TO FIND A COMPANY THAT HAS NEED OF A 25-YEAR EXPERIENCED VP OF AE&C HANDS-ON EXPERTISE IN UPPER MANAGEMENT OVERSEEING
ENGINERING DESIGN AND CONSTRUCTION MANAGEMENT PROJECTS HAS BEEN RESPONSIBLE FOR SLAES & MARKETING OF $400 MILLION IN CONTRACTS WHILE WORKING AS THE VP OF AE&C
RESUME
ARCHITECTURAL-ENGINEERING –CONSTRUCTION MANAGEMENT SALES - MARKETING EXECUTIVE
INTRODUCTION-BUSINESS DEVELOPMENT
EXCEEDING 1. 5 BILLION IN CONTRACTS -Presently seeking a position with an architectural engineering construction, corporation whereby I can provide my (28) years of expertise in sales and marketing, design, management and building construction of A/E projects. I have 28 years of “hands-on†experience in running construction companies, and very successful in selling and marketing record of mega A/E & C contracts exceeding sales and marketing of A/E & C contracts.
RESPONSIBLE FOR SALES & MARKETING & PROJECT MANAGEMENT
I was responsible for sales & marketing for bringing in A/E & C projects that included contracts for providing planning – project management -design -engineering – procurement –construction – construction management –cost control- quality control, and CPM scheduling. I was also responsible for the total PROJECT MANAGEMENT of the projects overseeing as many as (125) professional personnel and (350) construction personnel, (14) general contractors & (80) sub-contractors in (7) states and (2) countries!
ALWAYS A LEADER
I have always been the leader of the marketing group, participating in the presentations or “pony & dog shows, I would bring all of my engineers group leaders to participate by letting them express their expertise that would be utilized for the client’s projects. We would provide photos slides & examples of our expertise.
I learned quickly that clients want a firm that has the “hands-on†experience, and education to meet their immediate needs and the assurance of their needs being met including budget and completion schedule.
I have been responsible to the firm for bringing in the work, making sure that the projects were being designed as per scope of work & implementing organization, management and communication skills keeping the clients informed of the work schedule, hours used, staying on budget & providing up-dated schedules of the milestones and critical deliveries on equipment.
CLIENTS WANT SOMEONE THAT CALLS UPON THEM TO BE A PROBLEM SOLVER FOR THEIR BUSINESS- SOMEONE WHO HAS “HANDS-ON: EXPERIENCE IN WHAT HE IS SELLING. I can not tell you how many times that clients have given me large contracts because they knew what I was selling –engineering construction services for their facilities and that I was not a MBA sales person with zero experience in discussing design & construction problems.
My objective is to be the liaison between the client & the management officer that I am working for making sure that I am keeping all parties informed in answering all of the client’s requests
MY BASIC FORMAT FOR CLOSING OUT CONTRACTS FOR MY COMPANIES
q Must know the company’s expertise, key personnel capabilities, manpower schedule, and the availability of key personnel. Look at other options and joint ventures.
q Must have total support of top management and key managers of the company to make a strong selling point of the company’s commitments to excellence.
q Must have strong presentation experience in verbal/written.
q Must have a positive presence about him that radiates enthusiasm about the company he represents. He must be very aggressive, very honest and ethical
q Must have that skill of organization, communications, and always glad to listen and offer a solution to the clients’ problems. Must be strategic planner.
q Must know how to focus on the company’s established goals & objectives.
q Identify and close new business opportunities
q Must know how to arrange presentations, demonstrations or site visits and must know when to bring key personnel in to close the gap of expertise.
q Established relationship with clients, having a preferred status with the clients.
q Works close with top management personnel to correlate business development with cost estimates, proposals and negotiations. Supervise marketing & sales team
q Must maintain strategic relationship with sub-contractors, vendors, in planning, directing controlling projects. Report sales activities to management/ assist in contract negotiations
REFERENCE: AAAA-SALES –MARKETING REPRESENTIVE – 9-09-09
PAGE II – SALES & MARKETING MANAGEMENT EXECUTIVE
STRENGTHS IN EDUCATION –EXPERIENCE- PROFESSIONAL ASSOCIATIONS
q Bachelor of Science degree in Construction Management –4:00GPA
q Masters of Science degree in Construction Management
q ABA in architectural engineering qualifying with the NCARB National Examiners for Licensed Architects in Louisiana –1986/Texas-1988/Georgia-1999
q 28 years hands-on experience in managing and building A/E design projects
q Licensed General Contractor - (commercial, multi-family- chemical plants-manufacturing
q Chartered –Licensed Contractor & Builder in Texas & Louisiana
q Sales & Broker graduate – LSU – Burk Baker & Bob Brooks School of Real Estate-La.
q Successful in commercial –industrial real estate sales
q Senior member AIA- American Institute of Architects
q Senior member IIE – Institute of Industrial Engineers
q Senior member of AICE -American Institute Cost Engineers
q Solid analytical, problem solving & technical skills/Excellent computer skills – Primavera P3
q Strong written & verbal communications, interpersonal leadership and organizational skills.
q Extensive communications abilities and strong clientele practices.
q Interfacing management skill experience with the clients and building officials.
q Strong documentation practices of activities & correspondence in management & sales
q Conducting daily, weekly & monthly meetings with client, design team –contractors, etc.
q Expertise in organizing of design – construction projects & sales & marketing schedule.
q Believe in strong organizational and communications procedures: to review all on-going projects reviewing the financial status, CPM scheduling, the manpower problems, etc.
