S E N I O R S A L E S M A N A G E M E N T E X E C U T I V E
with critical expertise in commercial real estate, B2B sales, sales force development and operations
Strategic and tactical sales management executive with 15+ years of outstanding achievements in growing revenue and
market share in commercial real estate, B2B sales and service enterprises. Reporting to c-suite executives, top performer
who consistently outdistances sales targets via demonstrated leadership, best practice consultative sales approach and
business plan development. Innovative, macro-level thinker and strategic decision maker with proven success in local and
regional sales and operational management. Logical problem solver and negotiator with strength in navigating sales culture
turnarounds to escalate profitability for hyper-growth organizations. Fosters a collaborative team climate to ensure key
results in performance and efficiency while maintaining and exceeding corporate growth and market expansion objectives.
Consultative Enterprise Sales Go-to-Market Strategy Alliance/Partner Development
Recruiting and Teambuilding Contract Negotiations Market Share Expansion
P&L Accountability Change Management Strategic Account Acquisition
Strategic Business Planning Budget Development Forecasting
professional employment history
PRINCIPAL / MANAGING DIRECTOR accountability, budget, business, capability, client,
closing, coach, collaborate, competitive,
Commercial Asset Preservation (CAP), LLC 2009–2011 comprehensive, conflict, consultant, consultative,
contributor, coordinate, corporate, creative,
decision maker, designing, develop, direct, drive,
Identified new business opportunity to assist community financial institutions maximize capital, effectively, efficient, exceed, execute, expertise,
focused, forecast, generate, goal, identification,
implement, incremental, initial, input, integrator,
restructure balance sheet integrity, and recover strategic value. Leveraged deep industry interdepartmental, interface, lead, long-term,
manage, management, market, marketing,
knowledge and sales leadership to found new business, holding principal oversight of a mentor, motivate, national, negotiation,
objective, on-going, operation, operational,
multidisciplinary consulting team that specialized in veteran-focused banking, real estate participate, planning, presentation, proficiency,
proposal, recruitment, relationship, resolve,
development and asset management throughout the Pacific Northwest. responsibility, revenue, sales, sales force, senior,
senior vice president, solution, strategic, strategy,
Developed business plan focused on holistic value-recovery solutions, integral to targeting,
tactical, team, thinker, transparent, turnaround,
securing and assisting community/regional financial institutions, Private Equity Funds and
high-net-worth individuals with assets ranging from $500M to $1B.
Recapitalized and marketed for numerous financial institutions that resulted in direct “offer
to purchase” from 3 private equity firms.
Penetrated an insulated niche banking market via marketing and branding initiatives that
landed sponsorship with Moss Adams, a premier community banking audit firm.
Quickly expanded CAP’s reach across 4 states by launching an SEO-focused website, driving
direct marketing efforts and cultivating alliances with investment brokerage firms.
THOMAS LAWWILL | Page 1 of 2
SENIOR MANAGING DIRECTOR
Colliers International 2005–2009
Selected by North American President of this $2B, top-3-industry-ranking company to accelerate
market expansion, grow top-line revenues and turn around 2 unprofitable sales organizations.
Accepted leadership charter over multi-state sales teams with 75 associates while navigating the
strategic direction of corporate commercial real estate services across Oregon and California. Held
P&L, HR, general management, marketing, R&D, vendor management and regulatory/legal
accountability for a $25M division while driving operational performance improvements.
Boosted average sales production per person by 55% in 2 years with a cross-group sales team
Sparked 2% market share gain within 18 months by building responsive, interdisciplinary
sales performers and embedding consultative sales training into the culture.
Cut 43% in variable expenses and 8% in fixed expenses with new cost controls and
rationalization of operational redundancies.
Single-handedly converted 2 non-profitable sales offices into prolific sales machines.
Received North America Leadership Award for outstanding sales leadership and instrumental
role in market expansion.
VICE-PRESIDENT/DIRECTOR OF SALES
Norris & Stevens, Inc. 2000–2005
Recruited by President to improve market share and revenue performance of a diverse range of
corporate real estate solutions. Quickly identified root causes of underachievement, then
realigned and led a 22-person sales force to meet the needs of specific disciplines and geographic
areas; benchmarked and facilitated a weekly consultative sales training program for new recruits
while performance managing and mentoring underachievers to meet sales targets.
Increased revenues up to 25% year over year by benchmarking a new company gold standard
for sales execution and service delivery.
Streamlined the sales process by introducing and enforcing a 3-year rolling business plan
detailing strategic imperatives for each sales team.
early career history
SENIOR INDUSTRIAL AND INVESTMENT SALES REPRESENTATIVE Grubb & Ellis Company
SENIOR VICE-PRESIDENT, SOUTHEAST REGION Rosenbluth, Inc.
SOUTHWEST REGIONAL SALES MANAGER; NATIONAL CONTRACT NEGOTIATOR United Airlines
education, accreditation and affiliations
Bachelor of Business Administration with Marketing emphasis, Gonzaga University
Advanced Senior Management Leadership Training, Dialexis, Inc.
Real Estate Broker License, California and Oregon
Oregon Bankers Association | Building Owners and Managers Association of Oregon (BOMA) | NAIOP, Commercial Real
Estate Development Association of Oregon | Oregon Association of Realtors
503.516.1155 | email@example.com
Currently resides in Portland, OR. Open to relocation and domestic/international business travel.
THOMAS LAWWILL | Page 2 of 2