Barbara L. Payne
Summary
Forward thinking Regional Manager with a proven track record of growing and maintaining diverse client portfolios in the food & beverage, commercial & institutional, power, and refining industries. Skilled in inspiring and developing high-performing area managers and account managers to effectively support valued clients. Known for building strong customer relationships. Instrumental in providing impactful recommendations to upper management that have significantly boosted team morale and productivity. Proficient in coordinating team efforts and fostering effective communication between organizations to drive exceptional results.
Overview
25
25
years of professional experience
Work History
Regional Manager
Veolia Water Technologies & Solutions
08.2021 - Current
- Enhanced team performance by providing regular coaching, training, and performance feedback to Area Managers, Account Managers and FSRs spanning from southern New Jersey to Virginia and just inside of Tennessee
- Aiding them in providing solutions to client base as it relates to sustainability, water purity and chemical feed automation for plant water systems, to enhance plant reliability, reduce plant downtime, optimize plant output and provide overall savings for the customer base
- Responsible for 20M in revenue
- Drove the team in delivering $13.5MM in value projects reducing the overall cost of operation for clientele across diverse portfolio
- Supported the team to grow market share by 6.5MM in a highly competitive market
- Lead developer of Nuclear University training for business sector, the first of its kind
- Co-lead on Nuclear Power customer sales campaign that yields a revenue of $17MM
- Interact with plant personnel from end user to plant manager to communicate and make recommendations to enhance system reliability, water usage savings and energy conservation
- Corporate Account Liaison for a steel mill client with sites in Pennsylvania and Georgia
- Presented three reports with their first Eagle Award, which is the highest award in the company
- Collaborated with executive leadership to establish long-term objectives, drive growth initiatives, and align regional efforts with corporate goals.
- Promoted a culture of continuous improvement through ongoing process reviews, employee engagement initiatives, and open channels of communication.
- Increased customer satisfaction with timely resolution of escalated issues and proactive communication on product updates.
- Mentored and developed high-potential employees for leadership roles through individualized career development plans and opportunities for growth.
- Boosted regional sales by implementing targeted marketing strategies and fostering strong client relationships.
- Used industry expertise, customer service skills and analytical nature to resolve customer concerns and promote loyalty.
Area Manager
SUEZ Water Technologies & Solutions
01.2017 - 08.2021
- Led a team of eight Account Managers and two Field Service Representatives spanning the territory of southern Pennsylvania to Virginia boarding North Carolina
- Aiding them in providing solutions regarding sustainability, water purity and chemical feed automation for plant water systems, to enhance plant reliability, reduce plant downtime, optimize plant output and provide overall savings for the customer base
- Responsible for 4MM in revenue
- Aided the team in delivering $1.9MM in value projects reducing the overall cost of operation for clientele across diverse portfolio
- Supported the team to grow market share and add an additional $2.5MM in revenue to the portfolio in a highly competitive industry
- Interact with plant personnel from end user to plant manager to communicate and make recommendations to enhance system reliability, water usage savings and energy conservation
- Mentor and train Account Managers and Field Service Technicians to ensure proper performance of wet test, working knowledge of data interpretation and understanding of the function of plant systems
- Additionally, to make sure the team worked in compliance with plant requirements for safety
- Technical support of boiler applications for the other Account Representatives and Technicians in the area
Lead Sales Manager
GE WATER & PROCESS TECHNOLOGIES
01.2008 - 08.2017
- Managed multiple accounts simultaneously, demonstrating exceptional organizational skills and attention to detail.
Enhanced client satisfaction by promptly resolving account issues and providing exceptional customer service.
Enhanced revenue growth, identifying upsell and cross-sell opportunities within existing client base.
Organized and led quarterly review meetings, ensuring alignment with client goals and expectations.
Resolved complex account issues, restoring client confidence and preserving business relationships.
Identified new business opportunities through cold calling, networking, marketing and prospective database leads.Provide solutions regarding water purity and chemical feed automation for plant water systems, to enhance plant reliability, reduce plant downtime, optimize plant output and provide overall savings for the customer base - Lead team member for of sales campaigns of acquisition of new construction sites along with established operations, with revenues over $1MM
- Provided over $120K in savings to customer base in the last two years despite the long sales cycles
- Grew business year over year for a total of 49% growth over the last three years in a fossil power market that is challenged by plant closures, reduction in operation, reduction in demand and little budget dollars available for new technology
- Interact with plant personnel from end user to plant manager to communicate and make recommendations to enhance system reliability, water usage savings and energy conservation
- Developed Field Service Technician career manual in addition site Operations Manuals
- Externally focused on the needs of the customer developed strong customer relationships
- Impactful in account retention supporting the corporate accounts team.
- Technical support of boiler applications for the other Account Representatives and Technicians
- Three (3) time Value Excellence Award recipient for maintaining account base, managing a service load of more than $1 Million and holding annual business reviews with Value Generation Plans in place for all accounts
- Primary contact for the Flue Gas Desulfurization Waste Treatment applications in the area
- Year 2008 Eagle Award recipient for a 71% increase in business
- Assisted in forecasting sales projections based on historical data analysis, helping inform future strategic decisions related to inventory management and staffing needs.
