Scott Kurtz Lc, Iesna Email & Phone Number

Des Moines, Iowa, United States

United States

Responsible for overseeing a team of internal and external lighting auditors and managing overall process and quality of lighting audits conducted in support of field lighting solutions and services team. Ensure customer communication process, front-end software functionality, and audit data transfer and presentation protocols meet internal and external customer needs and leads to successful project bid. • Developed stringent processes and standard operating procedures to govern lighting audits conducted by internal and external auditors.• Insure training curriculum for internal and external lighting auditors, including site assessment and pre-audit preparation, on-site data collection, and stakeholder communication.• Manages an internal team of lighting auditors.• Manage qualified external auditing resources to compliment team of internal lighting auditors. • Collaborate with sales and project development team to schedule and dispatch lighting auditors.• Drive accountability for audit quality for internal and external lighting auditors.• Employ continuous improvement philosophy towards identifying areas for quality and efficiency gains in data collection and transmission processes.• Identify Key Performance Indicators and tracking methodology to ensure accountability and identify areas for process improvement.

Des Moines, Iowa Area

Responsible for initiating, designing, planning , executing, monitoring and completing projects while creating and execute strategic sales plans designed to grow sales and increase market share.• Manage expectations of key stakeholders while communicating project milestones• Grew sales by over 20% in first year while decreasing overhead costs through strategic planning and budget management. • Worked closely with field service department to create a positive customer experience.• Align with company leadership to create operational and financial targets.• Provide timely and accurate update to leadership regarding project measurables and market trends.SUMMARYTop performing sales professional with over 20 years of successful sales and project development experience in the electrical and lighting industry. Expertise in the selection and specification of lighting products for commercial, industrial, municipal, institutional, and infrastructure markets: specified and closed the change out of most of the KC downtown lighting totaling over 3MM; specified and closed 1MM KC Street Car project with city of KC Missouri; and specified and closed 3 P.O.'s totaling approx. 1.7MM while working with Opterra an ESCO (Energy Services Company). Track record of earning awards for consistently exceeding sales targets. Strong in consultative selling, negotiation, and influence. Excellent relationship building, communication and interpersonal skills.

Designed and marketed lighting plans and energy solutions; conducted assessments and developed pricing for new and retrofit projects. • Represented company as Brand Ambassador to strengthen strategic relationships with market influencers such as engineers and managers gaining market share. • Engaged key customer verticals within assigned territory to grow market share, leading and performing time sensitive surveys and audits, increasing revenue and further penetrate accounts. • Developed comprehensive understanding of territory dynamics and identifying key Customers, Competitors, and Verticals to execute sales growth plan. • Demonstrated understanding of IES standards, National Electrical Code, IESNA, FEMP & IPMVP guidelines and ASHRAE standards as well as have extensive knowledge of LED lighting. • Conducted in-house sales training and field-based coaching that included 10-50+ people to develop sales staff expertise and effectiveness through sales presentations, needs assessment, market-based pricing, negotiations, closing skills, and project management.Achievements, Metrics & Awards• Employee of the Year - Exceeded Sales Goal by 20% - 2018.• Exceeded Goal/Growth Year over Year Greater than 100% and exceeded Sales Goal by more than $1MM – 2015.• The Spectrum Award – Performance for GP over $600,000 – 2006, 2008 and 2012.• The Crystal Award – Performance for GP over $400,000 – 2004, 2007.• Successfully grew expansion territory from $160,000 to $1.2MM in two years. Exceeded gross profit levels of $400,000 in 2nd year and thereafter.

Des Moines, Iowa Area

Establishing product approval on engineering master specifications list.• Created awareness and introductions of product specifications through presentations and product demonstrations to engineers.• Trained engineers and electricians in the use of Exothermic Welding Techniques.• Represented Millbank, Erico (Caddy Fastners, Cadweld, Eritech), and TJ Cope Cable Tray.

Greater Omaha Area

Served as sales agent for RobRoy, Selecta Switch, Murray Panel Boards, Engineered Products Corporation (EPCO).• Managed distributors in territory• Sold products to municipals, industrials, and distributors.• Developed yearly blankets and quotes.

Cedar Rapids, Iowa Area

Called on municipal superintendents, contractors and industrials, represented electrical manufacturers such as Blackburn, Crouse-Hinds, Hubbell, and Square D.• Provided input on pricing and price negotiations.• Managed account base and set up call schedule.• Developed positive customer relations through immediate follow up on quotes and service.• Developed and increased account base by establishing new customers.