GARY LANCASTER
Sales Management
Denver,CO
The judgments we reach will always be better if we start, not by reaching conclusions, but by being curious. And curiosity is exercised by asking questions, not making statements.
Brad Smith
Summary
Performance-driven Vice President with 9 years of experience aligning systems with business requirements, policies and regulatory requirements. Passionate about applying excellent organization and communication skills to manage and lead teams. Results-oriented individual well-versed in interfacing and consulting on business processes to drive results based on sound overall business judgment.
Overview
25
25
years of professional experience
Work History
Vice President North America
Cordax Evaluation Technologies
Denver, CO
06.2021 - 06.2023
- 63% YoY revenue increase and corresponding EBITDA fall through for business region ensuring forecast beat.
- Accounting for variances and expected future activity along with current, run rates, quarterly and annual forecast updates, operational issues, and necessary client resolution.
- Built annual North America forecasts in line with future market activity and aligned with board growth and returns expectations.
- Creation and execution of area strategy aligning team to achieve defined goals.
- Hiring, staffing, coaching and consistent mentoring of all direct reports. Managing their daily performance and writing quarterly / annual performance appraisals including, development plans to ensure their continued growth within their current and future roles.
- Discipline and accountability as required.
- Coordinating with operational managers for districts supporting upcoming activity ensuring asset availability and adequate coverage.
- Subject matter expert on all product lines and services of full offerings.
- Contract Negotiations including terms and conditions, length, structure, clauses and pricing to satisfaction of both parties involved.
- Penetration of un-served markets, market share capture and reporting, using new technologies to enhance offerings, penetrate new markets and enhance returns. Encroachment activities in key markets and key accounts to dislodge incumbents.
- Coordinating with sales management peers to optimize footprint on location bringing complete client solution while maximizing returns and well site efficiency.
Western US Sales Manager
Schlumberger
Denver, Co
11.2014 - 05.2020
- Maximized revenue generation across business region in alignment with and exceeding forecast.
- Reporting variances and expected future activity along with current, run rates, quarterly and annual forecast updates, operational issues, and necessary client resolution.
- Thriving in complex matrix organization structure across multiple product lines
- Maintaining strong client relations from C-level across organization
- Create and execution area strategy aligning my team to achieve defined area and personal goals for growth.
- Hiring, staffing, coaching and consistent mentoring of all direct reports. Managing their daily performance and writing quarterly / annual performance appraisals including, development plans to ensure their continued growth within their current and future roles.
- Discipline and accountability as required.
- Coordinating with operational managers for districts supporting upcoming activity ensuring asset availability and adequate coverage.
- Subject matter expert on all product lines and services of full offerings.
- Contract Negotiations including terms and conditions, length, structure, clauses and pricing to satisfaction of both parties involved.
- Penetration of un-served markets, market share capture and reporting, using new technologies to enhance offerings, penetrate new markets and enhance returns. Encroachment activities in key markets and key accounts to dislodge incumbents.
- Coordinating with sales management peers to optimize footprint on location bringing complete client solution while maximizing returns and well site efficiency.
Senior Executive Account Manager
Schlumberger
Denver, Co
09.2009 - 11.2014
- Contract negotiations, audit reconciliations, deviation reporting against contracts, ensuring operational compliance within contract boundaries.
- Cultured customer relationships to establish long-term business growth.
- Surpassed sales goals and service targets by cultivating and securing new customer relationships.
- Resolved problems with high-profile customers to maintain relationships and increase return customer base.
- Collaborated with upper management to implement continuous improvements and exceed team goals.
- Revenue forecasting, generation, deviance reporting as wells as annual and quarterly reports.
- Full responsibility for every product line and service touching the account to exceed financial targets.
- Staffing, coaching, mentoring and development of engineers working within each account to ensure full coverage with clients needs being met.
- Master Service Agreement and long term service and contract negotiations including clauses and special terms and conditions as well as pricing.
- Subject matter expert for all Schlumberger product lines and offerings as well as corporate and local strategies ensuring alignment with those of the operators.
Western US HR Manager
Schlumberger
Denver, Co
07.2007 - 09.2009
- Managed employee disputes by employing conflict resolution techniques.
- Advised decision-makers on complex and confidential matters ranging from performance management to employee relations issues.
- Motivated employees through special events, incentive programs, and constructive feedback.
- Guided leaders and employees on company policies, programs, benefits and salary administration.
- Recommended, initiated and finalized HR actions regarding faculty and staff position management, compensation and employment postings, hiring proposals and new hire onboarding.
- Monitored and handled employee claims involving performance-based and harassment incidents.
- Maintained payroll and benefits for employees in various locations and diminished financial discrepancies through expert program management.
