Joe MacCready
Sykesville,MD
Summary
I am an experienced, Senior level sales professional focused on establishing mutually beneficial business relationships. I have never been let go from a company, which is a testament to my performance. I have a reputation of being competent and producing bottom line results.
Overview
17
17
years of professional experience
Work History
Regional Project Sales
Allmark Door
Jessup, MD
04.2024 - Current
- Allmark Door is a commercial door and dock company serving the East Coast.
- Allmark Door partners with clients to provide High Performance Doors and Dock Equipment in the Food, Pharmaceutical, and Industrial sectors.
- It is often a long sales cycle as I seek out upcoming capital facilities projects or expansions, and then integrate myself into the process of the design and specifications.
- Prospecting: Identify, locate, and approach prospects using all available means in order to secure a meeting, identify a need, and provide a solution.
- Product Application: Stay current on available product offerings so as to best specify a solution for the customer's problem.
- Logistics: Post-sale, I was responsible for delivery and installation coordination, which often included multiple trades, working around shifts and shutdowns, etc.
- Technical Knowledge and Capability: The pre and post-sale processes would include everything from being involved with
engineered drawings and architects to establish electrical and mechanical requirements to signing off on dimensions and
electrical specs. - Operational Insight: The sales process would not only include the need to demonstrate the technical technical advantages of
our product, I would also seek to understand their processes in order to optimize space usage and traffic flow. Understanding principles such as 6S and lean principles helped add value to my clients. - Regulatory Compliance: As doors are a building product, architectural factors like wind rating come into play, as well as life-safety and security concerns. There are other factors that come into play when you are making a product for human consumption, such as food and pharmaceutical products, so eliminating contamination was non-negotiable.
- Exceed Sales Targets: There’s a pattern here!
Used Car Manager
Koons Automotive Companies
Clarksville, MD
09.2022 - 03.2024
- In my role as Used Car Manager for Koons (https://www.koons.com/), I am responsible for the entire process of acquiring and selling the used car inventory for a Chevy/Buick/GMC dealership, including:
- Inventory Management: Implementing and managing effective procurement and pricing strategies, ensuring a diverse, well-maintained, and competitively priced inventory of used cars. This includes estimating repair costs and establishing current value, managing the inspection and repair process from when we acquire a vehicle to it being 'frontline ready' for sale.
- Merchandising: Ensure the inventory is presented promptly and properly with accurate descriptions, attractive photos, and visible on all relevant outlet platforms.
- Budget Oversight: Optimize expenses while maximizing profitability through strategic pricing and cost control measures.
- Market Analysis: Stay aware of industry trends and competitor activities, adapting inventory and pricing strategies to remain competitive.
- Leadership & Team Development: Lead a sales team in the pre-owned vehicle department, providing mentorship and training to sales professionals and support staff, consistently improving their performance, and achieving collective sales objectives.
- Customer Relationship Management: Promptly address inquiries, concerns, and complaints to maintain exceptional customer satisfaction levels.
- Regulatory Compliance: Ensure strict adherence to local and federal regulations governing used car sales, maintaining accurate records and documentation.
- Performance Metrics: Track and report KPIs, enabling data-driven decision-making.
- Negotiations: Perform “Manager Turn-Over’s” to close deals when a Sales Specialist is having difficulty overcoming
objections. - Exceed Sales Targets: Of course!
Acquisition Manager
Koons Automotive Companies
Clarksville, MD
11.2021 - 09.2022
- In my role as Acquisition Manager, I was responsible for acquiring our Used Car Inventory from individuals selling their personal vehicles (due to COVID making new car inventory scarce), including:
- Technical Valuation: Estimating repair costs and establishing the current value of a used vehicle.
- Negotiations: Communicate with vehicle sellers accurate market justification for my Technical Valuation for their vehicle.
Regulatory Document Execution: Execute all necessary documentation required for the transfer and titling of used vehicles. - Financial Account Management: Manage prompt payoff of liens to ensure penalties and delays are avoided.
After successfully managing this process, I was promoted to Used Car Manager.
Business Development Manager
PowerPak Civil and Safety
Philadelphia, PA
02.2021 - 10.2021
- As a Business Development Manager for PowerPak (https://www.powerpak.net/), my role was to perform the 'outside' functions of a two-person inside/outside sales team selling construction safety products and supplies to construction companies. These products range from gloves and safety glasses to traffic cones and shovels, and I covered southern New Jersey, southeastern Pennsylvania, Delaware, and northern Maryland. Monday through Thursday were spent on the road, making 15-20 customer visits per day on a route set by my inside sales teammate. I would visit both construction company locations, as well as large construction projects, in order to secure orders of supplies for their inventory or specific projects.
Fridays were office days at the headquarters in Congers, NY, to review the week and plan for the next week. Some of these responsibilities included: - Technical Knowledge: This industry requires in-depth technical knowledge as you are dealing with life-safety products, such as fall protection harnesses.
