Accomplished Vice President of Business Development with a proven track record at Burckhardt Compression & Arkos Field Services, adept in customer engagement and contract negotiations. Excelled in fostering team leadership and relationship management, achieving significant sales targets and expanding market share through strategic business development and innovative sales and marketing tactics.
Overview
41
41
years of professional experience
Work History
Vice President of Business Development
Burckhardt Compression
01.2023 - 06.2024
Integrated Arkos Field Services into Burckhardt Compression beginning in January 2023 and provided the same job duties as previously with Arkos Field Services below.
Vice President of Business Development
Arkos Field Services
09.2014 - 12.2022
Negotiated over 250+ contracts with key clients in midstream and downstream business sectors, securing long-term commitments and favorable terms for the company.
Optimized sales processes to improve efficiency and close rates on deals.
Managed cross-functional teams, ensuring alignment with organizational goals and objectives.
Increased annual revenue year to year with a high of $78 Mn in 2017 from identifying and securing new business opportunities.
Implemented data-driven approaches utilizing CRM to optimize lead generation efforts, resulting in higher conversion rates.
Strengthened company brand through targeted marketing campaigns, exhibited at specific conferences and public relations initiatives.
Fostered a culture of continuous learning and professional development among staff members through various mentoring programs and workshops inclusive of operations and sales.
Worked to achieved ambitious sales targets year over year by improving the forecast tool with realtime values along with accurate data acquisition monthly and quarterly.
Mentored and coached a high-performing sales team, fostering professional growth and promoting collaboration with operations.
Communicated directly with customers and partners to build strong business networks and relationships.
Implemented creative sales techniques through training for new and existing staff to increase revenue and overall success specific to the gas compression industry.
Oversee new products development program for the midstream business which included technical sales marketing and research.
Liaised with sales, marketing, and management teams to develop solutions and accomplish shared objectives.
Held one-on-one meetings with sales team members to identify selling hurdles and offered insight into best remedy.
Coached and promoted high-achieving account management employees to fill sales management leadership positions.
Gulf Coast / Northeast Regional Sales Manager
Valerus Compression Services /Axip Energy Services
09.2007 - 08.2014
Organized engaging sales events and presentations for prospective clients, showcasing the company''s products and service offerings effectively.
Developed a high-performing sales team through effective training, coaching, and performance management from 2008 to 2010.
Negotiated favorable contract terms with key accounts for mutually beneficial partnerships and increased profitability.
Mentored junior sales representatives to enhance their skills, knowledge, and confidence in closing deals successfully.
Exceeded quarterly sales targets consistently by identifying new market opportunities and capitalizing on emerging trends.
Increased regional sales by implementing targeted marketing strategies and building strong client relationships.
Participated in sales calls with direct reports to strengthen customer relationships and uncover possible opportunities for growth.
Developed and managed budgets to confirm proper use of resources and maximize profitability.
Worked with the management team to build a new service facility in Smithfield , PA
Managed a team of 4 account managers in the Northeast region and consistently achieved high sales targets of $20+Mn. in overall revenue annually.
Managed a team of 6 account managers in the Gulf Coast Region and consistently achieved high sales targets above $50+Mn. in overall revenue annually.
Engaged in product training, demonstrations, onsite equipment training at many compressor stations in the regions
Earned recognition for top sales performance on multiple occasions, showcasing a consistent record of success in achieving revenue growth goals.
Director of Stategic Accounts
Universal Compression
09.2001 - 09.2007
Determined direction for strategic accounts by researching competitive landscape, market insights and communication across stakeholders.
Spearheaded successful contract negotiations by skillfully balancing the needs of both parties while keeping long-term goals in mind.
Leveraged extensive market knowledge to inform forecasting efforts, enabling accurate budget allocation decisions across departments.
Generated sales activity to build functional pipeline of qualified opportunities.
Sr Account Manager
Louisiana Compressor Maintenance
09.1998 - 09.2001
Re-established their footprint with customers in the Gulf Coast Region, Offshore and Inland Waters.
Regained compressor service marketshare in the Gulf Coast and coordinated efforts with operations to ensure seamless delivery of products and services to clients.
Leveraged industry knowledge to provide expert guidance on pricing, promotions, and product offerings for clients'' specific needs.
Met or exceeded sales goals for 15 accounts by bringing in over $9 Mn+ with new accounts and upselling various compressor services to existing clients.
Technical Sales Manager
Cor-Val, Inc.
05.1995 - 07.1998
Prepared and delivered and quotations to customers while providing technical expertise on wellhead choke equipment.
Promoted company products and services by attending trade shows and industry conferences.
Co-developed CVP Choke Stepping Actuator for remote well controls via SCADA. Provided technical training to sales, operations and clients and recommended the advantages of remote wellhead operations.
Co-developed additional sales territories in Southeast Asia to include: Malaysia, Indonesia and Thailand during an 18 month sales expansion project.
Earned recognition for top sales performance on multiple occasions, showcasing a consistent record of success in achieving revenue growth goals.
Operations Production Lead / Senior Field Engineer
Placid Oil Company / Norcen Explorer
09.1983 - 04.1995
Reduced downtime through proactive equipment maintenance and timely troubleshooting for all rotating equipment.
Managed a team of offshore production operators, providing training and guidance to ensure smooth operations.
Developed standard operating procedures to maintain consistency across shifts and improve overall performance.
Kept records of equipment, budgets, deliveries and supplies and made paperwork available to management for evaluation.
Analyzed production data and prepared reports for senior management.
Updated logs and submitted timely reports detailing activities in line with regulatory OCS-G standards & MMS.
Demonstrated effective problem-solving skills by rapidly identifying root causes of issues leveraging experience technical knowledge to develop innovative solutions.
Managed offshore production facilities in the Gulf of Mexico to include: Eugene Island and Ship Shoal.
Education
Bachelor of Science - Petroleum Engineering Technology
Nicholls State University
Thibodaux, LA
05.1983
Skills
Customer Engagement
Contract Negotiations
Customer Service
Team Leadership
Relationship building and management
Training and mentoring
CRM Platforms
Training and Development
Prospect targeting
Sales and Marketing
Team building expertise
Business Development
Accomplishments
Recently 2024, worked in collaboration with marketing and a professional film producer to create a "Day in the life of a Field Service Technician" video for Burckhardt Compression to promote knowledge, awareness and insight for internal and external marketing channels.
Increased customer base by 11% ($7.1Mn) in 2023 by expanding markets to TX, LA and OK locations.
Timeline
Vice President of Business Development
Burckhardt Compression
01.2023 - 06.2024
Vice President of Business Development
Arkos Field Services
09.2014 - 12.2022
Gulf Coast / Northeast Regional Sales Manager
Valerus Compression Services /Axip Energy Services
09.2007 - 08.2014
Director of Stategic Accounts
Universal Compression
09.2001 - 09.2007
Sr Account Manager
Louisiana Compressor Maintenance
09.1998 - 09.2001
Technical Sales Manager
Cor-Val, Inc.
05.1995 - 07.1998
Operations Production Lead / Senior Field Engineer
Placid Oil Company / Norcen Explorer
09.1983 - 04.1995
Bachelor of Science - Petroleum Engineering Technology