Finding a full service contractor in which to utilize my multiple years of estimating and business development experience.
Todd Lammie
821 Corbett Avenue, San Francisco, CA 94131
415-999-2300 (Cell) E-mail: toddlammie[at]gmail.com
CORE CAPABLITIES:
• Use a common sense and collaborative approach to problem solving that elevates performance of all parties involved.
• Market trend analysis and strategic direction for new business development.
• Market development and consultative solution selling across multiple industries.
• Excellent technical and business concept comprehension and communication.
• RFP / RFQ / RFI generation / submission and contract negotiation.
• Strong rapport building and relationship management skills.
• Value added sales for outsourcing of engineering and manufacturing support.
WORK EXPERIENCE
BUSINESS DEVELOPMENT / B2B and B2C SALES / ESTIMATOR
Pella Window & Door Company of California, Inc. - Los Altos, CA - 2005 to Present
Target Market – Residential and commercial: architects, contractors, and property owners
Collaborate daily with architects, contractors and property owners on single family, multi-family and commercial projects.
Direct and train team members in handling complex customer situations and project requirements.
Perform detailed material and labor takeoffs; design, prepare and present proposals.
• Design win of a large mixed-use residential and commercial project with a major developer with projected revenue >$1Million
• Developed a WIKI - based competitive profile database on our internal company e-mail system utilized by the sales team.
• Streamlined prospecting process to include GIS mapping solution to better understand customer and industry trends
• Exceeded second year revenue forecast by 50 % and nominated to Pella Corporation’s President Club.
BUSINESS DEVELOPMENT CONSULTANT
Greenlight Industries - San Francisco, CA – 2005
Target Market – Commercial Greenhouse, Large Scale Industrial Warehouses.
Consulted in market development and sales of a high efficiency down lighting systems.
Developed ROI analysis templates for customer financial manipulations.
• Designed and managed a complex field study that measured light output per area against measured plant growth.
• Wrote and published independent report on lighting effectiveness within commercial greenhouse.
• Designed and sold lighting solutions for Apple Store displays installed worldwide.
BUSINESS DEVELOPMENT / FIELD ESTIMATOR
Vickers Concrete Sawing - San Francisco, CA - 2004 to 2005
Target Market – Commercial and Industrial contractors, and facilities and construction management teams
Performed field inspection and blueprint takeoffs estimates for large and small scale concrete demolition and renovation projects.
Consistent leader within the company for highest hourly average obtained on bid work, 115% of sales plan target.
• Moved company into utilization of electronic prospecting and bidding tools for major commercial and institutional contracts.
• Created technical and environmental solutions for complex projects at the SF Embarcadero 3 and the SF Bay Waterfront.
• Major clients: Webcor Builders, Mitchell Engineering, City of San Francisco Public Works, & Swinerton Construction.
BUSINESS DEVELOPMENT CONSULTANT
Optimal Corporation - San Jose, CA - 2003
Target Market – Integrated Circuit package designers in the aerospace and medical device industries.
Marketed a virtual test and verification software tool for semiconductor package and board design.
• Utilized Web-X for online presentation to prospective clients.
• Performed client focused ROI studies for purchase proposals
SENIOR ACCOUNT MANAGER
Amkor Technology, Inc. - San Jose, CA - 2000 to 2002 (purchased Integra in 2000)
Integra Technologies – Phoenix, AZ – 1998 to 2000 (spun out from Lucent Technology in 1998)
Lucent Technology, Bell Labs Division – Phoenix, AZ – 1996 to 1998
Target Market – Semiconductor, Medical and Aero/Defense manufacturers in the Western US and select national accounts.
Marketed and sold consulting services for software design, test engineering and supply chain management
Developed and maintained “VP and Director†level relationships within Fortune 1000, medium-sized and startup companies.
Assembled and remotely managed project teams for the delivery of complex solutions to clients.
Responsible for the entire RFQ generation, submission, and follow up process within Western U.S.
• Developed pricing strategies which resulted in multiple sole source contracts which are still in effect in 2009
• Collaborated and motivated engineering team to develop SDRAM and SyncSRAM testing into a competitive advantage,
• Negotiated a component sourcing solution for St. Jude Medical that eliminated the redesign of an FDA approved product.
• Increased offshore test revenue by more than $5M from Fairchild Semiconductor.
• Converted a $75K one-time contract from ST Microelectronics into a $1.8M annual agreement.
• Identified and negotiated a $1.3M sole source engineering evaluation contract from Northrop Grumman.
• Saved Western Digital over $8M in material procurement by providing successful suppler evaluations
REGIONAL SALES MANAGER
Bell Technologies, Inc. - Phoenix, AZ - 1993 to 1996
Target Market – Semiconductor, Medical and Aero/Defense manufacturers in the Southwestern US.
Marketed and sold software and engineering consulting services.
Prepared and presented RFI / RFP and RFQ responses to government agencies and manufacturers.
Designed marketing material utilized across US sales force.
• Directed market expansion of Mil-Std- 883 compliant memory testing resulting in an increase of $1M in sales.
• Captured over $1000K of new business from Hughes Missile Systems Group and Medtronic Corporation.
TERRITORY SALES MANAGER
DPA Labs Inc. - Simi Valley, CA - 1989 to 1992
Target Market – Medical and Aero/Defense manufacturers in Southern California
Marketed and sold software and engineering consulting and compliance services.
Worked with Federal and DOD acquisition regulations.
Organized participation and developed collateral for regional trade shows.
• Increased corporate revenue by 25%.in Southern California
• Performed analysis that determined market expansion would not be profitable, saving $500,000 in capital expenditures.
• Secured contract awards for “Space Level†testing from McDonnell-Douglas, General Dynamics, and JPL.
SENIOR ESTIMATOR / PROJECT MANAGER
Various Construction Companies – Toledo, Boston and San Jose, CA – 1981 to 1989
Worked with architects, contractors and property owners to provide detailed project proposals.
Managed multiple team members and subcontractors for consistent successful and profitable project completion.
Detailed knowledge of site work, asphalt paving, concrete, carpentry, electrical, painting and wall coverings trades
• Led team on Major hotel renovations in Santa Cruz and San Diego.
• Managed paint crew responsible for maintenance of a 1200 unit complex in suburban Boston.
EDUCATION
• University of Toledo, Toledo, Ohio - Bachelor of Arts in Physical Sciences
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