WORK HISTORY -LIST OF CORPORATION S & FIRMS
1..1998-2009 – PCMINC FACILITIES MANAGEMENT GROUP
MCKNIGHT & ASSOCIATES, AIA
SALES REPORT- $70 MILLION IN PROJECTS
TITLE: OWNER –PRESIDENT – CEO –LOCATIONS: Augusta GA & Aiken, SC
TYPES OF PROJECTS: COMMERCIAL- INDUSTRIAL- PETRO-CHEM – CRIMINAL JUSTICE –
MANUFACTURING –SCHOOLS –FOOD PROCESSING -STUDIES
CLIENTS: LOCKWOOD GREENE E&C, ROSSER INTERNATIONAL- A/E FIRM, COLUMBIA COUNTY
LS3- ARCHITECTS - AIKEN COUNTY PUBLIC SCHOOLS - CITY OF AIKEN
q Sun Trust Real-Estate –Financial Group - $4.1 million- three-stories Country Inn & Suites Hotel
q Aiken County School System - & LS3P Architects – (3) school projects -$4.5 million
q Columbia County & Rosser International - $14 million Detention Center, a $2.4 million Healthcare Facility, a $13million courthouse justice center and a renovation project at existing correctional center.
q Lockwood Greene Engineers & J A Jones Construction - $9.5 million projects including a three-story office center, environmental correctional project, expansions project
q LS3P Architects-$4.5 sports facilities, tennis clubhouse/ Bumble Bee Foods –production lines
2.1990- 1998 STUBBS-OVERBECK ENGINEERING & CONSTRUCTION
JOINT VENTURE with PCMINC - GENERAL CONTRACTOR
SALES REPORT- $237 MILLION IN PROJECTS
TITLE: VP – OWNER -CONSTRUCTION –GENERAL CONTRACTING
LOCATIONS –Texas, Louisiana, Florida, & Indiana,
TYPE OF PROJECTS: Pharmaceutical, manufacturing, industrial, Food Processing
CLIENTS: SHELL RESEARCH – NL BAROID MIMERALS, MILCHEM MINERALS- ARNOLD OIL, BRISTOL MYERS SQUIBB, BUDWEISER BREWERY.
Shell Research - $75 million, 13 buildings, tank farm facilities, water-sewerage treatment facilities
NL Baroid- $75 million – 200,000 tons /year Barite ore production, 6 buildings, loading –unloading trucking, rail, and water port facilities at the Port of Lake Charles
Milchem Minerals- $15 million- 90, 000 tons /year production –Barite ore Facilities-Galveston, Texas
Arnold Oil- $15 million - 100,000 tons per year production – Barite ore [at] Port of Baton Rouge, LA
Bristol Myers - $25 million – expansion to production lines at the Evansville, IN Facilities
Budweiser -$32 million – expansion to production lines at the Jacksonville, FL Facilities
PAGE III – SALES & MARKETING MANAGEMENT EXECUTIVE
3.1985-1990 -EDECO ENGINEERING & CONSTRUCTION CORPORATION
SALES REPORT - $200 MILLION IN PROJECTS
TITLE: VP ENGINEERING & CONSTRUCTION –LOCATIONS: Oklahoma, Louisiana, Texas
HEAVY REFINERY-CHEMICAL –MANUFACTURING –INDUSTRIAL FACILITIES- GRASS ROOTS –
EXPANSION –ENVIRONMENTAL
4.1980-1985 – NOVA ENGINEERING & CONSTRUCTION
SALES REPORT: $500 MILLION IN PROJECTS
TITLE: VP ENGINEERING & CONSTRUCTION –LOCATIONS: Okalahoma, Louisiana, Texas,
TYPE OF PROJECTS: REFINERY-CHEMICAL -EXPANSION –ENVIRONMENTAL
CLIENTS: SONOCO- PHILLIPS PETROLEUM –TEXACO – COASTAL OIL
$ 300 million –5-year contract for engineering & construction of Major environmental –expansion projects at the Borger Refinery at Borger, Texas where I was overseeing 125 professional personnel and 350 construction personnel at the facilities site. $65 million –projects at New Jersey facilities for Coastal Oil, $ 35 million for expansion & environmental projects at Sonoco in Tulsa, Oklahoma.
MARKETING TOOLS THAT MUST BE REVIEWED DAILY FOR POSITIVE MOTIVATION
· Product knowledge- You must know your product –totally committed to excellence
· Communication –with all parties in your company- especially the top management group
· Small & Large Presentations – Depends on the clientele’s needs- do not oversell your services
· Leadership – Utilizing leadership qualities in planning-directing -controlling all aspects of sales
· Group Training – Having round table meetings –input of creative ideas in selling the product
· 1-on-1 Training – Utilizing the most successful person’s input in your company
· Self Management – Stay on schedule- Be a good planner - overcoming rejections with positive
· Group Management – Having meetings of thoughts-group analysis – provide outline of work
· Client Interaction – Be relaxed with clients- arrange golf game- talk about client’s interests, etc
· Developing Marketing Strategies/Promotions/Incentives – Must have a master plan –Go for it!
I can work 20 to 40 hours per week with a base salary of $ 52, 000 to $104,000 per years with an very attractive commissions (5-10%) increasing your total earning potential to an executive level after the second year. My contract sales – marketing position amenities would include mileage reimbursement and company laptop. I would consider an comprehensive benefits package including group health, dental, short and long-term disability, life insurance, and 401K, employee stock purchase plan, paid holidays, vacation and sick days if offered.
The main duties and responsibilities of a Branch Manager include;
· Outside Sales and Marketing.
· Telemarketing, Internet Marketing, and Mail Marketing.
· Active in the community and local area Chamber of Commerce.
· Recruiting, screening, and maintaining a sufficient pool of qualified applicants to meet our customers specific staffing requirements.
· Provide superior customer service 24 hours a day, 7 days a week.
· Conducting employee orientations and safety training.
· Dispatching qualified employees to customers job sites as required to meet our customers specific staffing requirements.
· Contact customers routinely to best insure our service meets or exceeds customer expectations and to build customer goodwill.
· Responsible resolving service issues with customers promptly and effectively.
· Responsible for branch sales and marketing activities which include recognizing, creating, and developing marketing opportunities to expand our customer base and increase branch sales.
· Responsible consistently achieving company prospecting/marketing quotas and sales goals.
· Maintain accurate and detailed Sales/Marketing and business activity reports.
