High energy Sales & Operations Professional with a career background in car, truck, heavy equipment and traffic control rental industries. I have an extensive network of local, nationwide business contacts in the construction, utility, municipality, government, special event, power sports distributor channel and travel industries. You will find the words ethical, tenacious, creative, focused and dedicated to describe me. I value the pursuit to establish trust and credibility while building long term win-win business solutions. My wide variety of skill sets such as revenue/project/general management as well as a background in pricing, budgeting and accounting methods has earned me the respect to be mentored by senior level executives in the successful and rapid growth of publicly held multi-divisional organizations. I am recognized for achieving exceptional results in developing and managing new accounts and business units and have created strategies that positively increased organizational accounts, revenues, and EBITDA, ROI and ROCE factors.
Project-Ops ManagementStart Up/New Business Growth Yield/Revenue Management
Forensic Accounting Sales/Admin. ManagementP&L Responsibility
Sales/Marketing StrategiesTrend/Statistical AnalysisProfit Optimizing/Strategic Alliances
Financial/Operation Cost ControlTeam Building/DevelopmentInventory Management
Personnel Management/TrainingCorrective Action/Crisis PlanningPerformance Management
Capital & Operational BudgetingCustomer Relationship GrowthAuditing/Reconciliation
Business Process Re-engineeringOn-line Forecasting/ProjectionsData Research/Report Development
Progressive Career Highlights
Specific Task: Increase overall daily rental and work zone product sales throughout Arizona market.
Action: Prioritized top present and past accounts, utilized lead analysis data to segment lines of business, researched needs and key contacts and planned sales strategy to improve growth of accounts and closing ratios.
Result: Increased customer base YOY from 2009 to 2010, grew Southern Arizona daily rental revenues by 50%
RSC Equipment Rental:
Specific Task: Increase account market share and operational efficiencies so long term profitability remains in place.
Actions: Segmented accounts into lines of business, targeted specific SIC codes, converted customers to credit. Installed lean manufacturing processes, developed plan realigned personnel and installed accountability benchmarks.
Result: Increased fleet size from ~$13 to ~$26 million which grew district market share and revenues by +50% over 4 year timeline. Accelerated growth of district EBIT and ROCE factors while adding two new field offices in district.
Specific Task: Accelerate sales revenues, increase SKU lines in distributor catalogs, open new marketing channels.
Action: Developed marketing strategy, created an in-house catalog to drive distributor awareness and attended various national industry trade shows to meet major distributor buyers, get great catalog placement and close sales.
Results: Tripled distributor awareness of products added on average ~8 new product SKU lines per year into mass distributor marketing channels, increased revenues in all SKU lines to historic goals, and due to product line success was able to break into major big box channel such as Cabelas and Canadian Tire (the Wal-Mart of Canada) catalog.
2/09 6/2010 SW Hub Sales Manager Highway Technologies, LLC Arizona
Planned, developed and set meetings with key decision makers in the utility, construction, municipality, government and special event markets throughout Arizona. Segmented construction lines of business using McGraw Hill and Blue Book lead sources so teams understood top accounts, projects. Prepared, mapped and set daily, weekly, monthly work zones to achieve call goals and logged call activities into web based contact management system. Met with key buying decision makers on job sites, at offices or at other venues and established solid win-win business relationships with a host of project engineers, estimators, project managers and planning buyers to understand need priority, budgets, competitors and timing factors. Prepared, reviewed construction plans and submitted RFP & RFQ requests which were followed up on to determine win ratios. Conducted weekly staff meetings with other departments and communicated the deals won and closed.
9/04 11/08 - District Manager - RSC Equipment Rental, Southern Arizona
Managed, planned, directed, coordinated all rental equipment operations, sales management and customer growth for five revenue centers including full P&L responsibility. Audited and ensured accurate financial reporting was in place for inventory of fleet, facilities and equipment. Performed on-line budgets training branch managers how to use the system and rolled the AOP district numbers up to regional staff. Oversaw, lead, motivated and trained a team of 48 operations, sales teams, admin, field mechanics, and CDL drivers and instilled a safe work culture.
6/03 9/04 Pharmaceutical Account Sales Manager AstraZeneca, Tucson, AZ.
Managed territory, created, maintained and expanded cardiology/pulmonary drug line to physicians and pharmacists. Planned coordinated, executed sales calls and provided valuable continuing educational services to targeted medical professionals by bringing in fellow professional physician speakers. Entrusted to allocate drug samples following strict regulatory and ethical FDA requirements to maximize ROI factors.
5/01 6/03 North American Sales Manager - Genuine Innovations, Tucson, AZ.
Managed existing product lines and developed new distributor marketing channel accounts throughout Western Hemisphere, included U.S., Mexico and Canada. Attended national trade shows, worked with major buyers of catalog, big box, dealer and internet driven distributorships and trained distributor/dealer sales reps how to sell the product line. Added new product lines into a host of industries and increased sale revenues to historical levels. Developed sales pitch, product brochure catalogs to accelerate product interest, incorporated a sales process to maximize total sales into each marketing channel. Worked with engineering, product development, shipping/logistics and production teams coordinated new product developments based on what was learned from the customer needs.
4/00 3/01 Senior Dealer Performance Manager The Budget/Ryder Group, Inc., New England Territory
Responsible for managing a group of individually owned dealers from various industries in the region into a coordinated cohesive team. Performed truck rental inventory audits, managed maintenance asset records and held dealers accountable to dealer policies and procedures. Audited dealer accounting and reporting results to ensure accuracy of data was being reported and placed controls throughout the northeast region. Arbitrated disagreements between dealers and Budget/Ryder truck division. Managed a team of other dealer performance managers in the surrounding markets so ensure fleet utilization and assets were in right place to maximize company revenues.
6/85 4/00 General manager, Revenue Management Business Analyst, Accounting Coordinator, Rental Agent Supervisor AutoNation, Inc. (dba Alamo Rent A Car) - Ft. Lauderdale Fl.
Managed a team of ~50 employees, including outside sales, inside sales, mechanics, drivers, etc. and planned, coordinated work process flow to ensure maximum efficiency was achieved. Instilled a positive safe pro-active team environment existed for the stores I managed. Performed and conducted revenue management and pricing strategies to maximize branch revenues. Audited and accounted for completion of reports and utilization of fleet. Managed the marketing expense accounts in accounting performing forensic accounting practices to reduce costs and ensure the annual GM audit went smoothly. Invoiced and paid print, radio and TV commercial invoices posted the corresponding journal entries to balance and close the general ledger each month. Paid, posted the Canadian payroll each month.
Master of Arts in Organizational Management, University of Phoenix, Tucson, AZ.
Bachelor of Science in Administrative Studies, NOVA Southeastern University, Ft. Lauderdale, FL.
Seminars or Company Sponsored Training:
Acclivus Sales Training - \"Train the Trainer\"
Fred Covey - Time and Territory Management
Fred Pryor - How to Effectively Build Teams
Safe DOT Load Securement Train the Trainer
AZDOT HAZMAT Training
Arizona MSHA Training
References Furnished Upon Request