An accomplished senior sales executive with a demonstrated track record of building profitable business relationships across disciplines in competitive and emerging markets. Twenty years of professional sales and marketing experience in manufacturing, construction, and renewable energy with over 1 GW of solar sales experience. People-oriented, outgoing individual that earns a high degree of loyalty with staff, customers, and vendors. History of meeting revenue targets, sales quotas, and corporate goals special expertise in B2B Sales. Strong relationships throughout all aspects of the solar value change and investment community to include, financial & private equity investors, solar developers, EPC's, and utilities to include cooperatives, G&Ts, and IPPs in the US. Experienced working for high growth, international companies. Ā Accustomed to extensive world travel with concentrations in Canada, Central America, Europe, China, Japan, Singapore, and Vietnam.
Skill Highlights
Sales, Sales AnalysisĀ
Diverse Market/Industry Knowledge
Budget Forecasts
Performance EvaluationsĀ
BrandingĀ
Business Development
Client Account Management
Market Research and Analysis
Cross Cultural Communications
Global Sales & Marketing
Distribution ManagementĀ
Supply Chain ManagementĀ
Strategic Planning Ā
Negotiation SkillsĀ
Product Line Expansion
Team Player
Education
The Episcopal High SchoolAlexandria, VAExpected in 1991 ā ā: - GPA:
The University of South Carolina, S.C.Expected in 1995 ā ā:Communications - GPA:Communications Solar Development - Legal, Financial, and Technical Due Diligence.
Harvey Smith Executive Business Coaching for career enhancement and professional development.
Hanson University, Expected in ā āAwarded Certificate of Accomplishment for Management Foundations 1- Basic Principles; Establishing Performance Expectations; Speaking to Influence Others; Taking Corrective Action
*Awarded Certificate of Accomplishment for Management Foundation 3 - Solving Problems-The Basic Process; Solving Problems- Tools and Techniques; Confronting Issues with Manager and Peers; Personal Strategies for Navigating Change: - GPA:
Core Accomplishments
Sales
Surpassed all PV module sales goals by 250% for Eastern U.S. & Caribbean region.
Increased sales by 500%Ā over a two year period.
Highest global 2015 ASP / $.70 DDP / 150 MW PO.
Financial Reporting
Accurately compiled financial analysis data reports and forecasting documents for competitive analysis
Successfully negotiated surety bond rate for REC Group's Head of Treasury, CFO, & SVP and Insurance provider saving the company $4 million. Ā
Worked directly with the CEO, CFO, and President ofĀ Power Secure,Ā to win 150 MW consisting of 3 military projects, Fort Gordon, Fort Stewart, and the MCLB in Georgia Power territory resulting in $105 million in sales.
Ā
Professional Experience
Central Bancompany - Eastern U.S. & Caribbean Key Account Manager Jefferson City, MO, 09/2012 - 02/2016
Responsible for key account sales and business operations in the Eastern U.S.& Caribbean markets.
Grew REC Americas sales 5x YOY in 2015 totaling 860 MWs and 890 MWs under contract and shipping in 2016.
Sold 100% of U.S allocation of REC Solar's Singapore manufacturing facility in years 2014, 2015, & 2016.
Worked with senior management on new REC Vietnamese manufacturing expansion plans resulting with an OEM agreement.Ā
Provided manufacturing quality inspection on site at the VinaSolar Vietnam facility for U.S volume.
Introduced REC 72 cell panel to the US market selling 100% of the plant allocation before the actual expansion was complete.Ā
Sold 3 of the largest military PV projects in the U.S. Fort Gordon, Fort Stewart, and the MCLB projects) through MSAs with Power Secure totaling 150 MW.
Organized solar technical trainings for the 3rd largest U.S Utility's supply chain, engineering, and contracting group whilst negotiating the transfer of a master supply agreement for 65 MWs.
Provided weekly market updates and forecasts for US market to global planning team.
Organized and planned customer visits to REC's Singapore manufacturing facility and regularly conducted tours of the ingot, wafer, cell, and PV panel manufacturing facilities in conjunction with the Singapore global department heads.
Generated annual sales, marketing, and expense forecasts with quarterly performance reviews.
Presented forecast and strategic plans to the company quarterly.
Raised awareness of the company at conferences, meetings, and industry events through attendance and providing training.
Worked closely with various private, institutional, and private equity investors to provide financing solutions for customers.
First to take Trina Solar to market in the eastern U.S. and Caribbean markets and helped to grow market share to the number 2 position of Tier 1 solar panel manufacturers in the U.S. in 2012.
Collaborated closely with senior management team to successfully promote team plan for Trina Solar U.S.
Formulated and negotiated NASCAR Sponsorship for Trina Solar with Hendrick Motorsports and Sports Marketing Consultants for the 2012-2013 season in conjunction with Farmers Insurance in an effort to "Americanize" the Chinese manufacturer through NASCAR.
Worked directly with the CCO to create the C&I marketing plan for the Fortune 500 companies currently involved in sponsoring NASCAR to develop solar projects on their respective facilities.
Worked with President of Speedway Motorsports, Markus Smith to develop solar projects on their 7 racetracks.
Worked directly with NASCAR Green Initiative Developed (5)20 MW projects eventually selling to an IPP.
