– Consult with sales representatives, distributors, electrical engineers, and contractors to define project requirements, confirm product compatibility and product application suitability. Provide support for sales inquiries about lighting control systems. Review architectural plans/drawings to define system requirements and perform detailed equipment take-off to provide the optimized configuration and pricing for controls system. Review pricing strategy by project, review spec documents, provide detailed explanation of product use/installation/performance capability to determine project specific Bill of Material and associated pricing. Provide company-wide assistance to all value streams with product application questions. Draw AutoCAD installation diagrams providing detailed documentation of system installation and configuration to document nuances for individual project needs. Assist product support group with application questions and review of legacy systems for compatibility with current equipment. Maintain awareness of competitors so as to provide competitive proposals to the marketplace. Selected achievements include: Successfully interpreted sales agent supplied project drawing and documentation in order to develop the most cost effective controls solution while meeting the project design intent. Producing project quotes in excess of $5M - resulting in orders of $1.5M annually. Collaborated in quote process improvement KAIZEN project to improve productivity and implement LEAN methods. Structured Philadelphia Family Court deal – adjusted price, altered solution design to meet project requirements and internal margin requirements and meet client budget -- $200k. Gained subject matter expertise across 3 unique technical product lines within a 12-month period.

Led southeast regional operations ($250k / month) for a leading provider of lighting maintenance and retrofit servicing large retail clients including Home Depot and Rite-Aid Pharmacy. Supervised day-to-day activities of 7 field service technicians and 3 upgrade teams. Provided technical support, scheduling, performance management and problem resolution. Managed new hire orientation and training as well as supervision of field technical trainer. Audit field work for acceptable completion per project scope and specifications. Coordinate maintenance and repair of $300k in field equipment. Selected achievements:  Managed approximately 200 projects valuing an average of $25k each. Scheduled projects, ordered materials, allocated resources, resolved issues, and verified successful completion. Reset priorities and reallocate resources to respond to shifting client requirements as needed. Increased profitability by 10 percent by better aligning technician skills and experience with project requirements and regularly analyzing routes to optimize efficiency.  Developed network of subcontractors for the Southeast region. Managed recruiting, scheduling and performance management, including review of job completions, on an ongoing basis.

Oversaw daily management of business including design and manufacturing of fabricated machine parts and material handling systems. Provided application engineering support to identify and refine client requirements. Priced and sold projects. Led procurement, job costing, and subcontractor engagement and management efforts. Managed sales opportunity identification and development, proposal preparation, and account management. Managed company website and content updates. Analyzed existing process related to estimating and costing, cash flow management, and subcontractor management. Selected achievements:  Partnered with German design consulting firm in conjunction with Siemens to build light railroad maintenance equipment valuing in excess of $50k per project.  Designed and built trade show exhibit for NEC use at Consumer Electronics show in Tampa, FL.

Directed all operations and processes for new children’s hair salon including financial analysis; human resources management and payroll administration; procurement and inventory management; sales and marketing; and customer service. Developed budgets and tracked expenditures against budget. Conducted ongoing financial analysis to achieve break-even after 6 months of operation. Oversaw IT systems such as the POS system, PCs, and audio visual equipment. Selected achievements: Developed a business plan including market analysis, sales forecast, and expense budgeting. Produced pro-forma financial statements and established performance metrics to secure financing. Managed salon design, construction, and opening. Negotiated lease with a large property management firm for space in a new upscale shopping center. Monitored the construction process to address and overcome technical obstacles and ensure on-time project completion. Grew the customer base to achieve business volume in excess of 300 haircuts per week and revenue growth of 10 percent per month during the first year of business.

Drove cross-functional team efforts to develop new Web-based applications. Researched market requirements, defined product specifications, developed pricing and revenue models and created and delivered marketing programs and materials. Defined go to market strategy and product messaging. Developed and conducted sales training programs to communicate key product benefits. Monitored sales activity and aided sales efforts to gain new business. Selected achievements: Conducted informational Web-based seminars for prospective customers to generate leads. Created functional specifications and managed product development efforts to adapt existing call center management product into a Web-based software bug tracker. Developed and led classroom-based sales training courses on new d-Tracker and FarSight product offerings. Learning objectives included familiarizing the sales force with new product capabilities, enabling them to articulate the value delivered to customer organizations.

Managed distributor and OEM accounts as well as sales and technical support activity for the distribution of discrete semiconductors including diodes, rectifiers and specialty chip applications. Reviewed purchase history, developed pricing schedules, negotiated pricing and delivery and handled account management activity. Trained manufacturer’s representatives on product benefits and sales techniques. Selected achievements: Successfully managed relationships with military contractors such as Hughes, Honeywell, Boeing, and Lockheed, resulting in a 22 percent increase in sales volume. Created new sales development program for manufacturer’s representatives including classroom training, self-study and “shadowing” a senior sales person during sales calls.

Led project to develop a new line of robotic material handling systems for semiconductor manufacturing. Monitored phases of feature development and implementation to ensure that progress was clearly communicated to customers and that milestones were established and met. Supported sales by attending customer meetings and reviewing customer specifications, establishing feature requirements and outlining system functionality, pricing and delivery schedules. Delivered sales training programs and materials on new products and new capabilities. Selected achievements: Created specification for a semiconductor robotic material handling system resulting in design wins at Santa Clara Plastics, Eaton Semiconductor, and Lam Research, generating $1.3 million in revenue. Developed and delivered sales training to support introduction of new High Capacity Buffer products.

Organized and led newly-created Customer Service department accountable for all customer service and order processing functions for the $26M Time/Data Systems Division, handling inquiries from customers, field offices, and international subsidiaries. Supervised and motivated staff of six, formulated and managed budgets, and implemented ISO 9000 procedures. Implemented automated Depot Replacement process for defective data collection terminals resulting in 47 percent reduction in losses from non-returned equipment.