Summary
Overview
Work History
Education
Skills
Websites
Strengths
Timeline
Generic

Marshawn Merriwether

Cypress,TX

Summary

Dynamic Account Manager with a proven track record at Zters, excelling in global key account strategy and operational improvement. Achieved 150% sales targets while coaching teams to enhance conflict resolution and effective communication. Recognized for building strong relationships and driving significant revenue growth through innovative solutions and strategic negotiations.

Overview

25
25
years of professional experience

Work History

Account Manager

Zters
08.2024 - Current
  • Responsible for finding, growing and maintaining clients in the construction, EPC, general contractor and subcontractor space focused on specifying, designing and building heavy industrial, industrial, commercial and residential sites.
  • Increased month to month sales 7 out of 8 months.
  • Exceeded sales goals 7 out of 8 months.
  • Increased sales every month in Q1. Exceeded sales targets by 60%, 80% and 150%.
  • Trained Account Managers on sales, customer relations and conflict resolution techniques. Improved overall AM and customer interactions and improved team sales.
  • Advised on business improvements. Recommended process and operational improvements. Advised on right-staffing to reduce bottlenecks and stress points in our processes, temporary 'shortcuts' to improve response times.
  • Presented studies on the benefits of rotating team members and seating rearrangements for better business ‘circulation.
  • Consulted on getting more mid performers around high performers for positive influences, recommended training and support mechanisms for improved retention (senior and junior Account Manager interaction and Best Practices sharing), Account Manager succession planning.
  • Recommended the creation of the newly established large project and government bid group. Built to increase likelihood of success. Higher visibility and capability of driving leads to success.
  • Communication. Encouraged and led by example to implement cooperative and collaborative efforts, promote team environment and account 'friendliness'.
  • Promoted effective solution-oriented communication with coworkers - particularly those departments required to depend on each other throughout the sales process.
  • Implementation of change management practices. Got buy-in from management and key stakeholders for the implementation of improvement ideas affecting our workforce, then supported the changes at the grassroots level.
  • Recommended cost savings initiatives for company’s biggest expense - employees. Suggested healthy food options at the company’s many employee appreciation events.
  • Recommended bonuses for quarterly improved vitals. Encouraged standing desks. Suggested a quarterly bonus for 3 gym check-ins per week.
  • Coached Account Manager from PIP to High Performer. Introduced pre-sales call planning, impactful questions, complimentary services and closing techniques to jumpstart a young AM’s career.
  • Improved team’s sales by more than 22% since joining the company.

Co-Creator/Co-Owner

The Merriwether Group, LLC
11.2019 - 06.2024
  • Company Overview: The Merriwether Group LLC was established to target small commercial properties in the southern Indiana and Nashville area.
  • Identified properties that fit the strategy of the development group.
  • Researched properties with potential in areas where economic development is projected to take place.
  • Negotiated and secured 17 properties.
  • Gathered comps and drafted proposals to acquire targeted assets.
  • Negotiated the sale of 8 properties. Negotiated optimal sale price for assets.
  • The Merriwether Group LLC was established to target small commercial properties in the southern Indiana and Nashville area.

Creator/Founder/Operator

Aca-pan-Demic Excellence
04.2020 - 05.2022
  • Company Overview: Aca-pan-demic Excellence was a volunteer organization created to meet the academic needs of underprivileged at-risk youth during the pandemic.
  • Scheduled virtual tutoring sessions with students.
  • Set up weekly parent-tutor conferences.
  • Set up biweekly tutor-teacher conferences.
  • Recruited and matched bilingual tutors with ESL students.
  • Negotiated agreements with vendors local to each area to provide healthy lunches for tutored students.
  • Grew the program to include tutors and students in all four time zones.
  • Aca-pan-demic Excellence was a volunteer organization created to meet the academic needs of underprivileged at-risk youth during the pandemic.

