ANDREW CLARKE STONEMAN
310 East 21st Street
Costa Mesa, CA 92627
949 355 4634
SENIOR ACCOUNT EXECUTIVE
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A proven sales executive in a multitude of markets selling both products and services to C-level clientele nationwide and abroad. A solid, 20 year plus, track record of exceeding quotas and driving new products. Proficient at account qualification, lead follow up, forecasting, negotiations, and complex target interfacing with senior staff. Proactive at finding new markets, both domestic and international, and creating revenue growth. Exceptional account management skills focusing on customer confidence and trust through assertive service and follow up. Repeat sales award winner.
Areas of Expertise:
Revenue/Profit GrowthB2B SalesCampaign/Branding
Group PresentationsNegotiation Account Management
Written CommuniquesDistribution SalesLeadership
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CAREER HIGHLIGHTS
Expanded BORMs international markets and secured accounts in Mexico, UAE, and China. Additional RFPs in excess of 1.5 million.
Major client wins while at Display Works included Toshiba Medical, Broadcom, Disney Corp., Nike, Sony, ATL Products, Odetics Engineering, Quantum Technologies and Rohl Corp. 700k+ per year.
Increased close ratio from 23% to 59% on viable prospects with DTS Engineering. Grew region to highest to date revenue totaling over 1.8M in projects for 06.
Drove Bali Style to profitability in first quarter of second year (2004).
Ingram Micro Gold and Silver Quota Awards.
PROFESSIONAL EXPERIENCE
BORM ASSOCIATES Irvine, CA2007-Present
_ Manager of Global Business Development for international consultant firm specializing in various turnkey engineering solutions with a gross annual revenue of $15-20 million. Company service portfolio comprised of structural, civil, MEP, infrastructure engineering disciplines as well as finish material imports. Additional company fortes include due diligence, feasibility studies, sustainability consultation, master planning and design build cold form steel for residential and commercial markets.
_ Managed premier clients including Callison, HOK, WATG, Emmar, Aldar, URBI, and a wide range of architectural and development firms in the US, Middle East, Asia, and Latin America.
_ Expert in tactical prospecting, client qualifying, RFP soliciting (over 1.5million in 08), proposal / contract negotiations, and presenting to domestic and international clientele in the commercial, mixed use, hospitality, infrastructure, and residential sectors. Personally scheduled and participated in more than 100 client / prospect meetings in 2008.
_ Strategically managed company resources, expense accounts and personnel to meet and exceed revenue objectives. Hands on marketing material design, oversight and dissemination / presentation at conferences, trade shows, and specialty events both domestic and international. Regular principal / senior staff interfacing and collaboration on company course reviews, market analysis, and growth strategies.
DTS ENGINEERING CONTRACTORS, Newport Beach, CA2006-2007
_ Senior sales and site supervisor for independent commercial engineering contractor specializing in storm drain, sewer, and domestic water line surveying, excavating, and installation.
_ Daily, weekly, and monthly scheduling and coordination of resources, job oversight control, executive management reports and deadline adherence. Regular prospecting and closing of contract sales to commercial construction and general contractor entities.
_ Clients included Koll Company, Kia Motors, City of Irvine and Newport Beach municipalities, Irvine Company, Shell Corporation, Wainright Development, and Lusardi Construction.
BALI STYLE, San Clemente, CA 2003 2006
_ Capital Partner, Senior Account and Design Executive for independent import firm specializing in furnishing and structural design, interior and exterior space planning, landscape, and personal procurement abroad in Southeast Asia.
_ Simultaneously managed retail, wholesale, and custom sales clientele while
continuing to broaden enterprise capabilities and account base.
_ Personally developed and executed broad base marketing campaign including
logo / brand development, company profile and print ads, press releases and all direct
mailer composites including copy layout and content.
_ Developed and nurtured purchasing relationships with various overseas vendors
specializing in wood and metal fabrication, stone and textile sourcing, and personal antique procurement. Cemented both export and import agent contracts in Indonesia and the U.S. coordinating the shipment and receipt of container goods.
RELIANT PHARMACEUTICALS, Huntington Beach, CA 2002 2003
_ Field sales representative promoting a varied portfolio of lipid and hypertension
control products to physicians in an Orange County territory.
_ Regional event spokesman for Lescol XL to Associated Doctors of Orange
County and Greater Newport Physicians.
_ Appointed district trainer to area representatives while acting as a preferred conduit between management and field sales specialists. Spearheaded distribution of marketing materials, new hire orientation , event scheduling, and monthly synopsis report to regional management.
DISPLAY WORKS, Irvine, CA 1995 2002
_ Personally responsible for prospecting, securing and maintaining high profile
accounts for a leading custom exhibit house. First hand involvement in conceptual
design, engineering, and construction of trade show properties in the computer, entertainment, sportswear and medical industries. 700k annual sales. Acted as special liaison traveling to
targeted locales, show sites, corporate facilities, and installations to personally
supervise and direct execution of various marketing solutions.
_ Customized client proposals and presentations including estimate compilation, digital animations and material call outs.
_ Incrementally sold additional peripheral services including logistics, exhibit
management, show site set up / knock down, staff travel coordination, proprietary
promotional items, and property storage contracts.
_ Recognized and acknowledged for superior sale of ATL exhibit in Exhibitor Magazine, July of 97.
_ Consistently achieved specified quarterly and annual quotas for 6 years.
INGRAM MICRO, Santa Ana, CA 1992 -1995
_ Outstanding Sales Award winner June 93, March and April 94.
_ Service of excellence commendation July 93 from VP of Tele-services.
Multiple promotions (AR- BDG- AE).
EDUCATION AND PROFESSIONAL DEVELOPMENT
- B.A. English, Long Beach State University, Long Beach, CA
- Extensive American, European, Latin American, and Asian travel.
- Miller Heiman Strategic Selling, Irvine Campus Extension.
Software Proficient: Adobe applications, ACT, DELTEK Vision, Microsoft Office Suite.
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