Julie Lotesto-Smith Email & Phone Number

Charlotte, North Carolina, Us

Dallas, Tx, Us

Dallas, Tx, Us

Lead career path development, sales strategy planning and execution, P&L performance, customer engagement, and supplier relationships. Collaborate with customers and suppliers to simplify their business and help in making them more profitable.• Focused on value-added services to boost active, digitally connected customers, sell more SKUs, and achieve outstanding financial performance, increasing EBITA by 4% YoY.• Conducted profitability training with sales teams and created delegation of authority guidelines to support accountability in pricing practices, resulting in 6% improvement in commercial margin.• Initiated processes for sales organization to foster customer engagement and adoption of emerging technologies, such as EV Charging Stations and Solar Installation products to increase sales and profitability and establish a value-first mentality, leading to sales increase of 30% YoY.• Enhanced employee engagement of 356 team members to ensure leadership development, career path achievement, and best-in-class employee retention; Rexel USA attained “Great Place to Work Certification” in 2023.• Implement inventory control process to include VMI with key supply partners, reducing DOH by 45% while improving overall fill rate by 3%.• Consolidated M&A business, converted ERP, as well as established operation and sales synergies to drive productivity resulting in 25% sales and EBITA growth YoY of the business unit

Atlanta, Ga, Us

Merchants Metals, LLC, PE Owned, headquarters – Atlanta, GAVice President Sales and Marketing 2015 – 2017Formulated and implemented sales and marketing strategy of $300M manufacturing and distribution company, specializing in fencing products and perimeter security. Recruited sales team from scratch, emphasizing value-driven customer initiatives supported by superior customer service and operational excellence. Performed customer ranking/price strategy and established key performance indicators to focus service center performance.• Collaborated with other senior leaders to develop and execute 2016 growth strategy, resulting in 19% sales and 7% EBITA growth.• Executed service center organizational initiatives to develop and maintain standard operating procedures focused on creating efficient and consistent customer service experience.• Designed marketing and sales tools to bring value to customer relationships and help in selling more products.• Reorganized and developed Outside Sales and National Account teams: o Landed Big Box 2-year supply agreement - $10M+ increase in business. o Broadened product line offering in stores. o Enlarged National Account footprint. o Elevated share of expenditure with Fence Contractors engaged by Outside Sales Team, achieving an average upswing of 28% through enhanced customer segmentation.

Oversaw all sales, marketing, and financial administration of stainless-steel railing fabrication and installation company. Managed all financial statement reporting, State and Federal tax filing, annual audits, and budgets for German-owned company.• Led sales and marketing teams to assess opportunities in marketplace, establish targets, develop sales skills, prioritize goals, and execute sales plans, resulting in increasing sales by 8% and EBITA by 17%.• Launched new website and product catalog to establish “call to action” lead generation feature, downloadable client tools, and enhance market awareness.• Managed reorganization of operations and human resources, resulting in 95% employee retention, revitalization of employee handbook, and standardized benefits program.• Instituted ongoing bid review and follow-up process, resulting in increasing close ratio from 15% to 27%.• Designed and maintained organizational framework to identify performance enhancement opportunities and key performance indicators that resulted in 15% increase in fabrication efficiency.• Achieved consistent success at performing comprehensive review and analysis of operations, detailed financial review, in-depth assessment of sales/marketing processes, and developed task-based strategies to attain results.

Spearheaded daily business operations, including strategic planning, sales, marketing, and all financial administration for start-up themed construction company. Delivered award-winning projects at the Museum of Science and Industry, Amway Center, Spertus Children’s Museum, and Indianapolis Zoo. Managed human resource functions, involving recruitment, hiring, and training, performance management, rewards/recognition, coaching, and compensation. Authored employee manual to describe human resource policies, procedures, and benefits.• Developed operational and financial processes, sales goals, and strategic vendor alliances for company acquisition, resulting in 7% EBITA in the first year of business.• Coordinated sales and marketing efforts to identify target markets, long-term sales plans, sales strategies, and presentations to achieve sales goals that resulted in exceedingly first-year sales goals by 22% and second year by 15%.• Built and led cross-functional fabrication teams in establishing operational processes for a 65,000-sq. ft. facility, comprising of 44 employees.• Determined key performance indicators and operational efficiency goals to drive high-quality, on-time delivery of projects.

Tip Top Builders, Inc., Skokie, ILChief Financial Officer (CFO) 2005 – 2012Managed full-scope financial operations for $24M general contractor. Oversaw all estimate reviews, contract negotiations, budgeting, cash flow, controls, forecasting, financial statements, operational process improvement, and accounting management. Created accounting processes to expedite timely financial report generation. Streamlined workflow processes to improve communication between field foremen and project management to successfully enhance scheduling activities to meet construction deadlines.• Enhanced billing process leading to elimination of bank debt and 40% reduction in accounts payable balance.• Initiated strategic planning efforts, including SWOT analysis and drove performance through engagement of entire team, resulting in increasing EBITA by 5%.• Designed and implemented human resource processes to minimize turnover and maintain compliance with regulatory requirements.