NA Business Development Manager, New Tech
Schlumberger, Drilling & Measurements
Denver, CO
09.2005 - 07.2007
- Design, build execute sales strategy to introduce cutting edge, high tier technologies into highly commoditised marketplace.
- Established relationships with key decision-makers within customer's organization to promote growth and retention.
- Negotiated and closed long-term agreements with new clients in assigned territory.
- Coordinate with local sales, Operational management, HR managers and senior management on asset availability, expected pricing levels, logistical issues, financial expectations, staffing and training needs for field staff.
- Monitor each job cradle to grave making sure execution at wellsite met client expectations and needs.
- Identified and pursued valuable business opportunities to generate new company revenue and improve bottom line profit.
- Monitored market trends and competitor activities to identify areas of potential opportunity.
- Developed new proposals, contracts and procedures to draw in more clients and streamline work operations.
Western US Operations Manager
Schlumberger, Drilling & Measurements
Casper, WY
01.2004 - 09.2005
- Built a $25MM / year business returning 17+ % EBITDA by controlling costs, creating efficiencies, removing pinch points and investing in R&M.
- Full accountability for safety, operational execution and operational health for area Drilling services.
- Performance appraisals and development plans for direct reports.
- Hiring, staffing, training requirements to meet minimum requirements for all employees in location.
- Customer interaction to resolve operational and invoicing issues.
- Coordination with sales, HR and senior management on operational execution, financial health, forecasting and future asset needs to meet expected demand.
- Supervised operations staff and kept employees compliant with company policies and procedures.
- Developed systems and procedures to improve operational quality and team efficiency.
Senior Sales Engineer
Schlumberger, Drilling & Measurements
Dallas, Texas
01.1998 - 01.2003
- Proposed technical solutions and developed prototypes that addressed customer requirements and generated sales.
- Thrived in fast-paced environment, constantly re-prioritized and maintained relentless focus on sales process.
- Built relationships through exceptional client service delivery and maintained productive networks to support business development.
- Facilitated functional and technical discovery sessions with team members, customers, potential customers and vendors.
- Investigated competitor technical specifications, product data and industry standards and continually developed knowledge of product offerings.
- Worked closely with sales team on understanding customer requirements, promoting products and delivering sales support.
Education
MBA - Finance / Accounting
05.2003
GPA: 4.0
Bachelor of Science - Engineering Geology
Skills
- AREAS OF EXPERTISE / STRENGTH
- Passionate Sales Management
- Leadership, interpersonal skills
- Hiring top sales talent
- Contract / Financial Management
- Coaching and mentoring
- Performance Management—Team Leadership
- Process improvement, selling cycle skills
Accomplishments
- Executive Leadership: Catapulted growth by 36% across Western US territory to drive $120M in total revenues—established strategic plans, business road maps, sales closing procedures and monthly performance targets
- Pioneered low-end & high-end encroachment strategies for new product launches, market penetration and growth to promote continued territory growth year-after-year
- Revenue-Enhancement: Boosted revenues to $250M annually and led the acquisition of key accounts—restructured & streamlined division’s sales cycle to expedite the closing of multi-million-dollar deals
- Spearheaded market diversification and product expansion into niche undiscovered markets
- Business Acumen: Developed high-performing sales divisions and exceeded KPIs—managed technical sales teams, oversaw recruitment and mentorship of new members, established business road maps, standard operating procedures, competitive bidding strategies, closing procedures, product presentation & aggressive follow-up guidelines
- Performance Management: Reduced costs, boosted sales and improved EBITDA during economic downturn—worked closely with subject matter experts to architect product substitution strategies, optimize clients’ product utilization rates and present improved feasibility studies to acquire and maintain high-value accounts
- Facilitated referral to internal business partners to promote comprehensive product lines.
Work Availability
monday
tuesday
wednesday
thursday
friday
saturday
sunday
morning
afternoon
evening
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Timeline
Vice President North America - Cordax Evaluation Technologies
06.2021 - 06.2023
Western US Sales Manager - Schlumberger
11.2014 - 05.2020
Senior Executive Account Manager - Schlumberger
09.2009 - 11.2014
Western US HR Manager - Schlumberger
07.2007 - 09.2009
NA Business Development Manager, New Tech - Schlumberger, Drilling & Measurements
09.2005 - 07.2007
Western US Operations Manager - Schlumberger, Drilling & Measurements
01.2004 - 09.2005
Senior Sales Engineer - Schlumberger, Drilling & Measurements
01.1998 - 01.2003
The University of Texas At Dallas - MBA, Finance / Accounting
John Moore University - Bachelor of Science, Engineering Geology