Critical elements I am looking for is a positive work environment, synergy with my peers and a constructive, focused organization not allowing the word failure to be a part of their vocabulary.
John Garofalo III
704 Wellesley Rd. 609-693-6699 (H)
Lanoka Harbor, NJ 08734 732-996-7969 (Cell)
John Garofalo III TreyNJ[at]Comcast.net
SUMMARY
Results oriented focus and proven track record in business development, team building, marketing, performance and management with full P&L responsibility while gaining market share and maintaining client satisfaction. Strengths include:
- Change/Challenge Management (M&A) - Cross Functional & External/Partner Collaboration
- Coaching/Mentoring, Talent Development - Team Building, E-Learning, Training
- Competitive and Target Market Analysis - Solution, Customer & Relationship Centric Focus
- Executive Presentations, Public Speaking - Go to Market Strategy, Execution, & Follow up Analytics
- Sales & Marketing Process Forensics - Brand Development & Delivery (Multiple Method)
BUSINESS EXPERIENCE
CED INTERNATIONAL: (Consolidated Energy Design) Eatontown, N.J July’09 – Present Vice President, Strategy & Business Development
Reporting directly to the President and principals on an interim/contract basis, primary responsibilities are to assist CED International through several transitions and acquisitions implementing universal processes and best practices. CED is a holistic and product agnostic energy consulting/performance contracting firm specializing in Renewable Energy, Smart Grid, Demand Response, Building Systems (BMS, BAS), HVAC, Feasibility Analysis and other related services.
• Find, design, implement, administer and subsequently train all employees on a new CRM for all companies (formerly 4) now under a centralized operating platform including a unified effort into the Education & Retail vertical market.
• Train, coach and mentor the sales and business development teams towards a single strategy and mindset promoting teamwork among the larger group and geographic coverage. Also drive vertical niche in Education & Retail sectors.
• Work with the leadership team to drive a best practices philosophy throughout the acquisitions tying all activities from cradle to grave towards a centralized message creating a single view and methodology of the company.
• Work in each respective market and with their local/regional teams to deliver the new branding message including capabilities to the Utilities and ESCO’s as well as Aggregators and others relative to partnering opportunities.
• Align CED International with domestic and foreign manufacturers searching for representation and distribution support.
NATIONAL GRID ENERGY SERVICES, NY, MA, UK January ’08 – June ’09 Vice President, Business Development
Subsidiary of National Grid UK/US, NGES represents all activities including but not limited to the delivery of products and services for unregulated programs in Renewables, Energy Management, Smart Grid, Energy Efficiency & HVAC programs.
• Responsible for 4 direct reports; 2 Director Sales (residential & commercial), leading 5 managers overseeing a sales staff of 29 and an 8 person inside call center/customer service team, Director Marketing, leading a team of 5, Director Emerging Markets, responsible for 3 engineers and analysts developing the alternative energy market opportunities.
• Full P&L responsibility for all reporting areas with annual revenue of $277MM and delivering against budget.
• Created an Inside Call Center/Sales/Customer Service team with a CRM application augmenting customer experience and providing metrics for ongoing performance analysis. Increased sales close ratio from 28 to 40% in 90 days.
• Worked with Accenture, Cap Gemini & others integrating processes and deliverables from multiple acquisitions.
• Responsible for collaborating within highly matrixed organization reducing costs, driving deliverables & profitability.
• Principal to corporate parent’s ongoing efforts with Federal Regulators and involvement with the DOE, EPA and others.
• Member of strategic team (unregulated) dedicated to the development/deployment of the Smart Grid/Metering project.
• Develop and lead all opportunities with contracting, financing and SSP’s for Solar Power Purchase Agreements.
• NGES lead for all vendor/partner relations and contract negotiations aligning NGES services to larger opportunities.
• Mentored and positioned relationship, solution, and customer centric efforts in K-12 and Higher Education vertical.
• Successfully positioned Energy Management services with Real Estate, Property & Facilities Management firms.
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REALSPACE (Division of Office Depot’s Business Solution Division), Delray, FL September ‘06 – January ‘08 Regional Director/GM, Architectural, Facilities Products and Services Group (disbanded in September ’08)
BSD represents $5 billion dollars of Office Depot’s business globally. Responsible for but not limited to all architectural, design & construction, design/build business across the eastern half of North America including Canada and the Caribbean.
• Responsible for 10 direct reports and team >200; 7 District Sales Manager’s (field and inside) managing approx. 115 selling resources, 2 Operations Manager’s who manage 40 Project Coordinators and 30 Customer Service personnel and 1 Design Manager who manages 11 Interior Designers within the territory. Region generated approximately $445MM.
• Work closely with corporate leadership integrating holistic, branding, sales/business development efforts profitably & effectively delivering positive results in public (Federal/Local), private & education (K-12 & Higher Education) sectors.
• Proactively lead all business development collaborative efforts eliminating an “ivory tower†mentality by working closely with my team and all other business units including strategic partners in the field (approx. 75-90% travel).
