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CV

Professional Summary

Executive sales leader with a 20-year accomplished career track recognized for leading teams to deliver revenue growth and profits gains in highly competitive markets. Exceptional communicator lauded for valuable and inspirational content delivery, exceptional problem-solving abilities, and a keen client assessment aptitude.

Skills

End-to-End Sales Strategy  Sales Enablement    Team Leadership   Branding  Market & Territory Definition & Segmentation  Social Media   New Product Launches  Sales Compensation Planning        Creative Initiatives

Public Speaking  Broker/ Vendor Relations   Strategic Partnerships High-performance Sales Team Architecture  Complex Negotiations

Professional Experience

Self-employed, South San Francisco, CA

2020

Clients: AEC, Startups, Non-profits, Investment, Career Coaching  

  • Contract work, consulting, branding, and coaching

Halio North America, Hayward, CA

(jv of Kinestral Technologies, Inc & AGC)

2017-2019

Industry: Commercial Construction
Industry Sectors: Corporate, Healthcare, Education, Multi-family Dwellings
Product Category: Electrochromic Glass for Facades and Commercial Interiors

Vice President of Sales, North America  

Promoted to develop a sales strategy, recruit, build and lead the North American sales team. Pioneered the efforts in introducing a new, advanced electrochromic technology and cloud-based automation software to the commercial construction market throughout North America.

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  • Within 12 months, recruited, hired and led a foundational team of sales directors and market managers who built a multi-million dollar pipeline with no previous reference projects.   

  • Championed market transformation by travelling extensively throughout North America speaking at conferences, seminars and events, introducing new smart-building hardware and software technology to key specifiers, architectural engineering groups, commercial real-estate developers, and top enterprise companies. 

  • Charted dynamic sales structure and strategy including authoring new compensation plans, restructuring CRM workflows and metrics, establishing end-to-end sales strategies and processes, developing forecasts and sales targets, establishing KPI measures, and collaborating closely with marketing, product, software controls, sales operations, finance, and senior leadership teams, while reporting directly to the CEO and CFO.

  • Piloted major sales efforts, playing a critical role in the company’s first project wins. 

  • Cultivated dynamic and collaborative relationships with certain key investors.

  • Directly influenced digital media campaigns and shepherded social media messaging across platforms.

  • Led international sales and training collaborative efforts between KTI and AGC.
      

Senior Director, West Coast

Recruited to lead initial pre-production sales efforts throughout the Western US commercial construction market. 

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  • Authored and designed CEU presentation content and new sales training processes.

  • Diagnosed critical gaps in the commercialization of a new product in a pre-sales, pre-revenue environment.

  • Facilitated gap closing measures in product performance, brand messaging and sales enablement.

  • Introduced sustainable design certifications to the company and participated in the oversight of consultants. 

  • Orchestrating a new product launch, achieved a significant multi-million dollar pipeline with a pre-production technology product in the pre-sales start-up phase.

  • Obtained buy-in from key decision makers and procured the first product specifications for projects.

Mechosystems, Long Island City, NY   

2002-2017

Industry: Commercial Construction
Industry Sectors: Corporate, Healthcare, Education, Technology, Government, Retail
Product Category: Dynamic Shading Systems and Devices for Facades and Interiors

Associate Vice President

Promoted to lead commercial business and revenue growth in the West.

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  • Led a team of high performance sales and business development executives (comprised of both employees and multi-line reps) to become the highest revenue-generating sales group in the company.

  • Oversaw and trained an extensive dealer/ installer network located throughout the Pacific Northwest, nurturing the network into becoming the most technically-sophisticated network of dealers in North America.

  • Engineered and executed a West Coast sales strategy leading sales teams to a record-breaking revenue generation.

  • Successfully nurtured dealer, client, and employee relationships through a demanding dynamic involving a company acquisition (by SWF, owned by a private equity firm), and severe materials and manufacturing challenges caused by a major factory relocation effort. Created and executed critical change management initiatives during the acquisition resulting in YOY revenue growth and zero attrition in the regional sales groups and dealer network. 

  • Facilitated cross-functional collaborative efforts with sales operations, marketing, project management, automation & engineering, and estimating teams.  

  • Selected as a key presenter, trainer and session facilitator at SWF International Sales Meeting and various trade conferences and seminars. 

  • Oversaw sales recruitment, dealer recruitment, revenue generation, forecasting, margin increase initiatives, tradeshows, regional marketing initiatives, CRM implementation and optimization, volume sales and distributor relationships in the Northwest Region. 

Regional Sales Manager

Business Development Manager

Promoted to lead the sales team and dealer networks in Northern California and Nevada. 

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  • Recruited and led a team of employee sales and business development executives to becoming the top revenue-generating regional team in North America. 

  • Consistently surpassed regional sales targets.

  • Expedited company revenue growth by becoming a key senior-level contributor to tactical initiatives in the areas of sustainability, marketing and branding strategy, digital and social media strategy, CRM implementation, software performance enhancement, product development, and corporate strategic planning.

  • Capitalized on emerging market trends by advancing automation project sales, achieving the highest number of automated window management projects sold globally, industry-wide. 

  • Recognized as the top individual revenue generator for the company internationally, along with leading the top revenue-generating sales team in the US.

  • Awarded first ever SWF/ Mecho DIAMOND AWARD in 2016 for top global revenue generation, volume sales, automation sales, and company-wide leadership excellence. 

  • Selected to author content and present an intelligent daylighting technology seminar at the Greenbuild International Conference, among others.  

Hired to generate architectural specifications and develop key accounts in the Northern California territory.  

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  • Increased revenue and volume sales year-over-year. 

  • Won back key accounts and established new key accounts with top enterprise companies. 

  • Launched innovative go-to-market strategies for the region, fostering a robust and sustainable network of dealers and specifiers. 

  • Became the first credentialed LEED AP in the company and a vital early contributor to the sustainability and healthy materials efforts. 

ISC, Brisbane, CA

(a subsidiary of D Zelinsky & Sons, Inc)

1999-2001

Industry: Commercial Construction
Industry Sectors: Corporate, Healthcare, Education, Government, Retail, Mutli-family Dwellings
Product Category: Interior Window Coverings and Fabric Wall Panels

General Manager

Promoted to manage all aspects of the commercial window coverings business 

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  • Managed a team comprised of estimators, project managers and union installers.

  • Led the company to record-breaking YOY growth.

  • Provided senior leadership for sales, project management, marketing, and installer teams.

  • Pioneered regional market transformation efforts of new window covering products.

  • Recruited and hired a small commercial sales network for Solarfective products in the West.

  • Developed and provided sales training for the international sales team for Solarfective.  

Marketing Manager

Hired to lead marketing, develop go-to market strategies, and provide estimating for commercial projects    

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  • Designed and developed all marketing materials and branding for the company. 

  • Provided estimating and market positioning for new sales opportunities with architects, general contractors, and facility managers. 

  • Negotiated an exclusive West Coast distributorship with Solarfective Shading Systems (now owned by Legrand).

  • Won specifications and contracts with several new key accounts. 

Education 

Executive Leadership Certificate

Cornell University – SC Johnson College of Business  I  Ithaca, NY                 2020
 

Bachelor of Arts

Jackson College of Ministries  I  Jackson, MS                                                      1994    

LEED BD + C

United States Green Building Council                                                2003 - Present

 

Living Future Accredited (LFA)                                                                    2016 - Present

International Living Futures Institute                                                    

Accreditations 

© 2020 by Jeffery Glick 

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