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Director of Marketing/Business Development
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| Name : |
Steve Smith
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| Industry Type : |
Architects
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| City & State : |
New York City,
NY
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| Job Title |
Director of Marketing/Business Development
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| Relocation Preferences : |
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| Objective : |
My objective is to continue to impart Marketing and Business Development skills into a firm that is interested in present and future growth, both financially and emotionally.
The firm should be open to take on "cutting edge" ideas and technology to ensure this future growth.
The firm should also be willing to take on an executive with an entrepreneurial approach towards business and subsequesnt client relationships.
I am experienced in networking, public speaking, developing collateral materials, web site enhancements and updates and other professionalissues which may arise. I am open to domestic and international travel as performed in the past.
Professional Experience
SSMITH CONSULTING-New York City 7/2008-Present
PRINCIPAL
My specialized consulting firm provides marketing and business development services exclusively to the A/E/C community.
Sourcing of RFPs, RFQs through subscription services for dissemination to target A/E firms
Target audience - entrepreneurial firms where I introduce Principals of client firm to Principals of target firms; goal: to create teams or Prime opportunities
Target sources: hospitals, state agencies, educational facilities, municipal buildings, A/E firms. (HHC, DASNY, SUCF, DDC, EDC, PANYNJ)
Attend pre-bid meetings as part of teaming and networking opportunities
Create web sites and project cut-sheets along with firm Bios
VJ ASSOCIATES-Hicksville, NY9/2007-7/2008
DIRECTOR OF BUSINESS DEVELOPMENT
Hired to relieve Principal of $5 million cost estimating firm of daily Business Development tasks
Targeted Architectural/Engineering trade shows, industry events (NYBC; AIA, SMPS)
Attend relevant Pre-Bid meetings with Architects/Engineers; solicit existing and new A/E account Principals for teaming; thus expanding markets in Northeast
Built extensive database of A/E firms
Mentored staff of 31 consultants to become business development savvy
Invited manufacturing firms in for lunch & learns for product specifying
Created trade show & advertising budgets for Marketing leading to more events
Redesign of web site, collaterals and table top displays
Extensive local travel and technical follow-up to proposals and bids created a 30% hit rate
Met with City & State agency heads. Developed proposals with lead architects in response to RFPs/RFQs.
The BRICK INDUSTRY ASSOCIATION-Reston, VA 6/2006-8/2007
MANAGER OF ARCHITECTURAL OUTREACH
Hired to ensure the growth of clay masonry by the remaining 83 brick manufacturers in the US representing 8.1 billion brick sold generating $1.7 billion at the manufacturer level
Provided lunch & learn presentations to 1200 specifiers for NY/NJ Brick Council
Provided AIA/CEU and HSW recognized seminars for on-going education to architects.
Performed site investigations for quality related problems during construction
Outreach included presentations at Pratt Institute, AIA headquarters, NY Institute of Technology and Cooper Union to name a few.
ACOUSTIC DIMENSIONS, INC.-New Rochelle, NY 6/2004-6/2006
DIRECTOR OF BUSINESS DEVELOPMENT
Direct responsibility for $300k budget related to marketing and business development in a $5.25 million acoustic consulting firm
Sourced projects; Teamed w/ architects, engineers and end users
Created/developed ad campaigns in targeted trade journals using Quark, InDesign
Complete oversight for trade show development/participation
Responsible for fee analysis for all proposals to architects in addition to development of targeted projects to pursue.
Daily maintenance of data base and follow-up of all outstanding proposals
Set up meetings for vendors to update material specifications
Provided excel work sheets for proposals ranging from $2500 to 250,000 in fees.
Competent in the use of adobe InDesign, Excel, MS Office, Illustrator, and ppt.
ELEVATOR NEWS NETWORK, INC.- New York, NY 9/2000-4/2004
DIRECTOR OF PROJECT DEVELOPMENT
Directly responsible for installation of elevator video technology at U.S. Division of $150 million Canadian firm through
hands-on approach to daily project management
specification writing, policy implementation, client marketing/training and CRM
Recruit, hire and motivate Senior Level Project Managers nationally, leading to 12% increase in signed contracts
Developed budgets and approved installation schedules leading to Top Line improvements
Reduced installation time and saved $1200/day in field labor per installation
Coordinated all elevator site surveys by electricians and ISPs
Implemented cost analysis, inventory control and project management criteria
Reduced field quality issues through internal assembly and QC checks
Created and designed architectural manuals.
SYSKA & HENNESSY, INC. -New York, NY 9/1999-9/2000
SENIOR CONSULTANT
Recruited as elevator consultant at of 49h ranked engineering firm. Developed specs and proposals for elevator projects. Interfaced w/architects/engineers to coordinate elevator specs w/ project needs. Create and present Design and Construction documents, marketing materials and manage projects. Value added approach through utilization of internal (MEP & HVAC) disciplines. Bid Review.
Total Budgeting responsibilities for each project. Surveyed $million projects.
Perform site surveys/develop scope-of-work
Respond to RFQs and RFPs/develop phasing schedule
Relationship building with A/Es; Maintain multi-project schedule.
DATWYLER CABLES (USA) Inc.- New York, NY9/1991-3/1999
GENERAL MANAGER
Senior Executive charged with creating a presence for startup U.S. Division of $500 million global manufacturer of elevator electrical cables. Scope of responsibility included total P&L accountability for western hemisphere, strategic planning, business development, Value Added approach, forecasting and marketing plans; Devised and implemented all procedures and policies; Hired, trained and supervised direct and indirect sales force.
Grew business from startup to over 50 accounts including OEMs, generating over $1 million in sales within 2 years
Wrote CSA Spec for Type ETP elevator cables and Modified UL listing/spec
Hired, motivated and retained personnel. Create all sales tools and collateral materials.
Negotiated and created a national distribution network.
Developed marketing campaign, pricing and sales strategy for international product lines.
Created annual budgets for all channel distribution in U.S., Canada and South America.
AFD INDUSTRIES, INC. - Montvale, NJ 9/1980-9/1991
VP of SALES
SALES MANAGER
Recruited to relieve VP of day-to-day account oversight. Promoted from Sales Manager to VP in 1983. Increased sales of guide rails and rotating equipment from $3 to $12 million with a staff of 5 national sales people. Developed exclusive agreement with European suppliers for NEC specified products and created national distribution system. Hired, trained and fired personnel. Maintained
27% contribution levels across product lines. Negotiated client and vendor contracts. Refined internal systems for accounting and collections. Extensive travel to maintain business relationships.
EDUCATION
New York University, New York, NY
Enrolled in E-commerce certificate program
St. Johns University, Jamaica, NY
Enrolled in Graduate Business Program
State University of New York [at] Binghamton, Binghamton, NY
B.A. Political Science
AFFILIATIONS
Society for Marketing Professional Services (SMPS)-Member of NY Chapter; member events committee; member sub-consultants group
New York Building Congress-BIA Representative; VJ Associates Representative
AIA NY Chapter-Aluminum level member
LICENSES/CERTIFICATIONS
New York State Notary Public
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| Resume : |
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CBS-Certified Brick Specialist by the Brick Industry Association
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