Driving sales and market share growth in intensely competitive B2B markets is my expertise. Therefore, if you are looking for a performance driven (Title of Position) who thrives on new challenges and consistently delivers exceptional rather than ordinary results, I believe that my background will be of interest to you.
My sales and marketing savvy, coupled with exceptional customer relationship management skills, has enabled me to develop and execute strategies for consistently driving ROI in the most challenging and demanding markets. While my experience has been concentrated in the construction materials / building systems arena, my skills are highly transferable to any business that requires focused marketing vision and outstanding sales and marketing leadership.
Specifically, these are some of the areas where I have excelled in my contributions.
• Strategic Planning & Growth: Translating company vision into actionable strategies for establishing a competitive market position, accelerating sales growth, and maximizing revenue potential with both new and established accounts.
• Regional Turnaround and Growth: Implementing turnaround strategies to rebuild damaged customer relationships and restore growth and profitability in under-performing sales regions.
• Customer-Driven Management: Aligning organizational resources with unique customer requirements to deliver a level of service that consistently meets of exceeds expectations.
• Major Account Management: Building and managing strong relationships with senior level account decision makers to ensure long-term profitable relationships with excellent levels of retention and loyalty.
Through a combination of ever-evolving marketing, sales, and business development skills, I continue to make a strong and enduring contribution to each position and challenge I accept. If you agree that I possess the experience, credentials and proven record of performance that it takes to succeed with your company, I would like to meet with you personally to discuss how I can help you achieve your long and short-term goals.
Thank you in advance for your time and consideration and I look forward to the opportunity of meeting with you in the near future.
Sincerely,
Charles H. Moore
Moore
VICE PRESIDENT BUSINESS DEVELOPMENT / REGIONAL SALES MANAGER
Accomplished executive with strong and progressive track record of leadership in driving sales and market share growth in the highly competitive construction materials / building systems market. Expert at turning around under-performing sales regions through implementation of customer-focused strategies that maximize growth with both new and existing accounts. Skilled at building and leading highly productive teams and developing strong collaborative relationships with internal and external stakeholders across all organizational levels. Highly effective building trusted and profitable customer relationships by delivering a level of service that consistently exceeds expectations.
CORE LEADERSHIP QUALIFICATIONS
• Major Account Management • Territory Growth & Expansion • Joint Venture Partnerships
• New Business Development • Account Acquisition & Retention • Sales Region Turnaround
• Competitive Market Positioning • Strategic Market Positioning • Project Leadership
• Business Plan Development • Vertical Market Penetration • Teambuilding & Leadership
PROFESSIONAL EXPERIENCE
HOOSIER PRESTRESS, INC., Indianapolis, IN 2008 to 2009
A manufacturer of cost-effective precast concrete construction products (wall panels, planks, beams, columns) and field erection services.
VICE PRESIDENT SALES AND MARKETING
Led all new business development initiatives to drive growth with both new and prospective clients across a 5-state Midwest region (TN, IN, KY, MO, OH). Developed and implemented highly focused plans for marketing products and services through top-level architects, engineers, and developers servicing the Midwest market area. Prepared all cost estimates, proposals, and project schedules. Reviewed, negotiated, and closed sales contracts. Coordinated all field erection services with the Director of Field Operations.
• Spearheaded joint venture with a local precast manufacturer, which significantly increased the market share position of both companies within the Indianapolis “big box†market.
– Formulated JV business plan, negotiated contract terms, and launched partnership within a 6-month period.
– Catapulted partnership to a successful start by rapidly winning two major contracts.
• Dramatically improved the company’s professional stature in the Midwest marketplace through hands-on, customer-focused project leadership and direct corporate management with top retail “big box†design teams/builders such as Lowes, Target, Home Depot, BassPro, and Cabela’s.
– Strengthened relationships with existing accounts and re-established relationships with lost accounts.
FABCON, LLC, Savage, MN 2002 to 2008
Manufacturer of precast / prestressed concrete wall panels with four manufacturing facilities located in the Midwest and Eastern U.S .