· Follow company guidelines and policies relating to evaluating and extending credit to customers.
· Responsible for providing employees basic safety training and perform job site safety inspections.
· Maintaining an adequate supply of safety equipment to issue to employees when required.
· Responsible for branch expense control.
· Responsible for achieving branch profitability goals.
· Responsible for supervising branch staff for maximum productivity and efficiency.
RESUME
ARCHITECTURAL-ENGINEERING –CONSTRUCTION MANAGEMENT SALES - MARKETING EXECUTIVE
INTRODUCTION-BUSINESS DEVELOPMENT
EXCEEDING 1. 5 BILLION IN CONTRACTS -Presently seeking a position with an architectural engineering construction, corporation whereby I can provide my (28) years of expertise in sales and marketing, design, management and building construction of A/E projects. I have 28 years of “hands-on†experience in running construction companies, and very successful in selling and marketing record of mega A/E & C contracts exceeding sales and marketing of A/E & C contracts.
RESPONSIBLE FOR SALES & MARKETING & PROJECT MANAGEMENT
I was responsible for sales & marketing for bringing in A/E & C projects that included contracts for providing planning – project management -design -engineering – procurement –construction – construction management –cost control- quality control, and CPM scheduling. I was also responsible for the total PROJECT MANAGEMENT of the projects overseeing as many as (125) professional personnel and (350) construction personnel, (14) general contractors & (80) sub-contractors in (7) states and (2) countries!
ALWAYS A LEADER
I have always been the leader of the marketing group, participating in the presentations or “pony & dog shows, I would bring all of my engineers group leaders to participate by letting them express their expertise that would be utilized for the client’s projects. We would provide photos slides & examples of our expertise.
I learned quickly that clients want a firm that has the “hands-on†experience, and education to meet their immediate needs and the assurance of their needs being met including budget and completion schedule.
I have been responsible to the firm for bringing in the work, making sure that the projects were being designed as per scope of work & implementing organization, management and communication skills keeping the clients informed of the work schedule, hours used, staying on budget & providing up-dated schedules of the milestones and critical deliveries on equipment.
CLIENTS WANT SOMEONE THAT CALLS UPON THEM TO BE A PROBLEM SOLVER FOR THEIR BUSINESS- SOMEONE WHO HAS “HANDS-ON: EXPERIENCE IN WHAT HE IS SELLING. I can not tell you how many times that clients have given me large contracts because they knew what I was selling –engineering construction services for their facilities and that I was not a MBA sales person with zero experience in discussing design & construction problems.
My objective is to be the liaison between the client & the management officer that I am working for making sure that I am keeping all parties informed in answering all of the client’s requests
MY BASIC FORMAT FOR CLOSING OUT CONTRACTS FOR MY COMPANIES
q Must know the company’s expertise, key personnel capabilities, manpower schedule, and the availability of key personnel. Look at other options and joint ventures.
q Must have total support of top management and key managers of the company to make a strong selling point of the company’s commitments to excellence.
q Must have strong presentation experience in verbal/written.
q Must have a positive presence about him that radiates enthusiasm about the company he represents. He must be very aggressive, very honest and ethical
q Must have that skill of organization, communications, and always glad to listen and offer a solution to the clients’ problems. Must be strategic planner.
q Must know how to focus on the company’s established goals & objectives.
q Identify and close new business opportunities
q Must know how to arrange presentations, demonstrations or site visits and must know when to bring key personnel in to close the gap of expertise.
q Established relationship with clients, having a preferred status with the clients.
q Works close with top management personnel to correlate business development with cost estimates, proposals and negotiations. Supervise marketing & sales team
q Must maintain strategic relationship with sub-contractors, vendors, in planning, directing controlling projects. Report sales activities to management/ assist in contract negotiations
REFERENCE: AAAA-SALES –MARKETING REPRESENTIVE – 9-09-09
PAGE II – SALES & MARKETING MANAGEMENT EXECUTIVE
STRENGTHS IN EDUCATION –EXPERIENCE- PROFESSIONAL ASSOCIATIONS
q Bachelor of Science degree in Construction Management –4:00GPA
q Masters of Science degree in Construction Management
q ABA in architectural engineering qualifying with the NCARB National Examiners for Licensed Architects in Louisiana –1986/Texas-1988/Georgia-1999
q 28 years hands-on experience in managing and building A/E design projects
q Licensed General Contractor - (commercial, multi-family- chemical plants-manufacturing
q Chartered –Licensed Contractor & Builder in Texas & Louisiana
q Sales & Broker graduate – LSU – Burk Baker & Bob Brooks School of Real Estate-La.
q Successful in commercial –industrial real estate sales
q Senior member AIA- American Institute of Architects
q Senior member IIE – Institute of Industrial Engineers
q Senior member of AICE -American Institute Cost Engineers
q Solid analytical, problem solving & technical skills/Excellent computer skills – Primavera P3
q Strong written & verbal communications, interpersonal leadership and organizational skills.
q Extensive communications abilities and strong clientele practices.
q Interfacing management skill experience with the clients and building officials.
q Strong documentation practices of activities & correspondence in management & sales
q Conducting daily, weekly & monthly meetings with client, design team –contractors, etc.
q Expertise in organizing of design – construction projects & sales & marketing schedule.
q Believe in strong organizational and communications procedures: to review all on-going projects reviewing the financial status, CPM scheduling, the manpower problems, etc.