- Market Analysis: Be aware of competitor pricing in an extremely volatile commodity market to remain competitive.
- New Customer Acquisition: The market I was selling into was a new market, and I maintained an average of 4 new construction companies per week for customer acquisition, in addition to maintaining and growing existing customers.
- Regulatory Compliance: Ensure strict adherence to local and federal regulations governing construction, such as DOT.
- Exceed Sales Targets: Of course!
- I very much enjoyed this position, enjoyed working for and with the PowerPak team. I excelled at it but moved to a different state. PowerPak communicated that if I wanted my position back, it was available to me.
Equipment Sales Manager
FlyTek GSE
09.2016 - 02.2021
- FlyTek GSE (https://flytekgse.com/) manufactures, sells, services, and certifies equipment referred to as GSE (Ground Support Equipment) in the aviation industry. GSE is any piece of equipment that services an aircraft while it is on the ground, from the cart that empties the lavatory to the jacks that lift an aircraft to change a tire.
I was primarily focused on the sale of remote control aircraft tugs that we imported from Germany. I had a demo unit that I towed around the Continental US, visiting corporate flight departments, aircraft manufacturers, FBOs, MROs, and military bases in order to demonstrate the benefits of the product, secure sales, and train personnel. Some of these responsibilities included: - Logistics: From the time of sale, I would coordinate ordering of the product from Germany, coordinate logistics to the port and LTL, facilitate equipment and offloading of large deliveries at remote locations, and coordinate training events.
- Technical Knowledge and Capability: This industry is extremely safety conscious, and specific technical knowledge is needed, for example, to demonstrate how to tow a Gulfstream or F-16 without damage or risk. You also need to first demonstrate
capability before anyone will trust you with their aircraft! - Regulatory Compliance: Aviation is an extremely regulated industry, so we had to ensure strict adherence to local and federal regulations from agencies such as the FAA and even Homeland Security, as well as achieve and maintain clearances to have physical access to fighter jets, etc.
- Government Contracting: I was responsible for monitoring government bidding opportunities and executing paperwork for bidding on and securing government contracts.
- Time and Task Management: I scheduled and coordinated my own schedule and logistics, from setting demo and training appointments to booking flights and hotels, etc.
- Service and Repairs: I doubled as the service provider for the product, so I needed to be proficient in making mechanical repairs as well as technological ones via CANBUS.
- Exceed Sales Targets: Of course!
- I was offered an opportunity from PowerPak that required no long-distance travel, so FlyTek and I parted ways amicably.
VP National Accounts
PerforMax Global
Greater Philadelphia Area
04.2014 - 09.2016
- While this was technically another 'employer' change, I didn't so much as change desks as PerforMax (https://performaxglobal.com) was a product (a roll-up rubber door) we'd been developing for some time under the Allmark Door brand. Once we had refined the product enough to bring it to market, I was tasked with selling the first one into the market as I had also been involved in the product R&D. After generating a number of sales of the new product, the decision was made to make it a separate brand that performed the manufacturing. I was the first salesperson moved from Allmark to PerforMax. Rubber doors are primarily used by heavy industry, such as mining operations, steel and concrete plants, and railway buildings, due to their rugged materials and ability to withstand rough, damage-prone environments. As VP of National Accounts, I was responsible for targeting large end-user-direct accounts both domestically and internationally. I would locate and approach the facilities engineering departments of large companies such as Chilean copper mines, domestic steel plants, national railway services and automotive manufacturers. It was a long sales cycle as I would be looking to either learn of upcoming capital facilities projects or expansions with the goal of getting our product specified on the project.
- Technical Knowledge and Capability: The pre and post-sale processes would include everything from being involved with
engineered drawings and architects to establish electrical and mechanical requirements to signing off on dimensions and
electrical specs. - Business Acumen: The sales process would not only include the need to demonstrate the technical advantages of our product, but it would also include meetings with executives to articulate the bottom line ROI of your solution for a bid tabulation, as it applied to their specific approach to market.
- Regulatory Compliance: As doors are a building product, architectural factors like wind rating come into play, as well as life-safety and security concerns.
- Time and Task Management: I scheduled and coordinated my own schedule and logistics, from setting appointments, booking flights, and hotels, etc.
- Logistics: Post-sale, I was responsible for delivery and installation coordination, which often included multiple trades, working around shifts and shutdowns, etc.
- Anything Else Necessary: While it was funded by another company, PerforMax was a startup. So, while my primary responsibility was to generate sales, I was involved in everything from R&D, engineering, sourcing, and inventory control. I also participated in marketing initiatives and even got involved hands-on with some installations and repairs. You also needed to be very agile and problem solve on your feet, as we would encounter new challenges associated with starting manufacturing a new mechanical product.
- Exceed Sales Targets: Goes without saying!
