Larry McCarthy

As Digital Sales Director (GA,AL,FL,MS), my role encompasses comprehensive support across various levels of sales activities, including strategic planning, establishing and overseeing seller activity targets, enhancing sales expertise, conducting customer demonstrations, leading the direct sales process for complex opportunities, managing contracts, and facilitating a smooth transition to operations.

• FY22 Secured: Overachieved Plan
• FY23 Secured: On path to plan of $3.4M

Coached a developing sales team on fundamental sales processes that resulted in undiscovered opportunities. Introduced competitor flanking strategies to overcome growth limiting paradigms.

• Increased Sales Staffing 20%
• FY18-FY21 sales volume growth of 53%
• Increased Productive Account Capture by 32%
• Realigned Sales Team and Segmented Account Assignment

Responsible for Project and New Service sales volume and margin growth in the Albany, Ga branch.

• Consecutive years of double digit sales growth
• Results achieved through sustained investment in underserved markets, fostering of cross-functional and unified salesforce, account management, and appropriate sales recruitment
• Challenged and altered prior sales methods and owner account approach resulting in 52% YOY growth
• Selected as Area Employee Health and Safety (EHS) Champion based on recognition of cultural transformation accomplished as local business leader. Achieved safety milestone 4,253 days without Lost Time Incident

Provided general direction and coaching to department managers. Accountable for top and bottom line growth of all business segments in the Albany, Ga branch.

• FY17: Increased order backlog by 35% through enhanced account management
• Increased recurring type account capture through recruitment of two veteran sales executives
• FY16: Improved Return on Sales 160 BPS and increased YOY Segment Income (SI). Achieved results through relentless cash collection process and executed margin expansion of 140 BPS
• FY15: Achieved SI Goal and YOY SI Improvement of 190 BPS. Achieved results through disciplined execution, early gap identification, and execution of gap closure measures
• Ranked in top percentile among peers in Safety Statistics Category, multiple years

Successfully led sales, operations, and customer relations within the service business segment of the Albany, Ga branch.

• Maintained stable, profitable business through challenging cultural transformation and integration after major acquisition
• Restructured recurring type accounts to more profitable and sustainable account base
• Created project sales and operations team which grew from $250k in 2007 to $3M by 2010
• Achieved national recognition by organization for top percentile customer service scores, multiple years
• Led safety culture from reactive and complacent to proactive, engaged, and accountable Zero Harm culture
• Led local organization through major CRM conversion while maintaining business continuity

Responsible for achieving sales targets and new customer capture in the Albany, GA branch market.

• Adopted sales processes from Performance Contracting business model to improve hit rate on large/complex projects
• Methods resulted in securing of two projects >$2M combined, a record for business segment/location
• Achieved sales goals using conceptual selling methods that identified unspecified opportunities that supported customer's scorecard improvement objectives
• Fostered relationships and new business with multiple high producing accounts that still produce significant revenues today

Applying defined project management disciplines and tools, led team of installation technicians, engineers, and subcontractors in successful execution of a building technology construction portfolio.

• Staffed and trained technical workforce
• Fostered Zero Harm culture
• Negotiated pricing and terms with contractors and subcontractor
• Identified and developed new subcontractors
• Planned and executed projects to defined schedule and budget
• Managed portfolio cashflow