LAWRENCE L.

BRIDGER
Alpharetta, GA 30005 Cell: (678) 386-1115 - LLBridger@aol.com - Office: 678-513-3191
Vice President of Sales with proven success in sales, marketing, business development, strategic planning, budget administration and P&L, business development, sales channel management, multisite operations, and client relationship management. Results-Driven Leader with track record of delivering sales gains to meet or exceed profit objectives. Delivered sales averaging $ 50MM per year plus while frequently exceeding objectives by 100% or greater. Built strong direct relationships with key accounts resulting in annual revenue of $ 20MM from single source contracts. Established new vertical markets in Power and Water, Utilities, Oil and Gas, Pulp and Paper, Automotive, Food & Beverage, Hospitals, Higher Education, Municipalities, Department of Defense, and, Veteran Affairs Hospitals to name a few. Business Strategist skilled at positioning the business for gains in revenue and market share. Increased revenue by establishing strategic partnerships with customers at the C-level and by negotiating multi-year contracts. Created value added selling to obtain advantage in the market through consulting, design/ build projects and performance contracts. Strong Manager adept at leading teams and enhancing quality throughout the organization. Implemented strategic account planning process to increase long term relationships with key customers to increase sales productivity and revenue. Developed high performing sales team with improved processes to increase productivity with channel management of direct sales, distribution and sales representatives as needed.

PROFESSIONAL EXPERIENCE
Vice President of Sales, Nexterra Systems Corp., October 2010 to October 2011, Alpharetta, GA Established sale pipeline of $ 200MM in North America that will result in $ 25MM sales in 2012, and created aftermarket sales plan that will provide recurring service and parts revenue. Responsible for North America and International sales team including VP of Sales Engineering, Regional Sales Managers, Sales Executives and Director of BD and Marketing. Solution selling of design/build biomass gasification central heat and power plant systems for the vertical markets in Higher Education, Municipalities, Federal and State Governments, Hospitals, Department of Defense, VA Hospitals and others. Implemented strategies and processes to increase efficiency of the sales team and sales pipeline, and reduce cost of sales with effective business structure. Exceptional coach and mentor with abilities to recruit and retain top performing sales team.

Senior Regional Business Development Manager, Services, ABB, Inc., 2008 to September 2010, Alpharetta, GA Budget of $40MM in Service Solution Sales for Brownfield Project, Engineering Consulting, Substations, Power Distribution, Transmission, Automation and Control Services. Exceeded objectives in 2008 with $ 82 MM in Service. Accomplishments include negotiations of Remediation of Electrical Power Distribution, Instrumentation and Automation and Control of Exxon Mobil and Invista, Beaumont, Texas from Hurricane Ike hurricane damage. Contracts were Time and Material for $ 42MM with implementation of project plans to bring plants back into production within 3 months. Customers consisted of 80% Electric Utilities (Corp., Plant and T&D) and 20% Industrial Base including Oil and Gas, Pulp and Paper, Automotive, Steel, DOD, Cement, Etc. Responsible for the Southeast and Caribbean Region utilizing manufacture representatives for the industrial markets and ABB Account Managers in the utility market. Regional Sales & Marketing Manager, Siemens Energy & Automation, Inc., 2000 to 2008, Norcross, GA Budget administration and P&L responsibility through margin and value added objectives to drive revenue growth improvement. Financial Responsibility for $ 62MM plus. Accomplishments include direct sales and negotiations for design/build projects, multi-year single source contracts and maintenance contracts with Industrial, Utility, DOD and Federal customers with value from $250K to $ 10MM each. Solution Sales of automation control, power distribution and instrumentation activities for maintenance, asset management, business consulting and greenfield and retrofit projects. Managed manufacturer representatives, distribution sales team, 15 account managers (Multisite), 4 proposal engineers and 3 business development managers supporting (60) field service engineers and (4) power system engineers. Territory consists of Southeast, MidAtlantic and Caribbean. Key Account Manager, Siemens Energy & Automation, Inc., 1998-1999, Jacksonville, FL Over performed on sales by 245%, $ 5MM, and promoted partnership selling with customers for value added solutions. Managed strategic accounts including Southern Company, Miami-Dade County, Georgia Pacific, and Nucor for the Industrial Service Division in the Southeast Region Strategic sales of contract services, on call services, integral plant maintenance, and modernization projects. District Sales Manager, Westinghouse Electric Corp., 1998, Jacksonville, FL Managed team than included 10 Account Managers and 2 Negotiation Engineers for the Southeast Region including the offices of Atlanta, Birmingham, Charlotte and Richmond. Financial responsibilities for $ 22MM in contract services, modernization projects and callout services. Major markets included pulp and paper, steel mills, utilities, government, water and wastewater, and chemical industries. Senior Sales Engineer, Westinghouse Electric Corp., 1995 to 1998 in Jacksonville, FL and 1991 to 1993 in Lansing, IL Sales of power distribution services of maintenance repair/ retrofit and projects in the utility, commercial and industrial markets. Managed sales territory of Northern Florida and Southeast Corridor of Georgia from 1995 to 1998, and Northern Chicago to Milwaukee, WI from 1991 to 1993.

Senior Application Engineer, Westinghouse Electric Corp., 1993 to 1995, Lansing, IL

Sales support for technical solutions for power quality, equipment life extension, network protector retrofits and new product support for power distribution equipment. Territory consists of the Midwest Region supporting the market of $ 50Mil service opportunities. Created and implemented presentation and training for customers and sales representatives Manager of Operations, Commercial Refrigeration, Inc., 1987 to 1991, Johnson City, TN P&L responsibility with accomplishments of taking the organization from the red into the black with revenue of $ 3MM and profit of 10% plus. Managed 35 employees including service, construction and project managers, 10 service technicians, 15 mechanical installers, 3 office staff and 3 sales representatives. Accountable for contracts for design/build projects for food distribution markets with service. Performed sales management, risk analysis, marketing, financial analysis and strategic planning.

EDUCATION AND CREDENTIALS

BS, Mechanical Engineering, Virginia Polytechnic Institute & State University, Blacksburg, VA

Professional Development
Leadership Development Program, Duke University Selling to Senior Executives Successful Large Account Management Target Account Selling Conceptual Selling/ Strategic Selling