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VP Director Sales Marketing in Chicago IL Portland OR Resume Thomas Lawwill

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VP Director Sales Marketing in Chicago IL Portland OR Resume Thomas Lawwill Powered By Docstoc
					                                                                        503.516.1155
                                                                        thomas.lawwill@gmail.com
                                                                          http://www.linkedin.com/in/thomaslawwill




 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


    executive summary

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.


  critical skillset


 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
        strategy.
      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


     contact

 503.516.1155 |  thomas.lawwill@gmail.com
     http://www.linkedin.com/in/thomaslawwill
Currently resides in Portland, OR. Open to relocation and domestic/international business travel.

                                                                                                      THOMAS LAWWILL | Page 2 of 2

				
DOCUMENT INFO
Description: Thomas Lawwill is a 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. He is open to relocation for the right opportunity.