• Created, staffed and mentored GSA team nationwide to augment parent company’s Federal Government Services Group.
• Found, negotiated & implemented related services including dealer/VAR alliances into the existing portfolio.
• Principal of team chartered to redesign and deliver e-learning & training modules for new hire and existing employees.
• Part of team to develop a web based training portal for global partners as well as internal and external customers.
• Led team chartered with identifying new branding for the group, creating collateral material, and web content.
• Committed to drive growth by regularly touring regional offices under my jurisdiction (32) conducting selling strategy workshops focusing on driving and measuring performance, balanced scorecard, and cross selling.
PINNACLE ONE (Arcadis), Tempe, AZ March ‘05 – September ‘06 National Director, Business Development (contract hire)
Specialists in outsourcing of Architecture, Engineering, Construction, and Property Management to the Agency and private sector, specifically: Project and Program, Risk, Asset and Energy Management. Took position knowing my primary role was to lead ownership’s strategy in streamlining and centralizing all business functions, build/grow and eventually be acquired.
• Primary strengths in Energy/Utility, Agency, Education (K-12 & Higher Ed), Retail, Infrastructure, Transportation.
• Principal of team dedicated to develop and implement a post Katrina business plan for the entire Gulf region including capital investment, staff, marketing, partnering with FEMA, The Army Corp of Engineers and others.
• Develop a strategy and presence to find opportunities and wins in regions that did not have field or office infrastructure.
• Primarily responsible for new location/office launch in New York, N.Y and Baton Rouge, LA. And Washington, D.C.
• Responsible for positioning P1 with other specialty and global A&E firms, i.e.: Parsons, URS, Shaw, PBS&J, HOK, EMCOR, Jacobs and others to establish mutually beneficial partnering opportunities and win larger projects.
• Mentor and coach staff of 5 Directors of BD and collaborate with 21 dotted line Design and Operations personnel.
• Align divisions to participate & win contracts with Federal and State Agencies and /Utilities, i.e.: AMTRAK, PSEG, Dept. of Energy, FPL, Exelon, PG&E, HUD, LIPA Progress Energy, Dept. of Education, Xcel and many others.
• Capture historical data from all offices (11) to send unified messages engaging in best practices.
• Designed, selected, implemented, maintained and managed a single CRM tool (Microsoft) companywide linking all data (customer, activity, revenue, operations, etc.) to eventual acquiring organization (Arcadis).
• Support and mentor all BD personnel through corporate changes while keeping their focus on sales and business growth.
• Led team to 12% growth in first year while simultaneously supporting organizational changes to position for acquisition.
UNICCO SERVICE COMPANY (UGL), Auburndale, MA October ‘01 – March ‘05 Director, Business Development
Privately held, family owned company. Facilities, Property, Project & Construction Management Outsourcing Company.
• Primary Responsibility leading Energy/Utility, Agency, Government, Education, Aerospace and Defense Business Development teams in both domestic and international markets generating approximately $390MM of revenue annually.
• Led and managed: Aerospace & Defense business (Private Sector) from $11MM to $125MM. (domestic & international)
• : Agency & Government (Federal, Regional, and Local) business from $6MM to $91MM.
• : Education (primarily Higher Education) business from $8.5MM to $74MM.
• Responsible for 4 direct reports with 23 dotted line Operations staff within a heavily matrixed organization.
• Train, and support all Design, Energy Management and Construction efforts throughout sales and operations process.
• Directly responsible for growing partnering opportunities with Jones Lang LaSalle, Grubb Ellis, Duke Energy & others.
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UNICCO SERVICE COMPANY (UGL), Auburndale, MA (continued) October ‘01 – March ‘05
• Collaborate with suppliers, partners, and clients to improve efficiencies, reduce costs, and maximize performance.
• Position technology needs and partners to better understand client’s unique requirements and demands to facilitate faster implementations, lower costs, reduce latency times and produce easier to manage BPO solutions.
• Position unique solution based “Green†and Energy Management strategies (i.e.: Demand Response, Retrofit, etc.).
• Actively develop metrics, collect and analyze data relative to the four perspectives of the Balanced Scorecard.
• Interface with Design, Operations, HR, Finance, and client to ensure effective transition during all phases of the project.
• Mentor staff to participate on Government, Federal, State, and select Local contracts for all services where applicable.
• Implement Miller Heiman LAMP (Large Account Management Process) program for measured organic growth within targeted strategic accounts. Partial client list includes; Honeywell, Cargill, Glaxo Smith Kline, DoD, IRS, Rolls Royce, Lockheed Martin, U. of Texas, FPL, National Grid and others.
EDUCATIONAL AND INSTITUTIONAL COOPERATIVE, Hauppauge, NY April ’99 – October ‘01
Director/General Manager, Eastern Region
Member owned Not for Profit Group Purchasing Organization specializing in the Education and Healthcare market.
• Responsible for all activities and revenue generated from a 23 State (eastern half of U.S.), $193MM territory.
