Summary
Overview
Work History
Education
Skills
Timeline
Training
Generic

Patrick A. Lanfear

Simpsonville,SC

Summary

Dynamic and results-driven sales executive with a proven track record of driving revenue growth within matrix organizations by leading cross-functional teams focused on delivering exceptional customer value. Expertise in cultivating relationships with C-Level and executive decision-makers has consistently resulted in multimillion-dollar wins in highly competitive markets. Demonstrated success in managing and expanding major accounts while effectively selling a comprehensive portfolio of consulting services, business process outsourcing, software solutions, and engineering services. A history of aligning as a strategic partner with Fortune 500 companies across diverse industries, including Life Sciences, Automotive, Aerospace, and Energy, underscores a commitment to enhancing market share and delivering impactful results.

Overview

38
38
years of professional experience

Work History

Special Projects Coordinator/Assistant Superintendent

Mavin Construction LLC
06.2022 - Current
  • Identify Projects function as both Project lead and Superintendent to estimate, win, and execute projects under $1 Million in value. As Assistant Superintendent function as commercial onsite supervisor for all aspects of construction projects as well as regulatory requirements and permits.

Owner Operator/Entrepreneur

Persona Birmingham
09.2019 - 06.2022
  • Company Overview: Persona Birmingham is a business startup in the field of Health & Beauty. Started as investment operations serving clients trying to achieve a more youthful and healthy appearance. Specializing in non-invasive facelifts and body sculpting procedures.

Southeast National Account Manager

Arcos, Inc.
06.2015 - 05.2017
  • Company Overview: Arcos, Inc. is the leading provider of Emergency Resource Management application services for the Utility industry. Providing critical infrastructure to Utilities for Call-out and Crew management of both “Day to Day” and Critical Events for maintaining power and services to consumers nationwide.
  • Won multi-application opportunity within six months of on boarding. Company firsts: both flagship products sold in the same contract, sales cycle of less than five months, ROI developed with client CFO and EVP.

Major Account Executive

Advanced Solutions, Inc.
05.2014 - 06.2015
  • Company Overview: Advanced Solutions, Inc. and its subsidiaries operate as a diversified technology company providing integrated software solutions and services focused on engineering, manufacturing, and distribution automation. Established a major account focus in the leading industrial and automotive industry sectors.
  • Identified opportunities in multiple major accounts. Transfer relationships and business drivers from a product focus to one focused on services and outsourcing engineering, analytical, and manufacturing services internal and external to the client.

Major Account Executive

Autodesk, Inc.
04.2011 - 02.2014
  • Company Overview: Autodesk, Inc. a Fortune 500 Company with over $2 Billion in annual revenues. A world leader in 3D design and simulation across the Architectural, Manufacturing, Mechanical Engineering, and Entertainment Industries. Built executive relationships and growing revenues for five key accounts defined as having recurring revenues of $750k annually. Assigned to J&J, Johnson Controls, United Technologies, ABB Inc., and Ingersoll Rand due to having multiple years’ experience selling to key executives within these companies.
  • J&J: Leveraged my previous relationships with Divisional Vice Presidents of IT and CFO to present business cases specific to risk mitigation and customer value.
  • Implemented a $5million dollar multi-flex offering of ADSK complete product line inclusive of $350k of consulting services
  • Johnson Controls, Inc.: Gained access to EVP of Business Development, EVP of Strategy, EVP of Global Solutions and EVP IT. Developed a trusted advisor/partner relationship which enabled expansion of the account.
  • Completed Global Consulting Services Agreement impacting fifty-nine product lines and worth approximately $3 million in new services business. Additionally, another 7.6 million in product sales.
  • ABB Inc.: Gained access to the EVP of North America Business Development & Strategy as well as the VP of Operations of ABB Inc. largest division.
  • Uncovered key performance issues driving executives’ compensation
  • Created product and services opportunity for $1.25 million
  • Overall, Success:
  • Average over 100% of performance in three positions over my tenure
  • Achieved Presidents Club

VP/Regional Sales Manager

IdSoftware, Inc.
10.2008 - 04.2011
  • Company Overview: A privately held $1 million dollar startup Biometric Software company specializing in Rapid Identification Management Systems for Public Safety. The company provides a suite of tools utilized by Law Enforcement and Specialized Agencies such as Homeland Security, Immigration Customs Enforcement, and Fugitive Task Force.

