Scott Brown

• Identify and develop key target markets with emphasis on commercial and civil construction, as well as Industrial mills and plants in the North West Region
• Prospect and cultivate opportunities within these markets to generate profitable sales through proven technics and establish and maintain working relationships and rapport on all levels with account field, admin, and technical teams
• Create relationships with key accounts that produce repeat business and maintain profitability and a sustainable business model
• Generate sales proposals, identify market rates that capture recurring business and a profitable business strategy
• Establish myself as an industry leader with exceptionally honest and ethical business practices
• Manage account aging, collections and contract liability
• Communicate on all levels with Project Management Teams, Field Engineers, Superintendents, Maintenance Managers, Purchasing Managers, Local, State and Federal Agencies
• Manage and developed viable leads that generate results

Responsibilities to penetrate the Seattle tower crane market and establish Pacific Tower Cranes as a viable option in a competitive commercial construction environment. We took this startup company backed by a well-established regional leader in the taxi crane service industry from $0 to $15,000,000 by offering full-service tower crane and material man hoist rental.

• Prospect Companies and projects in greater Seattle area and throughout the PNW
• Generate project estimates, lift plans and facilitate implementation
• Negotiate price, terms and other details pertinent to scope
• Provide interface with both client estimating team and field superintendents to provided a clear understanding of scope and responsibility
• Manage invoicing, accounts receivable
• Evaluate profitability and establish a sustainable business model
• Implement a marketing strategy that's consistent with company values and vision
• Launched successful pilot programs in new territories by developing tailored strategies based on local market needs
• Applied market intelligence to inform strategic decisions related to product positioning, pricing, and distribution channels
• Trained sales team on effective selling techniques tailored towards specific markets, leading to improved performance metrics
• Negotiated favorable contract terms with vendors, lowering costs while maintaining high-quality standards for marketing materials production
• Presented regular reports on market development activities, offering valuable insights for senior management decision-making processes
• Conducted competitor analysis, enabling the company to stay ahead of emerging trends and maintain a competitive edge

My primary responsibility was to identify, develop and train sales personnel within our sales team

• Monitored trends in customer buying habits, market conditions and competitor actions to adjust sales goals and strategies
• Delivered consistent and relevant feedback to sales personnel to improve closing and selling skills
• Gave benefit-oriented, polished presentations driving dramatic revenue growth across multiple sales channels. During this time sales increased by 80% in the Seattle Market and 30% overall during a down economy

After three years of persistence Sicklesteel Cranes hires me to head up sales in the South and Central Puget Sound Region after long time competitor Sunnen Cranes is forced to close their doors due to a tragic and unfortunate fatality. Until now there were three crane companies in the area, all family owned and all operating in their own region and marketplace. There was very little overlap and this would all change when I came on board at SCI. My directive was simple;

• Learn about the taxi crane industry
• Take advantage of my product and industry knowledge to develop my customer base
• Use my product knowledge and pricing structure to increase the size of our fleet at a discount rate
• Capture the work, revenue and market share at a profitable level

• Oversaw and Implemented an improved purchasing strategy, improved logistics and increased cost saving that translated to improved profit level and increased sales revenue. Overall sales grew from $11,000,000 to $25,000,000 in four years due to improved supply management, contribution business, production process and target market penetration
• Developed new OEM relationships and increased diversity of product lines across the board
• Expanded sales territory and established new market share
• Developed and expanded regional rental fleet diversifying our sales inventory and introduced new product lines
• Improved and customer account relationship by fostering a dependable alternative to a growing market
• Reduced workflow inconsistencies by recruiting and hiring capable staff members
• Conducted forecasting to determine possible changes and issues for supply chain business
• Applied performance data to evaluate and improve operations, targeted to current business conditions and forecasted needs

• Primarily sales of construction equipment (boom trucks, knuckle cranes, utility bodies / cranes)
• Increased monthly gross sales from $0 to $375,000.00 and exceeded goals for sales, revenue and profit margins
• Managed custom projects from start to finish including purchasing, production to sales and in-service delivery
• Company principals gave me a stake in the company after two years

• Increased individual account profits by 13% and company profits overall by 3%
• Communicated by phone, email and traveled for face-to-face contact for 300+ accounts
• Reviewed orders and client requests to streamline delivery services and resolve material shortages
• Boosted sales 200% in two years with development of real time communication and partnering customer relationships
• Implemented sales quota rewards for customers to incentivize utilization and increase sales volume
• Planned client relationship cultivating events to promote growth, resulting in expansion of clientele base by 40%
• Identified and analyzed key competitors and related products
• Participated in ongoing professional development opportunities to stay current on industry trends, enhance product knowledge, and refine sales techniques.