Scott Forsyth
Ojai,USA
Summary
- I am a proven strategical thinker, having developed and implemented global sales plans for the EMEA and
North American markets collectively responsible for over $150M+ of business - I have worked in the construction and manufacturing industry as a landscape architect,
construction project manager, business developer, product manager, strategist, and in business executive leadership roles. I
am singularly positioned to offer years of sales experience in the North American construction and manufacturing sector,
having built a deep foundational industry knowledge and the ability to guide organizations toward market leadership. I
understand competitors, key influencers, and what drives the market. - I am a successful, decisive, performance oriented senior executive with a proven track record of
successfully running all aspects of complex cross functional teams and achieving results. I bring years of experience working at an
executive management level for family owned companies and large global multinational publicly traded organizations. I was able
to be successful and thrive with both organizational structures. - I would bring the experience of having developed and grown businesses from the ground up.
To make this happen, I needed an entrepreneurial approach
the ability to leverage resources, people, and new ideas while
focusing on and executing a good plan. Developing people and teams were also fundamental to establishing these successful
Overview
20
20
years of professional experience
Work History
National Business Development Director
BG-Graspointner
Plattsburgh, NY
03.2020 - 05.2023
- Developed five year business development $10M five year plan netting in over a 22% CAGR in two years
- Developed organizational and resource plan to meet growth projections
- Gathered and analyzed business, market and competitor information to support development of strategic marketing plan.
- Diligence and planing for US manufacturing facility 2024
- Established contract manufacturing in the US to develop important infrastructural for the US market and comply with "Made in America"
- Worked on rebranding and implementing a comprehensive
digital marketing strategy to drive greater awareness - Lead sponsor for implementing North American CRM to manage project business through pipeline management
- Step change by transforming surface drainage focus to a diversified water management solution focus
- Identified institutions and market sectors with potential for expansion of operations, networking with key partners and individuals to build awareness of company within key demographics.
- Optimized profitability by developing pipeline of prospects using multiple research, referral and sales strategies.
- Set up new distribution partners and brought in substantial new channel sales.
- Built sales forecasts and schedules to reflect desired productivity targets
- Conducted market research and reported on competitors.
- Used change methodologies to increase sales and led projects for increased productivity
- Drove cultural and branding synergies between European and North American business units
- Introduced, trained, and implemented OKRs for the North American organization
(Objectives and key results is a goal setting
framework used by individuals, teams, and organizations to define measurable goals and track their outcomes) - Developed North American market launch of detention and retention chamber solutions
VP Commercial Stormwater Business
NDS & NORMA Group
Woodland Hills, CA
07.2016 - 02.2020
- Developed and implemented global strategic sales plans for the EMEA and North American markets collectively responsible for over $150M+ of business
- Development and management of Commercial Stormwater Business
40M+ - Developing and executing $80M five year strategic plans (trench drain & Commercial stormwater)
- Grew business from$8.2M to over $23M in 4 years
- Responsible for M&A to support business and responsible in purchase and integration of Stormchamber business that grew from $2M to $18M in three years
- Gathered and analyzed business, market and competitor information to support development of strategic marketing plan.
- P&L and financial oversight and management
- Implemented business processes to streamline daily operations and increase efficiency
- Developed short-term and long-term vision and strategy to achieve targeted sales objectives.
- Coordinated and led efforts across large cross-functional team to establish sound policies and improve overall employee buy-in.
- Directed design and execution of business transformation initiatives to drive performance, profit optimization and growth opportunities.
- Provided strategic direction on prioritization, integration and resource application.
- Assessed need for new or enhanced systems and applications to accomplish business objectives.
- Planned, coordinated and controlled daily operations of sales, financial management and human resources.
- Established and maintained effective communication between business units and senior management.
- Optimized profit and growth opportunities to increase performance outcomes and direct business transformations.
- Provided strategic oversight of marketing plans and input on product roadmap.
- Dispensed guidance, direction and authorization to business units and departments to carry out major plans.
- Collaborated with design, development and QA teams to build high-quality products
- Managed national and external sales and cross functional sales teams
Senior Specification Sales Manager
NDS
Woodland Hills, CA
03.2015 - 06.2017
- Collaborate with regional vice presidents to identify and build strategies to capture significant regional
projects and market share wins for CSW product categories driving $20M+ in pull sales for the West
Region. - Managed complex project pipeline through sales arc
- Identify top regional projects and work to be the basis of design or covert solutions.
- Develop a project pipeline of $22M+ by identifying, converting, and capturing project wins.
- Establish large regional key specifier accounts in the market and establish stormwater solutions as the basis of
design - Work with regional municipalities and agencies to win project specifications and convert projects.
- Understand market trends in the water management industry.
- Increase market specification share against competitive solutions.
- Attended trade shows for in-person engagement and network building.
- Researched and communicated competitive activity to influence marketing plans and sales tactics.
