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

Regional 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.

Expertise

Professional Experience

Sports Lighting Regional Sales Manager

Musco, Jul 2021 – Present

Direct a team of 10 sales professionals across a 13-state territory.
Develop and execute sales plans for reps that have varying degrees of experience.
Maintained an 80% market share while continuously growing margin profitability through strategic pricing and territory expansion.
Implemented cross-selling strategies across Musco’s complete product catalog and led go-to-market execution for new product releases.
Recognized as 2024 Runner Up for “Coolest Thing Made in Iowa” by the Iowa Association of Business and Industry.
Identify market penetration strategies in undeveloped geographical areas.
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 15-person sales organization delivering $15M+ in revenue across Iowa and Nebraska markets.
Exceeded FY2020 quota targets within 8-months during unprecedented Covid pandemic disruptions.
Doubled pipeline capacity from 2x to 4x budget through early-phase project engagement and organic lead generation.
Revived “Lunch and Learn” program resulting in a 20% increase in spec share.
Modernized sales operations by transitioning to digital Bluebeam takeoffs, cutting estimating errors by 10%.
Awarded the 2019 Merit Award for excellence in strategic objectives (sole recipient out of 600 regional employees).
Implemented an account management cadence with large customers to increase communication resulting in improved scores in customer satisfaction.
Improved forecasting accuracy by 20% and achieved top regional Salesforce adoption through peer training.
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

Held full P&L accountability for Iowa branch operations spanning service, modernization, and new installations.
Led a 30+ member sales and field operations team, driving performance, execution, and customer satisfaction.
Develop talent and manage action plans to secure successful execution of branch and people performance.
Consistently delivered annual targets of $10M+ in 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 business segment objectives, driving improvements in safety, quality, installation efficiency, and market pricing.
Responsible for managing HR related processes including people development, staffing, compensation, performance management, and union labor relations.

Elevator Sales / Account Manager

Schindler, Aug 2003 – Dec 2012

Elevators & escalators sold

0 +

Customer orders

$ 0 M+

Market share 2006-2018

# 0

# states equipment sold

Floors of tallest elevator sold

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

Iowa Elevator Safety Board (2014-2022). Appointed by Governor Terry Branstad; advised state leadership, legislature, and agencies on elevator and escalator safety.
LEED® Green Assoc. (2010-2014) credential issued from the Green Building Certification Institute
Iowa Chapter of US Green Building Council (2010-2014)
Rotary Club of Ankeny, Paul Harris Fellow (2006-2021)
Ankeny YMCA Property Committee (2012-2019)
Active member of Ankeny Golf & Country Club (2005-present)