Sales & Marketing Professional
A versatile sales and marketing professional with more than 20 years of progressively increasing responsibilities in the sale of water and waste management contracts as well as industrial equipment and consumables.
Expertise includes outstanding skills in putting together winning sales teams, client relations, new business development, setting up distribution networks, managing P&L operations and turning around weak sales territories.
Southwest Water Company, Inc., SWWC Services, Inc., Los Angeles, California 2000-2009
Vice President of Business Development (2008-2009)
Generated new contracts to manage and operate local community water services for cities, municipalities and special districts throughout the United States for a major water and wastewater services utility with $220 million in revenues, 1,400 employees, and operations in California, Texas, Mississippi, Georgia, New Mexico, Alabama and Colorado.
- Completing two proposals to Red Bluff and Perris, California for operations, maintenance and management of water and wastewater systems.
Vice President of the Western Region (2006-2008)
Responsible to the COO for all company operations, profitability, budget, fleet management, client relations, business development, customer retention, and staffing for California and Colorado, representing $21 million in revenues.
Turned around a losing region and generated a $1.4 million profit before taxes during the first year.
Completed the renewal of current contracts.
Negotiated a settlement agreement with regulatory authorities.
Initiated new operations and maintenance contracts for the Mountain House Community Services District, resulting in $3.2 million in revenues and a 12% profit before taxes.
Successfully negotiated payment of $141,380 in past due accounts payable from one client.
Reduced aged receivables by $750,000.
Successfully addressed a breach of contract letter from a client, resolving areas of the claimed breach directly with the city manager and mayor.
Turned around the Colorado market with a profit swing of $200,000 per month in eight months.
Successfully negotiated the return of $2.1 million retainage from a construction project at San Juan Capistrano.
Business Development Manager, Western Region (2000-2006)
- Grew client base from 16 to 26 contracts, including:
|San Simeon Community Services District (CSD)
||McCanna Ranch Water Company
|Mountain House Community Services District
||San Juan Capistrano
Increased annual revenues by 39.5%, from $15.5 million to $21.6 million as well as profit before taxes from a loss of $140,000 to a profit of$1.2 million.
Negotiated the early renewal of seven client contracts for an additional five years for:
|Mountain House CSD
|San Simeon CSD
Dynegy, Inc., Houston, Texas 2003-2006
Sold electricity, natural gas and propane to industrial, commercial and institutional clients as well as proprietary energy management software for a major international energy marketing firm.
ITW Welding Products, Inc., Appleton, Wisconsin 1996-2002
Western Region Business Manager
Managed the sale of five competing brands of welding products within a 13-state region along with 13 district managers for a major welding products manufacturer.
Reorganized sales territories to utilize managers more efficiently.
Set up new distribution networks that increased market penetration by 12%.
Achieved an average 18% sales growth over six years while controlling expenses.
MG Welding Products, Inc., Menomonee Falls, Wisconsin 1994-1996
Director of Sales & Marketing
Managed sales, marketing, quality control and training for an entire division with five managers, four sales representatives, one international sales manager and ten staff for a manufacturer of welding consumable products.
Increased revenues from $13 million to $16.5 million in two years.
Reorganized domestic sales territories, reducing travel expenses by 15%.
Negotiated distributor agreements with domestic and international clients.
Implemented a strategic advertising campaign that included new collateral materials and objectives.
Introduced a new private label product line in Home Depot, Ace Hardware, Menard’s Hardware and Home Hardware Stores, Canada.
Hobart Brothers Company, Troy, Ohio 1988-1994
Regional Account Manager
Created a direct sales network in 13 western states for a major welding equipment and consumables company.
Increased sales revenues in the western region by 16% through distributor and direct sales networks.
Established company products on state and federal approval lists to facilitate sales to government agencies.
Eutectic Corporation, Flushing, New York 1986-1988
Regional Sales Manager
Managed six sales representatives in Southern California and Hawaii for a manufacturer of specialty welding alloys.
Increased sales by 10% each year.
Reorganized sales territories by zip code, permitting greater market penetration.
Managed regional expenses and achieved overall expense reduction by 17%.
MG Welding Products, Inc., Menomonee Falls, Wisconsin 1984-1986
Western Regional Sales Manager
Managed six sales representatives within an 11-state region and increased revenues from $750,000 to $1.25 million over two years. Controlled expenses while increasing sales.
Began sales career by selling welding equipment and consumables for one of the largest manufactures in the United States. Rose from a customer service representative position to sales manager and senior sales representative.
National University, Sacramento, California
Business Administration, Marketing and Information Systems, 1984-1985
Other Courses: Computer Programming and Basic Programming