Senior Specification Manager
Rain Bird
Tucson, AZ
04.2011 - 07.2015
- Worked with Landscape Architects and Irrigation Consultants to increase irrigation specification share for Rain Bird
- Driving as part of team conversion and specifications sales for largest global sales region $45M+ (Southern California)
- Generated approximately $11M in new specification share for Rain Bird in the Southern California Market, with an additional $4M generated in competitive conversions
- Created a strategic sales plan with key opportunity contractors to make the product “pull” through distribution
- Established new customer accounts using negotiation and sales closing abilities.
- Leveraged cold calling, in-person visits and referrals to build leads.
- Demonstrated thought leadership by presenting in industry seminars, leading webinars and publishing white papers.
- Participated in industry and trade organizations to build industry and customer alliances.
- Responsible for identifying, negotiating, and signing large corporate accounts for a rebate agreement with Rain Bird generating $8M+ annually in business
- Develop Competitive Sales Strategies
- Technical proficiency in irrigation design, hydraulics, pumps, central control systems, and drip irrigation.
- Facilitated and managed business development plan based on market and industry research.
Senior Construction Project Manager
LDI
Valencia, CA
01.2003 - 02.2011
- Responsible for managing annually $15M+ of construction projects from design to implementation
- Monitored and assessed schedule performance and quality workmanship of contractors.
- Managed project operations, budget and timeline and collaborated with stakeholders to review status.
- Organized and participated in monthly on-site meetings with clientele and subcontractors.
- Coordinated extensive planning, development of project milestones and budget for complex contracts.
- Prepared and planned worksites to help jobs run smoothly.
- Delegated work to staff, setting priorities and goals.
- Trained and monitored employees to teach daily tasks and improve performance.
- Provided leadership, insight and mentoring to newly hired employees to supply knowledge of various company programs.
- Read and interpreted drawings and assessed construction against plans.
- Monitored project progress to enforce adherence to deadlines and quality standards.
- Allocated material and labor resources to promote on-time and under-budget project completion.
- Evaluated financing and construction activities.
- Audited work plans and recommended adjustments and improvements to reduce costs.
- Monitored daily construction and evaluated project progress, contract compliance and safety.
- Monitored job sites to analyze problems and recommend and implement solutions.
- Conducted walk-through inspections and other scheduled inspections with homeowners.
- Developed and coordinated construction schedules to meet or exceed company goals.
- Resolved issues during construction and commissioning phases to maintain tight schedules and budget levels.
- Communicated safety standards to laborers and sub-contractors and enforced safety regulations on job sites.
- Coordinated construction planning, material resources and staff scheduling for over $15M of simultaneous jobs.
Education
School of Business - Innovation And Strategy Execution 2022
Harvard Business
Massachusetts07.2022
MAP Management Development Program - Management
MAP
Los Angeles, CA10.2006
Graduate Certificate - Digital Media
Lincoln University
New Zealand03.2003
Bachelor of Science - Architecture And Landscape Architecture
Lincoln University
New Zealand 03.2003
Skills
- Leadership
- Analytical and Critical Thinking
- Business Strategy
- Change Management
- Project Pipeline Management
- Business Development
- Industry Trend Understanding
- Decision-Making
- Go-to-Market Strategies
- Customer Needs Assessment
- Product Roadmaps
- Project Management
- Product Development
- Market Trends Analysis
- Complex Problem Solving
- Cross-Departmental Alignment
- Digital Marketing
- Brand-Building Strategies
- Marketing and Advertising
- Pricing Strategies
- Strategic Planning and Alignment
- Budget Forecasting
- Sales Forecasting
- Market Research Analysis
- Business Needs Analysis
- SEO Strategy and Execution
- Brand Development and Marketing
- Performance Evaluations
- P&L Management
- Contract Negotiation
- Price Structuring
- Business Objective Analysis
- Marketing Campaign Development
- Corporate Communications
- Strategic Marketing
- Brand Messaging
- Brand Positioning
- B2B Marketing
- Search Engine Optimization
- Market Penetration
- Salesforce CRM Software
- Market Analysis
- Product and Service Sales
- Sales Strategy
- Territory Management
- Public Speaking
- Sales Team Leadership
- Sales Presentations
- Managed Budgets
- Operations
- Upselling and Cross-Selling
- Trend Analysis
- New Market Penetration
- Data Analysis
- Lead Generation
- Interpersonal and Written Communication
- Goal Setting
- Hiring and Onboarding
- Financial Management
- Market and Competitor Research
- Revenue Forecasting
- Employee Development
- Management Team Building
- Performance Improvement
- Cross-Functional Team Management
- Business Leadership
- Sales Strategies
- Revenue Growth
- Profit and Loss Accountability
- KPI Tracking
- Business Forecasting
- Sound Judgment
Timeline
National Business Development Director
BG-Graspointner
03.2020 - 05.2023
VP Commercial Stormwater Business
NDS & NORMA Group
07.2016 - 02.2020
Senior Specification Sales Manager
NDS
03.2015 - 06.2017
Senior Specification Manager
Rain Bird
04.2011 - 07.2015
Senior Construction Project Manager
LDI
01.2003 - 02.2011
School of Business - Innovation And Strategy Execution 2022
Harvard Business
MAP Management Development Program - Management
MAP
Graduate Certificate - Digital Media
Lincoln University
Bachelor of Science - Architecture And Landscape Architecture
Lincoln University
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