Bob Pastene Email and Phone Number
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CRO known for growing B2B businesses by achieving BHAGs! Fortune 500 leadership foundation (Baxter, Aramark, Securitas), to middle market private and PE-owned growth and exit successes. 30 years invested across multiple market sectors. Expertise built driving brick & mortar service organizations, now SaaS businesses in physical security and cybersecurity. Built sales teams within Private Equity, private and public companies to higher levels of growth by rebuilding sales foundations, taking on Fixer-Uppers, or Scaling up for growth. Noted for: Industry ExpertiseMiddle market companies; Private Equity-owned; Cybersecurity SaaS; Physical Security; Safety products; B2B Outsourced Services; Healthcare; Hospitality; Educational; and Industrial markets; Direct sales & channel partner development across North America.Organizational Development - Rebuilding the foundationDeveloped new infrastructure, business vision, processes and cultural transformation of contract manufacturer. Raised company image across industry and created first sales force covering North America. Process Creation / Implementation - RebuildCreated business development processes including job descriptions, industry recruiting, and on-boarding orientation, designed and implemented new compensation plans for sales team members. Created first-ever company annual sales budgets, expense budgets, and marketing budgets.Turnaround Management - Fixing it up!Reversed 30% revenue decline and delivered 60%+ growth and 30% EBITDA increase in two years for a PE-owned company, setting the course for its successful sale in two years at 2.5X previous high offer. Sales Leadership - Scaling it up & Expansion to new marketsAchieved President’s Club status 4 out of 5 years, which included the highest number of President’s Club sales team qualifiers in the country in 3 years. Opened new international markets to expand revenue channels. Built new key client senior relationships that grew revenues while training new team how to get more from existing clients.Major Sales WinsDesigned and implemented creative new business model that captured an eight-year contract with the largest global healthcare client, representing $120M+ annual revenue. Initiated national sales program resulting in 49% growth of key national account revenues.Revenue and Profit GrowthAchieved 60% top-line growth in 2 years exceeding growth expectations and grew EBITDA 30%+. Led Healthcare Division to the best performing business unit in North America, achieving 14% revenue growth and $43% NOP growth over previous year.
First Coast Security
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Senior Vice President Business DevelopmentFirst Coast Security Jan 2024 - PresentJacksonville, Florida, UsFirst Coast Security is a professional, privately-owned and self-operated security service contractor serving key markets across the United States. Singular organizational culture and commitment to service excellence established by the founder/owner 25 years ago keep the company delivering on its promises to its clients across the country today.
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Sole Proprietor - Independent ContractorGrowth Accelerator Partners 2019 - Jan 2024Providing B2B growth consulting services for middle market companies. Help companies define their target markets, clarify and strengthen their value proposition messaging, designing revenue growth plans and solidify sales leadership. As independent contractor help middle market companies struggling with revenue growth in SaaS businesses for physical security (Circadian Risk) and cybersecurity (StealthPath), and executive recruiting (GRN). Improve processes for business development, as well as sales accountability, effectiveness, and efficiency.
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Executive Vice President, Sales And Marketing │ Business Infrastructure Design And ImplementationStartex Industries, Inc 2016 - 2019Glendale Heights, Il, UsVisionary Leadership │ Sales Team Development │ New Business Identification │ Relationship Management Established an infrastructure for privately owned furniture, fixtures and equipment (FF&E) contract manufacturer, create a business vision, professionalize processes, and lead the strategy for driving organic growth across the dealer network. Led sales team, customer svc, and marketing, developed new business opportunities, and manage strategic relationships at the national level. Traveled extensively throughout the US visiting dealers to increase engagement, while raising the company’s image and repairing its reputation across the industry. Managed team of as many as 11 direct reports. Talent Development Built the company’s first outside sales force that serviced the network of distributors across North American. Grew national channel partner business 49% in first two years; grew 30%+ in first half of 2019.Contract CaptureSecured company’s first new hospitality chain contract in five years within the first nine months.Digital Enhancement and Process ImprovementLed complete rebuild of the company’s website and initiated online "overstock" sales program. Significantly improved efficiency by restructuring the order entry and customer services processes -
Executive Vice President, Sales And Marketing │ Turnarounds │ Global Market ExpansionDrifire (Pe Owned -Successful Exit To Strategic Buyer) 2013 - 2016Business Analysis │ Cost Control Solutions │ Sales Enhancement │ Revenue Growth Led the turnaround of this underperforming portfolio company. Conducted comprehensive assessment of strategic, organizational and financial levers to lead initiatives for reducing costs and accelerating sales and revenue growth. These included expanding company’s reach to global markets, building a new brand image, launching new products, increasing sales productivity, and reducing fixed costs. Business TransformationReversed prior trend of shrinking revenues, driving 64% growth within a two-year period, which included adding 20% incremental revenue growth in second year through expansion into global markets. Productivity EnhancementGrew individual sales productivity 80%+ in two years, while reducing operational costs 40%, by improving the sales culture and implementing a compensation structure that was more heavily weighted on performance. Raised variable compensation weighting (vs. fixed) from 64% to 84% of total compensation reducing fixed expenses and building a pay-for-performance sales culture.Lead GenerationIncreased lead generation 33% by completely rebuilding the company website, including dashboard, and establishing a new brand image and messaging. Value-added StrategiesSuccessfully positioned company as an attractive acquisition opportunity, resulting in its 2016 sale at 2.5X previous high offer four years earlier.