WORK HISTORY -LIST OF CORPORATION S & FIRMS
1..1998-2009 – PCMINC FACILITIES MANAGEMENT GROUP
MCKNIGHT & ASSOCIATES, AIA
SALES REPORT- $70 MILLION IN PROJECTS
TITLE: OWNER –PRESIDENT – CEO –LOCATIONS: Augusta GA & Aiken, SC
TYPES OF PROJECTS: COMMERCIAL- INDUSTRIAL- PETRO-CHEM – CRIMINAL JUSTICE –
MANUFACTURING –SCHOOLS –FOOD PROCESSING -STUDIES
CLIENTS: LOCKWOOD GREENE E&C, ROSSER INTERNATIONAL- A/E FIRM, COLUMBIA COUNTY
LS3- ARCHITECTS - AIKEN COUNTY PUBLIC SCHOOLS - CITY OF AIKEN
q Sun Trust Real-Estate –Financial Group - $4.1 million- three-stories Country Inn & Suites Hotel
q Aiken County School System - & LS3P Architects – (3) school projects -$4.5 million
q Columbia County & Rosser International - $14 million Detention Center, a $2.4 million Healthcare Facility, a $13million courthouse justice center and a renovation project at existing correctional center.
q Lockwood Greene Engineers & J A Jones Construction - $9.5 million projects including a three-story office center, environmental correctional project, expansions project
q LS3P Architects-$4.5 sports facilities, tennis clubhouse/ Bumble Bee Foods –production lines
2.1990- 1998 STUBBS-OVERBECK ENGINEERING & CONSTRUCTION
JOINT VENTURE with PCMINC - GENERAL CONTRACTOR
SALES REPORT- $237 MILLION IN PROJECTS
TITLE: VP – OWNER -CONSTRUCTION –GENERAL CONTRACTING
LOCATIONS –Texas, Louisiana, Florida, & Indiana,
TYPE OF PROJECTS: Pharmaceutical, manufacturing, industrial, Food Processing
CLIENTS: SHELL RESEARCH – NL BAROID MIMERALS, MILCHEM MINERALS- ARNOLD OIL, BRISTOL MYERS SQUIBB, BUDWEISER BREWERY.
Shell Research - $75 million, 13 buildings, tank farm facilities, water-sewerage treatment facilities
NL Baroid- $75 million – 200,000 tons /year Barite ore production, 6 buildings, loading –unloading trucking, rail, and water port facilities at the Port of Lake Charles
Milchem Minerals- $15 million- 90, 000 tons /year production –Barite ore Facilities-Galveston, Texas
Arnold Oil- $15 million - 100,000 tons per year production – Barite ore [at] Port of Baton Rouge, LA
Bristol Myers - $25 million – expansion to production lines at the Evansville, IN Facilities
Budweiser -$32 million – expansion to production lines at the Jacksonville, FL Facilities
PAGE III – SALES & MARKETING MANAGEMENT EXECUTIVE
3.1985-1990 -EDECO ENGINEERING & CONSTRUCTION CORPORATION
SALES REPORT - $200 MILLION IN PROJECTS
TITLE: VP ENGINEERING & CONSTRUCTION –LOCATIONS: Oklahoma, Louisiana, Texas
HEAVY REFINERY-CHEMICAL –MANUFACTURING –INDUSTRIAL FACILITIES- GRASS ROOTS –
EXPANSION –ENVIRONMENTAL
4.1980-1985 – NOVA ENGINEERING & CONSTRUCTION
SALES REPORT: $500 MILLION IN PROJECTS
TITLE: VP ENGINEERING & CONSTRUCTION –LOCATIONS: Okalahoma, Louisiana, Texas,
TYPE OF PROJECTS: REFINERY-CHEMICAL -EXPANSION –ENVIRONMENTAL
CLIENTS: SONOCO- PHILLIPS PETROLEUM –TEXACO – COASTAL OIL
$ 300 million –5-year contract for engineering & construction of Major environmental –expansion projects at the Borger Refinery at Borger, Texas where I was overseeing 125 professional personnel and 350 construction personnel at the facilities site. $65 million –projects at New Jersey facilities for Coastal Oil, $ 35 million for expansion & environmental projects at Sonoco in Tulsa, Oklahoma.
MARKETING TOOLS THAT MUST BE REVIEWED DAILY FOR POSITIVE MOTIVATION
· Product knowledge- You must know your product –totally committed to excellence
· Communication –with all parties in your company- especially the top management group
· Small & Large Presentations – Depends on the clientele’s needs- do not oversell your services
· Leadership – Utilizing leadership qualities in planning-directing -controlling all aspects of sales
· Group Training – Having round table meetings –input of creative ideas in selling the product
· 1-on-1 Training – Utilizing the most successful person’s input in your company
· Self Management – Stay on schedule- Be a good planner - overcoming rejections with positive
· Group Management – Having meetings of thoughts-group analysis – provide outline of work
· Client Interaction – Be relaxed with clients- arrange golf game- talk about client’s interests, etc
· Developing Marketing Strategies/Promotions/Incentives – Must have a master plan –Go for it!
I can work 20 to 40 hours per week with a base salary of $ 52, 000 to $104,000 per years with an very attractive commissions (5-10%) increasing your total earning potential to an executive level after the second year. My contract sales – marketing position amenities would include mileage reimbursement and company laptop. I would consider an comprehensive benefits package including group health, dental, short and long-term disability, life insurance, and 401K, employee stock purchase plan, paid holidays, vacation and sick days if offered.
The main duties and responsibilities of a Branch Manager include;
· Outside Sales and Marketing.
· Telemarketing, Internet Marketing, and Mail Marketing.
· Active in the community and local area Chamber of Commerce.
· Recruiting, screening, and maintaining a sufficient pool of qualified applicants to meet our customers specific staffing requirements.
· Provide superior customer service 24 hours a day, 7 days a week.
· Conducting employee orientations and safety training.
· Dispatching qualified employees to customers job sites as required to meet our customers specific staffing requirements.
· Contact customers routinely to best insure our service meets or exceeds customer expectations and to build customer goodwill.
· Responsible resolving service issues with customers promptly and effectively.
· Responsible for branch sales and marketing activities which include recognizing, creating, and developing marketing opportunities to expand our customer base and increase branch sales.
· Responsible consistently achieving company prospecting/marketing quotas and sales goals.
· Maintain accurate and detailed Sales/Marketing and business activity reports.
· Follow company guidelines and policies relating to evaluating and extending credit to customers.
· Responsible for providing employees basic safety training and perform job site safety inspections.
