Summary

Work experience

• Director of Business Development

  ABB

  2024.01-Current

  (2 years)

  Elevate EBITDA, margins, and revenue growth via key initiatives, including optimizing product flow and enhancing team efficiency within a full-scale sales and service setup. Report directly to US Sales and Marketing Director with oversight of a team of 12 and management of budget. Craft customer plans to fulfill financial objectives while expanding the ABB Electrification Services portfolio. Fulfill the growing demands of the organization by hiring and growing the team while maintaining operational excellence. Led sales efforts in the designated region, executing strategies to boost local service solutions, increase ABB Representative Network access, and update OEM/Distribution channels. Sustained and amplified service volume within designated traditional ABB EL Services accounts to fortify customer relationships and foster revenue growth. Cultivated strong ties with ABB Representatives, augmenting solution sales via revolutionized account planning. Facilitated collaboration with ABB’s sales teams, resulting in an expansion of the EL Services portfolio's market reach. Utilized the equipment database to identify and capitalize on lucrative sales opportunities. Aligned local service support with customer needs by tracking market trends and competitor actions. Aimed to grow the sales by 30% and profit by 15% while building out the northeast region.
• Global Business Development Manager

  Distribution Solutions Group (Formerly Gexpro Services)

  2016.01-2024.01

  (8 years)

  Guided operations and sales teams, spearheading expansion into new sectors. Directed an 11-member team in penetrating new markets, notably industrial power and renewable energy across the Northeast, while overseeing a $40M industrial power portfolio. Formulated blueprints, nurturing key partnerships with stakeholders to drive the offshore wind supply chain evolution. Orchestrated the site selection, construction, relocation, and unveiling of a new 26,000 sq. ft. space to handle increased assembly of internal tower parts, electrical panels, hardware kitting, and battery storage systems. Revolutionized inventory and supply chain management with global sourcing, achieving 94-97% on-time delivery and 92% customer satisfaction. Introduced key business development tactics, securing high-margin accounts with Innio and Mitsubishi. Captured partnerships with suppliers and pioneered entry into the electric vehicle and bus sector through alliances forged with New Flyer and Lion Electric Co. Attained market dominance and pivotal partnerships with Windar, Keystone, and CSWIND. Led strategic planning and partnered with developers, integrators, port builders, offshore service providers, and government bodies, including NYSERDA and CEG to advance the offshore wind supply chain from OEM parts to manufacturing. 2016 - 2020: Global Account Leader / Northeast Branch Manager (Gexpro) Steered a turnaround effort for an underperforming supply chain services provider, driving sales across diverse sectors such as energy and wind turbines, as part of a specialized leadership team. Managed 15 direct reports, maximizing branch P&L and regional performance to exceed sales and income targets while controlling expenses. Cultivated positive customer and vendor relationships, ensuring optimal inventory levels through effective inventory control procedures. Directed medical and technology sales programs, achieving $36M in annual sales with double-digit growth YOY, earning the title of Most Successful & Profitable Branch in 2020. Revitalized an 8-person team, recruiting, training, and building it to 15 high-performing professionals. Restructured the Northeast territory to realign infrastructure, catalyzing new business development and growth in response to corporate-wide changes. Drove Northeast acquisition research efforts and executed due diligence for potential opportunities. Revamped product portfolio to unearth fresh growth avenues, broaden revenue sources, and update pricing models, propelling 20% profit margins. Expanded customer base, securing a $30M, 3-year contract with a wind turbine power builder and renegotiating the GE power systems contract. Championed office and warehouse relocation, optimizing space, and integrating operations to foster teamwork and accommodate growth and customer needs. Introduced an outside sales force pilot program, transitioning it into a permanent fixture.
• Northeast Lead, National Accounts | Senior Sales & District Asset Manager

  Fastenal Company

  1999.01-2016.01

  (17 years)

  Supervised six direct reports while leading account acquisition by devising and implementing a sales plan to grow revenue and margins. Examined engineering drawings, cross-referenced products with renderings, and scrutinized material certifications to uphold quality standards and ensure compliance with customer expectations. Pitched products and services to key decision-makers of welding, technical, clean room, and electrical companies. Maximized value propositions and optimized terms while executing RFPs/RFQs and negotiating 40 large contracts. Identified growth opportunities and mitigated risks while governing a $26M portfolio of 11 national accounts throughout the Northeast. Produced $6.5M in annual revenue through sales growth of 10-14% year over year while onboarding and growing key clients, including Phillips, Albany Nanotech Institute, and Global Foundries. Ranked in the 90th percentile every year, earning recognition as a top performer Maintained an average 17% return on assets (ROA) and demonstrated consistent sales growth of 8-15% year over year while generating an 89% annual rating in the supplier evaluation report. Sustained a 40% retention rate while recruiting, coaching, and administering the development of 60 employees. Improved satisfaction rates and financial performance, achieving a 92.2% customer feedback score and 83% return on assets. Early Career: District Sales Manager, District Asset Manager, Branch Manager & Sales Representative, Fastenal Company

Educational experience

• FASTENAL SCHOOL OF BUSINES

  FINANCE, HUMAN RESOURCES, FRONTLINE LEADERSHIP, ADVANCED NEGOTIATION TECHNIQUES

  2013.01-2013.12

  (a year)
• THE SAGE COLLEGE OF ALBANY – ALBANY, N

  BACHELOR OF SCIENCE IN BUSINESS & MARKETIN

  1996.09-1999.06

  (3 years)

Certificates