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Senior Vice President Of Sales – North America │ Division Growth Strategy │ Sales Team DevelopmentSecuritas Security Services Usa, Inc 2012 - 2013Parsippany, Nj, UsGrowth Strategy Redesign │ Talent Development │ Organizational Alignment Solutions Reinvigorated new business growth for the outsourced security services provider’s multibillion-dollar North American Business Unit to redefine the growth strategy. Orchestrated the realignment of talent, tools and targets applied to various vertical markets, including Banking/Financial, 3PL, Education, Commercial Hi-Rise, Manufacturing and Healthcare. Provided leadership and direction to 70 Sales Reps across the US and Canada.CRM ImplementationLed implementation of Salesforce.com, which replaced the company’s existing CRM. -
Vice President, Sales And Marketing – Healthcare Division │ Vertical Strategy Design And LaunchSecuritas Security Services Usa, Inc 2010 - 2012Parsippany, Nj, UsBusiness Model Development │ Profitable Growth │ Strategic Planning and ExecutionDesigned the vertical strategy for this new North American Healthcare Division, which included development of a creative new business model for the company’s largest global client, Kaiser Permanente.Performance EnhancementLed Division to ranking as “best performing business unit in 2012,” achieving 14% top-line growth and 43% NOP growth over previous year.Contract ManagementRenewed multiyear contract with Kaiser Permanente valued at $120M annually for eight years.
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Vice President. Sales And Marketing – Nc Region │ Executive Leadership StrategiesSecuritas Security Services Usa, Inc 2006 - 2010Parsippany, Nj, UsOrganizational Solutions Design │ Business Growth Initiatives Led all sales and marketing activities for a multimillion-dollar, nine-state North Central region. Developed and executed the new business growth strategy for outsourced services provided to 15 vertical segments across the region.Goal OrientedExceeded sales goals for three out of five fiscal years, with the highest individual sales budgets in the country.Vertical Segment PenetrationDesigned new market-driven approaches to penetrate new vertical segments (Hospitality and Healthcare), which was new to the company and successfully replicated across North America and Europe.Professional AccoladesAchieved “President’s Club” status four out of five years, in addition to having the highest number of sales team qualifiers for President’s Club in the country in three years.
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Vice President, Sales, B2B Outsourced Services │ Sales And Marketing LeadershipAramark 2003 - 2005Philadelphia, Pennsylvania, UsVertical Business Solutions Design │ Negotiations │ Contract Management Member Executive Leadership Committee, North American Team leader with full accountability for driving all new business growth of a multimillion-dollar Facilities Services Division. Provided leadership and direction for team of dedicated representatives serving six market verticals: Sports and Entertainment, Corrections, Food, Transportation, Corporate, and Industrial.Market Share ExpansionRedesigned market sales focus to capture the most strategic new business opportunity ever in the business unit.Team LeadershipLed team in securing a five-year contract for competitive, strategic Integrated Facilities Management (IFM) business valued at more than $55M.New Business GrowthAchieved 10% – 11% new business growth for two fiscal years, while leading a 50% changeover of the sales team.
Bob Pastene Skills
Bob Pastene Education Details
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University Of Wisconsin-MadisonFood Science; Business Minor -
National UniversityMba Coursework
Frequently Asked Questions about Bob Pastene
What company does Bob Pastene work for?
Bob Pastene works for First Coast Security
What is Bob Pastene's role at the current company?
Bob Pastene's current role is Senior Business Growth Executive | Trusted Inspirational Growth Leader in: Middle market, B2B - Physical Security, Safety, Facility Services, SaaS applications, Private Equity or Private ownership | BHAG's accomplished!.
What is Bob Pastene's email address?
Bob Pastene's email address is bo****@****ind.com
What schools did Bob Pastene attend?
Bob Pastene attended University Of Wisconsin-Madison, National University.
What skills is Bob Pastene known for?
Bob Pastene has skills like Sales Management, New Business Development, P&l Management, Account Management, Consultative Selling, Direct Sales, Leadership, Forecasting, Marketing, Salesforce.com, Recruiting, P&l.
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