· Maintaining an adequate supply of safety equipment to issue to employees when required.
· Responsible for branch expense control.
· Responsible for achieving branch profitability goals.
· Responsible for supervising branch staff for maximum productivity and efficiency.
RESUME
ARCHITECTURAL-ENGINEERING –CONSTRUCTION MANAGEMENT SALES - MARKETING EXECUTIVE
INTRODUCTION-BUSINESS DEVELOPMENT
EXCEEDING 1. 5 BILLION IN CONTRACTS -Presently seeking a position with an architectural engineering construction, corporation whereby I can provide my (28) years of expertise in sales and marketing, design, management and building construction of A/E projects. I have 28 years of “hands-on†experience in running construction companies, and very successful in selling and marketing record of mega A/E & C contracts exceeding sales and marketing of A/E & C contracts.
RESPONSIBLE FOR SALES & MARKETING & PROJECT MANAGEMENT
I was responsible for sales & marketing for bringing in A/E & C projects that included contracts for providing planning – project management -design -engineering – procurement –construction – construction management –cost control- quality control, and CPM scheduling. I was also responsible for the total PROJECT MANAGEMENT of the projects overseeing as many as (125) professional personnel and (350) construction personnel, (14) general contractors & (80) sub-contractors in (7) states and (2) countries!
ALWAYS A LEADER
I have always been the leader of the marketing group, participating in the presentations or “pony & dog shows, I would bring all of my engineers group leaders to participate by letting them express their expertise that would be utilized for the client’s projects. We would provide photos slides & examples of our expertise.
I learned quickly that clients want a firm that has the “hands-on†experience, and education to meet their immediate needs and the assurance of their needs being met including budget and completion schedule.
I have been responsible to the firm for bringing in the work, making sure that the projects were being designed as per scope of work & implementing organization, management and communication skills keeping the clients informed of the work schedule, hours used, staying on budget & providing up-dated schedules of the milestones and critical deliveries on equipment.
CLIENTS WANT SOMEONE THAT CALLS UPON THEM TO BE A PROBLEM SOLVER FOR THEIR BUSINESS- SOMEONE WHO HAS “HANDS-ON: EXPERIENCE IN WHAT HE IS SELLING. I can not tell you how many times that clients have given me large contracts because they knew what I was selling –engineering construction services for their facilities and that I was not a MBA sales person with zero experience in discussing design & construction problems.
My objective is to be the liaison between the client & the management officer that I am working for making sure that I am keeping all parties informed in answering all of the client’s requests
MY BASIC FORMAT FOR CLOSING OUT CONTRACTS FOR MY COMPANIES
q Must know the company’s expertise, key personnel capabilities, manpower schedule, and the availability of key personnel. Look at other options and joint ventures.
q Must have total support of top management and key managers of the company to make a strong selling point of the company’s commitments to excellence.
q Must have strong presentation experience in verbal/written.
q Must have a positive presence about him that radiates enthusiasm about the company he represents. He must be very aggressive, very honest and ethical
q Must have that skill of organization, communications, and always glad to listen and offer a solution to the clients’ problems. Must be strategic planner.
q Must know how to focus on the company’s established goals & objectives.
q Identify and close new business opportunities
q Must know how to arrange presentations, demonstrations or site visits and must know when to bring key personnel in to close the gap of expertise.
q Established relationship with clients, having a preferred status with the clients.
q Works close with top management personnel to correlate business development with cost estimates, proposals and negotiations. Supervise marketing & sales team
q Must maintain strategic relationship with sub-contractors, vendors, in planning, directing controlling projects. Report sales activities to management/ assist in contract negotiations
REFERENCE: AAAA-SALES –MARKETING REPRESENTIVE – 9-09-09
PAGE II – SALES & MARKETING MANAGEMENT EXECUTIVE
STRENGTHS IN EDUCATION –EXPERIENCE- PROFESSIONAL ASSOCIATIONS
q Bachelor of Science degree in Construction Management –4:00GPA
q Masters of Science degree in Construction Management
q ABA in architectural engineering qualifying with the NCARB National Examiners for Licensed Architects in Louisiana –1986/Texas-1988/Georgia-1999
q 28 years hands-on experience in managing and building A/E design projects
q Licensed General Contractor - (commercial, multi-family- chemical plants-manufacturing
q Chartered –Licensed Contractor & Builder in Texas & Louisiana
q Sales & Broker graduate – LSU – Burk Baker & Bob Brooks School of Real Estate-La.
q Successful in commercial –industrial real estate sales
q Senior member AIA- American Institute of Architects
q Senior member IIE – Institute of Industrial Engineers
q Senior member of AICE -American Institute Cost Engineers
q Solid analytical, problem solving & technical skills/Excellent computer skills – Primavera P3
q Strong written & verbal communications, interpersonal leadership and organizational skills.
q Extensive communications abilities and strong clientele practices.
q Interfacing management skill experience with the clients and building officials.
q Strong documentation practices of activities & correspondence in management & sales
q Conducting daily, weekly & monthly meetings with client, design team –contractors, etc.
q Expertise in organizing of design – construction projects & sales & marketing schedule.
q Believe in strong organizational and communications procedures: to review all on-going projects reviewing the financial status, CPM scheduling, the manpower problems, etc.
