Executive-Level Sales, Marketing, or Business Development

Results-driven and creative executive commanding more than 25 years of experience spanning sales, marketing, development, and operations management. Offer proven track record of generating millions of dollars in new business, return on investment, and cost savings as well as increasing market share and business growth. Expertly build and maintain top-performing sales teams. Strategic problem solver and out-of-the-box thinker known for "making things happen" and capitalizing on solutions to drive win-win results.

Business Plan Creation | Product Development | Value Propositions | International Selling | Negotiations
Sales/Marketing Planning | Customer Relations | Turnarounds | Team Development/Leadership
Product Introductions | Operations Management | Market Analysis | Technology Integration

Professional Experience

Confidential, Cumming, GA | Present

V.P. Business Development: Utilizing my experience to provide consulting and business development in a wide variety of business applications and verticals. From Sales Team development, Sales Mentoring, Marketing / Competitive analysis, and Marketing program development to operational optimization and technology integration of enterprise applications such as EAM, BPM, and MES. Recent projects include:

• A 3PL company looking for a customer acceptance and location assistance
• Electric Motor Manufacturer on product development and application
• Industrial Equipment Vendor looking for Marketing Analysis
• Customer looking for Vendor evaluation of enterprise applications
• ROI analysis for optimization of industrial process

Confidential, Boston, MA | 2007-2008
Privately owned Software Development firm

National Account Manager: Provide Optimization solutions for Power Generation Assets. NeuCo's products allows customers to get more energy out of the same amount fuel while driving down emissions through the use of neural nets and multivariate control algorithms.. Prospected for new business within targeted accounts throughout US and Canada. Conduct ROI studies and feasibility studies concerning advanced controls, predictive algorithms, and alarm management. Analyze process automation, controls, software application, systems integration, and custom application development.

• Boosted business pipeline $5M by turning around several troubled accounts and achieving budgets for next-year purchases; demonstrated improvement in current software product offering versus problem-prone software from competitors or previous proprietary applications.
• Produced $15M in new business pipeline and received RFPs from 3 companies for performance monitoring and predictive maintenance application for their power generation plants by introducing new technology and demonstrating effectiveness of products to improve efficiencies and reduce maintenance outage costs.

Confidential, Long Beach, California | 2006
Provider of adaptive software platforms for global operations execution.

Global Account Manager: Performed competitive research on MES offerings within mills product vertical, including companies such as ABB, Honeywell, Siemens, Wonderware, and GE. Identified gaps in offerings; collaborated with development group to address gaps and differentiate offerings from competitors. Coordinated with SAP Market Vertical Specialist to capitalize on opportunities within existing accounts.

• Accelerated return on SAP software investment by identifying opportunity in SAP PM module to extend value proposition.

Confidential, Toronto, Canada | 2004-2006
Start-up software firm.

Senior Sales Executive: Administered Fortune 100 accounts within Southeastern US territory; clients included Weyerhaeuser, Lorillard, and NewPage. Managed European SAP accounts for Mercedes, BMW, UPM, Stora Enso, and Electrabel. Worked with SAP regarding integration of product into their accounts. Spearheaded, conducted, and delivered ROI value assessments concerning deployment and implementation of NRX solutions; established strong fundamental investment basis.

• Facilitated easy user access to native SAP R/3 modules via introduction of NetWeaver Portal application (VIP) that allowed 3rd-party programs access without need to write APIs or similar NetWeaver applets.
• Achieved immediate user acceptance improvement and productivity increase of 40% for Weyerhaeuser through selling and deploying 5,000 VIP users across 80 box plants and 26 pulp & paper mills; realized $4M in annual savings for pulp & paper mill via deployment of ACM product.
• Installed VIP for 1,100 users at Lorillard, which was 2nd account to integrate VIP solution

Confidential, (Atlanta, Georgia) | 1991-1996/2002-2004
Multibillion-dollar global technology and controls group.

Regional Business Development Manager: Tasked with prospecting new business in Southeastern US. Promoted entire product offering and capitalized on potential opportunities previously untapped. Prospected contacts and networked to discover new opportunities for existing product; turned over secured accounts to specific product group to complete final actions.

• Developed and executed multimillion-dollar plan to implement comprehensive energy management solution across 400-building university campus. Orchestrated $8M project comprised of deploying and integrating 5 million-gallon chilled water plant and 4-turbine power house using Wonderware HMI. Established unified interface to effectively and securely manage campus-wide solution.
• Saved $5M per dam over 5-year period, decreased inconsistencies in electric current, and reduced wear and tear on large transformers by replacing antiquated analog controls for hundreds of hydro turbines; deployed digital, triple-redundant control for high-speed steam turbines.

Confidential, Atlanta, Georgia | 2000-2002
$125M international company specializing in development, sale, and implementation of EAM software.

Senior Sales Executive: Managed EAM software throughout Southeast territory. Prospected and collaborated with potential customers interested in acquiring and deploying technology. Responded to RFPs, drafted proposals, conducted presentations, and implemented strategies to win business. Negotiated contracts, software licenses, and statements of work (SOW). Participated in meetings and post-sales work sessions to ensure customer satisfaction.

• Secured $10M order by selling 4,000-seat EAM software license (largest sale in company history) to multinational newsprint manufacturer; solution facilitated cost-of-maintenance function on daily basis and centralized access to KPIs and other internal measurements for corporate management.

Confidential, Atlanta, Georgia | 1996-2000
Global leader in power and automation technologies.

Director of Sales/Marketing, Pulp & Paper Group: Led 6-member sales team and product development group consisting of PhD, Engineer, and Programmer as well as 2 Application Engineers, 2 Proposal Engineers, and 3 general office personnel. Administered $3M budget. Forecasted sales and deliveries. Assigned target accounts and interfaced with sales team to formulate winning strategies. Participated in presentations, negotiations, and issue resolutions. Authored white papers for industry conferences.

• Quadrupled sales from $7.2M to $32.4M in 3 years by introducing new products and control techniques.
• Won contract for MES/product tracking software application for 18 mills at North American Fortune 100 company through utilization of established products and brand equity.
• Eliminated use of costly and temperamental instrumentation required to operate in harsh environments via utilization of PEMS for power and recovery boilers found in paper mills.
• Improved information collection for diagnostic and control algorithms, while integrating unified HMI and real-time database to produce key process model, by orchestrating multimillion-dollar advanced technology program for signal filtering.

Education, Training, & Patents

Bachelor of Science, Medical Technology

Holden "Power Base" Selling | Sandler Sales Institute Courses | Sales Representative Essentials

5,149,401: Steam Shower and Vacuum Apparatus and Method of Using
Pending: Curved Surface Application of Coanda Steam Nozzle