EXECUTIVE SUMMARY

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Excel in building high-performing, profit oriented, value added, organizations t
hat have sales forces transforming stagnant sales into vital growth. Unbroken r
ecord of leading organizational growth and sales excellence through implementing
active sales management, network development, and national sales force developm
ent in the areas of value creation and profitability. Demonstrated proficiency
in strategic development, and executive leadership - with a keen sense of taking
the strategic and tactical execution. Additional expertise in sales motivation
, compensation, re-organization, and reporting structures.
AREAS OF PROVEN PERFORMANCE:
* Excellent ability to develop and drive long term vision while achieving short
term financial results
* Strong sense of both internal and external Customer Loyalty
* Turning around under-performing teams / organizations; achieving rapid and sus
tainable growth
* Excel in high demand opportunities where multi-tasking is essential to success
* Exceptional understanding of the lubricants market; its vision; and stakeholde
rs
* Ability to form long term, strategic relationships with Vendors, OEMs and othe
r customers
* Developing sales skills / improving sales performance - through training, ment
oring, and one-on-one coaching
PROFESSIONAL EXPERIENCE & ACHIEVEMENTS
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CARDWELL DISTRIBUTING
SALT LAKE CITY, UT * 2010 - 2011
Leading regional supplier of fuel and lubricants across a seven state region, an
d charter Alliance Network Member for Shell North America.
GENERAL MANAGER
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Hired to provide growth and cultural leadership to a company experiencing expone
ntial growth through both organic and inorganic means. Developed a strategic pl
an to advance the company's mission and objectives and to promote revenue; profi
tability; and growth to the organization. Oversee company sales and operations t
o insure production efficiency, quality, service, and cost-effective management
of resources, as well as establishing benchmark measures in accordance with indu
stry standards, and the Shell Alliance offering. Tasked with the primary respons
ibility for adding 2.0 MM gallons of PQS business from a Shell Distribution Cent
er in 90 days and reshaping an organization in the process.
PRIMARY RESPONSIBILITIES
* Immediately embarked on developing a strategic plan to advance the company's m
ission and objectives and to promote revenue, capitalize on existing resources,
and increase throughput through profitability and growth.
* Directed the building of a new distribution facility and the transition of a S
hell owned DC into our company operations - insuring production efficiency, qual
ity, service, and cost-effective management of resources.
* Currently lead the endeavor to identify potential Merger and Acquisition oppor
tunities and direct implementation activities.
* Approve company operational procedures, policies, and standards.
* Established criteria for revenue budgeting and actively participated in the co
nsistent review of activity reports and financial statements to determine progre
ss and status in attaining our objectives - In addition played a key role in rev
ising objectives and plans in accordance with current conditions.
* Evaluate performance of executives for compliance with established policies an
d objectives of the company and contributions in attaining objectives.
* Enhance and upgrade current IT solutions within the current sales network and
establish future growth project needs
* Direct company planning and policy-making committees.
SHELL OIL PRODUCTS U.S.
HOUSTON, TX * 2007 - 2010
Leading provider of petroleum, and other energy products worldwide; #1 in base o
il production world-wide and a leader provider of finished lubricants to the U.S
. market. Includes Pennzoil, Quaker State, Rotella, Formula Shell, brands, with
primary markets being PCMO, Industrial, and Transport market segments.
BUSINESS DEVELOPMENT MANAGER
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Recruited as a charter member of a key business unit within Shell Lubricants res
ponsible for generating the conversion, acquisition, and integration of 28 MM ga
llons of competitive product in the US Distributor market. Infused the group wi
th market intelligence, and strategic guidance - through a systematic approach t
o creating a value generated proposition for marketers to embrace the conversion
back to Shell. Fully accountable for revenue generation, performance managemen
t, commercial negotiations, and pipeline management necessary to generate goals.
Position ultimately lead to a complete remediation of our distributor network,
and the Alliance providers it included - of which I was a key player in the gen
eration of the contractual elements of the new contract as well as negotiating t
he commercial and contractual elements of the network rollout. Lead a team of 12
Distributor Performance Representatives in a direct and indirect capacity.
* Delivered dramatic growth , and recognized as a key element of our organizatio
ns success in the Extended Leadership Team Meetings
* Personally closed over 12MM gallons of business in first year
* Aided in closing another 3MM gallons of lubricants business through network co
aching
