Business Development Manager
Environmental Resources Management, Inc.
Total years of experience :28 years, 8 Months
Develop Risk and Safety related consulting solution opportunities by calling on the major, and mid-major oil and gas companies, as well as oil and gas service companies.
• Established a 2-year relationship with a global drilling contractor. Identified gaps in their health, safety, and environment (HSE) management system that would impede the company’s ability to operate in regions under a Safety Case regime. Result: Implemented a sales campaign that resulted in gaining a $4 million client, with a most recent purchase order valued at $2.3 million.
• Increased the office backlog of projects from a low of 4 months to a high of 9 months during one quarter. Analyzed ERM’s target segment and identified gaps in our offered solutions; implemented a multiple service sales plan. Result: Increased the value of the backlog from approximately $1.4 million to $3.2 million
• Created a new business unit focused on asset optimization. Developed a business plan, identified the target market, and established relationships with prospects and clients. Result: Established a revenue stream estimated at $1.5 million over 3 years.
Developed a website from scratch for the purpose of e-commerce. Started a drop-shipping business with $0 invested. Created a niche market for household products, with target competitors Lowes and Home Depot. Implemented a sustainable business model for the start up.
Develop Risk and Safety related consulting solution opportunities by calling on the major, and mid-major oil and gas companies, as well as oil and gas service companies.
• Delivered five new clients to the firm. Initiated and developed relationships with key project personnel, identified the needs and challenges of their projects, created learning events for their project teams, and demonstrated how our practical style of work brought value to their projects. Result: Increased sales by $1 million during the 2009 recession.
• Planned, developed, and implemented IRC’s strategic and operational sales program within 120 days. Conducted competitive and generic benchmarking, used lessons from sources like Chet Holmes and Robert Bloom, and focused the Leadership Team in identifying our long-term sales goals. Result: Created a sales plan and executed the sales plan in conjunction with the marketing plan. Clarified the way the firm was to do business.
• Managed the education-based marketing seminars for IRC’s target market. Planned the events, worked with the presenters, and led the marketing team in managing the logistics. Result: Hosted four seminars and eight “lunch n’ learn” events for up to 115 IRC clients and prospects in the Oil & Gas industry.
Learned the fundamentals of starting a business (search engine optimization, market analysis, product placement, presentation). Generated over $500 in sales over 2 months. Attended 2 sales exhibits in Seattle region.
Called on Distributors, Wholesalers, Contractors, and Small Appliance Dealers across Oregon, Washington and Northern California. Managed accounts and provided consulting services to assist in profit optimization and ensure product penetration and optimal product mix at these locations.
• Achieved 23% sales growth at a Seattle, WA based independent appliances retailer. Analyzed the product mix on the floor, benchmarked against competitive model mixes in the market, and developed a business case for changing the current display mix. Result: Increased revenue for the wholesale dealer by $180, 000 in three months.
• Improved profit performance for a Seattle based independent luxury appliance and design client. Surveyed and interviewed the dealer’s customers, investigated the incentive programs provided on competitive brands, collaborated with the owner and sales staff on training and customer events, and implemented a sales rewards program for specific models. Result: Increased the luxury dealer’s sales by 7% and increased the average selling price by $120 per unit.
• Created a Business Operations Assessment template to identify opportunities and issues in each market. Collaborated with senior territory and contract managers on their operations, and piloted and refined the survey with accounts in the territory. Result: The template was accepted by all Division Directors and implemented in all US markets, and is currently in use by all Sales Representatives at the Whirlpool Corporation.
• Established a key account relationship with Fry’s Electronics stores in the Houston district. Provided in-depth product and sales training to associates, developed strong relationships with the stores’ senior management, and presented products to customers at a store each week. Result: Nominated to the position of Fry’s Electronics Account Champion in December, 2005.
• Provided excellent customer service to Sears’ customers. Learned Sears best customer service practices, made positive interactions with customers, and provided service to both customers and Sears’ personnel when necessary. Result: Nominated as Employee of the Quarter, 1st Quarter 2003.
Received the award of “Battalion Marine of the Quarter” for the 2nd Quarter, 2000. Received 2 certificates of commendation. Received meritorious promotions to the ranks of Private First Class, Corporal, and Sergeant. Operated as Acting Platoon Sergeant for 8 months following the 1998 fleet deployment. Created and implemented a Marine Deployment Leadership Training Program in 2002. Received a letter of gratitude for volunteering to deploy to Afghanistan with 1st Battalion, 4th Marines in November 2001.
• Operated as Acting Platoon Sergeant for eight months following the 1998 fleet deployment. Managed the day-2-day operations of the platoon, was responsible for the effective deployment of the 3 weapons sections, and led the direct employment of the Machinegun section when detached for Company and Battalion operations. Result: Received the award of “Battalion Marine of the Quarter” for the 2nd Quarter, 2000 and meritorious promotions to Corporal and Sergeant
Teleservices calls selling financial solutions