WORK HISTORY -LIST OF CORPORATION S & FIRMS
1..1998-2009 – PCMINC FACILITIES MANAGEMENT GROUP
MCKNIGHT & ASSOCIATES, AIA
SALES REPORT- $70 MILLION IN PROJECTS
TITLE: OWNER –PRESIDENT – CEO –LOCATIONS: Augusta GA & Aiken, SC
TYPES OF PROJECTS: COMMERCIAL- INDUSTRIAL- PETRO-CHEM – CRIMINAL JUSTICE –
MANUFACTURING –SCHOOLS –FOOD PROCESSING -STUDIES
CLIENTS: LOCKWOOD GREENE E&C, ROSSER INTERNATIONAL- A/E FIRM, COLUMBIA COUNTY
LS3- ARCHITECTS - AIKEN COUNTY PUBLIC SCHOOLS - CITY OF AIKEN
q Sun Trust Real-Estate –Financial Group - $4.1 million- three-stories Country Inn & Suites Hotel
q Aiken County School System - & LS3P Architects – (3) school projects -$4.5 million
q Columbia County & Rosser International - $14 million Detention Center, a $2.4 million Healthcare Facility, a $13million courthouse justice center and a renovation project at existing correctional center.
q Lockwood Greene Engineers & J A Jones Construction - $9.5 million projects including a three-story office center, environmental correctional project, expansions project
q LS3P Architects-$4.5 sports facilities, tennis clubhouse/ Bumble Bee Foods –production lines
2.1990- 1998 STUBBS-OVERBECK ENGINEERING & CONSTRUCTION
JOINT VENTURE with PCMINC - GENERAL CONTRACTOR
SALES REPORT- $237 MILLION IN PROJECTS
TITLE: VP – OWNER -CONSTRUCTION –GENERAL CONTRACTING
LOCATIONS –Texas, Louisiana, Florida, & Indiana,
TYPE OF PROJECTS: Pharmaceutical, manufacturing, industrial, Food Processing
CLIENTS: SHELL RESEARCH – NL BAROID MIMERALS, MILCHEM MINERALS- ARNOLD OIL, BRISTOL MYERS SQUIBB, BUDWEISER BREWERY.
Shell Research - $75 million, 13 buildings, tank farm facilities, water-sewerage treatment facilities
NL Baroid- $75 million – 200,000 tons /year Barite ore production, 6 buildings, loading –unloading trucking, rail, and water port facilities at the Port of Lake Charles
Milchem Minerals- $15 million- 90, 000 tons /year production –Barite ore Facilities-Galveston, Texas
Arnold Oil- $15 million - 100,000 tons per year production – Barite ore [at] Port of Baton Rouge, LA
Bristol Myers - $25 million – expansion to production lines at the Evansville, IN Facilities
Budweiser -$32 million – expansion to production lines at the Jacksonville, FL Facilities
PAGE III – SALES & MARKETING MANAGEMENT EXECUTIVE
3.1985-1990 -EDECO ENGINEERING & CONSTRUCTION CORPORATION
SALES REPORT - $200 MILLION IN PROJECTS
TITLE: VP ENGINEERING & CONSTRUCTION –LOCATIONS: Oklahoma, Louisiana, Texas
HEAVY REFINERY-CHEMICAL –MANUFACTURING –INDUSTRIAL FACILITIES- GRASS ROOTS –
EXPANSION –ENVIRONMENTAL
4.1980-1985 – NOVA ENGINEERING & CONSTRUCTION
SALES REPORT: $500 MILLION IN PROJECTS
TITLE: VP ENGINEERING & CONSTRUCTION –LOCATIONS: Okalahoma, Louisiana, Texas,
TYPE OF PROJECTS: REFINERY-CHEMICAL -EXPANSION –ENVIRONMENTAL
CLIENTS: SONOCO- PHILLIPS PETROLEUM –TEXACO – COASTAL OIL
$ 300 million –5-year contract for engineering & construction of Major environmental –expansion projects at the Borger Refinery at Borger, Texas where I was overseeing 125 professional personnel and 350 construction personnel at the facilities site. $65 million –projects at New Jersey facilities for Coastal Oil, $ 35 million for expansion & environmental projects at Sonoco in Tulsa, Oklahoma.
MARKETING TOOLS THAT MUST BE REVIEWED DAILY FOR POSITIVE MOTIVATION
· Product knowledge- You must know your product –totally committed to excellence
· Communication –with all parties in your company- especially the top management group
· Small & Large Presentations – Depends on the clientele’s needs- do not oversell your services
· Leadership – Utilizing leadership qualities in planning-directing -controlling all aspects of sales
· Group Training – Having round table meetings –input of creative ideas in selling the product
· 1-on-1 Training – Utilizing the most successful person’s input in your company
· Self Management – Stay on schedule- Be a good planner - overcoming rejections with positive
· Group Management – Having meetings of thoughts-group analysis – provide outline of work
· Client Interaction – Be relaxed with clients- arrange golf game- talk about client’s interests, etc
· Developing Marketing Strategies/Promotions/Incentives – Must have a master plan –Go for it!
I can work 20 to 40 hours per week with a base salary of $ 52, 000 to $104,000 per years with an very attractive commissions (5-10%) increasing your total earning potential to an executive level after the second year. My contract sales – marketing position amenities would include mileage reimbursement and company laptop. I would consider an comprehensive benefits package including group health, dental, short and long-term disability, life insurance, and 401K, employee stock purchase plan, paid holidays, vacation and sick days if offered.
The main duties and responsibilities of a Branch Manager include;
· Outside Sales and Marketing.
· Telemarketing, Internet Marketing, and Mail Marketing.
· Active in the community and local area Chamber of Commerce.
· Recruiting, screening, and maintaining a sufficient pool of qualified applicants to meet our customers specific staffing requirements.
· Provide superior customer service 24 hours a day, 7 days a week.
· Conducting employee orientations and safety training.
· Dispatching qualified employees to customers job sites as required to meet our customers specific staffing requirements.
· Contact customers routinely to best insure our service meets or exceeds customer expectations and to build customer goodwill.
· Responsible resolving service issues with customers promptly and effectively.
· Responsible for branch sales and marketing activities which include recognizing, creating, and developing marketing opportunities to expand our customer base and increase branch sales.
· Responsible consistently achieving company prospecting/marketing quotas and sales goals.
· Maintain accurate and detailed Sales/Marketing and business activity reports.
· Follow company guidelines and policies relating to evaluating and extending credit to customers.
· Responsible for providing employees basic safety training and perform job site safety inspections.
· Maintaining an adequate supply of safety equipment to issue to employees when required.
· Responsible for branch expense control.
