VP - Key Accounts, ESCO & VAR Channels

GE Current

June 2020 - June 2022

Restructured the Key Accounts sales division. Created a new ESCO focused sales unit. Re-invigorated the VAR channel to support Daintree Controls.

Director of Renovation Sales

Acuity Brands Lighting

April 2016 - June 2020

Instrumental in filling a market gap with new Renovation strategy, developing concept and operational plans from ground up to focus on LED fixture and integrated controls sales.

Conceptualized complete business structure and culture focused on achieving core business mission.

Created Sales and Marketing strategies to engage major lighting contractors and ESCO’s who engage in turnkey lighting upgrades within the commercial, industrial and MUSH markets.

Built a strong team by recruiting highly qualified candidates for strategic customer-facing sales positions.

Director & GM - Hagemeyer Energy

Hagemeyer North America (Vallen)

October 2012 - April 2016

Created a turnkey lighting renovation group that increased value to strategic Fortune 500 accounts.

Developed sales and marketing strategies that focused on a coordinated plan to identify, engage and sell energy efficient lighting upgrades using LED lighting and controls technology.

Developed operational team and services to support “retrofit and re-design” programs.

Achieved optimal results by targeting specific retrofit markets with high bottom line impact.

Implemented a CRM system to identify, qualify and grow sales opportunities to maintain a minimum sales pipeline of $40M with $21M projects in the final closing stage.

VP of Sales - Renovation Market

Fulham Inc.

October 2010 - October 2012

Developed a project-based retrofit business focused on ESCO’s who are executing performance contracts.

Created sales and marketing strategies to draw multiple Fulham sales channels into a coordinated effort to identify, engage and sell energy efficient lighting upgrades using new fixture and retrofit kit approaches.

Implemented a CRM program to track and monitor sales pipeline and to forecast revenue.

Created an internal engineering support team to execute “retrofit and re-design” program using LEAN.

Created a sales pipeline of $77M in the first eight months. Increased sales of renovation projects by 200%.

Director of Sales

Digital Lumens, Inc.

January 2010 - November 2010

Responsible for developing initial go-to-market strategy to sell intelligent LED lighting.

Organized strategies for reaching strategic resellers and meeting demand, helping company fill multiple demand gaps and cement market leadership.

Established a sales pipeline of $45M in less than six months.

Achieved profit targets, leveraging market knowledge and in-depth forecasts to plan sales operations.

VP & GM - SAERIS

Acuity Brands

February 2007 - October 2009

Created a new business and drove success with well-planned vision and strategic goals.

Oversaw successful Energy Efficiency (Retrofit) sales and marketing strategies, resulting in $35M in first year with new revenue with Acuity’s largest customers.

Maximized the business plan and structure to execute sales strategies with Acuity’s largest customers.

Capitalized on new business opportunities, identifying and pursuing development pathways based on current market and competitor research.

Developed strong team relationships within ABL management and built strong ties to ABL’s lighting agency network, to leverage access to long-term clients.

Strengthened company position in RENOVATION market, leveraging industry knowledge and business acumen to achieve consistent successes.

National Sales Manager - Energy Solutions Channel

Cooper Lighting

April 2005 - February 2009

I was recruited to create and manage a Strategic Sales Team focused on ENERGY SOLUTIONS for Cooper Lighting’s corporate accounts.

Working with matrix partners within Cooper I created sales and marketing strategies; recruited a sales and operations team and managed the sales and installation effort.

Key objectives were to increase top line revenue and improve operating profits through aggressive consultative selling in the energy efficiency marketplace targeting Fortune 500 companies.

Fostered strong cooperative relationships throughout the Cooper channel sales teams and created valuable relationships with Cooper’s independent sales agents and distribution partners.

Secured long-term “Enterprise Energy Efficiency” contract with three major Fortune 500 clients with contract value of $40M over three years.

VP of Sales

Amtech Lighting Services

April 1992 - April 2005

Managed the sales efforts of a $145M national lighting and retrofit company.

Accomplished business goals with effective management of sales and marketing strategies bringing in $12M per month.

Recruited, hired, and trained a strategic sales team that propelled the company from $62M to $145M during my tenure.

Elevated team productivity and performance using new compensation and incentive plan, improved training and performance improvement strategies.

Managed twelve strategic account sales professionals who called on Fortune 1000 companies such as HOME DEPOT, LOWES, OFFICE DEPOT, TEXACO, CHEVRON, and RACETRAC.