- At this point, I was approached by FlyTek to help break into a new market based on my ability to perform multiple roles and generate results. Aviation seemed like an exciting adventure, so I went for it
Product Consultant
Allmark Door
Springfield, NJ
09.2008 - 04.2014
- Allmark Door is a commercial door and dock company serving the East Coast. During my time on their team, I was a Product
Consultant, partnering with clients to provide High Performance Doors and Dock Equipment in the Food, Pharmaceutical and
Industrial sectors. My daily functions included meeting with customers to review various challenges they faced with doors and docks. I would then come up with a product or scope of work that provided a solution, generated an estimate, and worked with the customer through to project completion. It was a long sales cycle as I would be looking to either learn of upcoming capital facilities projects or expansions, and then integrate myself into the process of the design and specifications. My day-to-day included and required the following: - Logistics - Post-sale, I was responsible for delivery and installation coordination, which often included multiple trades, working around shifts and shutdowns, etc.
- Technical Knowledge and Capability: The pre and post-sale processes would include everything from being involved with
engineered drawings and architects to establish electrical and mechanical requirements to signing off on dimensions and
electrical specs. - Operational Insight: The sales process would not only include the need to demonstrate the technical advantages of our product, but I would also seek to understand their processes in order to optimize space usage and traffic flow. Understanding principles such as 6S and lean principles helped add value to my clients.
- Regulatory Compliance: As doors are a building product, architectural factors like wind rating come into play, as well as life-safety and security concerns. There are other factors that come into play when you are making a product for human consumption, such as food and pharmaceutical products, so eliminating contamination was non-negotiable.
- Exceed Sales Targets: There's a pattern here!
- I enjoyed my role and was good at it, but towards the end of my time at Allmark, we were working hard on developing a new product that we would manufacture ourselves and brand under the name PerforMax. So, I would join company number three under the same ownership
Business Development Manager
Techniflex
Folcroft, PA
04.2008 - 09.2008
- TechniFlex was a commercial interior fit-out and office furniture company performing design/build office renovations in the Philadelphia Metro market. My role in Business Development was to target property managers to learn of office renovation projects for our sales team. TechniFlex was acquired by a global firm (https://www.unispace.com/), some time after I left.
TechniFlex was my first experience in generating value purely with my brain instead of my hands, where I first started learning how to think outside the box to get past gatekeepers, and started honing my sales skills to close appointments. My job was essentially strategic telemarketing, but it taught me the soft and hard skills that have afforded me a successful sales career, such as: - Lead Management: I learned how to work leads and build a lead pipeline.
- Overcoming Objections: Building value over the phone and email was necessary to secure face time with high-profile Property Managers.
- Unique Approaches: I learned to get someone's attention through things like handwritten notes, personalized gifts, etc., that made me stand out in a crowded space.
- Persistence: Business Development is a low-scoring-percentage game, so it taught me to focus on lead measures to achieve consistent performance.
- The group that owned TechniFlex also owned Allmark Doors (https://allmarkdoors.com/), and they had started a new location which had an opportunity for a Product Consultant. The role at Allmark Doors was an outside sales role requiring technical competence, which fit my growing skillset very well. I decided to accept the offer, which would be the second of three companies I worked for consecutively, all with the same ownership (TechniFlex, Allmark Doors, and PerforMax).
Education
Advanced Business Management -
Universal Business Team
12.2014
Skills
- Microsoft Office
- Salesforce
- Netsuite
- Cost Control
- Performance monitoring
- Team Leadership
- Detail Oriented
- Problem-solving abilities
- Strategic Thinking
- Professional Demeanor
- Effective Communication
- Business Process Mapping
- Time Management
References
- Mike Tich, Founder, Insight, 410-935-0531
- Tom Hamilton, Sales Dir, Performax, 330-541-1400
- Toby Kirk, GSM, Asbury Group, 202-498-6274
Volunteer Experience
CEO, OneSchool Global, 2014, 2015, Executed role as volunteer CEO for a campus, being involved in all matters of Operations.
About Me
- Hello! I'm a married Dad of two girls and being a Dad is the best job I've ever had.
While my career has been sales-focused, many of my roles required me to be involved with Marketing, Operations and Finance, especially the roles with startup companies. I have an entrepeneurial mindset and offer more value than simply my sales experiance.
When I'm not working, I enjoy training jiu jitsu with my daughters and spending time with family and friends.
One of my personal values is Transparency, so feel free to ask any questions!
Timeline
Regional Project Sales
Allmark Door
04.2024 - Current
Used Car Manager
Koons Automotive Companies
09.2022 - 03.2024
Acquisition Manager
Koons Automotive Companies
11.2021 - 09.2022
Business Development Manager
PowerPak Civil and Safety
02.2021 - 10.2021
Equipment Sales Manager
FlyTek GSE
09.2016 - 02.2021
VP National Accounts
PerforMax Global
04.2014 - 09.2016
Product Consultant
Allmark Door
09.2008 - 04.2014
Business Development Manager
Techniflex
04.2008 - 09.2008
Advanced Business Management -
Universal Business Team
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