Tommie Heltcel
Tulsa
Summary
20+ year successful career in technical sales and management. 8 Years – Environmental Regulatory Compliance – State of Oklahoma DEQ. 11 Years – Environmental Consultation, Project, Territory, and Nat’l Acct Mgt, (400+ Salesmen). 13 Years – Technical Sales Mgt, Project Mgt, Distribution Network Mgt, Contract Negotiation.
Technical sales expert ready to drive growth and success in results-oriented environment. Proven track record in building strong client relationships, understanding technical needs, and delivering effective solutions. Skilled in communication, negotiation, and team collaboration, ensuring adaptability and reliability in dynamic situations. Focused on achieving measurable outcomes through strategic planning and problem-solving.
Overview
32
32
years of professional experience
Work History
Eastern Oklahoma Technical Sales Representative
Advanced Drainage Systems, Inc.
Eastern Oklahoma
07.2013 - Current
- Territory sales increased from $3MM in FY2014 to over $15MM in FY2026.
- Manage distribution network.
- Drive product acceptance and specifications from the following through professional presentations and product demonstrations: State Agencies (Oklahoma DOT, Oklahoma Turnpike Authority, etc.), Municipalities (City of Tulsa, City of Broken Arrow, City of Jenks, etc.), Stormwater, Municipal and Transportation Design Engineers, Contractors.
- Provide technical assistance for engineering project design and ensure proper installation to the following: Stormwater design engineers (Private, Municipal, and Transportation), Public Entities (Municipal, County, State and Federal), Native American Tribal Engineers (Cherokee, Creek, etc.), Contractors (for projects in geographical area).
- Manage membership within professional organizations: American Society of Civil Engineers (ASCE), Oklahoma Society of Professional Engineers (OSPE), Association of Oklahoma General Contractors (AOGC), American Public Works Association (APWA), Oklahoma Floodplain Managers Association (OFMA), and Tulsa Engineering Foundation (TEF).
- Chairman of the NE Branch of the Oklahoma Chapter of APWA (2017 – Present).
- President of Oklahoma Chapter of APWA (2018-2019).
- Corporate Sponsor for AOGC (2014 – Present).
- Corporate Sponsor for NE Branch of ASCE (2015-Present).
- Board of Trustees for TEF (2019 – Present).
- Registered with the Oklahoma Department of Environmental Quality as a Registered Professional Environmental Specialist (licensed – 1994).
- Manage construction projects to ensure proper installation and provide technical assistance to contractors utilizing full product line.
Market Sales Specialist
Safety-Kleen Systems, Inc.
Oklahoma and SE Kansas
06.2011 - 07.2013
- Business-to-business sales of environmental services and special projects to obtain sustainable, profitable growth.
- Manage 10-12 service technicians to insure highest level of timely customer service and retention.
- Utilize consultative, relationship-based sales approach with high-level decision makers to uncover and identify additional services within existing customers.
- Managed $1.5MM book of business while effectively growing sustainable revenue growth of $0.5MM (successfully accomplishing 140% YOY growth) in 2012.
- Negotiate, prepare, and deliver customer contracts, proposals, and regulatory reports.
- Provide technical and regulatory assistance to clients regarding OSHA, DOT, and EPA standards and regulations.
- Serve as liaison between clients and regulatory agencies regarding environmental issues and reporting requirements.
Territory Account Manager
Safety-Kleen Systems, Inc.
Oklahoma
01.2011 - 06.2011
- Business-to-business sales, environmental services, and special projects within largest customers in Oklahoma.
- Manage 20-25 service technicians in two separate SK Branches to fulfill service objectives within accounts to insure highest level of timely customer service and retention.
- Managed $4MM book of business while effectively growing sustainable revenue growth of $400K (on track to successfully accomplish 120% YOY growth) in 2011.
- Negotiate, prepare, and deliver customer contracts, proposals, and regulatory reports.