Global Account Manager/Life Science Industry

Rockwell Automation
10.2005 - 10.2008
  • Company Overview: Rockwell Automation is $5 Billion dollar Fortune 500 company and the leading Manufacturing Process Automation Company in North America and third largest internationally. The company provided a complex breadth of solutions and services encompassing all aspects of the drug manufacturing process. Life Sciences encompassed solutions for monitoring, measurement, control, and manufacturing as well as the engineering scientific and analytical resources needed for the execution of specific projects. This initiated with capturing the drug formulation, to batch process control, reporting/compliance CFR Part 11 to final packaging. My responsibility was primarily the global revenue growth for J&J, BMS, and Schering Plough. I as well had new account/hunter responsibility for Bio/Pharma accounts such as
  • J&J: Developed trusted advisor relationship with CIO, Divisional EVP IT, and Operation VP’s specific to each branded company in each of the three divisions
  • Grew business by 120% across North America operations
  • Traveled Europe and Asia introducing key J&J executives to local sales teams and training sales teams
  • BMS: Established relationships with Key Executives in IT and Operations
  • Schering Plough: Established relationships with Key Executives in Manufacturing/Operations.
  • Overall, Success: Achieved 115% of quota year one, 128% of quota year two, and 140% of quota year three

Executive Vice President Sales/Marketing

Saronyx, Inc.
11.2002 - 12.2005
  • Company Overview: A privately funded startup company providing collaboration software solutions to the Bio/Pharma Drug Development Companies working with Contract Research Organizations specific to Preclinical and Phase-1 Research Studies. Solution offered automated design and collaboration of complex protocols for drug studies. Key responsibilities encompassed identifying primary target customers, developing the revenue model, establishing decision criteria, standardizing the sales process, and profiling executive stakeholders involved in decision-making. Created “Customer Value Equation” through driving the executives to realization of business issues and establish first revenue customers.
  • Collaboration with key CRO organizations SNBL, Charles River, Calvert Labs, MPI.
  • Established new accounts such as Roche, Eisai, Gilead, Novartis, Allergan
  • Completed agreements with Amgen sponsor development and utilize tools.
  • Signed agreement with Biogen/Idec for $300k implementation on two preclinical studies within 6 months’ launch.

Vice President Sales/Marketing

ImpactXoft, Inc.
10.2001 - 11.2002
  • Company Overview: A privately funded startup company in the 3D Computer Aided Design Industry. Technology intended for design and collaboration among distributed groups participating in the design lifecycle and change management.
  • Responsibility is to establish differentiable market position and value within a mature CAD/PDM marketplace. Create first revenue customers. Recruit enterprise sale executives & distribution channels throughout North America, Europe, and Asia. Execute initial go to market strategy.
  • Largest competitor agreed to purchase 51% of the company for $1million dollars.

Director of North American Sales

Digital Paper, LLC
05.2000 - 09.2001
  • Company Overview: A privately held startup company with three million dollars in annual revenue. Company introducing new tools for Data Management Industry specific to e-commerce data distribution, mining, and validation. Primary responsibility was to establish the company’s products as an enterprise product sale vs. a niche sale or one-off purchase.
  • Signed two new enterprise customers for over a half million dollars each (Lucent Technologies and Delta Airlines). Increased the average sale from $15,000 to $150,000 in nine months.

Vice President of Sales

Vector Software
08.1999 - 04.2000
  • Company Overview: A privately held startup company in the Decision Support/MES market with initial revenues of $500,000. Position focused upon three objectives, first, to define the product/s based upon customer needs and products capability. Second, determine the industry’s best suited for the product to define initial go to market strategy & structure the initial sales force.

Director of North American Sales

3D Systems, Inc.
07.1997 - 08.1999
  • Company Overview: A publicly held company with $90 million annual sales revenue. 3D Systems is the leader in the Rapid Prototyping Industry. Products large capital equipment costing $65,000 to $900,000 each. Responsibilities focused on restructuring the sale process from selling to services entities to enterprise customers direct. Increase direct sales and eliminate sales inefficiencies.
  • Reorganize/restructure sales force to focus on Strategic Accounts, Enterprise Adoption, and multiple systems orders.

