Mark Shotton

• Established and grew $3M pipeline within 6 months consisting of large CRE and global commercial customers.
• Led customer facing interactions with C-Suite level individuals to help excel their carbon reduction goals and ESG reporting
• Established ambitious sales targets, managed deployment strategies and developed go-to-market plans to capitalize on every revenue opportunity.
• Helped expand product offering with new platform with data analytics, AI and IoT sensing technology.
• Evaluated costs against expected market price points and set structures to achieve profit targets and ARR.
• Worked with all aspect of arbnco team to help with global expansion of their enterprise analytics platform.

• Increased sales by 120% through effectively training and working with manufacturer's representatives, identifying, prospecting and interfacing with large KSA's, mechanical design teams and C-suite level executives.
• Consultative sales approach that prioritizes relationships and open dialogue to identify and provide solutions to customer’s needs.
• Lead proposal strategy and development in collaboration with Business Operations to ensure client needs are addressed and resourcing/pricing is appropriate to win business and meet margin targets
• Collaborate with marketing, inside sales, Solution Consultants, and commercial operations to obtain thorough knowledge of competitive landscape and high priority opportunities
• Built relationships with customers and community to establish long-term business growth to ensure ARR would be achieved.

• Tasked with creating go to strategies for vertical markets, property management companies, dealers and distributors along with manufacturer's representatives.
• Collaborated with Enterprise customer and contractors throughout North America and APAC Countries to help meet investment quota for 2019.
• Worked with Engineering team in USA and Korea on developing new go to market products & SaaS, APP, along with Marketing team to launch and create parallel strategic Enterprise sale's plan to scale for 2020.

Igor's Power-over-the-Ethernet IoT platform incorporates smart sensors, SaaS, APIs, data analytics and networking to enhance energy efficiency, controllability, creating healthy and smarter buildings while improving employee performance.

• Established a sales pipeline over $30 Million in sales in two years, closed $5M in sales and led in sales in both 2018 & 2019.
• Responsible for driving company's business West of Rockies, Canada, Mexico, and APAC and establishing scalable sales force from scratch.
• Instrumental for establishing new strategic industry partners and channel partners, tracked new markets and emerging trends, recommended new products & services, wrote proposals & plans, guided long-term objectives to meet business needs and requirements.
• Established multiple marketing campaigns that led to more traction in industry and sales.
• Instrumental in leading company towards solution-based selling, that separated Igor from competition.
• Developed opportunities in multiple sales channels including customers and potential customers such as Adobe, Microsoft, LinkedIn, Uber, Music Tribe, Nvidia, Clarke Construction, Scripps Hospitals, Turner Construction, JLL, CBRE, Graybar and many others.

North American Manufacturing Enterprises, Inc.dba: MHT Lighting, manufactured Smart PoE lighting and sensor products, SaaS, and Power Factor Correction Equipment.

• Challenged to develop and manage a Regional & Nationwide sales team and manufacturer's representatives.
• Increased overall sales from $2.7M to over $28M in three years through the development of highly effective marketing & sales plans along with developing a winning national sales team.
• Instrumental for creating winning marketing and sales efforts to separate company from competition and uniquely position company to attain larger market share.
• Developed detailed product specifications resulting in high quality, cost-effective product design with unique characteristics, therefore, creating more value to customer.
• Created highly profitable traditional and non-traditional sales channels using manufacturer's agents, online presence, and national distributors.

Propeller Solutions designed, serviced and sold boat & ship propellers to end users and boat builders throughout the West Coast.

• Built highly successful technology-based startup company, new to West Coast, which sold and used digital scanning equipment to service marine propulsion systems.
• Successfully drove annual sales to more than $2.8 million through development and implementation of highly effective sales and marketing strategies.
• Educated end users, naval architects, boat builders and engineers in need for product including: maintenance, customization, and ISO 9000 quality standards.
• Effectively branded company for new techniques, standards, high quality, strong problem- solving skills, and best customer service.

Thermo-Trol Corporation is a Manufacturer Representative for over twenty premium HVAC and controls lines.

• Implemented strategies and assisted sales team responsible for increasing sales from $5 million to $17.5 million in 3 years.
• Worked up ladder from service, estimator, take offs, sales and then to overseeing firm's day to day activities as Vice President.
• Personally, generated millions of dollars in new business with sale of HVAC systems to various hospitals, federal establishments, schools, commercial buildings, utility companies and other industrial customers based on solutions selling.
• Recognized as top-performing sales representative exceeding all sales goals during second year of operations.
• Established new HVAC Controls division and launched new HVAC Controls marketing campaign which resulting in over 30% growth first year and over 50% following.
• Identified needs of engineers, mechanical contractors, and end users and developed proposal to create custom HVAC solutions.
• Developed and communicated sales strategies which resulted in increasing sales to new customers and maximizing existing relationships ensuring achievement of individual and team goals.
• Developed champion sales team of twenty-four employees, through exchange of knowledge, tenacity, creativity, empowering and goal sharing to optimize strategies and drive sales.