Tiffany Duncan Email & Phone Number

St. Louis, Mo, Us

Baltimore, Maryland, United States

At PAX Services Group, we take a customer-centric approach to delivering best value, high quality solutions for complex problems. Our six Values keep the PAX team centered on what matters most to driving successful outcomes for the business and our customers:  Grit  Discipline  Accountability  Integrity  Safety  Continuous Improvement As an executive member of the leadership team, my focus is on executing the strategic plan, defining sales process and discipline, building an A-Team sales organization, influencing through positive leadership, strengthening partnerships and creating a strong brand with exceptional marketing initiatives. • Partner with Finance, Operations and Regional Leadership to implement the strategy to achieve high growth and scalability across multiple regions and geographies• Manage the Enterprise Sales Organization, working alongside the sales team to develop go-to-market strategies based on market availability and competitive landscape• Build and strengthen strategic partnerships to expand our reach into new markets and bolster our position in established markets • Set individual sales goals to achieve EBITDA, revenue and backlog targets for a sustainable and high performing organization while aligning incentive plans to goals to attract and retain high performers• Train and onboard key leadership and sales team members on all revenue-generating activities • Drive Salesforce implementation and CRM management, monitor pipeline activity and forecasting, and create dashboards and metrics to optimize sales, while using a data-driven mindset to adjust as necessary for sustainable growth• Execute innovative sales strategies for cross-selling, service and maintenance programs• Lead marketing initiatives to improve the customer experience and create a cohesive brand as we grow and acquire contracting businesses• Monthly and quarterly reporting to the Board of Directors, ensuring objectives are in focus and on track

Greater St. Louis

Key member of the Executive Committee reporting to the Board of Directors. Full responsibility for the strategic planning & implementation of company sales, profitable growth, market expansion & achieving EBITDA. Coach for Performance:• Cross functional leadership of sales, engineering and operations teams to produce framework for successful execution of bookings and revenue • Direct leadership of inside & outside sales organization inclusive of owner-direct, channel partners and independent rep firms• Drive bookings, revenue and margin expectations for $55-60M business• Lead complete CRM system upgrade and implementation including rollout of sales process document to drive pipeline management strategy and usage of custom dashboards to improve visibility and increase velocity• Drive sales discipline principals including Strategic Opportunity Reviews, pipeline management & CRM usage while executing a comprehensive near and long-term sales plan• Develop team members and process to improve conversion rates while growing the pipelineExecutive Committee Leadership:• One of four Vice Presidents leading 150 people organization in the engineered solutions for commercial buildings space• Lead weekly board meetings sharing bookings, pipeline health, monthly forecast, critical to close opportunities and general business observations & opportunities• Heavy collaboration with finance to understand our business’ key cost drivers, historical trends and areas of opportunity to achieve profitable growth

Greater St. Louis

Leading a team of sales professionals to deliver innovative energy and infrastructure solutions to our customers utilizing creative funding mechanisms.Team Transformation:• Complete rebuild of sales executives to drive results and transformation focused on building a winning, disciplined culture• Hired additional sales capacity in new markets (MO, CO & OK)• Developed a structure with cross-functional leaders to drive sustainable results in untapped markets• Created standard operating procedures to deliver more streamlined development in cross-functional teams (Operations & Engineering)Drive for Excellence:• Built a strategic plan including dedicated onboarding, training & sales standard work• Led a disciplined sales process by restating expectations outlined and tracked in weekly sales meeting resulting in significant pipeline quality and growth• Strong effort to increase collaboration and training beyond Great Plains• Better team alignment with Sales, Operations & Engineering to create a customer-centric approach• Co-led newly deployed consultative sales training with consultant and bi-weekly sales trainingResults:• Secured $120M in bookings in new market creation• Chairman’s Award for Cherry Creek School District $69M efficiency project• Development of strategy to secure largest OBEM deal in history• Creation of highly focused & disciplined team for scalability• Pipeline creation of multiple high volume ($30M) bookings for FY23

National Sales Leader for Utility & Grid Solutions with a focus on scaling Active Energy Management and Supply Side solutions across the U.S.Led the strategic vision and direction of two business units reorganized under my direction within eight months of me joining the team. One of three individuals on the Energy and Grid Solutions leadership team. Primary responsibilities included:• Built the foundation and structure to support Regional General Managers, Sales Leaders & Trane Account Managers nationally to effectively integrate innovative solutions into their sales processes, delivering greater value to Trane customers• Managed a pipeline of opportunities, with both direct revenue and indirect revenue, to drive sales and provide visibility to impact level for senior and executive leadership• Collaborated with key stakeholders, including senior corporate leaders, marketing, and others to identify our unique value proposition to drive progress in the field• Trained both traditional and non-traditional salespeople on the “why?” utilizing simplified messaging created to enable change• Led a team of individuals through transformation to complete prioritized projects based on a future target state developed utilizing lean tools• Led the Energy & Grid Solutions strategic business review to strengthen our position both internally and externally

Greater St. Louis Area

Led the public sector complex energy / performance contracting group in targeting, planning, strategizing and implementing multi-million-dollar guaranteed energy savings projects. Teamed across regional commercial sales offices nationally to share “Best Known Ways” and educate Comprehensive Solutions counterparts and leaders on strategic development and closure of major projects. Total projects executed in excess of $50M, including $20M in PACT Agreements with three major metropolitan St. Louis school districts in 2018.

Greater St. Louis Area

Nearly 8 years of experience in Performance Contracting representing the St. Louis Commercial Trane office as a premier ESCO (Energy Services Company) in this market. Promoted to Sales/Account Manager after two years in a marketing role. Promoted again to Senior Account Executive in 2016 due to strong performance and desire to provide outstanding customer service and alternative funding solutions for public entities. Responsible for $50M in guaranteed energy savings while consistently exceeding sales goals. Focused in K-12 Public School Districts, Municipalities, Healthcare and Higher Education.

Greater St. Louis Area

• Responsible for creating custom PowerPoint presentations and marketing materials to drive customer acquisition and increase revenue for the Performance Contracting department.• Design and maintain customized websites to communicate project progress, results and marketing efforts for leaders of major universities, public school districts and municipalities. • Lead the development of preliminary and final sales proposals ranging from $1 to $10 million dollars.• Organize, plan and attend ten regional and national trade shows targeted at education and civic leaders annually. • Optimize expenditures within an annual marketing budget between trade shows, client entertainment and customer events to maximize sales lead generation and marketing exposure.

Lenexa, Kansas

• Devised and communicated strategic plans surrounding the placement of web-based advertisements for clients to increase customer lead flow and maximize corporate revenue.• Managed and analyzed interactive lead data for a portfolio of clients on a weekly basis.• Prepared reports and planned campaigns for multiple clients and served as an intermediary between the client and our web providers.• Coordinated resolution of customer issues between client services, programmers and interactive developers to meet client expectations.• Allocated a $250,000 annual budget for various clients between multiple providers based on client goals.• Drafted proposals with lead projections and budget estimates for prospective clients.

Kansas City, Missouri Area

• Developed and implemented client tracking and management programs to ensure that financial documents were organized and delivered to internal and external parties at the time of closing.• Assisted the Marketing department in conducting corporate research of prospective clients.• Supervised a legal assistant and delegated specific tasks to achieve a higher level of productivity.

Bachelor Of Arts, Political Science, History

Activities and Societies: Member of Delta Delta Delta

Master Of Arts, Marketing

Education record