MIDWEST REGIONAL SALES MANAGER
Hired to regain market share for a $30 million Central region, with two sales offices and two manufacturing facilities, which had experienced a steady decline in revenues over the prior 4-5 years because of poor management. Took over all aspects of business development, sales planning, marketing, budgeting, P&L, and analysis / forecasting for all products produced. Built and managed a team of five sales representatives. Reported to VP of Sales & Marketing.
• Increased sales by over 40% within 2 years by acquiring new accounts and by re-building business relationships with the majority major customers that were previously lost
– Worked proactively with plant production to implement the highest standards for customer service and to restore and build the company’s reputation for quality products to new, unprecedented levels.
• Significantly increased visibility in the entire precast industry through proactive membership in a major trade association, which included 5 years as member of the board and one year as board chairman.
• Played pivotal role in strengthening the company’s position in the high-growth “green†market by advancing the need for greater insulation efficiency in wall panel products.
• Played proactive role in weekly management, production, and job scheduling meetings to monitor and ensure precise cost controls from cradle-to-grave.
• Coordinated all sales contracts with corporate engineering, plant production (all locations), field erection services, and top retail design teams/builders to achieve completion targets for all projects.
BUTLER MANUFACTURING COMPANY 1996 to 2002
LIBERTY BUILDING SYSTEMS, INC., Memphis, TN (2000 to 2002)
A wholly owned subsidiary of Butler Manufacturing Co. that is a national supplier of pre-engineered building systems low-rise, cost-effective building applications including agricultural, commercial and industrial projects.
DIVISION SALES MANAGER
Brought on board to direct sales operations for this new startup division targeting the metal building market in the mid-South region. Directly supported the Division GM with all aspects of sales operations, including budgeting, AOP sales forecasting, e-commerce initiatives, customer relations, and P&L margin monitoring. Directly supported and managed a team of 12 district sales associates located in major cities throughout the region. Managed P&L of a $20 million sales territory.
BUTLER STRUCTURAL SYSTEMS GROUP, Kansas City, MO (1996 to 2000)
A Butler Manufactuing company that designs, manufactures, and markets metal building systems for commercial construction that are sold, installed, and serviced primarily through independent dealers in the U.S. and throughout the world.
REGIONAL FIELD MANAGER
Directed all aspects of sales management, business development, and pre/post-construction services support for Hardwall Systems in the two highest-producing regions in the group, which accounted for annual sales of approximately $15 million. Provided product leadership, direction, and support for Hardwall Systems to more than 20 General Contractors/Developer Dealers and 8 district sales associates.
STEELOX BUILDING SYSTEMS, Washington Courthouse, OH 1993 to 1996
A building-solutions company that designs, manufactures, and markets metal building systems for commercial construction that are sold, installed, and serviced primarily through an independent dealer network.
DISTRICT SALES MANAGER
Managed business development, sales management, and pre-construction services for the $5 million Mid-Atlantic region (VA, DC, MD, DE). Developed and implemented annual business and marketing plan, including sales forecasting, to achieve AOP and profit goals.
EARLY CAREER SUMMARY
Steadily progressed to positions of increased responsibility and scope within the commercial, industrial, construction, pre-construction, and building systems arena. Initiated career as a surveyor with an engineering firm under direct contract with the U.S. Army Corps of Engineers. Subsequent positions included management roles in business development, sales, and pre-construction support services with well-respected general contractors and manufacturers, such as L. D. Clark, Morgan Keller, C. H. Moore, and Davis-Wilcox.
EDUCATIONAL BACKGROUND
Business Management Program
INDIANA WESLEYAN UNIVERSITY
Beginning Adult Education BS degree program 2009-2011
Associates Degree, Land Surveying
GLENVILLE STATE COLLEGE, Glenville, WV 1972-1974
Completed numerous sales and management training programs and seminars with
BUTLER MANUFACTURING UNIVERSITY
ZIG ZIGLAR SALES TRAINING
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