Manager of Sales and Business Development

• Feb 2020 - Present

CEO - Owner

• Oct 2018 - Feb 2020

Vice President of Sales

• Mar 2018 - Jul 2018

Vice President of Sales and Marketing

• May 2015 - Feb 2018

Manage the worldwide sales and marketing a leading manufacturer of specialized, highly engineered battery handling equipment. • Energized the business development and sales effort in Europe, by selecting dealers in key countries. • Established a multi-country dealer in the Asia / Pacific region. • Strengthened North American dealer effectiveness with new, highly capable, Director of Dealer Sales. • Emphasized dealer sales and service training and high responsiveness to grow dealer sales. • Focused National Accounts sales process on initiating new national accounts and strengthening existing accounts. • Established Product Development and Product Maintenance processes within the company. • Initiated material cost reduction program leading to a 15% reduction in material costs. • Achieved over 20% sales growth in a stagnant market in first year. • Achieved another 20% sales growth is a declining market in my second year. Show less

Owner

• Jul 2007 - May 2015

Founded Northern Utah office of ActionCOACH, the world’s number 1 business coaching company. • Mentored 30 plus small and medium sized businesses in sales and profit improvement. • Increased sales conversion at industrial client from 31% to 56% in 6 months through breakthrough sales training. • Implemented sales process / relationship management system that increased sales by 60% in 2 years. • Created Joint Venture marketing process that increased sales in one B2B client by 10 times. • Achieved 25% reduction in major contract material costs for one industrial client. • Created comprehensive Internet – based training program to support rapidly growing client sales force. • Deployed leading edge, best practice sales training and process to dramatically improve sales effectiveness. Show less

Vice - President, Business Development

• Dec 2001 - Mar 2007

Vice President of marketing, sales, and distribution channel management for $8 million (fee revenue) start-up specialty architectural / development firm focused on church and school market segments. • Led transformation of DCA Architects from small start-up to national development company. • Increased fee revenues from $1.5 million to over $8 million in five years ($150 million in construction revenues). • Increased sales over 700% in 5 years --- 40% growth per year! • Drove initiatives to win over 380 projects in 40 states, resulting in backlog of $1 billion of construction value. • Effectively led a network of 50 plus sales resources across the country. • Developed network of services - Architecture, Construction, Supply, Strategy, Growth Consulting, and Financing. • Developed and implemented innovative distribution channel partnership with regional builders. Show less

Director of Sales and Marketing

• Apr 1994 - Sep 2001

Responsible for global sales, marketing, customer service, spare parts, rehab and maintenance, and technical publications functions as well as engineering functions for two product lines for this $120 million division of FMC Corporation serving the global airport capital equipment market. Managed global force of 74 sales personnel. • Grew sales from $45 million to over $120 million in six years. • Led sales efforts to win almost $100 M in major international projects. • Won numerous U.S. mega-projects including Kansas City ($26 million) and Northwest Detroit ($28 million). • Exceeded market share targets, capturing over 50% of worldwide volume in 1995 – 2000. • Implemented Miller – Heiman Strategic Selling processes to improve sales effectiveness. • Revitalized aircraft tractor product line from $1 million sales with loss to $15 million with $3 million profits. • Led start up of New Jetaire Precondtioned Air product line from zero to $18 million with $4 million profits. • Instituted product management process that resulted in market driven product development. • Initiated Product Business Team concept to improve cross-functional coordination. Show less

Director Of Business Development

• Sep 1993 - Apr 1994

Led the acquisition and business development efforts for Airline Systems Division of FMC Corporation. Charged with identifying acquisition candidates in the airline / airport industry, leading acquisition efforts, and initiating internal development projects. Responsible for business strategic planning and implementation. • Led the $42 Million acquisition of Jetway Systems from Abex Inc. • Coordinated market and cost analyses; developed acquisition financial model to determine value. • Key participant in negotiations; led due diligence effort. • As first FMC resource into newly acquired company, led assimilation and integration initiatives. Show less

General Manager - Americas

• Jun 1992 - Sep 1993

Managed all facets of this $120 million oilfield capital equipment business with manufacturing operations in four countries. Faced unprecedented fall in industry demand and collapsed price structure due to low gas and oil prices. Managed Americas sales forces totaling 42 sales professionals. • Implemented successful dramatic down-sizing that limited adverse profit impact of market collapse. • Led efforts to strengthen approach to emerging subsea wellhead opportunities in Gulf of Mexico. • Secured $30 million sub sea systems contract with Amoco for South China Sea. • Won innovative sole source subsea partnership with Oryx Energy. • Spearheaded sole source partnering relationships with Amoco – Canada and Chevron – Alaska. Show less

Director of Sales and Marketing

• Jul 1987 - Jun 1992

Led Marketing, Sales, and Customer Support efforts for this $150 Million global business. Market, customer and pricing initiatives were key to turn-around of unprofitable business to one of FMC’s most profitable, with ROI consistently in the 20-30% range. Managed global force of 63 sales professionals. • Led the development of close, profitable, sole source relationships with major US and Intl airlines. • Achieved highest supplier rating from Federal Express along with $100 M in business over 5 years. • Created product manager organization and product business teams to focus development efforts. • Transformed customer service organization into proactive team, enhancing competitive superiority. • Led development and launch of new modular cargo loader to regain product technical superiority. • Drove global market share from 35% to over 60% for sustained period. • Led acquisition of leading Deicer Company, propelling FMC to dominant supplier to this market. Show less