THOMAS B. McKAY


EXECUTIVE MANAGEMENT

Accomplished executive with broad experience in leading new business development and operations for multi-million dollar real estate projects and planned communities. Proven success in defining business and marketing strategies and translating them into high-impact actions, operations, and financial results. Expertise in optimizing infrastructures. Persuasive communicator, collaborative deal-maker, and tactical leader with top-flight talent for developing strategic alliances, driving consensus, and motivating and leading teams to success.


New Business Development Business Plans Business Forecasting Property Development P&L Budgets Finance Management Project Management Property Acquisition Business Forecasting Presentations
Negotiations Customer Service Strategic Marketing Bid Process Proposal Development


PROFESSIONAL EXPERIENCE

THE PRINCETON COMPANIES, Purcellville, VA 2008-Present
Design/Build company with average annual sales of $12 million and 20 employees.

Vice President of Development
Drive new business development, strategic relationships, and development management services for account and 3rd-party design and construction customers, professional partners, lenders, investors, and public sector work. Develop and implement tactical marketing strategies to increase sales for projects exceeding $100 million in value. Targeted projects include hospitality, golf and country clubs, veterinary hospitals, other commercial and residential projects. Collaborate with company and client leadership in high-level strategic planning.

Prepare feasibility studies, including space programming, market, and financial analyses. Develop loan requests, business plans, design and construction proposals, and marketing materials. Source and secure project financing. Provide development management services for key clients, including regional veterinary hospital with $4 million budget.

Secured attractive $3.2 million financing package for regional veterinary hospital; prepared project plan and drove on-time and within budget completion of project.
Increased company market visibility and reach by updating company web site and creating all new marketing materials.
Optimized success of competitive bids by improving proprietary bid document package and bidding procedures.

WINGFIELD PROPERTIES, Greenville, SC 2007-2008
Owner, developer, and manager of planned communities and golf courses; annual sales of $20+ million.

Executive Vice President
Managed operations of 5,000 acre planned community, Brights Creek, featuring 1,300 residential units, on-site lodging, Tom Fazio-designed golf course, equestrian center, and other amenities. Led and developed 6 Director-level direct reports and staff of 100 in all areas of operations, including facilities, real estate sales and construction, marketing, and property owners association. Managed project financing needs and banking relationships. Provided creative and managerial direction to marketing agency; led creation of revitalized marketing campaign, sales materials, and web site update. Maintained vigorous control of financial resources. Planned and designed future land bays and amenities.

Sold over $15 million in property in deteriorating and challenging market conditions.
Completed and opened $9 million on-site lodging facility on budget and to rave reviews from members.
Played key role in hosting PGA Nationwide Tour event at Brights Creek; coordinated operations for this successful event.
Negotiated and completed critical land swap with the state of North Carolina.
Improved competitiveness in marketplace by establishing new builder design standards and homeowner service programs; prepared 5-Year Strategic Project Plan and brought new structure to on-site operations.

THOMAS B. McKAY Page 2 tmckay8513[at]aol.com


KETTLER, INC., Vienna, VA 2001-2007
Largest land developer in Metropolitan Washington, DC, and one of the largest multifamily developers in the nation; privately held company.

Project Executive
Drove all aspects of land development for master planned communities totaling over 4,000 residential units, 2.5 million square feet of office and retail space, 2 golf courses, and other extensive amenities. Directed and developed 2 project manager direct reports on projects with build-out values up to $300+ million. Led property acquisition, engineering and planning of residential and commercial land bays, infrastructure, and amenities for projects including Harbor Station, Lorton Station, Laurel Hill, and Lorton Valley.

Managed projects to meet prescribed timeframes and funding parameters. Hired and managed design teams and construction contractors. Coordinated permits and entitlements. Directed marketing and builder programs. Organized and established initial operation of homeowner associations.

Launched build out of Harbor Station and placement of over $100 million in work within budget by integrating and leading team of 15 cross-functional internal employees and external consultants and contractors; established credible and productive working relationships with adjoining property owners and governmental agencies.
Played key role in securing $100 million competitive bid with Fairfax County, VA. by delivering qualitative response noted as critical factor in county award of Laurel Hill project to team; controlled $12 million component of joint venture project with partner developer; delivered project on-time and within budget.
Brought vibrancy to Lorton Town Center community by completing last phase of project with 400 units and 200,000 square feet of commercial space; facilitated community involvement in operation of homeowners association and ultimately orchestrated control of association to homeowners.

CARL M. FREEMAN COMPANIES, Potomac, MD 2000-2001
Real estate development company.

Director of Development
Launched development arm of new operating division for established real estate company. Directed planning and development for new golf course development projects and acquisitions. Created master plans and implemented renovation programs for acquired properties.

Completed new construction at Bear Trap Dunes and renovations to Hells Point and Bay Club.

GOLFSOUTH/GOLFMATRIX, Greenville, SC 1995-2000
Nationally recognized golf course owner/operator.

Vice President of Development
Directed all aspects of development and pre-opening operations for new golf course developments. Identified and created acquisition and development opportunities. Managed all facets of design, engineering, budgeting, permitting, and construction for golf courses, clubhouses, and supporting facilities. Arranged project debt and equity financing.

Led over $25 million in new developments between Washington, DC and Baton Rouge, Louisiana.

CAREER NOTE: Additional professional background includes: Executive Vice President at BEECHTREE GOLF COMPANY; Assistant Vice President at RIGGS NATIONAL BANK; Vice President / Development at THE ARTERY ORGANIZATION, INC.; Senior Tax Analyst at NATIONAL CORPORATION FOR HOUSING PARTNERSHIPS; and Accountant at BUCHANAN AND COMPANY.

EDUCATION

Bachelor of Business Administration in Accounting, JAMES MADISON UNIVERSITY, Harrisonburg, VA.

SPEAKING ENGAGEMENTS

Served as speaker or expert panel participant for Urban Land Institute, American University, Catholic University, Loyola College, and National Association of Homebuilders.