Interactive Resumé

Elevator Music

With 20+ years of elevator industry experience, I’ve provided some complementary elevator music while browsing (your security settings might block this feature).

Summary

Sales & Branch Manager with proven success directing sales teams, creating and implementing sales strategies, and maximizing company revenues. Profit and loss professional whose experience includes developing and implementing service, modernization, and installation business.

Skills Inventory

Professional Experience

Sports Lighting Sales Manager

Musco, Jul 2021 – Present
Manage a sales team of 10 individuals in the 13-state Great Plains market.

Develop and execute sales plans for reps that have varying degrees of experience.
Manage new product releases into marketplace.
Responsible for implementing cross selling strategies to incorporate Musco’s full product offering.
Identify market penetration strategies in undeveloped geographical areas.
Responsible for growing profitability while maintaining 80% market share.
Provide best-in-class lighting solutions for customers. Look at example below!

New LED lighting installed by a competitor (left) and replaced by Musco (right) 4-years later. No glare, no hot spots, light contained to field, excellent uniformity!

HVAC Control Sales / Account Manager

Automated Logic, Dec 2020 – Present
Provide service agreement offerings and connected services to building owners and property managers. Responsible for the growth and expansion of existing accounts by showing added value. Partner with other sales engineers to improve profit generation from accounts through collaboration on other owner influenced work including time and material, connected services, and projects.

Fire Protection Sales Manager

Johnson Controls, Nov 2018 – Jun 2020
Managed a sales team of 15+ individuals and responsible for over $15M in revenue in the Iowa and Nebraska markets.

Achieved FY 2020 quota in less than 8-months during Covid pandemic.
Grew pipeline from 2X order budget to 4X by finding organic opportunities and getting involved in projects earlier in the sales cycle phase.
Revived Lunch and Learn program resulting in a 20% increase in spec share and became a trusted consultant for engineers.
Moved sales team away from paper takeoffs to Bluebeam software resulting in a 10% reduction in errors and increased collaboration.
2019 Merit Award Recipient – Award given to those who demonstrate excellence in achieving strategic objectives and outstanding service to customers. Only award given in 600-person area.
Implemented an account management cadence with large customers to increase communication resulting in improved scores in customer satisfaction.
Implemented a forecasting strategy resulting in 20% improved accuracy.
Led in Salesforce CRM usage and adoption. Taught classes and demonstrated to others how to utilize the program to understand and improve their business.
Successful in finding ways to improve communication with other departments through tools like Microsoft Forms, Flow (Power Automate), and Power BI.
Developed proactive succession plans for retiring employees.

Elevator Branch Manager

KONE, Dec 2012 – Nov 2018
Full P&L accountability and responsibility for the development and implementation of service, modernization, and installation business within Iowa. Ensure the profitable growth of the business and increasing market penetration and the development, retention, and value of existing accounts. Develop talent and manage action plans to secure successful execution of branch and people performance.

Successfully achieved annual targets of $10M+ orders and $1M+ EBITDA.
Expert in CRM and Salesforce usage of sales rep management.
Developed, implemented, and attained an annual business plan, operating budget, and orders budget.
Successfully executed implementation of objectives of business segments including safety, quality, installation efficiencies, and market pricing.
Responsible for managing HR related processes including people development, staffing, compensation, and performance management.
Have developed and fostered communication between all departments including effective problem resolution.
Responsible for creating an environment of customer / employee satisfaction.

Elevators & escalators sold

0 +

Customer orders

$ 0 M+

Market share 2006-2018

# 0

# states equipment sold

Floors of tallest elevator sold

Elevator Sales / Account Manager

Schindler, Aug 2003 – Dec 2012
KONE, Jan 1999 – Aug 2003
Work with architects, developers, and general contractors in the development, design, and installation of elevators and escalators. Continue relationship with property managers and building owners through extensive account management and service and repair sales.

Proven #1 market share. Consistently exceeds sales objectives through innovative ways to crack big accounts.
Doubled unit and monetary volume in first year with Schindler.
#3 in company for low-rise commodity sales.
2001 National Sales Winner for highest sales volume. Beat out 80 other salespeople.
Consistent top 5 salesperson for yearly orders.
Led nation in customer presentations multiple years. Subsequent years saw a 20% increase in product being specified.
Consistently increased profit margins by offering value added benefits post sale.
Increased conversion rate for construction projects into existing service portfolio from 40% to 85% in 2-years. This success took the office from the company’s worst to one of the best.
Grew service portfolio from 0 units to 400+ units in 6 years at Schindler.
Submitted Asset Management Plans to customers to use for budgeting upcoming repairs and help foster capital planning discussions. Subsequent years saw a 15% increase in repair orders for those accounts.
Managed $8-10 million in annual customer orders and improved margins through lean implementation of project management.

Recommendations

Justin and I were Branch Managers at Kone in the same region. I always found him well informed and creative with his ideas and strategies to help customers. Our sharing of ideas across territories made us both better able to serve customers. We often helped each other sharing labor. Even when he could have used that limited resource, he was always willing to help me with a field crew for a time to finish a project for a customer.

Justin has a customer-centric approach to the business. He has a deep knowledge of the Salesforce CRM, and creating reports, and populating his custom dashboards with that data. He was proficient in the use of the Microsoft suite of office products, was key in creating Microsoft Forms docs that assisted in the transfer of information from Sales to the Operations department in a more streamlined method, and key in getting the group transitioned to MS Teams.

Justin was my first manager after graduating from college, and he helped me develop strong sales, business and interpersonal skills to aid me in becoming the best sales representative I could be. He was always thorough in our one-on-ones, and was willing to provide assistance/help me utilize the right resources to help me work with customers effectively, ways to hit my monthly quota, etc. He lead presentations in regards to our company's new quoting tool (CPQ), and he always asked questions/sought information from upper management to make our (sales reps') lives easier. All in all, Justin made a great impression on me and Johnson Controls in his time with the company. Any company would be lucky to have him!

I worked under Justin for the better part of three years. He helped guide me to succeed in a successful sales role. Justin is a personable and passionate person in the work he does. I learned a tremendous amount of knowledge from him about spec and drawing reading, estimating accurately, and delivering sales pitches to an array of customers. He is very technologically savvy and always willing to go above and beyond to help a colleague when a challenge arises. I feel fortunate that Justin was my leader while at KONE, I feel he pushed me to succeed when others may have not.

Justin and I worked to together for many years side by side and during this time he always proved to be a conscientious and detail oriented person. Justin’s focus was always to move the company forward in professional and profitable direction.

Education

Master of Business Administration (MBA)
University of Denver
GPA: 3.63 / 4.00
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Bachelor of Science Business Administration
Iowa State University
GPA: 3.51 / 4.00
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Memberships & Credentials

Member of the Iowa Elevator Safety Board (2014-2022) appointed by Governor Terry Branstad. The board advises the Governor and Lt. Governor, the legislature, and state agencies on elevator & escalator safety issues. The board also has the authority to hear appeals from inspection reports and notices of defect and has authority to grant variances.
LEED® Green Assoc. (2010-2014) credential issued from the Green Building Certification Institute
Previous member of Iowa Chapter of US Green Building Council
Rotary Club of Ankeny, Paul Harris Fellow (2006-2021)
Active member of Ankeny Golf & Country Club (2005-present)
Ankeny YMCA Property Committee (2012-2019)