Director, Americas

Paladon Americas
08.2018 - 08.2019
  • Responsible for the leadership and improvement of business in the Americas.
  • Oversaw operations, revenue attainment, cost controls, marketing and team leadership.
  • Held P&L oversight and developed strategic sales processes.
  • Controlled inventory, warehousing, supply chain and logistics, and improved shop productivity.
  • Provided the culture to deliver a complete change management turnover.
  • Trained, coached and mentored high performance team members.
  • Secured local distributor network, growing new company sales by $300K.
  • Took over business unit and found customer contact was not good with unsolved issues.
  • Cleaned up contracts, engaged in opportunity pursuits, negotiated and landed new stocking distributors.
  • Set strategic growth opportunities by region.
  • Captured business from competitors, developed market intelligence channel and a larger regional footprint.
  • Built underperforming team into a high performance unit.
  • Owners perceived the Houston location needed a complete house cleaning.
  • Met with individual associates and managers and found terrible communication patterns and morale.
  • Determined there was a jewel in the rough.
  • Provided transparency, better communications and instilled pride.
  • Implemented a strong support structure.
  • Transformed the business.
  • Determined vendor performance was hindered by missed deliveries, incorrect product deliveries and product shortages.
  • Right-sized inventory, set pipeline projections and replaced ineffective suppliers.
  • Reorganized shop and added Lean and Kaizen principles to improve workflow & hand-offs.
  • Lowered inventory & logistics costs, drastically improved QC build time by 20%.
  • Won $700K in orders.

Executive Vice President

William W. Rutherford & Associates
07.2016 - 08.2018
  • Responsible for consulting to Fortune 500 companies on ways to expand sales within existing customer bases, increasing market share, and improving prospecting techniques resulting in metrics for annual, monthly, and weekly performance expectations.
  • This included taking two customers from the competition within the first quarter of implementation.
  • Consulted on M&A project. Provided analysis that uncovered strengths, weaknesses, business optimization steps and IT/technology needs.
  • Determined required position talent needs and existing employee strengths.
  • Optimized associate and department functions, then replicated and implemented in remote locations.
  • Successfully developed and implemented new company structure, and executed change management strategies.
  • Built business cases for new prospect accounts.
  • Set very detailed pricing plan to clearly cost products and services for key account strategies and the corresponding downstream market.
  • Developed the structure, market requirements and strategic plan to grow sales successes.
  • Resulted in more than 100 new opportunities and proposal generated.
  • Consulted on merger integration project.
  • Uncovered strengths, weaknesses, optimal business processes and IT systems.
  • Extrapolated needs to understanding employee and leadership capabilities, and job roles to optimize department and remote locations processes.
  • Introduced culture change training that kept employees informed and talent retained.
  • Recommendations for optimal CMMS Software.
  • Analyzed downstream clients’ maintenance and turnaround needs, then recommended appropriately scaled computerized maintenance management software.
  • Consulted on environmental regulation and compliance.
  • Advised on where regulations were headed and forward-thinking techniques being used to set the pace for future standards.
  • Change management project - goal was not only compliance but more how to integrate environmental awareness into the culture of the company.

Assistant Vice President

Lockton Companies
02.2015 - 12.2015
  • Provided insurance brokerage services by developing risk management and supply chain risk management strategies.
  • Consulted on the benefits of cyber software platform implementation.
  • Led the research and development of business plans for international manufacturing companies, resulting in a path-forward strategy.
  • Developed better producer processes and set cross-selling action plans with existing clients resulting in increased client penetration and 20% more targets.

Director, National Accounts

International SOS
12.2012 - 02.2015
  • Led and organized global teams to support business high revenue mid-sized companies.
  • Personally produced $1.3M in Software as a Service (SaaS) for mid-market group users and enterprise clients.
  • Prepared and implemented individual customer business plans resulting in 50% increase in book of business and directly impacted churn.
  • Trained, coached and mentored new directors, account managers and client service managers.
  • Responsible for $2.6M renewal budget and had 0% churn (100% retention rate).
  • Increased service to loyal customers by 250%.
  • Assigned to high profile key account and unwanted accounts.
  • Ascertained concerns and business roadblocks.
  • Set corrective measures including relationship building.
  • Saved largest customer SaaS business from being lost.
  • Built stronger relationships as a trusted advisor.
  • Responsible for US-based clients.
  • Scheduled communication with regional teams and imparted critical product and risk information.
  • Coordinated global teams to increase SaaS total sales by uncovering needs of additional users in remote locations.
  • Established an information assistance center.
  • Gained deep customer appreciation.
  • Company became a trusted advisor.
  • Built business case for improved pricing structure.
  • Our pricing structure was designed for Fortune 100 – Fortune 500 companies.
  • Scaled solutions with appropriately matched pricing helped increase book by 50%.

Oil & Gas Sales Leader

Maxon Corporation, a Honeywell Company
09.2008 - 12.2012
  • Managed the Texas and Louisiana region sales and distribution channels through a team of 100 associates.
  • Developed market segmentation and target market programs.
  • Made recommendations for product enhancements and new product developments.
  • Presented emissions reduction methods to EPA regulators.
  • Increased sales.
  • Moved sales group to top 3 in the company.
  • Negotiated and signed contracts with regional industrial distributors.
  • Region grew to $2M in sales.
  • Recaptured lost business, gaining $10M in annual sales.
  • Met with key customers and rebuilt sales processes.
  • Defined market, segmentation and value propositions.
  • Sales surged to more than $10M annually.

