Business Development position in the construction or related industry.
A position in promoting "Green" construction practices
Long term national sales position
Gary F. Smith
1644 Wayland Circle, Atlanta, GA 30319 (404) 693-0052
OBJECTIVE: A Business Management position with a company that offers long-term growth and development in the area of Sales and Executive Management.
PROFESSIONAL ACCOMPLISHMENTS_________________________________________________________________
• Participated in the design and construction of LEED Certified buildings
• 1991 Salesman of the Year, 1993 Salesman of the Year Finalist, 2000 Most Improved Salesman.
• Developed and implemented ISO 9000 Procedures for the Sales and Marketing Department/U.S. Operations for the worlds largest ISO 9000 Registrar.
• Developed the website for the world’s largest manufacturer of polyvinyl sheet piling that generated over 30,000 hits and produced and average of 40 sales leads per month.
• Responsible for sales development of structural skylights in the Washington, DC/Baltimore market. Increased sales from $15,000 per year to over $600,000 per year.
PROFESSIONAL SKILLS_______________________________________________________________________________¬
• Experience in the development and maintenance of new and profitable sales territories.
• Knowledgeable in sustainable and “Green Building†design concepts.
• Proficient in lead development, proposal generation and follow-up, industry networking and conducting product information seminars.
• Developing of PowerPoint presentation, direct mailings and sales collateral.
• Networking with others who are connected and influential to learn of new sales opportunities.
• Proficient in MS Word, Excel, PowerPoint and Outlook.
WORK EXPERIENCE__________________________________________________________________________________
York International (A Johnson Controls Co.) - Roswell, GA Oct ’03 – Present
Regional Business Development Manager
• Increased awareness of sustainable construction practices using underfloor air distribution ventilation and air conditioning systems resulting in an increase in annual sales of $250,000 to $2.4M per year.
• Educated architects, engineer and general contractors on appropriate design methods, construction “Best Practices†and typical cost modeling for buildings using underfloor air distribution.
• Created confidence in owners and design teams of York/Johnson Controls ability to successfully execute projects resulting in a “basis of design†rate of 80% and an overall underfloor air market share of approximately 70%.
• Managed the sales process from design conception through final construction.
• Trained over 30 sales engineers on system features, benefits and proper design practices.
• Created an underfloor air distribution design presentation used today by sales engineers and business development mangers.
• Participated in major trade shows such as U.S. Green Building Council Conference and the American Institute of Architects Conference.
Certified Fire Protection, Inc. - Norcross, GA Oct ’99 – Aug ‘03
New Business Development Manager
• Awarded “Most Improved Salesman†in 2000 for developing new business and relationships within the general contracting community and producing $1.3 Million in sales.
• Increased awareness of Certified Fire Protection’s products and service through informational seminars with engineering firms such as Barrett and Woodyard, Pond and Company, Hibble Peters and Dawson, and Newcomb and Boyd. Sales attributable to these seminars are in excess of $1 Million.
• Developed new relationships and maintained accounts with major companies such as Turner Broadcasting, Centers for Disease Control, The Weather Channel, Coca Cola Company and Shaw Industries.
• Responsible for all company marketing activities such as development of new company brochures, supervised design and construction of new website, oversight of ongoing promotional mailings.
• Co-founded two lead sharing groups comprised of individuals within the construction industry. Defined criteria, set goals and established responsibilities of group members.
Materials International, Inc. - Atlanta, GA Oct ’98 – Aug ‘99
Marketing Manager
• Responsible for all marketing activities for the world’s largest manufacturer of polyvinyl sheet piling.
• Redesigned company website, which resulted in over 30,000 hits and generated an average of 40 sales leads per month.
• Negotiated over $150,000 in print advertising with over 20 national and regional trade publications.
• Created a benchmark PowerPoint sale presentation specifically directed to structural engineers.
• Planned and coordinated a national sales incentive program.
AFAQ-ASCERT International, Inc. - Washington, DC Dec ’97 – May ‘98
Sales Manager
• Responsible for developing the sales and marketing programs for the U.S office of the world’s largest ISO 9000 registrar.
• Created proposals and conducted follow up inquires. Generated over $100,000 in sales.
• Coordinated two national trade shows that generated 60 sales leads.
• Created and implemented a 10,000-piece direct mail campaign, which yielded over 100 sales leads.
CIVIC ACTIVITIES____________________________________________________________________________________¬
• Habitat for Humanity Projects
• Hands Across Atlanta
PROFESSIONAL ORGANIZATIONS_____________________________________________________________________¬
• U.S. Green Building Council
• Society of Marketing Professional Services (past member)
• BOMA (past member)
EDUCATION__________________________________________________________________________________________¬
• Rochester Institute of Technology, Rochester, NY, BS Business Administration, 1986
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