Director of Business Development

Sales Management / Growth Strategies / Startups & Turnarounds / Best Practices / Distribution Product Development & Launch / P&L / Multi-site / Customer Relations / National Accounts

I am a highly accomplished business development, sales and operations professional with a continuous track record generating revenues and improving bottom-line results in very competitive B2B environments. Utilizing my combined sales and operations acumen, I have created and instituted dynamic strategies to penetrate accounts, expand markets and break into new markets.

Identifying and seizing new business opportunities
Building, leading and training highly productive teams
Increasing productivity and maintaining focus on customer satisfaction
Turning around underperforming organizations
Surpassing sales and profit goals while achieving operational excellence

Supervisors and peers have described me as a very effective manager with strong leadership, planning and organizational skills. I enjoy golf and building clubs, travel and music. Earlier in my career, I played professional baseball for 3.5 years in the Cleveland Indians organization. My BS in Management is from the University of New Orleans and I attended Mascos Leadership program at Michigan State. I am also a certified Six Sigma Green Belt.

CAREER OVERVIEW & SELECTED ACCOMPLISHMENTS

Director of Operations / Sales / Product Management, Masco Contractor Services ($3.5B building materials supplier) 2003 to 2009. Progressed steadily through positions as Product Manager, Sales Manager and Regional Sales Manager to direct operations of 10 divisions, plus a distribution division, with 500 employees and $352M in annual sales. Held overall responsibility for growing sales and managing bottom-line P&L.

Implemented aggressive business development plan, growing business $50M. Promoted to Director of Operations with challenge of growing the cabinet business. Crafted and implemented new growth plan, opening 28 new cabinet divisions, acquiring three new businesses, and absorbing six locations from a sister company.

Established international partnership to launch new product. Determined market potential and opportunity for new lower cost product. Developed new solid surface countertop product with Korean manufacturer. Coordinated production with Korean and Masco engineers, set up fabrication unit in Florida, and test marketed product in two markets. Generated $300K in sales in six months with 21% margin.

Met customers special needs, producing $6M in sales. Identified potential customer if MCS could deliver to his 40+ Florida locations and do it better than competition. Designed, implemented and staffed logistics plan to meet customer needs. Drove new sales at a 20%+ profit margin, with 97% complete, on-time product delivery.

Successfully doubled annual sales to $10M with 15% net profit at under-performing operation. Austin division of MCS was operating with zero profit on $5M in sales. Performed thorough analysis and implemented new operating procedures. Introduced strategic sales plan, trained staff and empowered the local management.

Builder Sales Manager, Merillat Industries ($900M division of Masco Corp.) 2000 to 2003. Led sales of kitchen cabinets to large national builders. Managed field personnel and customer service with sales of $2.5M. Achieved $2M in new sales in year one and expanded sales in each subsequent year.

Built new division sales to over $2.5M in only two years. Tasked with establishing new market in Raleigh for Merillat. Created and initiated comprehensive business development plan to target major local and regional builders. Successfully grew new sales territory from zero.

Regional Sales / Operations Manager, Triangle Pacific Corporation ($225M building materials company) 1986 to 2000. Promoted to Regional Manager from Division Manager and Sales Rep, responsible for both sales and operations of six divisions, 100 employees and $25M budget. Led region to five consecutive years of 20%+ growth.