Responsible for 50-100 MWs of PV panel sales per quarter mostly to utilities, IPPs, and EPC's.
Conducted business analysis to ascertain new emerging markets and helped in the recruitment and hiring process of solar professionals.
Identified and bid EPC opportunities in the Southeastern U.S for solar PV and solar thermal solar systems on commercial and industrial projects.
Negotiated the solar system and EV charging station project on Gastonia, N.C.'s Schiele Museum. Ā Ā
Installed commercial solar thermal system on the North Mecklenburg Jail covering 48% of the hot water usage.Ā
Forged ongoing relationships with architects, owners, general contractors, utilities, developers, and IPPs to incorporate solar installations in the Southeastern U.S. market.
Developed marketing strategies for national and regional partners to implement solar installations.Ā
Worked with panel, racking and inverter manufacturers on pricing and allocation.
Collaborated with both PV and thermal design teams for most competitive and appropriate solar engineering.
Established east coast presence in North Carolina to develop, engineer, finance and construct utility scale solar with strategic partners to own and operate.
Market proprietary mounting systems to the developers of ballasted systems as well as EPC contractors and the engineering community on the east coast.
Developed and sold projects across the US.
Created OEM relationship with Mitsubishi's Diamond Mount racking system.
Hanson Building Products - Emerging Market Manager City, STATE, 10/2006 - 10/2007
Responsible for sales and operations in the Emerging Markets (NC, SC, VA,GA,AL,TN,MS,AL,AR, - responsible for sales in the Northeast as well as the Midwest with emphasis on the Southeast.
Increased sales over 3x YOY in the Emerging Markets from approximately 2700 sqs in 2006 to 8000 sqs shipped YTD in 2007 with approximately 50,000 sqs committed for the upcoming 3-5 years.
Hired and trained direct sales representatives as well as independent representative firms in the Emerging Markets.
Worked with custom home builders and developers to help them understand the added value of using concrete roof tile in lieu of traditional asphalt based products to bring additional value to their projects and help them differentiate themselves from other builders in the market.
Responsible for all marketing and sales activities in specific geographic sales territories for each manufacturer.Ā
Roofing & Building Product Manufacturers Represented - Carlisle Syntec, GenFlex Roofing Systems, Ecostar, Polyglass, IKO, Aldo Roof Coatings, and Metal Roofing Systems, Inc., MM Systems, IMETCO, US Tile.Ā
Developed strategic customers by identifying new market potential through project development opportunities.Ā
Worked with national accounts like Lowe's, Wal-Mart, Home Depot, Best Buy, Family Dollar, Target, Staples, Office Depot, CVS Pharmacy, Bob Evans, Food Lion, Walgreens, and many other national retail and learning institutions across the U.S. Ā Ā
Established and maintained distributor network for all represented manufacturers and product lines.
Product education training provided through architectural, contractor & distributor training, writing performance based specifications around the manufacturer's product and systems represented to maximize margin.
Assisted and influenced architectural specifications development.
Identified and created new sales and marketing strategies and to promote new and existing product trends.
Professional Affiliations
NRECA (National Rural Electric Cooperative Association) ASES (American Solar Energy Society) ESA (Energy Storage Association) SEFA (Solar Energy Finance Association) NCSEA (North Carolina Sustainable Energy Association) GSEA Georgia Solar Association MDV-SEIA (Maryland, DC, Virginia, Solar Industry Association) SCCEBBA (South Carolina Clean Energy Business Alliance) NCCEBA (North Carolina Clean Energy Business Alliance) ICSC (International Council of Shopping Centers) CRSMCA (Carolina Roofing and Sheet Metal Contractors Association) Liaison-District 7 (Coastal SC area) NRCA (National Roofing Contractors Association) NERCA (North Eastern Roofing Contractors Association) ARMA (Asphalt Roofing Manufacuters Association) FRSA (Florida Roofing and Sheet Metal Association) RCI (Roof Consultants Institute) TRI (Tile Roofing Institute)
Skills
MS Office Suite (Word, Excel, Outlook, PowerPoint), Sales Force, Concur, LinkedIn,
Additional Information
AWARDS AND RECOGNITION Appointed to Ecostar's "Ring Bearing Counsel" which comprises a select number of the top sales representatives in soliciting opinions on company direction and market conditions in order to identify prospective new product trends, pricing, and policies. Achieved Top Sales Award for GenFlex Roofing Systems and Ecostar (a division of Carlisle Syntec) for 8 consecutive years. Founding Sponsor of the NCSEA (North Carolina Sustainable Energy Association). Founding Sponsor of the NCCEBA (North Carolina Clean Energy Business Alliance.
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School Attended
The Episcopal High School
The University of South Carolina
Hanson University
Job Titles Held:
Eastern U.S. & Caribbean Key Account Manager
Southern U.S. & Caribbean Key Account Manager
Commercial Services Manager
Managing Partner
Emerging Market Manager
Managing Partner
Degrees
Awarded Certificate of Accomplishment for Management Foundations 1- Basic Principles; Establishing Performance Expectations; Speaking to Influence Others; Taking Corrective Action
*Awarded Certificate of Accomplishment for Management Foundation 3 - Solving Problems-The Basic Process; Solving Problems- Tools and Techniques; Confronting Issues with Manager and Peers; Personal Strategies for Navigating Change
