- Manage electrical business for Graybar’s Dublin (San Francisco Bay Area) branch – approx. annual revenue $150MM. Direct reports include electrical outside sales representatives and account managers- Manage all aspects of Graybar’s lighting fixture, lamp, and controls business in California (approx. annual revenue $250MM) – including Lighting Business Development Manager direct reports at several locations- Manage Graybar’s PowerSmart intelligent energy solutions group for Northern California – staff includes lighting, solar, and battery storage sales representatives, as well as technical specialists- Primary driver of Graybar’s street lighting business throughout the US, responsible for over $50MM of sales and the conversion over 500,000 HID lighting fixtures to LED technology over the past 3 years. Serve as a resource for Graybar nationally in this market segment- Lead Graybar’s first solar / battery solutions team, develop turnkey solutions with detailed financial analysis for clients nationally- Directly responsible for increasing lighting sales 6X for Graybar in Northern California since 2011- 5-time member of Graybar President’s Club as one of the company’s top producers of sales, gross margin, and profitability

• Managed all aspects of Graybar’s lighting fixture, lamp, and controls business in Northern California• Oversaw growth of lighting business by over 40% in 2012• Direct reports included a Lighting Business Development Manager in Sacramento market as well as a Northern California District Quotations Specialist

Lighting manufacturers’ representative: a specification sales and customer service agency for approximately 70 different lighting manufacturers, covering the San Francisco Bay Area and Northern California markets. Company revenue approx. $50MM/year• Manage an assigned package of electrical distributor, contractor, and specifier accounts• Participate in business decisions with regards to overall agency sales and marketing efforts, personnel decisions, and quotation / customer service procedures• Direct reports contractor / distributor ouside sales group as well as inside technical support staff

Lighting manufacturers' representative: a specification sales and customer service agency for approximately 40 different lighting manufacturers, covering Los Angeles / Orange County and San Bernardino / Riverside county markets. Company revenue approx. $30MM/year- Manage an assigned package of electrical distributor, contractor, and specifier accounts, sales to those accounts increased over 100% from prior year- Participate in business decisions with regards to overall agency sales and marketing efforts, personnel decisions, and quotation / customer service procedures

Division of GE that designs, manufactures, and markets HID lighting fixtures to commercial / industrial, roadway, and sports market segments. Company revenue approx. $160MM/year- Managed network of lighting manufacturers' representatives covering assigned territory in southern California, Nevada, and Arizona:- Assign sales targets to each manufacturers' representative, evaluate and update progress to rep and GELS HQ. Manage representatives' contracts and make decisions whether to retain each representative- Travel on joint sales calls to distributors, specifiers, and end users- Held sales management responsibilities for all market segments in territory: commercial / industrial, roadway, and sports lighting markets- Managed North Carolina-based team of quotations and customer service resources- Increased sales over 50% from previous year - total yearly budget over $10MM

Full-line electrical, voice & data products supplier division of GE that serves the contractor, commercial, industrial OEM / MRO markets. Total company revenue over $2.0B/year- Full-time GE Quality resource - schooled and certified in GE Six Sigma process- Conducted Six Sigma Green Belt training for West Region personnel- Led projects improving sales, inventory, and customer service processes between GE Lighting Systems and GE Supply, each division generating over $2B annually

- Lead order management business resource to evaluate a new enterprise system developed for the company. Assessed its ability to handle current business processes- Participated in decision not to implement system. For remainder of the assignment: Utilized GE Six Sigma methods to lead productivity focused business system projects Designed and led implementation efforts for a intranet-based order entry tool currently in use: First phase of project implemented in June-July 2001: coordinated and conducted a division-wide 2 month training / roll-out program that trained approximately 600 salespeople Documented net benefit for phase 1 exceeds $500K annually Second phase of project implemented October-November 2001: benefit expected to match that of phase 1- Business resource for potential and in-progress productivity projects within the e-business, IT, and Quality organizations - advised business impact to aid in project evaluation

- Supervised 18 project managers ($55-60MM annual volume) and 3 quotation specialists ($300MM volume)- Served as a liaison between the department and other key GE Supply business functions- Reviewed and made changes to the allocation of department resources; trained new employees- Worked with outside sales to develop a lighting quotation process, resulting in a comprehensive lighting fixture pricing database, and a “War Room” concept to approach large lighting project quotations- Through process improvements, kept project management resourcing stable as lighting and switchgear business increased by 10% in 1999.

- Handled GE Supply’s largest lighting project package, managed several large projects, such as The Getty Center, Edison International Field. Had direct responsibility to manage over $8MM in lighting projects- Developed and shared more efficient and automated ways to streamline the project management function, especially in the pre-construction job organization phase - improved service capabilities resulted in a 10% increase in sales volume (to $8.7MM) in 1997, and a 15% increase (to $10MM) in 1998.

- Served as an operations management resource with P&L responsibilities during a management change - branch size approximately $12MM- Conducted audits to isolate and resolve old job and inventory accounting issues - instituted inventory accounting operating procedures in the branch to avoid over $100K in cost write-offs that were taken in 1997- Instituted SOP's to analyze price / margin levels - resulted in a GM% increase of over 1% ($120K incremental gross margin)- Trained new employees in GE Supply procedures and GE Supply systems

- Entry-level sales and operations management program- Assignments in warehouse / logistics, sales, and operations / inventory accounting- Led branch-specific projects to analyze and improve price / margin levels - Completed the 18-24 month program in 8 months