- Devised creative solutions for overcoming obstacles encountered during the sales process in order to close deals successfully.
- Collaborated with other departments to develop strategies for cross-selling products and services.
- Identified and communicated customer needs to supply chain capacity and quality teams.
Account Specialist
GE WATER & PROCESS TECHNOLOGIES
01.2005 - 01.2008
- Managed multiple accounts simultaneously, demonstrating exceptional organizational skills and attention to detail.
- Enhanced client satisfaction by promptly resolving account issues and providing exceptional customer service.
- Enhanced revenue growth, identifying upsell and cross-sell opportunities within existing client base.
- Organized and led quarterly review meetings, ensuring alignment with client goals and expectations.
- Resolved complex account issues, restoring client confidence and preserving business relationships.
- Identified new business opportunities through cold calling, networking, marketing and prospective database leads.
- Environmental Health & Safety Coordinator for the Baltimore/Washington DC/Virginia, North Carolina, South Carolina, and Georgia Area
- Three time Top Gun Award for maintaining $1 Million dollars in business
- Also exceeding forecasted plan by 3.0%
- Utilized Reverse Osmosis technology, to aid client operation, generating $3 Million dollars in additional revenue for the client
- Recommended and helped implement cooling tower automation to eliminate manual transfer hazardous chemical and present manpower savings
- Implemented best practices around Legionella bacteria minimization in in cooling tower bulk water
Balance of Plant Chemist
EXELON NUCLEAR
12.2003 - 01.2005
- Provided oversight for water chemistry of Closed Cooling Water (plant auxiliary systems), Drinking Water and Plant Demineralized Water (plant safety related) systems, to maintain water quality within state and regulatory requirements
- Lead morning meetings for Chemistry technicians to coordinate daily work schedule
- This included interfacing with Operations personnel to support the need for chemical usage assessments and general troubleshooting
- Communicated with plant Engineering, Maintenance, Operations, Work Management and Procurement organizations to coordinate work scope, improvements and troubleshooting activities
- This included upper level management meetings to report the progress of various plant issues assigned to the Chemistry organization for resolution
- Provided oversight for Auxiliary Boiler fuel oil and Diesel Fuel oil station receipt analysis and plant usage within the guidelines of Technical Specifications provided by the Nuclear Regulatory Commission
- Aided in the coordination and management of the Water Treatment Plant Clarifier overhaul
- This ultimately minimized the need for supplemental mobile water trailers
- Lead analyst for Condenser air in-leakage search via tracer gas (helium) testing with the use of mass spectrometer
Engineering System Manager
EXELON NUCLEAR
06.1999 - 12.2003
- Conducted daily performance monitoring on the Condenser, Hypochlorite, and OFF GAS systems to create and analyze data trends
- Recommendations to enhance performance taking advantage of planned evolutions were made based on these trends
- This effort presented a significant cost savings to the station
- Managed contractor personnel operating mechanical on-line cleaning system (rockets) by consistently communicating and emphasizing safety, station and performance goals and the contractor’s priorities
- As a result, average system out of service time reduced to 24-hours opposed to weeks as in previous years
- Project team leader for Condenser Vacuum and plant Safety Related heat exchanger leak searches which necessitated the coordination of 6 station organizations and the contractor to determine the source of air in-leakage into the Condenser system
- Engineering team leader for COPE Manual development and Focus Area Self-Assessment, which identified Engineering’s compliance with this governing procedure
- Participated in troubleshooting activities for various plant system and equipment issues by utilizing my technical skills to develop creative solutions to plant issues
- Participant in emergency center staffing during station emergencies which requires constant communication with state regulators and the NRC
Education
MBA - Technology Management
University of Phoenix
Delta, PA06.2002
Bachelor of Science Degree - Chemical Engineering
Hampton University
Hampton, VA05.1999
Skills
- Operations
- Staff Training and Development
- Strategic Planning
- Staff Management
- Territory Management
- Performance Management
- Cost Reduction
- Leadership Development
- Proposal Development
- Sales Forecasts
- Team Leadership
Activities
- Some Friends & Family, 1997 – Present
- Mentor to Harford County High School Students, 2012 – Present
- Elementary School STEM presenter
- Active member of Alpha Kappa Alpha Sorority, Inc.
- Fitness Accountability Coach, 2013 – Present
- DiscoverE program speaker, 2006, 2007, 2015
- Coordinator of Habitat for Humanity project for Exelon Peach Bottom plant
- Recruiter for the Nuclear side of Exelon
- Exelon Walk for Diabetes Team Leader, 1999 – 2000
Timeline
Regional Manager
Veolia Water Technologies & Solutions
08.2021 - Current
Area Manager
SUEZ Water Technologies & Solutions
01.2017 - 08.2021
Lead Sales Manager
GE WATER & PROCESS TECHNOLOGIES
01.2008 - 08.2017
Account Specialist
GE WATER & PROCESS TECHNOLOGIES
01.2005 - 01.2008
Balance of Plant Chemist
EXELON NUCLEAR
12.2003 - 01.2005
Engineering System Manager
EXELON NUCLEAR
06.1999 - 12.2003
Bachelor of Science Degree - Chemical Engineering
Hampton University
MBA - Technology Management
University of Phoenix
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