Description
Responsible for managing the Philips Lighting annual revenue stream of $28+ million in Florida through a team of agent representatives calling on national accounts wholesale distributors utility's Government Municipalities architects specifiers and engineers. Consistently met sales goals by managing project pipelines collaborating on go-to-market strategy utilizing analytical insights to assist with pricing strategies and proposal development to win business and grow market share. * Won projects through consultative selling strategies that deploy co-created solutions which align key stakeholder engagement energy audits detailed needs assessment energy savings and tax credit/rebate opportunities financial ROI and payback analysis to meet client needs & long-term objectives. Flagship project/client examples: Miami Tower Florida Polytechnic University BayCare Health System Amway Center Liberty Property Management Ashley Furniture and Strategic Property Partners City of St. Petersburg Waterfront Redevelopment / St. Pete Pier * Gained over $2 million in new market share by implementing hyper individualized pricing strategies to gain growth through non-traditional channel partners without market disruption. * Assessed new market opportunities for existing/new products: competitive analysis SWOT partnerships financial analysis distribution/channel assessment and identified critical path to market through rep engagement and training that were measured with established KPI's. * Captured sales by securing top positioning for the Philips roadway luminaire lighting specification by collaborating on new energy efficiency lighting standards with Florida Department of Transportation (FDOT) and multiple local governments and county school systems. * Developed strong relationships with Florida power utilities collaborating to deliver major commercial projects that co-market energy efficiency opportunities and education. * Lead 100% adoption for market to order initiatives acting as the dedicated lead trainer and champion for the SE Region on companywide Salesforce CRM implementation. Managed a team of sales agents and manufacturers rep agencies to expand the Havells Sylvania US brand distribution footprint by introducing new energy efficient LED architectural lighting systems across the professional trade channel. * Devised and executed strategic and tactical action plans that focused on improving financial performance by establishing strategic pricing strategies laying the foundation for long-term business growth through customer value added programs and building a top performing sales team for the Florida region. * Managed business development initiatives and supported strategic marketing activities for key customers. Led Specification Sales Cycle strategy development and aligned strategy with sales activities and capabilities for new architectural LED fixture offering. * Optimized existing customer sales while leveraging industry relationships to drive new business partnerships with stock and flow initiatives aimes at mitigating risk post SLI acquisition * product launch with marketing services and the Havells executive team for thier Sylvania European Luminaire offering at Lightfair International (LFI) 2011 the world's largest lighting trade show.
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