KIRK DURHAM
308 Pleasant Valley Road, Morganville, New Jersey 07751
((848) 459 4000 // kirk.durham[at]gmail.com

VICE PRESIDENT - SALES AND MARKETING
Growth Management / Turnarounds / Market Development & Planning
Startup / Product Launch / Business Development / Key Accounts
Client Retention / Lead Generation / Organic Growth
Mr. Kirk Durham is best described as a top-performer and closer. Throughout his career,
his leadership and personal example has created rapid growth and turned around underperforming business units. Mr. Durham is known for taking the lead to drive peak-performances with a Customer is everything mentality.
His capabilities include:
Increasing sales and profit margins.
Turning regions into top performers and opening new markets.
Winning complex bids and earning business with government and private sector agencies.
Saving companys reputations and resolving conflicts.
Creating repeat and referral business.
By identifying competitors weaknesses and capitalizing on emerging market trends, Mr. Kirk Durham has turned small projects into multi-million dollar contracts using a consultative approach. His teams are trained to close quickly and excel in ultra-competitive environments, exceeding clients expectations.
Mr. Durhams BA in Marketing was earned from the University of South Florida. When not working he can be found participating in outdoor sports such as running, skiing, golf, and biking. He also enjoys investing in real estate, flying gliders and spending time with his family.

CAREER HISTORY

Vice President, Sales and Marketing
Cobblestone (a privately held commercial exterior restoration firm)
2000 to Present
Mr. Kirk Durham was recruited into this senior leadership role, holding up to $11M P&L responsibility and managing 56 employees. Mr. Durham developed and implemented the
long-range sales and marketing initiatives. He established and led the expansion into vertical markets and grew organic accounts. Kirk improved Cobblestones cash flow, opened
new markets, and revitalized customer service.
Grew revenues from $780K to $11.25M. Mr. Durham was able to sustain 38% gross margins over nine years while reversing a declining sales trend. Recognized for his organizational talents, his leadership role was expanded to oversee all business unit activities, including field operations.

Implemented a 10-principle work ethic. Needing to improve operations and practices, Mr. Durham set policies in place. He instituted the customer first practice and built a reputation for fast and quality service to meet client needs. He also crafted a marketing plan to increase organic lead sources, revitalizing the market and increasing profitability. Mr. Durhams efforts ensured that clients knew the firm cared, solidifying repeat and referral revenue streams.
Negotiated and closed key deals. During his tenure, he oversaw and was a key player in the initiation, negotiation, and finalization of key contracts. One such initial $500K contract is projected to bring in $3.1M over the next few years. He had been contacted by a prospective client to evaluate a commercial reconstruction project as other bidders had failed to gain the clients confidence. After walking around the site and discussing the complexities of the project, trust was gained, as well as the contract.
Recognized for expertise. It was during the inspection phase of a nursing home RFP that Mr. Durham identified critical areas in need of improvement that design engineers failed to detect. He met with the key decision makers, explaining the need for a change order request that would result in the bid being $400K higher than the original $850K price tag. Due to his proactive approach, the contract was won and boosted Cobblestones profit to $400K.
Known for going above and beyond expectations, Mr. Durham took on a young learners school project that needed to be completely redone in eight days. The client was fearful of missing the grand opening deadline and potentially losing business. Kirk spearheaded and completed the project in six days, providing personal attention to the quality and fine details. As a result, the referrals from this account have significantly improved Cobblestones bottom line.

Vice President, Sales
DP Consulting (a startup construction consulting firm)
1998 to 2000
Hired to improve the vertical market segment for this privately held startup construction firm, Mr. Durham defined the sales and marketing strategies. He also developed both field and office operations, increased brand recognition, and gained significant market share. While here he managed 27 employees and an $8M budget.
Tripling sales in less than two years, Mr. Durham grew revenues from $2M to $6.4M as his vertical marketing initiatives hit the mark. He provided the vision and sales leadership to improve client relationships and develop long-term residual accounts.
Proactive customer service. Faced with a unique situation when Kirk was walking a bid proposal site in Manhattan, he discovered an exterior wall that moved when touched. He took immediate safety precautions, setting up an emergency sidewalk bridging and closed the street. The client, impressed with Mr. Durhams rapid response, entered into negotiations and turned a $180K repair project into a $2.4M contract.

Key Account Specialist
Tremco (a $305M RPM International Affiliate)
1994 to 1998
Tremco aggressively recruited Mr. Durham to serve in this created position to manage key accounts and grow a book of business, targeting Metropolitan New York businesses. He sold high quality manufactured roofing materials and services, such as asbestos core testing, roofing analysis, and turnkey roof maintenance to architects, engineers, contractors and end users.
Turned 9-building test account into 7,400 units nationwide, worth $22M. Working the New York region he created a strong rapport with decision makers for a large organization. His consultative approach and product knowledge expertise spring boarded actions for the possible development of the largest account in the companys history.

Director of Sales and Marketing
DanKirk Energy Systems (a privately held HVAC firm)
1986 to 1994
Mr. Durham was hired as a sales executive and promoted rapidly into a leadership position. He developed the long range sales and marketing program for a niche market product. By standardizing internal and external administrative procedures for office and field operations, he was able to increase sales and market share. He grew the company to number one in the nation in sales.
Boosted client revenues from $5M to $20M. Familiar with maximizing profitability, Mr. Durham put in place the sales and marketing strategies to increase a clients sales volume. He coordinated and negotiated with distributors, improving brand recognition. When the pipeline was full, he advised the leadership group to start producing the products in-house to improve efficiencies, to which they did. Productivity matched sales, shareholders were pleased, and profits soared.
Reversed declining product sales trend. A mature niche product line sales had dropped to $70K per year. He evaluated the market plan, redesigned, and re-launched the product, promoting features, advantages, and benefits to the end user. He turned around sales with a 10X initial increase in two year, with a 25% continued growth up to $3.6M annually. He
captured a significant market share, based on energy savings and installed costs in an ultra-competitive market.
Created new revenue stream. Kirk was also directly responsible for the creation of a high-profit leasing plan, generating $1M+ from three accounts. Here he was faced with the challenge to meet several clients desire to lease proprietary products, but no finance plan was in place. He met with several banks and created a viable financial product for qualified clients.
Education

BA, Marketing, University of South Florida


308 Pleasant Valley Road, Morganville, New Jersey 07751
(848) 459 4000 // kirk.durham[at]gmail.com