Profit and Loss responsibility to develop and execute the strategic channel business plan. Work directly with the major distributors in the U.S. sustainability and energy services market. Develop partnership agreements and marketing plans to mutually grow profitable sales for Dalkia and our business partners. Work with channel partners to profitably grow their existing and potential customer lists. Consult with and make recommendations for national accounts to implement their energy and sustainability programs effectively and efficiently across their portfolio of properties. Find, recruit, and develop profitable relationships with subcontractors, and negotiate beneficial contracts/terms. Experience building teams around all energy renovation and sustainability improvement measures. Energy Conservation (lighting, HVAC, compressed air, boilers/chillers, steam, Electric Vehicle Charging, micro-grid solar, storage). Manage the team for multi-site, multi-measure National Accounts throughout the sales process from Business Development, design build, logistics, implementation, and project management.

Responsible to provide strategic direction and lead WESCO Lighting Solutions $150M sales organization (six Region Managers, twenty-four field sellers) to meet and surpass business goals and objectives. Built annual business plan: sales budgets, billing margin budget, EBIT goal, inventory, marketing, and expenses to align with CEOs business objectives for my group. Utilized sales data to define metrics and establish measurables. Used measurables to set team expectations and to set individual and team accountability. Marketing activities included coordinating internal and external training, market swarms, vendor events, (trade shows and on-site product promotions) customer and team incentives. Effectively collaborate with pricing, purchasing, marketing and other functional groups to maximize WESCO profitability and market share growth. During tenure I lead the recruitment and hiring efforts to double the size of the organization while increasing revenue 100%+. Managed Vendor relationships (and negotiate) with all major manufacturers. Qualify and negotiate with second and third tier manufacturers. Manage relationships and work with the major sales agencies across the US. P&L responsibility at the customer level.

West Region Manager –Responsible to recruit, build and lead the Western Region (26 states) team to surpass top line sales growth while managing Billing Margin, EBIT, Inventory and group cost metrics. Recruited and built top notch, highly experienced, best in class team. Direct team includes nine highly experienced major market leaders. The team manages WESCOs sales and branch network to obtain WESCO top line sales and profitability goals. The team leads specification and design efforts for clients. Indirect (branch) team includes inside and outside sellers, regional marketing, pricing, quotes departments, project managers and renovations team. The team covers 80 branches across the western states comprised of 300+ sellers. Responsible to build and execute the strategy to coordinate this diverse team (of Industrial, Commercial, Construction, Data-comm, Solar, Security, Utility and OEM sellers) to establish WESCO as the market leader in Emerging Technologies. Utilize sales data to define metrics and establish measurables. Use measurables to set team expectations and to set individual and team accountability. Contribute to Board of Directors report and Quarterly Operating Reports. Responsibilities include: Coaching and developing direct reports. Improve capabilities of leadership team. Setting top and bottom line sales goals (actual goals and stretch goals) for district team, market and branch teams. Determine team’s performance based objectives and link to appropriate compensation incentives. Setting customer strategy for vertical markets. Work with marketing to design and implement marketing programs and promotions. In depth knowledge of branch operations functions & structure.

Lead sales teams of southwest sales agencies from approx. $4M to $40M over four year assignment. Acquired & built expertise in Solid State Lighting (SSL) and emerging Light Emitting Diode (LED) & controls technology. Established CREE LED as market leader in emerging lighting technology. Developed quarterly and annual sales plans for agencies and region. Was presenter for business’s largest customers & customer groups (Institute of Electrical and Electronics Engineers IEEE, Illuminating Engineer’s Society North America IESNA.) Directed efforts to effectively educate specification community (lighting designers, architects and electrical engineers.) Managed Lighting Showroom distribution base. Forecasted region’s project pipeline through Salesforce.com. Managed team’s communication with all levels of customer base from C-level to energy and operations managers. Lead sales team’s efforts for largest customers in region: Energy Service Contractors (ESCOs): Chevron Energy Solutions, Johnson Controls, Honeywell; OEMs, political subdivisions; local utilities (LADWP, SCE, Sempra, PG&E); largest school districts and Universities. Personally lead team to two of CREE’s largest successes: first complete “all LED” school district specification and installation and also largest LED troffer install in the world. Team member “National Electrical Distribution Strategy”: Managed C-level relationships: Gexpro ($1B international wholesaler) and CED (largest US electrical wholesaler.) Managed Regional relationships for Sonepar, Rexel, Graybar and Crescent Electric.

$44M annual sales responsibility. Built annual strategic plan for double digit sales growth of Grainger national account. Lead sales team of 18 sales people to achieve sales targets and promote GE brand. Manage direct report marketing and vertical team members. Create and implement sales and incentive programs for direct sales team and distribution sales team. Set sales goals, forecasted product demands, and new product needs. Western team leader (or host) for large scale customer events, promotions and entertainment. Completed, Six Sigma Greenbelt training. Crotonville management development course graduate. Western States included (CA, NV, AZ, NM, WA, OR, UT, CO, ID, MT, HI, AK and sometimes TX and/or KS.)

(This position ran concurrent with Regional Sales Leader role) $40M sales responsibility. Responsibilities included double digit sales growth, build sales forecast and promotions, set goals and focus sales team on highest potential accounts. Manage four senior level direct report regional sales managers. Provide leadership and direction for their strategic plan for each of four regional sales regions. Determine profitable markets, pursue and negotiate profitable (Federal, State and Local) contracts. Built relationships at all levels with D.O.D, states, municipalities, utilities and co-op purchasing groups (i.e. WSCA, US Communities.) Built Government sales team; hired team members, determined regions, assigned responsibilities, prioritized targets. Challenged (set aggressive sales targets) and motivated team (with incentives and high excitement and energy level) to become best in class. Resulted in team recognition as best practice. Government became largest market segment.

National Account Manager. July 1999 – July 2001. Responsible for headquarters relationships with assigned national accounts. Responsible to lead and motivate national Commercial and Industrial sales team to double digit sales growth of assigned accounts. Accounts included: Intel, Hilton, Marriott, Coca-Cola, Boeing, CB Richard Ellis, Harrah’s Entertainment, Caesar’s Entertainment, Kaiser Permanente and Premiere Health Care. Worked with Wal-Mart and Home Depot teams on various promotions and events. Trained and mentored new hires on products, applications, marketing promotions & programs. Six Sigma Greenbelt Certified.

Responsible for sales growth of San Diego market calling on Graybar, CED, Gexpro, Rexel, WESCO, Grainger, One Source and local electrical distribution. Doubled GE market share from $3M to $6M.

Responsible for sales growth of Central Coast of CA market calling on established customer base of electrical distributors and end users.