious contracts with subcontractors and third-party vendors.

* Direct complete project management, starting with the bidding process and progressing through ground-breaking, project completion, and Owner hand-over.

* Transformed the corporate vision to address lagging sales and limited growth potential. Wrote and implemented a multi-prong business development and marketing plan, outlining strategies for securing new projects while expanding market growth.

* Initiated and led negotiations with another development firm, resulting in the purchase of 300+ acres of land used to develop a 165 lot residential community —125 lots under contract or completed.

* Expanded commercial side of business — construction included a training facility, church addition, shopping centers, retail, and office buildings which generated $3.4MM in new revenues within the first 3 years.

* Recognized as Builder of the Year in 2005, 2007 and 2008, as well as, Developer of the Year 2007 & 2008 for Cartersville and Bartow Counties.

VICE PRESIDENT SALES & MARKETING * TECO Partners, Inc. (Division of TECO Energy) * 2001–2005

* Conceptualized and created a landmark company, creating a non-regulated energy affiliate providing sales, marketing, and business development services for 5 business units. Transformed product/service offerings from natural gas in 2001 to a catalog of products and services.

* Directed 125 members of the sales and marketing team and 100+ distributors, reps, and partners. Coached directors and trainers for top performance, ensuring on-going Miller Heiman trainings broadened the team’s knowledge and increased sales to residential, commercial, and industrial clientele.

* Led acquisition initiatives as part of the company’s acquisition team. Secured several complementary structures; i.e. engineering, design-build, and mechanical services — offered a much-needed portfolio of wares to customers. Negotiated contracts with vendors to further improve client offerings. Generated $3MM in net income.

* Restructured sales efforts, attracting and positioning only the top sales talent. Cut the sales team by 27% (150 versus 125) without hindering customer relations or retention efforts. Reduced salary overhead costs by over $1M in addition to cutting other sales and marketing expenses by 11%.

* Brainstormed complete development and expansion logistics, building the business units to $500MM in revenues by 2005. Led complete P&L management in tandem with other financial responsibilities; i.e. contract negotiations, cost controls, departmental/company-wide budgeting, and financial forecasting.

* Initiated and integrated CRM strategies, splitting CRM efforts between account retention and new account development. Led the introduction of newly developed products in addition to existing product and service lines relative to each prospect and client.

* Secured top business development and overall growth, such as …

* Increase revenues by 51% in the 1st year

* Decreased sales and marketing expenses by 122%

* Produced an additional $17MM in annual revenues

VP OF SALES & MARKETING/GENERAL MANAGER * TECO Peoples Gas, Inc. (Division of TECO Energy) * 1998–2001

* Provided quarterly and annual departmental budgeting and sales forecasts, outlining comparisons and areas requiring prominent sales generation against areas needing aggressive sales follow-up. Planned and updated 1/3/5/10-year sales and growth projections.

* Served as General Manager, managing a multimillion-dollar P&L, overseeing management, financials, staffing, directing operations, and capital spending for the company’s largest and most profitable region. Handled concurrent, multi-phase projects, overseeing expenditures, site maintenance, invoicing, contract payments, manpower, staff, vendors, and customer service.

* Customized and expanded product lines and services that opened new revenue channels with increased service solutions to clients. Delivered an immediate sales increase of 17%.

* Presented advanced sales, marketing, and business development training on topics relative to the sales process, customer service and customer relations; covered team building, prospecting, overcoming sale objections, networking, building relationships, developing a sales pipeline, and so on.

* Focused energies on developing and maintaining strong client relations. Addressed 8% client turnover rate in 1998; established quality relationship building techniques while establishing open lines of communication with key accounts. Reduced lost client accounts by 5%.

* Negotiated multi-year, six- and seven-figure contracts with municipal, industrial, large residential and commercial clients, including Lennar, US Gypsum, Tropicana and JEA.

MANAGING DIRECTOR, PRESIDENT & CEO * Litestream Technologies, LLC (TECO Energy Joint Venture) * 2001–2005

Introduced a cutting-edge technology, progressing from initial development/beta testing and expanding to full cart of services; established a ground-breaking model that is currently used by several telecom companies; i.e. Verizon & AT&T. Delivered over 14,000 customers in the first 18 months and secured 222% of budgeted revenues, while not exceeding operational budgets. Featured in Telecommunications magazine in June 2004.

REGIONAL SALES DIRECTOR * ELSTER American Meter Company, Las Vegas, NV * 1995–1998

Managed 13 sales offices and 50+ distributor/rep organization covering the Western US, Western Canada, and Mexico — replaced three retiring sales managers and established two new office locations in first year. Delivered immediate and impressive sales results; grew revenues over target in region by 23% in first year; cut operating costs by 12% in 1996; and achieved an overall 57% increase in revenues while reducing expenses 21%. Recognized as Director of the Year in both 1996 and 1997 and secured coveted Gold Sales Award four times.

SENIOR DISTRICT SALES MANAGER * ELSTER American Meter Company, Horsham, PA * 1990-1994

DISTRICT SALES MANAGER * ELSTER American Meter Company, Atlanta, GA * 1987-1989

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EDUCATION, BOARD & COMMITTEE INVOLVEMENT

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Executive Development Program * University of Pennsylvania (The Wharton School)

B.S., Industrial & Systems Engineering * Georgia Institute of Technology

Leadership Tampa Graduate * 2002 / Tampa Connection Graduate * 2000

Current President / Director * Bartow County Home Builders Association * 2005–present

Director * United Way of Tampa Bay * 2001–2005

Marketing Chairman / Committee Member * American Gas Association * 1998–2005

Director, Marketing Chairman & Vice President * Southern Gas Association * 1989–2005

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CONSULTING

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Consultant * Conner & Taylor LLC * 2005–present

Consult for several high-end energy companies, including Gestalt (Accenture), AGL Resources, TECO, and Sensus. Advise management and executive teams on internal business restructuring and solutions to not only attract new clients and retain existing client accounts, but also improve overall efficiency and add revenue to the bottom line.

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