· Responsible for achieving branch profitability goals.
· Responsible for supervising branch staff for maximum productivity and efficiency.
RESUME
ARCHITECTURAL-ENGINEERING –CONSTRUCTION MANAGEMENT SALES - MARKETING EXECUTIVE
INTRODUCTION-BUSINESS DEVELOPMENT
EXCEEDING 1. 5 BILLION IN CONTRACTS -Presently seeking a position with an architectural engineering construction, corporation whereby I can provide my (28) years of expertise in sales and marketing, design, management and building construction of A/E projects. I have 28 years of “hands-on†experience in running construction companies, and very successful in selling and marketing record of mega A/E & C contracts exceeding sales and marketing of A/E & C contracts.
RESPONSIBLE FOR SALES & MARKETING & PROJECT MANAGEMENT
I was responsible for sales & marketing for bringing in A/E & C projects that included contracts for providing planning – project management -design -engineering – procurement –construction – construction management –cost control- quality control, and CPM scheduling. I was also responsible for the total PROJECT MANAGEMENT of the projects overseeing as many as (125) professional personnel and (350) construction personnel, (14) general contractors & (80) sub-contractors in (7) states and (2) countries!
ALWAYS A LEADER
I have always been the leader of the marketing group, participating in the presentations or “pony & dog shows, I would bring all of my engineers group leaders to participate by letting them express their expertise that would be utilized for the client’s projects. We would provide photos slides & examples of our expertise.
I learned quickly that clients want a firm that has the “hands-on†experience, and education to meet their immediate needs and the assurance of their needs being met including budget and completion schedule.
I have been responsible to the firm for bringing in the work, making sure that the projects were being designed as per scope of work & implementing organization, management and communication skills keeping the clients informed of the work schedule, hours used, staying on budget & providing up-dated schedules of the milestones and critical deliveries on equipment.
CLIENTS WANT SOMEONE THAT CALLS UPON THEM TO BE A PROBLEM SOLVER FOR THEIR BUSINESS- SOMEONE WHO HAS “HANDS-ON: EXPERIENCE IN WHAT HE IS SELLING. I can not tell you how many times that clients have given me large contracts because they knew what I was selling –engineering construction services for their facilities and that I was not a MBA sales person with zero experience in discussing design & construction problems.
My objective is to be the liaison between the client & the management officer that I am working for making sure that I am keeping all parties informed in answering all of the client’s requests
MY BASIC FORMAT FOR CLOSING OUT CONTRACTS FOR MY COMPANIES
q Must know the company’s expertise, key personnel capabilities, manpower schedule, and the availability of key personnel. Look at other options and joint ventures.
q Must have total support of top management and key managers of the company to make a strong selling point of the company’s commitments to excellence.
q Must have strong presentation experience in verbal/written.
q Must have a positive presence about him that radiates enthusiasm about the company he represents. He must be very aggressive, very honest and ethical
q Must have that skill of organization, communications, and always glad to listen and offer a solution to the clients’ problems. Must be strategic planner.
q Must know how to focus on the company’s established goals & objectives.
q Identify and close new business opportunities
q Must know how to arrange presentations, demonstrations or site visits and must know when to bring key personnel in to close the gap of expertise.
q Established relationship with clients, having a preferred status with the clients.
q Works close with top management personnel to correlate business development with cost estimates, proposals and negotiations. Supervise marketing & sales team
q Must maintain strategic relationship with sub-contractors, vendors, in planning, directing controlling projects. Report sales activities to management/ assist in contract negotiations
REFERENCE: AAAA-SALES –MARKETING REPRESENTIVE – 9-09-09
PAGE II – SALES & MARKETING MANAGEMENT EXECUTIVE
STRENGTHS IN EDUCATION –EXPERIENCE- PROFESSIONAL ASSOCIATIONS
q Bachelor of Science degree in Construction Management –4:00GPA
q Masters of Science degree in Construction Management
q ABA in architectural engineering qualifying with the NCARB National Examiners for Licensed Architects in Louisiana –1986/Texas-1988/Georgia-1999
q 28 years hands-on experience in managing and building A/E design projects
q Licensed General Contractor - (commercial, multi-family- chemical plants-manufacturing
q Chartered –Licensed Contractor & Builder in Texas & Louisiana
q Sales & Broker graduate – LSU – Burk Baker & Bob Brooks School of Real Estate-La.
q Successful in commercial –industrial real estate sales
q Senior member AIA- American Institute of Architects
q Senior member IIE – Institute of Industrial Engineers
q Senior member of AICE -American Institute Cost Engineers
q Solid analytical, problem solving & technical skills/Excellent computer skills – Primavera P3
q Strong written & verbal communications, interpersonal leadership and organizational skills.
q Extensive communications abilities and strong clientele practices.
q Interfacing management skill experience with the clients and building officials.
q Strong documentation practices of activities & correspondence in management & sales
q Conducting daily, weekly & monthly meetings with client, design team –contractors, etc.
q Expertise in organizing of design – construction projects & sales & marketing schedule.
q Believe in strong organizational and communications procedures: to review all on-going projects reviewing the financial status, CPM scheduling, the manpower problems, etc.