* Responsible for negotiating and closing the first Alliance Contract under Shel
l's new network re-organization
* Adequately managed business unit to all budgetary and enterprise related growt
h metrics
ROGERS PETROLEUM
KINGSTON, TN * 2000 -2007
Market leader in providing the distribution of ExxonMobil, Citgo, and other auxi
liary brand lubricants to the East Tennessee market.
DIRECTOR OF VERTICAL MARKETS
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Responsible for the growth of a mid-level distributorship; involving specialized
efforts in training, forecasting, revenue management, Merger and Acquisition re
commendations. Given lead responsibility in the area of training existing perso
nnel to achieve a "benchmark - knowledge:" throughout the sales force, consisten
t with the requirements set forth by the STLE (Society of Tribologist and Lubric
ation Engineers), and spearheading vertical market development to offset previou
s losses in other market segments. In addition, have been involved with extensi
ve development of a worldwide program with ExxonMobil to develop and transfer a
knowledge based sales system to its entire sales force and management team, and
have personally implemented a VAR program to aid in the sales of a niche product
line represented by our company. Directly aided in the development of 6 sales
representatives and negotiated the active valuation of 2 acquisitions during my
tenure.
* Exceeded revenue generation goals by an average of 27% annually and strengthen
ed corporate partnerships through a candid approach to program management.
* Increased market share of the company by 33%
* Spearheaded the acquisition of 2 key distributorships as well as forming sever
al strategic niche product lines responsible for the addition of over $350,000.0
0 per year NSP and nearly $3.5M in additional annual revenue.
* Completely developed the forecasting program used during yearly revenue projec
tions, as well as the sales pipeline program utilized by the sales personnel to
streamline their current processes resulting in a more efficient product-to-mark
et experience and improving the overall sales/expense ratio per salesperson.
CASTROL INDUSTRIAL NORTH AMERICA
DOWNERS GROVE, IL * 1998 - 2000
Large supplier of lubricants to the US market. Primary markets include blending
of synthetic and organic base oils for the PCMO, Industrial, Metalworking, and
Transport Industry. Purchased by BP Amoco in 2000, broadening platform of marke
t substantially overseas and in fuels.
REGIONAL SALES ENGINEER
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Responsible for all aspects of selling, distributing, promoting, and servicing,
existing and potential lubricant accounts in the Tennessee, and Georgia regions,
as well as managing the service engineers within the region. In addition to sa
les responsibilities, was an active committee participant responsible for aligni
ng Castrol with strategic partners through signed market partnership agreements.
* Consistently maintain budgetary guidelines
* Exceeded sales quotas (35% above), and forged new business (added 22% new busi
ness).
* Directly responsible for developing strategic alliances with several industry
corporations that complemented Castrol's strategic goals including a partnership
with Emerson Electric, Duke Power, Alabama Steel, and Mercedes Benz
EDUCATION
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TUSCULUM COLLEGE,
Greenville, TN
Masters Degree 2000
Organizational Management
Thesis: Cultural Creationism - Effects of Organizational Design, Leadership, an
d Motivation on Changing Organizational Cultures
Bachelors Degree 1996
Organizational Management
HARVARD BUSINESS SCHOOL, Cambridge, MA
Professional Business Studies Summer Program
Emphasis on Deal Structure and Negotiation
Castrol Industrial North America, Downers Grove, IL 37863
* Fundamentals of Lubrication
* SPIN Selling
* Open Gear Inspection
* Chain Systems Inspections and Lubrication practices
* Fundamentals of Hydraulics
* Grease Formulation
* Lubrizol Additive Training
* Bearings Inspection Procedures
* Oil Program Assessment Techniques
Computational Systems Incorporated,
Knoxville, TN 37932-2470
* Reliability Centered Maintenance Philosophy
* Maintenance Practices, Fundamentals of Lubrication (Level One Tribology Certif
ication)
* Advanced Fundamentals of Lubrication (Level Two Tribology Certification)
* Fundamentals of Vibration Analysis (Level One Vibration Certification)
* Advanced Vibration Fundamentals and Analysis Techniques (Level Two Vibration C
ertification)
* Fundamentals and Theory of Thermographic Analysis (Level One Thermography Cert
ification)
* Advanced Theory and Application of Thermography Techniques (Level Two Thermogr
aphy Certification)
* Plant Maintenance Assessment Techniques
* Solutions Selling
Department of Defense,
United States Navy
* Extensive Coursework in Explosive Ordinance
* Advance Electronics
* Team Motivation
* Special Forces Techniques
* DoD Quality Acquisition Course

PROFESSIONAL AFFILIATIONS / AWARDS
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AFFILIATIONS

* American Petroleum Marketers Association
* Western Petroleum Marketers Association
* MENSA
* American Management Association
* Fellowship of Christian Athletes - Board Member
* Harvard Professional Studies Network - Chair
* Society of Tribological and Lubrication Engineers
* American Marketing Association