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| CUSTOM CONSTRUCTION DESIGNS, INC., Birmingham, Alabama |
June 2003 to Present |
DIRECTOR of OPERATIONS
Full accountability for all P&L, sales, marketing and finance for this mechanical engineering and estimation consulting firm. Oversee all engineering and project responsibilities, including design for heating, ventilating, air conditioning, control, refrigeration and plumbing projects, and equipment selection. Create schedules using MS Project and used Means and other automated estimating programs for projects such as HVAC/R load calculations, equipment selection, layout/design and contract pricing.
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| RC&S, INC., Birmingham, Alabama |
1996-2003 |
VP of OPERATIONS
Founded and operated a high-profile design/build contracting service firm for industrial food processing plants. Challenged to design and implement all sales and marketing programs while coordinating all project operations to capitalize on market opportunities, build profitable client relationships and drive long-term revenue growth. Full P&L responsibility for all divisions, including engineering, mechanical, service and capital equipment sales.
- Built startup company from $25,000 concept to a $38 million firm with three satellite branches serving 27 US states and seven countries – all within six years.
- Personally managed all strategic planning, sales, marketing, engineering, project management and budget development as well as oversaw six Division VPs with 400+ employees.
- Structured and negotiated project bids up to $14.7 million by building and leveraging client relationships to establish credibility within intensely controlled and competitive markets.
- Negotiated more than $300 million in design/build, bid/spec contracts, capturing national accounts and maintaining 26% average gross profit along with international clients achieving up to 38% gross profit.
Highlights:
- Negotiated and closed a $2 million annual contract for overseas equipment sales and onsite installation featuring 18-22% net profit on each project and deadline-oriented supplier and installation terms.
- Orchestrated all engineering, cost justifications, ROI and equipment layout activities that generated a $14.7 million contract: a build and equipment project more than twice the size of any previous work. Collaborated with client CFO to plan equipment suitable for their financial projections.
- Selected by a key client to reform the maintenance department of their $100 million food processing plant. Implemented process improvements and departmental restructuring to reduce expenses $500,000 within the first year. Subsequently handpicked their next Maintenance Director with successful retention (7 years to date) and continued cost savings.
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| KOLPAK, INC., Brentwood, Tennessee |
1993-1996 |
OPERATIONS DIRECTOR: Tonka Division (1/1994-5/1996)
Held full strategic, operating, sales, marketing, staffing, customer relationship management, R&D and P&L responsibility for this multi-plant division of the US’s largest manufacturer of walk-in coolers and freezers. Tasked with maintenance and development of multimillion-dollar, multiyear contracts for national clients such as Wal-Mart/Sam’s Club, Kroger’s and Winn Dixie.
- Served as onsite senior executive while also negotiator for major contracts and change agent for plant layout, HR and pricing.
- Challenged with building a new "best-in-class" organizational infrastructure and driving expansion in the national market.
Highlights:
- Expanded share of a rapidly shrinking market by repositioning product to price-sensitive customers and building a more aggressive and "on board" sales team. Revenues increased more than 20% to $41 million.
- Eliminated seasonal losses by moving Mason City operations to a more perennial region, which led to 7% per-unit labor, cost reduction, improvements in union relations and reduced shipping costs.
- Increased profit per unit 5.2% by developing a warranty tracer program to identify root causes of claims and transforming the plant layout to eliminate quality issues.
- Enabled $500,000+ in first-year savings by researching and presenting test results for a new polyurethane foam product to the CEO.
- Played major role in company merger.
DIRECTOR: Warehouse Sales (5/1993-12/1993)
Accepted challenging opportunity to lead a critical turnaround of sales and marketing for walk-in coolers/freezers and open historically blocked channels. Redefined sales objectives, strategies and training for the Warehouse Division servicing institutional, industrial and special use sectors.
Highlight:
- Completely rebuilt the sales team to focus on core business strengths while pioneering innovative sales, marketing and business development campaigns, generating 200%+ more sales in six months than the entire previous year.
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| BURCH CORP., Birmingham, Alabama |
1975-1993 |
VICE PRESIDENT
Progressive growth through a series of comprehensive business responsibilities and promotions within this HVAC/R contractor and capital equipment reseller. Held full P&L responsibility for twelve years, effectively transforming a near-bankrupt organization into a highly profitable market leader. Directed all strategic planning, banking and finance, capital expenditures, new business acquisition and project management.
- Launched ongoing company growth (rapid advancement from $75,000 accounts to $1.7 million and $2.6 million) and landed high-profile national accounts through development of business plans and a comprehensive corporate infrastructure with a strong company vision.
- Created and developed additional profit centers throughout diverse areas and personally presented more than $100 million in total proposals featuring a 70% success rate.
- Developed and spearheaded a design/build group that returned profits at twice the rate of other divisions combined.
- Negotiated successful sale of the business.
Highlights:
- Achieved "preferred provider" status for the Red Lobster division of General Mills by championing an aggressive campaign to provide the highest level of service to all areas of this elusive account. Additional sales from icemakers and other equipment exceeded $1 million annually.
- Earned the business ($2.3 million contract) of an overseas refrigerated storage company through an unyielding commitment to uncovering prospect information, building a relationship and presenting a competitive bid for capital equipment sales.
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