Area Sales Manager

Beamex Inc.
12.2006 - 09.2008
  • Developed, implemented and managed sales, marketing and PR strategies for a new territory.
  • Responsible for attainment of SaaS and calibrator sales goals.
  • Developed and implemented sales, marketing, PR strategies and price quoting system to meet the needs of the southern border energy market.
  • Negotiated, closed and delivered a positive compliance software revenue stream.
  • Leveraged relationships to gain sales opportunities.
  • Tasked to build gulf coast go-to-market SaaS strategy.
  • Introduced an internationally company into a new region.
  • Negotiated and closed contracts for a distribution system.
  • Gained momentum and leveraged 'sister sites' to win SaaS projects.
  • Established $1M revenue stream in calibrators and compliance software solutions.
  • Established Enterprise Compliance Software Clients within Gulf Coast Energy Market.
  • Leveraged our distinct advantages - global presence, superior technology and integration capability with client’s existing software – to overcome reservations about using an internationally headquartered company recently entering a local market, creating more than $500K in new software business.

Sales Engineer

Maxon Corporation
07.2000 - 12.2006
  • As a Sales Manager and Engineer, sold manufactured combustion systems including safety, control valves and burners by identifying and cultivating strategic alliances and partnerships.
  • Troubleshot and provided system and equipment consultations to further business goals resulting in a 30% larger reseller network.
  • Trained & mentored 7 new sales professionals.
  • Formulated automated spare parts list to gain 20% material availability.
  • Developed smaller OEM sales program that captured $440K in sales.
  • Smaller companies were hardly ever visited.
  • Developed, implemented and managed new partnerships.
  • Streamlined processes, set win-win efficiencies that decreased their work load.
  • Helped clients gain efficiencies and convinced them of my 'low growth potential' OEMs to allow us to grow their businesses from $50K to $440K annually.
  • Introduced new technology that significantly reduced emissions.
  • Brought almost 40 clients in compliance with new TCEQ emissions standards.

Education

MBA - Global Energy Management Certificate

University of Houston

BS - Civil Engineering, minor Environmental Engineering

Purdue University

SaaS Sales Certification - Mastership in Sales Organization Design

Winning by Design

Governance Risk & Compliance (GRC) Certification -

Open Compliance and Ethics Group (OCEG)

Cyber Security Risk & Mitigation Certification - Managing Risk in the Information Age

Harvard

Skills

  • Global Key Account Strategy Development and Execution
  • Territory Planning and Development
  • Conflict Resolution
  • Negotiations
  • Marketing
  • Enterprise Software Sale
  • Change Management
  • Coaching, Training and Mentoring
  • Operational Improvement
  • Risk Assessment and Mitigation
  • Effective Communication
  • Relationship building
  • Problem-solving
  • MS office

Strengths

  • Building global organizations into powerful and dynamic units
  • Improving customer satisfaction to gain repeat business
  • Leading teams that are dependable and high energy
  • Launching products into niche markets successfully
  • Driving complex, B2B and B2C sales and marketing programs to grow revenue

Timeline

Account Manager

Zters
08.2024 - Current

Creator/Founder/Operator

Aca-pan-Demic Excellence
04.2020 - 05.2022

Co-Creator/Co-Owner

The Merriwether Group, LLC
11.2019 - 06.2024

Director, Americas

Paladon Americas
08.2018 - 08.2019

Executive Vice President

William W. Rutherford & Associates
07.2016 - 08.2018

Assistant Vice President

Lockton Companies
02.2015 - 12.2015

Director, National Accounts

International SOS
12.2012 - 02.2015

Oil & Gas Sales Leader

Maxon Corporation, a Honeywell Company
09.2008 - 12.2012

Area Sales Manager

Beamex Inc.
12.2006 - 09.2008

Sales Engineer

Maxon Corporation
07.2000 - 12.2006

MBA - Global Energy Management Certificate

University of Houston

BS - Civil Engineering, minor Environmental Engineering

Purdue University

SaaS Sales Certification - Mastership in Sales Organization Design

Winning by Design

Governance Risk & Compliance (GRC) Certification -

Open Compliance and Ethics Group (OCEG)

Cyber Security Risk & Mitigation Certification - Managing Risk in the Information Age

Harvard

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