WORK HISTORY -LIST OF CORPORATION S & FIRMS
1..1998-2009 – PCMINC FACILITIES MANAGEMENT GROUP
MCKNIGHT & ASSOCIATES, AIA
SALES REPORT- $70 MILLION IN PROJECTS
TITLE: OWNER –PRESIDENT – CEO –LOCATIONS: Augusta GA & Aiken, SC
TYPES OF PROJECTS: COMMERCIAL- INDUSTRIAL- PETRO-CHEM – CRIMINAL JUSTICE –
MANUFACTURING –SCHOOLS –FOOD PROCESSING -STUDIES
CLIENTS: LOCKWOOD GREENE E&C, ROSSER INTERNATIONAL- A/E FIRM, COLUMBIA COUNTY
LS3- ARCHITECTS - AIKEN COUNTY PUBLIC SCHOOLS - CITY OF AIKEN
q Sun Trust Real-Estate –Financial Group - $4.1 million- three-stories Country Inn & Suites Hotel
q Aiken County School System - & LS3P Architects – (3) school projects -$4.5 million
q Columbia County & Rosser International - $14 million Detention Center, a $2.4 million Healthcare Facility, a $13million courthouse justice center and a renovation project at existing correctional center.
q Lockwood Greene Engineers & J A Jones Construction - $9.5 million projects including a three-story office center, environmental correctional project, expansions project
q LS3P Architects-$4.5 sports facilities, tennis clubhouse/ Bumble Bee Foods –production lines
2.1990- 1998 STUBBS-OVERBECK ENGINEERING & CONSTRUCTION
JOINT VENTURE with PCMINC - GENERAL CONTRACTOR
SALES REPORT- $237 MILLION IN PROJECTS
TITLE: VP – OWNER -CONSTRUCTION –GENERAL CONTRACTING
LOCATIONS –Texas, Louisiana, Florida, & Indiana,
TYPE OF PROJECTS: Pharmaceutical, manufacturing, industrial, Food Processing
CLIENTS: SHELL RESEARCH – NL BAROID MIMERALS, MILCHEM MINERALS- ARNOLD OIL, BRISTOL MYERS SQUIBB, BUDWEISER BREWERY.
Shell Research - $75 million, 13 buildings, tank farm facilities, water-sewerage treatment facilities
NL Baroid- $75 million – 200,000 tons /year Barite ore production, 6 buildings, loading –unloading trucking, rail, and water port facilities at the Port of Lake Charles
Milchem Minerals- $15 million- 90, 000 tons /year production –Barite ore Facilities-Galveston, Texas
Arnold Oil- $15 million - 100,000 tons per year production – Barite ore [at] Port of Baton Rouge, LA
Bristol Myers - $25 million – expansion to production lines at the Evansville, IN Facilities
Budweiser -$32 million – expansion to production lines at the Jacksonville, FL Facilities
PAGE III – SALES & MARKETING MANAGEMENT EXECUTIVE
3.1985-1990 -EDECO ENGINEERING & CONSTRUCTION CORPORATION
SALES REPORT - $200 MILLION IN PROJECTS
TITLE: VP ENGINEERING & CONSTRUCTION –LOCATIONS: Oklahoma, Louisiana, Texas
HEAVY REFINERY-CHEMICAL –MANUFACTURING –INDUSTRIAL FACILITIES- GRASS ROOTS –
EXPANSION –ENVIRONMENTAL
4.1980-1985 – NOVA ENGINEERING & CONSTRUCTION
SALES REPORT: $500 MILLION IN PROJECTS
TITLE: VP ENGINEERING & CONSTRUCTION –LOCATIONS: Okalahoma, Louisiana, Texas,
TYPE OF PROJECTS: REFINERY-CHEMICAL -EXPANSION –ENVIRONMENTAL
CLIENTS: SONOCO- PHILLIPS PETROLEUM –TEXACO – COASTAL OIL
$ 300 million –5-year contract for engineering & construction of Major environmental –expansion projects at the Borger Refinery at Borger, Texas where I was overseeing 125 professional personnel and 350 construction personnel at the facilities site. $65 million –projects at New Jersey facilities for Coastal Oil, $ 35 million for expansion & environmental projects at Sonoco in Tulsa, Oklahoma.
MARKETING TOOLS THAT MUST BE REVIEWED DAILY FOR POSITIVE MOTIVATION
· Product knowledge- You must know your product –totally committed to excellence
· Communication –with all parties in your company- especially the top management group
· Small & Large Presentations – Depends on the clientele’s needs- do not oversell your services
· Leadership – Utilizing leadership qualities in planning-directing -controlling all aspects of sales
· Group Training – Having round table meetings –input of creative ideas in selling the product
· 1-on-1 Training – Utilizing the most successful person’s input in your company
· Self Management – Stay on schedule- Be a good planner - overcoming rejections with positive
· Group Management – Having meetings of thoughts-group analysis – provide outline of work
· Client Interaction – Be relaxed with clients- arrange golf game- talk about client’s interests, etc
· Developing Marketing Strategies/Promotions/Incentives – Must have a master plan –Go for it!
I can work 20 to 40 hours per week with a base salary of $ 52, 000 to $104,000 per years with an very attractive commissions (5-10%) increasing your total earning potential to an executive level after the second year. My contract sales – marketing position amenities would include mileage reimbursement and company laptop. I would consider an comprehensive benefits package including group health, dental, short and long-term disability, life insurance, and 401K, employee stock purchase plan, paid holidays, vacation and sick days if offered.
The main duties and responsibilities of a Branch Manager include;
· Outside Sales and Marketing.
· Telemarketing, Internet Marketing, and Mail Marketing.
· Active in the community and local area Chamber of Commerce.
· Recruiting, screening, and maintaining a sufficient pool of qualified applicants to meet our customers specific staffing requirements.
· Provide superior customer service 24 hours a day, 7 days a week.
· Conducting employee orientations and safety training.
· Dispatching qualified employees to customers job sites as required to meet our customers specific staffing requirements.
· Contact customers routinely to best insure our service meets or exceeds customer expectations and to build customer goodwill.
· Responsible resolving service issues with customers promptly and effectively.
· Responsible for branch sales and marketing activities which include recognizing, creating, and developing marketing opportunities to expand our customer base and increase branch sales.
· Responsible consistently achieving company prospecting/marketing quotas and sales goals.
· Maintain accurate and detailed Sales/Marketing and business activity reports.
· Follow company guidelines and policies relating to evaluating and extending credit to customers.
· Responsible for providing employees basic safety training and perform job site safety inspections.
· Maintaining an adequate supply of safety equipment to issue to employees when required.
· Responsible for branch expense control.
· Responsible for achieving branch profitability goals.
· Responsible for supervising branch staff for maximum productivity and efficiency.
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