General Manager, National Sales Manager, Vice President, MBA, Management Committee, Strategic Planning, Market Share, Sales, Contract Negotiation, Specialty Chemicals, Chemicals and Coatings, ROI, EBIT, EBITA, Pre-tax Profit, Shareholder Value, Manufacturing, Distribution |
2003 – Present
General Manager
Recruited to this privately-owned $20 million franchisor and manufacturer as Sales Director by Founder/Owner/CEO in 2003, when sales were $3 million.
Participate in the Executive Committee, Strategic Planning Committee and the Franchise Advisory Council. Increased market value from $1 million to $40 million based upon 7.5 multiple of earnings and the owner is considering the sale of the company. I am seeking a new challenge…hopefully General Manager/CFO; otherwise VP of Sales with early transition to general management.
Increased sales from $3 million to $20 million between 2003 and 2005, 125% of plan. Total net income increased 1,000% during this period. Turned around manufacturing operations from no profit in 2004 to over $3,000,000 (pre-tax net) in the first 3 quarters of 2005. Gross Margins of 42%.
Evaluate finance/investing, capital structure and risk management. Responsible for forecasting, hiring, training, technological initiatives, managing variance and controlling budgets.
Reduced direct labor costs by over 30%. Saving the company in excess of $100,000. Turned around local division from no profit to 11% net income in 12 months. Increased sales 62% in 2005 while reducing turnover to 0% in sales staff and eliminating guaranteed salaries.
Created 28 business plans with start-up franchise units to drive revenue up 1,600% by 2008. Created forecast for 2005 using multiplicative decomposition model. Expanded into Canada and opened an additional 12 franchise revenue channels and sold corporate location after leading financial analysis.
Reduced cost of raw materials by up to 50% through the initiation of new strategic relationships and increasing product line by 34 profitable SKUs.
Researched, developed and introduced 5 products that deliver gross margins of 67% and improved gross margins over the previous products by 106%. Responsible for audit of ASTM testing.
Manage 45 employees and 3 area managers; including, sales, administration and technicians. Implementation of CRM system realized a reduction of 20 labor hours per week. Responsible for $300,000 advertising budget.
Increased sales team closing percentages by 44% and achieved record sales in 7 of the first 12 months. Created compensation systems inline with corporate goals utilizing commission and bonus plan. Manage a sales staff of 7 employees.
As Sales Director, negotiated and delivered sales contracts worth over $20,000,000 in 2004. Responsible for 36% of sales for the company by adding $2,500,000 in 2004, and 67% of net income, exceeding quota by 65.2%.
Recognized as one of INC Magazine’s 500 fastest growing companies, Entrepreneur Magazine’s 500 Top Franchises and Top 50 Franchises of 2005. Increased company value from approximately $1,500,000 to $40,000,000 in 2005.
2005 – Present
University of Phoenix
Phoenix, AZ
Associate Faculty
Recruited by Undergraduate College Chair and Associate Dean of Graduate College to instruct classes upon completion of my MBA. Only faculty member out of 18,000 to be allowed a work exception and approval for courses prior to 2 years work experience after completion of graduate degree.
2001 – 2003
Phoenix, AZ
National Sales Manager
Invited to join manufacturer of specialty chemicals and coatings and turn around sales as National Sales Manager, reporting to the Founder/CEO. Increased sales 109% within the first 18 months after 3 years of flat revenues.
Expanded a 2 state territory into multiple distribution channels in 13 states and grew customer base by 300%. Responsible for P & L and $200,000 budget. Expanded sales staff to 5 representatives, including independent representatives and employees. Realized personal sales growth of 206%.
Responsibilities included development of marketing collateral, compensation plans and prospecting tools. Implemented customer/prospect training program to gain loyalty in a price driven market.
Increased gross margins 5% in price sensitive market.
Negotiated pricing levels for customers ranging from annual purchasing levels of $36,000 to $250,000 and acted as the technical expert on coatings chemistry and applications.
Published expert on sales training techniques. (Concrete Décor, 2002, 2003 – 35,000 circulation).
1995 – 2000
Prudential Securities/PaineWebber
Phoenix, AZ
Associate Vice President
Joined this Fortune 500 international company as a Financial Consultant. As an FC the primary responsibility was to grow the client base of the company and your own “book” of business.
Received a bonus check of $177,000 in 2000 as I received the title of Associate Vice President.
Developed and presented 25 seminars to attract new clients within 18 months. Grew to a top-performing business with $15 million in assets under management. Top-quartile performer in 1995 and 1996.
Received Core Performance Award 1999. (Awarded to 2 out of 60)
Education: MBA, University of Phoenix, 2005
BA, University of Arizona, 1995 |