- Provide technical and regulatory assistance to clients regarding OSHA, DOT, and EPA standards and regulations and serve as liaison concerning environmental issues and reporting requirements.
National Account Manager
Safety-Kleen Systems, Inc.
North America
06.2009 - 01.2011
- Manage $9MM book of business consisting of 20-25 Fortune 500 clients in the manufacturing industry with facilities located across North America.
- Accomplished >120% year-over-year sustainable, revenue growth in both 2009 and 2010.
- Managed 450 professional sales personnel across North America to uncover product sales, situational services, and project management.
- Create specialized environmental programs for National Accounts to insure Local, State and Federal Regulatory compliance.
- Create a business development plan, account management and growth strategy for each account.
- Prepare, deliver, and negotiate environmental and business contracts.
- Serve as liaison between clients and regulatory agencies regarding environmental issues and reporting requirements.
National Account Manager of Key Accounts
Safety-Kleen Systems, Inc.
National Coverage
09.2007 - 06.2009
- Manage $4MM book of business consisting of 30-40 Fortune 1000 clients in the manufacturing industry with facilities located across North America.
- Accomplished 250% YOY Revenue growth in 2007, 150% in 2008, and 115% in 2009.
- Manage an additional 40-50 accounts to insure growth into National Account Program.
- Influence 450 professional sales personnel across North America to uncover and identify additional sales, environmental services, and special projects.
- Maintain a current business profile of locations and contacts for each account.
- Prepare, deliver, and negotiate environmental and business contracts.
- Prepare environmental, technical, and regulatory reports to clients for compliance with federal, state, and local environmental and transportation regulatory agencies.
- Serve as liaison between clients and regulatory agencies regarding environmental issues and reporting requirements.
Market Sales Specialist
Safety-Kleen Systems, Inc.
Tulsa, OK
12.2002 - 09.2007
- Same as above
Senior Environmental Specialist
Oklahoma Department of Environmental Quality
Tulsa, OK (Area)
06.1994 - 12.2002
- Inspect all state and federally permitted facilities (Air, Water, Wastewater, and Solid Waste) to ensure regulatory compliance.
- Investigate, identify, negotiate, and gain compliance for environmental complaints.
- Job duties included: Complaint investigation; Interviewing eyewitnesses; Compliance evaluation inspections of municipal, state, and county permitted facilities; Identification of any environmental compliance violations; and environmental consultation to remedy any compliance issues identified.
- The highlights of my tenure include managing the FEMA relief during the 2000 ice storm disaster that swept through NE Oklahoma and managing the environmental impact containment of the 2002 bridge collapse in Webbers Falls, Oklahoma.
Education
Bachelor of Science (Double Major) - Chemistry and Mathematics
Langston University
Langston, Oklahoma05-1994
Skills
- Territory management
- Email communication
- Remote sales
- Client relationship management
- Sales pipeline management
- Consultative sales
- Event planning
- Competitor analysis
- Contract preparation
- Face-to-face communication
- Public speaking
- Technical product sales
- Technical sales
- Account growth management
- Product and service knowledge
- Business development
- Onsite evaluations
- Design team recommendations
- Competitive analysis
- Network development
Timeline
Eastern Oklahoma Technical Sales Representative
Advanced Drainage Systems, Inc.
07.2013 - Current
Market Sales Specialist
Safety-Kleen Systems, Inc.
06.2011 - 07.2013
Territory Account Manager
Safety-Kleen Systems, Inc.
01.2011 - 06.2011
National Account Manager
Safety-Kleen Systems, Inc.
06.2009 - 01.2011
National Account Manager of Key Accounts
Safety-Kleen Systems, Inc.
09.2007 - 06.2009
Market Sales Specialist
Safety-Kleen Systems, Inc.
12.2002 - 09.2007
Senior Environmental Specialist
Oklahoma Department of Environmental Quality
06.1994 - 12.2002
Bachelor of Science (Double Major) - Chemistry and Mathematics
Langston University