SUMMARY
Business Development Executive with a proven track record in the development of strategic plans that yield increased sales. Skilled in public presentations, group facilitation, and design brainstorming, as well as implementing the key phases of marketing efforts: research, client identification, relationship building, focused proposals and closing the sale. Creative problem-solver and consensus-builder who extracts, understands and translates client needs. Key strengths are leadership, communication, motivational, and listening skills. Expertise includes:
Project Acquisitions Sales Presentations Marketing Campaigns Client Audits/FeedbackCustomer Relations Staff Development Public Relations/Trade Shows Annual marketing plans
PROFESSIONAL EXPERIENCE
HNTB Corporation, Kansas City, MO2006-2010 One of the nations largest providers of Engineering and Architectural design services.
Vice President/National Director of Sports Architecture Directed the sales efforts of the sports market sector within HNTB Architecture that covered two offices and resulted in annual sales between $40M - $60M. Principal-in-charge for most of the Kansas City-based projects.
Won a $12M contract from an existing client for a major stadium renovation through strategic selection and development of relationships with key local team members. Achieved $8M in sales for two major projects that were the result of a targeted campaign to win two separate studies from a major higher education client. Secured a $6M sale for a $100M arena by directing a multi-disciplinary pursuit team through marketing, proposals and final interview. Increased the number of new clients by 20% over a two-year period by concentrating the efforts of the firms sales staff on a focused strategic plan. Acquired a series of studies from key client leading to four separate projects and a total of $10M in sales by developing a sales approach that targeted a clients need to control costs. Implemented new employee communications program that informed staff of department performance, marketing efforts, quality control best practices and interactive discussions on firm-wide improvements.
The Freelon Group, Durham, NC2002-2006 Award winning North Carolina-based Architectural Design firm.
Principal/Director of Marketing Directed firms administrative staff functions as well as led the marketing efforts of the firm achieving $50M in annual sales volume.
Collaborated with a multi-disciplinary team of architects designing a $250M arena in Charlotte, NC as the leader of the firms design and production efforts. Acquired the design contract for an $18M technology building for a previous client by developing a marketing strategy to team with another firm to establish a win-win scenario.
Won numerous Society of Marketing Professional Services awards for marketing materials and campaigns utilizing a collaborative design and management process. Achieved firms first LEED certified office building for a major pharmaceutical client as a result of early planning and product research that met the clients operational and cultural needs. Accomplished a time-sensitive opening for a NBA sales and marketing center through a focused emphasis on communication with the client, the builder and local code officials. Secured a commission for an $18M cultural center in a competition against national firms by strategically developing strong relationships within the business and cultural community.
The Keith Corporation, Charlotte, NC1999-2002 Established real estate developer based in Charlotte, NC with projects through out the state of North Carolina.
Project Executive Started the Durham, NC office with the primary responsibility of managing the design and construction of an award-winning 1M square feet, mixed-use, historic tax credit project for a major client.
Attained historic tax credits for the project by managing the design, documentation, and construction as well as marketing syndication of the credits to key buyers. Coordinated the efforts of environmental remediation, selective demolition, historic artifact retrieval, and the restoration of the landmark smoke stack and water tower. Developed tenant sales proposals, directed development of marketing materials that branded the complex, and assisted in producing regular updates of project accounting and financial proformas.
POPULOUS (formerly HOK Sport), Kansas City, MO1992-1999 The nations leading designer of sports facilities.
Vice President/Director of Minor League Baseball Directed the marketing, acquisition and management of stadium projects within the 20 to 30 person Minor League Group.
Planned and programmed a new 46,000-seat major league baseball park that opened in 2004 as part of a larger mixed-use development and is recognized as a significant urban amenity. Met the project budget and schedule for an ambitious $50M Triple-A ballpark by collaborating with 2 other architectural firms and a construction manager. Awarded a high profile $20M minor league ballpark project through the development and management of key client contacts and the on-time completion of a temporary facility.
EDUCATION
BArch, University of Kansas, Lawrence, Kansas BED, University of Kansas, Lawrence, Kansas
PRESENTATIONS/ACHIEVEMENTS Between the Rock of Construction and Hard Place of Budget Limitations, IAAM The Arena of the Future, IAAM The Business of Sports, University of Notre Dame, Duke University Summer Camp Volunteer Commissioner, Boy Scouts of America, 2007-2010 Leadership Raleigh, 2005 Alum, 2006 Class Chairperson
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