Seeking a executive or management position with a manufacturing or dealership organization.
Summary of Skills
* Proven manager; track record of profitably managing regions, divisions, and departments.
* Top sales producer; winner of awards, campaigns and contests. Million dollar sales of capital equipment.
* Finance and efficiency expert; successful at turning around under-performing companies and territories.
* Excellent communicator; recognized for building relationships with people of all cultures/economic levels.
* Experienced Consultant; consultant to investment bankers, financial organizations, and major corporations.
* Computer literate; developed websites, contact lists and marketing, account management with ACT.
* Professional Trainer; trained hundreds of sales professionals on sales techniques and product specifications.
* Experienced traveler; independently covered large multi-state and Canadian sales territories.
* Used equipment professional; perform inspections and analysis for large auctioneers and lenders.
Professional Experience
2001-Current President TopGear, LLC (see below)
Raleigh, North Carolina
Consultant to investment banks, manufacturing corporations, and auctioneers on market economics, and manufacturer brand competitive research projects. Research and compile detailed information on assigned topics, present to senior management and investors. Forecast trends, opportunities, and threats to market conditions and investment positions. Operate and test equipment prototypes, compare to other brands, and consult and recommend changes to design engineers. Complete detailed equipment inspections on
transportation and construction equipment, provide detailed reports and condition deficiencies.
2008-2009
Territory Manager
Stafford Equipment
Raleigh, North Carolina
Transacted sales of equipment and attachments for a 39 county territory. Sales prospecting, specification and price quoting, arranged financing, and completed after-sales follow-ups. Developed unique customer contact list, increased customer contacts, and disposed of obsolete equipment.
2004-2008
Territory Manager Briggs Equipment
Raleigh, North Carolina
Leader in corporate and branch sales, received Million Dollar Club award for sales of used equipment. Expanded customer base, and sales of new types and brands of equipment. Increased the number of major accounts, new industry accounts, and account retention. Integrated with rental and light equipment sales force to increase sales per customer, and increase parts & service revenues. Networked with outside contacts to broker equipment and secure specific customer requests not directly available to dealership. Represented company at State and local industry meetings and seminars.
1998-2000
Sales Manager Gregory Poole Equipment
Raleigh, North Carolina
Increased sales, increased profits, and reduced costs for Caterpillar dealership. Managed annual sales exceeding 50 million dollars with an operating budget of 2.5 million dollars. Reduced loaner fleet, demonstration costs, and finance contract submittal times. Conducted sales meeting, customer presentations, and accompanied customers on manufacturer trips. Accomplished organizational goal of 100% participation by sales force of automated contact management system (ACT). Created sales campaigns, recruited and trained new salesmen, participated in corporate budget and strategy meetings, attended manufacturer meetings and trade shows.
1996-1998
General Manager L.B. Smith Inc.
Syracuse, New York
Turned around money loosing branch to one of the company’s most profitable. Increased sales and profits, negotiated multi million dollar contracts to major corporations and governmental agencies. Decreased the inventory of obsolete machines, and increased rental fleet income. Evaluated and changed branch personnel, negotiated union contracts with the Teamster’s Union, and modernized branch facilities. Completed detailed budgets and capital expenditures, inventory forecasts, stock orders, and market opportunities. Appointed to Hitachi hydraulic shovel dealer advisory committee.
1992-1996
District Manager Link-Belt Equipment
Lexington, Kentucky
Independently covered a 17 states and Canadian territory. Prospected, evaluated, appointed new dealers, conducted training classes, and individual salesmen training. Increased the number of dealers, number of units shipped, and companies exposure to major end-users. Facilitated and participated in product improvements, pricing strategies, and efficient budgeting of marketing expenses. Assisted in and attended major trade shows
and training seminars.
1987-1992
Territory Manager L.B. Smith Inc.
Syracuse, New York
Revitalized 2 underperforming territories and was awarded “Eagles Club†for outstanding sales 5 consecutive years. Introduced Volvo as new product to the market, and sold some of the first articulated haulers in the US. Represented company at manufacturer training programs, was assigned as sole corporate computer design operator for Volvo computerized job study reports used corporate wide. Participated with senior management on inventory recommendations, budgets, and branch personnel. Recognized by management as an industry expert with an excellent reputation for achieving superior sales results and building customer relationships.
1980-1987
Partner, V.P. Operations Morgan Roberts Management
Syracuse, New York
Established real estate management and development organization with over 300 tenants. Inspected,
appraised, purchased, renovated, rented, and sold commercial and non-commercial investment properties. Hired, trained, and managed leasing and maintenance staff. Designed and estimated projects, negotiated contracts with outside contractors,performed major building renovations and additions. Increased properties under management by 10 million dollars, and contracting services to over 1 million dollars annually. Established tracking system for monthly lease payments, project management, housing code compliance, tenant requests, lease termination inspections, and security refunds.
Contract Positions
Consultant Gerson Lerhman Group
New York, New York
Consultant Management Consultants
New York, New York
Product Development
Caterpillar Clayton, North Carolina
Inspector Iron Planet
Pleasanton, California
Territory Manager
Ritchie Bros
Vancouver, Canada
Financial Consultant
Allstate Insurance
Raleigh, North Carolina
Education
MBA Business Administration
(1989) Chapman University
Orange, California
BS Finance/Marketing
(1985) Syracuse University
Syracuse, New York
AS Business Administration
(1983) Onondaga Community College
Syracuse, New York
Awards
Eagles Club Award – L.B. Smith Inc. (5 consecutive years)
Million Dollar Club – Briggs Equipment
G.P.A Achievement award – Chapman University (G.P.A 3.8)
Dean’s List – Syracuse University
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