Mark A. Keyser
SALES MANAGEMENT

PROFILE:
* Comprehensive experience in senior-level management of marketing and sales functions of construction and industrial products, with responsibility for business development in US markets.
* Skilled in account acquisition and management, including market research, competitive analysis, lead generation, product introduction, demand forecasting; effectively identify market opportunities and formulate penetration strategies.
* Well-versed in direct/sell-through sales organizations, manufacturing processes; monitor industry trends and market conditions; utilize MS Word, Excel, Goldmine, ACT! & the Internet.
* Effectively recruit, train, and supervise direct and independent sales representatives in order to meet financial goals.

CAREER BACKGROUND:

Northeast District Sales Manager
Atlantic States Cast Iron Pipe, Phillipsburg, NJ
* Directed and coached 10 distributors and approximately 25 sales people.
* Responsible for sales and marketing of ductile iron pipe (water and sewer mains) throughout New England. Currently leading company in sales by district with approximately $12,000,000.00 in sales.

Sales Manager Con Span Bridge Systems New England Region
Concrete Systems, Inc, Hudson, NH 2004-2008
* Presented Con/Span Bridge Systems to over 3500 individuals within the regional civil engineering community throughout New England in order to develop dominance within 12 to 48 bridge market. This community encompassed private consultants as well as State Departments of Transportation.
* Increased Con/Span sales for first s of fiscal 2005 by over $1,000,000.00. Sales territory doubled in size in summer of 2005 and doubled again in 2006.
* Con/Span sales increased again to 2.9 million dollars in the first s of fiscal 2006.

National Sales Manager Clampcrete Barrier Systems
Concrete Systems, Inc. Hudson, NH
Clampcrete is a TL-4 rated, crash-tested bolt-down highway barrier system used on highway bridges. The product was marketed in the same way as was Con Span and is sold primarily through specifying engineers and various State DOTs who specified the product.
* Personally brought sales from $ 0 to $1,000,000.00 per year in less than 12 months.
* Began the development of national base of licensees and served as a coach and mentor to licensees sales staff on a national basis.

Project Sales Consultant, Hudson River Valley, Southern Tier, Long Island, NY
Bridgetek, LLC., Pawling, NY 2002-2004

The product line consisted of Con Span pre-cast, HS - 25 rated concrete bridges with spans ranging from 12' to 48'. Systems included headwalls and wingwalls.
* Became familiar with and utilized NYDOT, NYDEC, & NYDEP permitting process as it pertained to wetlands and stream crossings relating to bridge installation.
* Established and maintained relationships with 100s of consulting engineers, landscape architects & the public sector in order to ensure that products were specified and to increase market share within new territory.
* Responsible for installations within the territory and for negotiating with general contractors.
* Familiar with hydraulics software such as HY-8, HEC-RAS 3.11, University of Dayton Culvert Calculator & proprietary estimating programs.

Business Development Manager
USC Group, Inc., Brookfield, CT
January - June 2002
A privately held, US manufacturer of sheetmetal building products and re-seller of Division 10 items to domestic and international markets. Began the process of bringing a 50-year old, family-run business into the 21st century.

* Wrote AIA Form 305 Qualifications Statement.
* Implementation of Representative Agreement Documentation.
* Wrote contractual agreement with foreign principal.
* Closed and restructured Florida office.
* Built and maintained relationships with membership of Specifications Consultants in Independent Practice as well as with various specifying and consulting architects.
* Built and maintained relationships with major hotel chains and extended care facilities in order to have company products written in to building specifications.
* Facilitated changes in methodology for lead development and follow-up.
* Analyzed technical product data and wrote marketing materials used to build competitive advantage.

Business Development Manager
The Tyree Organization, Brookfield, CT 1999 - 2002
A 70-year old family-run construction company attempted to enter the General Contracting market by changing its previous focus which had been dedicated, primarily, to building projects within the petroleum industry.

* Single handedly spearheaded the drive to bring in more than $50,000,000.00 worth of unpublished private bid opportunities within realm of General Contracting and Field Services Departments. Initiated use of, installed, and maintained CRM software within the Brookfield office.
* Established and maintained relationships with Home Depot, WalMart, Target, Lowe's Home Centers, Price Chopper, and various private schools and institutions in order to secure bid opportunities. Essentially sold Tyree as an entity to these customers.

