SALES OPERATIONS DIRECTOR/VP
- Retail/Commercial Construction
- New Single-Family/Multi-Family Construction
- General Building Supplies

Sales operations executive with more than 25 years experience managing sales, purchasing, marketing, operations, personnel and merchandising at the local, district, regional and corporate level for both start-up and established building supply companies. Areas of expertise include:

- Finding better ways to identify opportunities for accelerated growth and developing long-term relationships
- Developing programs/processes that effectively increase sales and margin while reducing costs
- Building and retaining highly motivated sales teams, distributor networks and manufacturer representatives


AREAS OF EXPERTISE

- Key Account Management/Retention
- Contract/Price Negotiation
- Merchandising/Inventory Control
- Sales and Business Development
- P&L Management
- Staff Development/Training
- Strategic and Market Planning
- Relationship Building
- Budgeting and Expense Control
- Loss Prevention / Shrink Control
- Advertising and Promotion
- Asset Management


PROFESSIONAL EXPERIENCE


TIBBETTS LUMBER CO., Land OLakes, FL 1/2010 CURRENT
Commercial Business Development Specialist (West Central Florida Region)

With a focus on the commercial/contractor business unit, developed sales leads in a significantly depressed construction market within the west central Florida region, as well as increased sales and margin with locally/regionally-focused builders.
Overview of challenges: Develop new sales opportunities and customer-retention through long-term relationships.

Key contributions:
- In Q1/Q2 2010, increased operational customer base by more than 35% and increased operational sales by more than 20%.


PROBUILD (PREVIOUSLY HOME DEPOT/HD SUPPLY), Tampa, FL 8/2007 7/2009
Business Development Director (Central Florida Region)

Utilizing broad knowledge of construction industry and company products and services, both developed sales leads in a down construction market within the central Florida region, as well as increased sales, margin and retention of existing customers, including both local and national builders.

Overview of challenges: Develop new sales opportunities and increase customer-retention, educate contractors, perform previously lacking site visits and cultivate long-term relationships.

Key contributions:
- Within first 12 months, increased operational customer base by almost 40% and increased operational sales by more than 25%.
- In just under 2 years, increased operational customer base by almost 80% and increased operational sales by more than 35%, all during a down construction market.
- Executed a 500% increase in personal customer base in less than 24 months.


BUILDERS FIRST SOURCE, Tampa, FL 2/2000 8/2007
Business Development Manager

Introduced and educated area industry to the Builders First Source product and service offerings with an emphasis on building long-term relationships with local and national builders. Provided leadership and direction for sales and operational staff and developed sales techniques and product knowledge training to capture a broader market.

Overview: Brought into new regional operation experiencing minimal growth to build brand awareness and increase sales. Charged with managing and growing new business development.

Key contributions:
- Grew sales to $15mil annually, beating each increased annual sales target, including a 20% increase in sales within the first 12 months.
- Corporate Platinum Award recipient 5 straight years for sales over $8mil annually.


HILLSBOROUGH BUILDERS SUPPLY (ACQUIRED BY BUILDERS FIRST SOURCE), Tampa, FL 1/1999 2/2000
Operations Manager

Designed and built new millwork operation. Broad scope of responsibility included P&L accountability, strategic market planning, business development, sales forecasting, marketing, pricing, purchasing, training, inventory control and management, safety requirements and operational policies and procedures.

Overview: Brought in to build new millwork division and grow annual sales of entire building supply operation. Charged with providing unit direction, cutting operational costs and developing proper training for sales staff.

Key contribution:
- Within the first 12 months of millwork division going operational it contributed more than 15% to overall operational revenue.


HOME LUMBER COMPANY, Dyer, IN 7/1992 1/1999
Sales Director

Developed and implemented significant changes in corporate sales methods and objectives. Responsibilities included sales training programs, customer satisfaction/credibility issues and advertising and promotions. Designed and introduced new performance-based commission program for the sales department. Created new kitchen cabinet department and remodeling department for increased operational sales and margin.

Overview: Brought in to overhaul sales division experiencing very stagnant growth (less than 2% annually). Charged with providing sales direction, developing new product programs and instituting proper training for sales staff.

Key contributions:
- Increased sales 300% to more than $15mil annually.
- Established a very successful kitchen cabinet department that accounted for more than 15% of annual operational revenues.
- Established a multi-family unit remodeling department that tripled sales at 30%+ margin within 2 years.
- Started an industry vendor-supported contractor breakfast program to increase product awareness in customers.


EDUCATION & AFFILIATIONS/PROJECTS

Electrical Engineering/Business, PURDUE UNIVERSITY
Electrical Engineering, INLAND STEEL APPRENTICE SCHOOL


National Association of Home Builders (SPIKE Member)
Greater Tampa Bay Builders Association
ABCs Extreme Makeover Home Edition
Habitat for Humanity