• Supported brands such as: Steelcase, HP, Amex, VWR, IBM, HP/Cisco, Grainger, Hertz, FedEx, Dell, and many more.
• Responsible for field staff of 18 (12 BD and 6 Design staff) and internal administrative staff of approximately 75 people.
• Full P&L responsibility for all sales and marketing efforts and deliver against budget.
• Mentored team to success in development of standards programs and driving specs for RFP’s across the region.
• Led organization’s strategic plan and efforts relating to all facilities management and construction services and products.
• Mentored team to bring interiors portfolio to design firms: Hillier, Gensler, EYP, Perkins & Will, SOM, and others.
• Grew furniture, architectural components and FF&E group of contracts from $36 to $97MM in 3 years.
• Mentored, coached and drove with full responsibility the organizations effort nationally to position any new partner relationships including contract negotiations and training (field and inside).
• Member of leadership team assembled to identify and subsequently negotiate terms and conditions with new contracts for goods and services for the membership at large and across the E&I portfolio nationwide.
• Facilitated E-commerce and P-Card implementation w/vendors, i.e.: Home Depot, Compaq, Lowes, and others.
• Regularly interfaced with clients and vendors supporting local field efforts. (Approximately 70-90% travel)
• Principal in contract and project negotiation of all major opportunities greater than $100,000.
PREMIER CONSULTING GROUP, INC. Belford, NJ July ‘95 – April ’99
Vice President, Sales, Business Development and Strategic Alliances
Privately held firm specializing in client development Go to Market strategies relative to sales, marketing, operations, and distribution. Took assignment knowing ownership’s intent and strategy was to eventually sell the company.
• Hired, trained and supported sales function, identified areas for new business and implemented chosen strategy plans.
• Vertical niche with Agency and commercial contracts, primarily Electrical and Specialty Contractors wanting to penetrate and win larger opportunities for both Private and Public Sector work.
• Promoted and positioned strong partnering opportunities between Contractor and Service Providers to Commercial Real Estate firms in search of effective “Sub to Prime†relationships resulting in a win-win for all parties involved.
• Implemented Balanced Scorecards for clients enabling them to clarify their vision and translate them into action.
• Coached and mentored clients with marketing strategy from concept through implementation including budget analysis, ROI, projections, follow up activities and tying activities to their web sites and internet presence.
• Supported client initiatives by targeting and developing partnering opportunities, coaching their efforts and delivering tactical plans to grow revenues by augmenting their efforts and penetrate their coveted accounts.
• Analyzed trends creating effective combination media, trade shows & conferences to enhance sales efforts for clients.
• Implemented Sales, CRM and Business Process programs for clients coaching, driving and measuring their efforts.
• Developed mutually beneficial working relationship with VAR’s for technology products and services that could be offered to our clients. In return we were positioned for revenue opportunities with their client/contact base.
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ALLIANCE FINANCIAL GROUP, Rutherford, NJ August ‘91 - July ‘95
Financial Sales Consultant/Sales Manager
Boutique Financial Planning firm specializing in estate, business continuation and executive benefits planning.
• Achieved strong pattern of repeat sales (70%) by utilizing a relationship oriented consultative approach.
• Successfully trained and fully licensed in all investment, insurance, related products and professional designations in New Jersey, New York, Pennsylvania, Florida and nationally where applicable.
• Developed a strong network and client base of 90+ in the personal and corporate markets.
• Conducted successful sales seminars for organizations in the Tri-State area.
• While in management role supported staff of 4 direct reports (sales consultants).
• Assisted in the recruitment and training of new consultants for the firm.
• Participated on team developing formalized “new hire†training program.
JG NATIVE WOOD, Parsippany, NJ May ‘82 - August ‘91
Sales, New Business Development, Marketing, and Project Management
Family owned and operated architectural design, construction, kitchen & bath remodeling and interiors consulting firm.
• Delivered significant growth revenue despite troublesome economy and emerging big brand competition.
• Maintained client, contractor and supplier harmony focusing on customer satisfaction through all stages of projects.
• Created innovative marketing programs and conducted consumer seminars/trade shows.
• Successful networked with architects, builders and developers to increase sales volume.
• Eventually became principal owner through death and illness, ultimately responsible for selling the business.
EDUCATION/TRAINING
Montclair State College, Upper Montclair, NJ; Marketing, Business 1979 - 1982
Harvard Business School: Program on Strategy & Negotiation for Sr. Executives; Manager and Team Leader Workshops
Bay Group International: Situational Sales Negotiation; Karrass: Negotiation I & II
PROFICIENCIES
Technology: All Microsoft Office/Windows applications; Lotus; Adobe, Photoshop and many others.
CRM Proficiency: Microsoft; Salesforce.com; Oracle/Siebel; Saleslogix; ACT; Goldmine; SAP and others.
Languages: Italian – fluent; Spanish – comprehension and usage, Mandarin – beginner level
PROFESSIONAL MEMBERSHIPS
US Green Building Council, CMAA, PMI, APPA, IFMA, BOMA, ICREW, Tradeline, NACUBO, AFE, SCUP,
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