Craig Burch Email & Phone Number

Phoenix, Az, Us

Served as the Director of Enterprise Accounts. In this role, I led and mentored a talented team of enterprise account managers, inspiring them to achieve our ambitious annual revenue goals through targeted coaching and performance management. I’m passionate about developing and implementing growth strategies that enhance client partnerships, nurturing long-term relationships with senior decision-makers while maximizing our service offerings—everything from lease rent to transportation and design services. I take pride in spearheading account management initiatives that support client renewals, RFPs, and contract negotiations, all while collaborating closely with finance, sales, and operations teams to ensure optimal outcomes. My involvement also extends to shaping product strategy and corporate initiatives.A few key achievements in this tenure include:• Grew portfolio revenue from $125M to $200M+ in two years by directing team of enterprise account managers across multiple industries.• Drove 20% annual rental rate growth and achieved 25% higher ancillary product revenue penetration compared to company average through cross-selling and new product development.• Secured major partnerships with top clients like Amazon, Home Depot, Mortenson Construction, Pulte Homes, and LiveNation, expanding market presence across key verticals.• Streamlined operations by creating enterprise account master lease agreement and client rebate program, enhancing contract efficiency and client retention.• Exceeded client satisfaction benchmarks by 20%+ through high NPS, driving long-term loyalty and retention.• Reduced outstanding account receivables by 25% year-over-year by redefining enterprise accounts collections process in collaboration with cross-functional teams.

I managed a portfolio of 25 key national accounts, driving up to $20 million in annual sales revenue while actively cultivating new business partnerships within subsidiary accounts. My role involved executing B2B sales of modular offices and storage solutions across North America, where I established strong relationships with stakeholders ranging from C-level executives to field personnel. I scheduled and conducted meetings, delivering engaging capability presentations that utilized consultative sales techniques. Negotiating master lease contracts was a key part of my responsibilities, as was relaying essential customer insights to our internal teams. I supported our accounts receivable team in collecting overdue payments and provided assistance to a team of approximately 30 territory sales managers.A few key achievements in this tenure include:• Achieved 22% YoY increase in sales revenue from 2020 to 2021, navigating challenges posed by COVID-19 pandemic.• Negotiated master lease agreements with prominent organizations, including Pulte Homes, Toll Brothers, Major League Baseball, and National Hockey League, enhancing company visibility and market reach.• Trained 100+ field sales reps and sales managers on CRM platforms, such as Salesforce and Project Handler, optimizing sales processes and improving data management.• Headed dedicated internal team for multinational sales initiative centered on 2026 World Cup, positioning company for significant growth in competitive market.• Managed logistics for major national events, including Super Bowl and Coachella, overseeing all aspects from planning to execution and ensuring client satisfaction.• Developed unified special event ordering process, integrating two distinct organizations to deliver comprehensive solution for clients, streamlining operations and enhancing service delivery.• Mentored premier sales specialist, leading to multiple recognitions for achieving one of highest Vap Sales Revenues (VSRs).

Chandler, Arizona

Business Development Manager with a demonstrated history of working in the construction industry. Skilled in Negotiation, Budgeting, Business Planning, Operations Management, and Sales. Strong business development professional with a Bachelor of Science (B.S.) focused in Marketing.

I managed a portfolio of 17 high-impact national accounts, driving up to $11 million in annual revenue while cultivating new business partnerships within subsidiary accounts. I spearheaded the leasing and sales of modular buildings for both temporary and permanent applications, engaging closely with procurement managers, senior estimators, and C-level executives. My proactive approach allowed me to strengthen relationships within my existing account portfolio by scheduling regular meetings with decision-makers and field representatives. I organized client lunch-and-learn sessions to introduce our innovative products and services, conducting comprehensive needs assessments to develop tailored account strategies. Additionally, I collaborated with branch personnel across multiple locations to facilitate the closure of national accounts, ensuring the fulfillment of negotiated orders throughout the purchasing process, which significantly enhanced client satisfaction and loyalty.A few key achievements in this tenure include:• Attained 30% increase in rental rates across all asset classes through Q2 2018 by effectively showcasing ModSpace’s value proposition via tailored proposals and engaging presentations.• Secured $1M in used sales transactions with Sundt Construction by successfully negotiating purchase order terms between internal contracts team and client's senior leadership.• Identified and shared new business opportunities with 100+ ModSpace sales directors, territory sales managers, and inside sales associates nationwide, enhancing overall sales potential.• Led internal deal review sessions with sales and operations teams to strategize on deal fulfillment and account management, providing education on account-specific order processes.• Negotiated high-level contracts, including master lease agreements and service contracts, directly with C-level executives, strengthening business relationships and ensuring alignment with client needs.

I directed a portfolio of 700 accounts, generating annual revenues between $3 million and $6 million while actively cultivating new business partnerships throughout the Southwest Arizona territory. I specialized in selling modular buildings for both temporary and permanent applications, effectively engaging with owners, estimators, and superintendents to understand their unique needs. My role encompassed the entire business development cycle, from cold calling and conducting comprehensive client needs assessments to articulating product features and benefits, addressing objections, negotiating contracts, and successfully closing sales. I also collaborated closely with branch and fleet managers to perform detailed cost analyses, which allowed us to optimize deal structures for maximum profitability. This holistic approach not only boosted revenue but also strengthened our market presence and client relationships in the region.A few key achievements in this tenure include:• Secured “Circle of Excellence” award in 2014, recognizing highest-producing managers in NA for exceptional performance.• Ranked as top territory manager in SW district in 2011, surpassing activation goals with impressive 110% achievement rate.• Earned “Territory Sales Representative of the Year” award in 2006 by exceeding operating plan by 130%.• Closed largest sale in SW district in 2018, generating $1M in revenue for project encompassing 20,000 sq ft of modular space.• Increased territory revenues from $1M to $6M in 2005 by integrating GE’s core values with proven sales techniques.• Received “GE Medallion” award in 2005, placing in top 5% of territory managers across NA for solid performance.• Mentored and trained entry-level sales assistants, contributing to professional development and success of sales team.