Profile
Business development and senior management executive with 18 plus years of experience encompassing the pursuit and execution of life cycle delivery models for the finance, design, construction, ownership, operation and maintenance of public and private infrastructure – new and existing.
Current Accomplishments & Activities
Area Manager, Business Development & Sales
September 1998 to Present
Pacific Northwest & Western Canada
Johnson Controls, Inc. – Seattle, Washington
Business Performance
o Delivered 30% year-over-year profitable growth for the past five years.
o Developed and currently manage a continually evolving, highly motivated business development and sales team consisting of:
o 3 Sales Managers
o 17 Sales Professionals
o 1 Business Development / P3 Professional
o 5 Project Development Professionals
o 2 Proposal Development Professionals
o Manage a highly predictable, trained and efficient operations team of 65 professionals and 14 specialty contractors in Washington and Alaska.
Project Development & Execution / Deal Structuring / Strategic Alliances
o Championed the formation and currently manage a highly skilled business development pursuit team focused on Public / Private Partnerships (P3) – the outsourcing of public infrastructure to private businesses based on a risk transfer financial model.
o Manage P3 Business development efforts resulting in $28 million additional revenue over the next 24 months and in excess of $250 million over the next 30 years in O&M performance-based contracts.
o Develop long-term strategic alliances and teaming agreements with regional and national Real Estate Developers, Owners, General Contractors, Architects and Consulting Firms.
o Drive team behaviors and processes to lower the overall cost of solution delivery.
o Leverage nationally negotiated procurement vehicles to close performance- based construction and operations business with public and federal entities.
o Work hand and glove with the sales team to develop value-based selection criteria with owners for the design/build and design/build/operate/maintain delivery methodologies.
Career History & Accomplishments
Director of Marketing & Sales
May 1997 to September 1998
Melink Corporation – Cincinnati, Ohio
o Developed and managed the global sales and distribution of performance- based restaurant ventilation systems.
o Grew the company’s service account base by 25% through business development activities with existing and prospective accounts.
Business Development Executive & Systems Marketing Manager
October 1990 to May 1997
The Trane Company – La Crosse, WI
Orlando District, September 1993 to May 1997:
o Business manager for $2.5 million in annual sales of mechanical system products and services in a highly competitive plan and specification market. Key accounts included: Sea World of Florida, NASA, Patrick Air Force Base, Cape Canaveral Air Station, Port of Cape Canaveral and Planet Hollywood.
o Managed all business development efforts on the eastern coast of Florida known as the Space Coast.
o Educated customers in the awareness and management of environmental issues such as indoor air quality, energy, refrigerants, acoustics and comfort.
o Coordinated timely resolution of job site and internal crises.
o Selected by peers and management for three consecutive years as the Most Valuable Player.
Headquarters, October 1990 to September 1993:
o Manager for the development, distribution and utilization of corporate sales / marketing tools such as The Trane Company’s Systems Manual and TRACE Systems Modeling Software.
o Created and conducted seminars on indoor air quality management, building systems modeling, safe refrigerant management practices and efficient chiller plant designs.
Sales & Applications Engineer
April 1989 to October 1990
Weather-Rite, Inc. – Minneapolis, Minnesota
o One of three-person sales and applications team responsible for business development, sales support, product application, design and manufacture of $30 million in custom air handling equipment.
o Managed the sales, design and manufacturing teams for the company’s largest custom air handler project purchased by the Boeing Corporation. Delivered gross margins in excess of 40% by effectively utilizing existing resources and implementing a quality process.
o Additional responsibilities included product training for sales representatives, technical support and implementation of quality improvement processes.
Environmental Control Design Engineer
June 1987 to April 1989
Martin Marietta Energy Systems / DOE – Oak Ridge, Tennessee
o Developed written criteria for the design, construction, testing and operation of mechanical systems for comfort and human safety.
o Responsible for the design and implementation of energy management strategies in the nuclear research buildings at the Oak Ridge National Laboratory.
o Maintained and adhered to Top Secret Q-Level Clearance code of conduct.
Formal Education
Bachelor of Science Degree, Mechanical Engineering
University of Tennessee
Knoxville, Tennessee
Graduated with Honors, June 1987
Student Chapter President of ASHRAE
Professional & Community Affiliations
o Economic Development Council Greater Seattle and King County – BOard of
Directors and Marketing Committee
o Association of General Contractors (AGC)
o National Association of Industrial and Office Properties (NAIOP)
o University of Washington’s Institute for Collaborative Building – Charter
Member & Advisory Board
o American Society of Heating, Piping and Refrigeration Engineers (ASHRAE)
o Mechanical Contractors Association (MCA) – Education Committee Member
o Design Build Institute of America (DBIA) – Legislative Committee Member
o American Institute of Architects (AIA) |