Vice President Marketing & Sales

BPM Technology, Inc.
08.1995 - 07.1997
  • Company Overview: A privately held startup company, offering a low-cost alternative to Rapid Prototyping in the Mechanical CAD Design Market.
  • My responsibilities focused on the initial product launch and revenue creation. Defined the target market segment, product sales, marketing, and distribution channel. Engaged and participated in fund raising activities to venture capital firms.
  • Created $2million in backlog orders by January of 1996.
  • Closed 400,000 dollars of revenue directly with Ford Motor Company by December 1995.

Territory Sales Manager

Rasna Corporation
08.1993 - 08.1995
  • Company Overview: A $32 million privately held Mechanical CAE, Software Company. Rasna market consisted of product companies in the electronic or mechanical engineering industry. Created new revenue within a specific territory defined by cities and named target account in northern California.
  • Twenty-eight new accounts created in 19 months including 2 Major Accounts
  • Generated $1.8 million revenue against a quota of $1.4 million.

District Sales Manager

Aries Technology, Inc.
12.1987 - 08.1993
  • Company Overview: Privately held $22 million mechanical CAE, Software Company. Aries Technology was the first solid modeling company to enter the Computer Aided Engineering market. Sales generation in a multi-state territory, comprised of MI, OH, IN, and KY. Beginning in 1992.
  • Responsibilities advanced to include managing as well as a personal sales quota. Individual sales contributor
  • 1988 Top Sales Revenue Producer, 1989 number 2 Top Sales Revenue Producer, 1991 Top Sales Revenue Producer, 1991 Top Channel Producer
  • Automotive Sector - Worked extensively with Ford Motor Company “Ford Alpha” to establish new CAE process and tools. Partnered with third party engineering firms to place critical resources for key projects.

Education

Psychology, Criminal justice

Henry Ford Community College
Dearborn, MI
01.1979

Finance, Computer Science

Oakland University
Rochester, MI
01.1983

Skills

  • Enterprise Selling, creating compelling buying events
  • Strong written and verbal presentation skills
  • Experienced in consultative solution selling
  • Penetrating new markets and clients
  • Account planning, growth, and retention
  • Structuring and closing multi-million-dollar opportunities
  • Contract negotiations and resolution
  • Data-driven decision making, competitive situational analysis, and positioning,
  • Accessing "Executive Suite" and developing relationships
  • Complex sales campaigns driving ROI
  • Trained in structured sales processes such as TAS (Target Account Selling), Rhein “Relationship Selling/Strategic Selling, Dawson “The Art of Negotiating” Bosworth “Solution Selling”

Timeline

Special Projects Coordinator/Assistant Superintendent

Mavin Construction LLC
06.2022 - Current

Owner Operator/Entrepreneur

Persona Birmingham
09.2019 - 06.2022

Southeast National Account Manager

Arcos, Inc.
06.2015 - 05.2017

Major Account Executive

Advanced Solutions, Inc.
05.2014 - 06.2015

Major Account Executive

Autodesk, Inc.
04.2011 - 02.2014

VP/Regional Sales Manager

IdSoftware, Inc.
10.2008 - 04.2011

Global Account Manager/Life Science Industry

Rockwell Automation
10.2005 - 10.2008

Executive Vice President Sales/Marketing

Saronyx, Inc.
11.2002 - 12.2005

Vice President Sales/Marketing

ImpactXoft, Inc.
10.2001 - 11.2002

Director of North American Sales

Digital Paper, LLC
05.2000 - 09.2001

Vice President of Sales

Vector Software
08.1999 - 04.2000

Director of North American Sales

3D Systems, Inc.
07.1997 - 08.1999

Vice President Marketing & Sales

BPM Technology, Inc.
08.1995 - 07.1997

Territory Sales Manager

Rasna Corporation
08.1993 - 08.1995

District Sales Manager

Aries Technology, Inc.
12.1987 - 08.1993

Psychology, Criminal justice

Henry Ford Community College

Finance, Computer Science

Oakland University

Training

  • TAS Training
  • Xerox Professional Selling Skills I, II, III
  • MAI Gold: Industry Focus & Major Account Selling
  • Dawson Seminars: ‘The Art of Negotiating Anything
  • Barry Rhein: ‘Relationship Selling’ & ‘Strategic Selling’
  • Miller-Heiman Conceptual Selling
  • CRA Training Institute Houston, TX 2017 - Clinical Trial Monitoring Good Clinical Practices
  • OSHA 30

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Patrick A. Lanfear