Company Liaison - Getty Petroleum
* Direct company liaison with Getty Petroleum during extremely successful, multi-million dollar 're-imaging' campaign of gas stations in Connecticut and Eastern New York territories; including shutdowns, permitting, construction, startups, and budgets.

National Sales Manager
Kalow Technologies, North Clarendon, VT 1996 - 1998
Vermont-based proprietary machinery builder beginning relationship with Welger Entsorgungstechnik of Germany in order to import, market, and sell high-speed waste reduction equipment.

* Established national marketing & sales campaign for introduction of revolutionary waste reduction equipment into US marketplace. Directed scores of independent sales representatives.
* Directed company efforts and personally participated in trade shows and expositions throughout the US.
* Analyzed & created all ROI and competitive marketing information used in product rollouts.
* Initiated programs that resulted in sales (on a corporate level) of equipment to Macy's, Bon Marche', Ford Motors, Chrysler Corporation, Anheuser Busch, Coors Brewing, Coca-Cola Company, Sears, & 3-M.
* Personally achieved 75% of sales of all Welger equipment sold.
* Established network of representation in Chicago, Los Angeles, Seattle, Charlotte, Tampa, & Memphis.

Eastern Regional Sales and Marketing Manager
Hamar Laser Instruments, Inc., Wilton, CT 1990 - 1995
World leader in the manufacture of lasers used to check geometry of machine tools (including linear motion), surfaces, and large rotating equipment.

* Developed very efficient representative network comprised of approximately 25 independent sales representatives throughout the eastern seaboard.
* Kept regional cost to sell as low as 13% that of the next closest manager.
* Led or tied company in total sales for 5 years.
* Customer base included among others: Westinghouse Electric, General Electric, New Venture Gear Corporation, Philadelphia Gear, Schindler Elevator, Boston Edison, Consolidated Edison, PSE & G, Connecticut Light & Power, Consolidated Diesel, & FMC Corporation, Norfolk Naval Shipyard..
* Led company in sales of turbine alignment systems. Took the initiative to write turbine alignment sales & marketing manual used through the company.
Product Manager/Sales Manager - LineMaster Extruder Alignment System
* Wrote sales & marketing manual for LineMaster System.
* Developed and trained large national representative network.
Direct Liaison - Department of the Army
* Bunker buster bomb development.

Sales Manager
Waste Incorporated, Bedford, MA (formerly owned by Spectra-Physics, Inc.) 1988 -1990
Construction products company selling equipment throughout New England for Topcon, Spectra-Physics, Neenah Castings, and others.

* Successfully directed efforts of 6 direct sales people during tremendously difficult recession.
* Expanded sales volume through establishment of 'sell-through' sub dealers for Spectra-Physics lasers.
* Most importantly not only maintained but expanded marketshare.
* Consistently led 'by example' through direct sales of equipment.

Project Manager
William Saunders Construction, Danbury, CT 1984 - 1988
Full service general contractor and development company.

* Fully responsible for 100 unit residential condominium project including permitting, site work, purchasing, construction, and efforts of over 100 trades' people.
* Responsible for final construction of two 3 - story, steel framed medical office buildings with a total approximate value of $6,000,000.00.

Branch Sales Manager
Spectra-Physics, Inc., Bedford, MA 1982 - 1984
Very large company manufacturing construction lasers used to maintain construction control lines.

* Promoted to position of Branch Manager within 3 months of beginning employment.
* Responsible for P & L, and inventory of office.
* Directed sales and service efforts of equipment through States of Massachusetts and Rhode Island.
* Began company involvement with Associated Builders & Contractors, Associated General Contractors in order to sales relationships.
* Participated in various trade shows.


EDUCATION:

Fitchburg State College, Fitchburg,MA 1979 - 1982

BS Industrial Arts
Summa Cum Laude
Epsilon Pi Tau

Greenfield Community College, Greenfield, MA 1977 - 1979
AS Liberal Arts
Summa Cum Laude
Student Senate
Charles Green Award for "Leadership in co-curricular activities."

REFERENCES:

Robert RossRegional ManagerLeica Cons. Sys.

George FrenchVice PresidentConcrete Systems

Randall BrucePresidentM D Systems

Kevin Giambrone Regional Engineer Contech Bridge Systems

Walter DillonPresidentG & L Waterworks

Letters of Reference available upon request.