Bruce Tucker

 

22817 N. 55^th Street ¨ Phoenix, AZ 85054 ¨ (602) 723-1367 ¨ BruceTucker27@gmail.com

 

Telecommunications/CATV/Utility Sales

 

Vice President of Sales & Marketing with more than 18 years of experience with Telecommunications, CATV, Utility and Electrical sales seeking to transition into a Business Development - Sales & Marketing Management position. Extensive experience in all aspects of business development including prospecting, cold calling, meetings/presentations, and account management. Dedicated leader with outstanding communication skills and a proven track record of success increasing sales, developing relationships, and securing customer loyalty.

 

Areas of Expertise

 

Full Life Cycle Business Development | Sales Presentations | Contract Negotiations

Account Management | Consultative Selling | Relationship Building | Business-to-Business Sales

 

Experience

 

American Pipe & Plastics, Inc.                                                                                                  February 2012 - Present

A PVC Conduit and Fittings Manufacturer based in Binghamton, NY. Manufacturer of products for the Telecommunications, Electrical, Utility & CATV markets.

 

Vice President Sales & Marketing

·         Responsible for managing independent outside sales representative agencies. Training regional sales representatives on opportunities for growth within their respective markets. Identifying market trends and adapting sales process.

·         Heading direct sales accounts with Cox Communications, Time Warner Cable, AT&T, Verizon, National Grid, NSTAR, Comcast, Crown Castle, Century Link, etc.

·         Developed and executed Sales & Marketing plan for new UL product launch.

·         Developed new market plan targeting a Canadian initiative.

·         Promoted American Pipe’s WBE status throughout Government agencies and contractors.

·         Attended national marketing and trade shows on behalf of American Pipe & Plastics.

 

WESCO, Brown Wholesale Electric                                                                                    January 2010 - January 2012

A leading distributor of electrical construction products and electrical and industrial maintenance, repair and operating (MRO) supplies, and is the nation's largest provider of integrated supply services. 2009 annual sales were more than $4.6 billion.

 

Senior Account Sales Representative

·         Responsible for full life cycle business development of telecommunications, CATV, and Utility products including prospecting, cold calling, meetings/presentations, contract negotiations, account management and follow-up.

·         Clients include national telecommunications and utility companies such as Cox Communications, CenturyLink, Time Warner Telecom, Verizon, AT&T, Comcast, Crown Castle, Salt River Project (SRP), etc.

·         Manage existing accounts while simultaneously developing and closing new business.

·         Create, develop, and implement sales and marketing growth strategies.

·         Build relationships with key members of the Telecommunications, CATV, and Utility community including contractors, purchasing department managers, manufacturers, manufacturers representatives and more.

·         Track sales and growth projections.

 

Key Accomplishments

·         Exceeded sales goal of $6.5 million for 2010, by achieving over $7.7 million sales.

·         Negotiated a new agreement with the SRP purchasing department, landing 2 major solar deals valued at $1.5 million.

·         Successfully transitioned a national contract with Cox Communications from KT-PC to Brown/WESCO, a deal valued at $2.8 million.

·         Landed a contract with Crown Castle Communications to transition fiber ring build out for AT&T Wireless – deal valued at $1 million. Has potential for national expansion.

·         Transitioned all major contractor accounts over to Brown/WESCO from KT-PC; value approximately $5 million in a down market $35-$40 million in a strong market.

·         Received the highest performance rating available on employee evaluations for all projects assigned.

·         Served as a Host/Trainer for a lunch & learn event with the SRP solar Team.

 

 

 

 

KT-PC, Communications, Utility & Electrical Supply, Phoenix, AZ                                January 1996 – January 2010  

A top-rated manufacturer of PVC Elbows and Fittings for resale. Sold Pipe, Elbows, Fittings, Fiber Optic Cable, etc. for use in underground construction. 

 

Director of National Sales/Partner

·         Ran a national sales team responsible for selling major CATV and Telecommunications company contracts.

·         Traveled to multiple site locations and managed all regional sales activity from warehouse operations in Phoenix, AZ, Newburgh, NY, Houston, TX, Seattle,WA, and Las Vegas, NV.

·         Responsible for full life cycle business development including prospecting, cold calling, meetings/presentations, contract negotiations, account management and follow-up.

·         Developed new business while managing existing accounts.

·         Cold called on the phone and in person several hours each week.

·         Negotiated all contract, billing, credit, and payment terms and conditions.

·         Performed general customer service and account management services.

·         Started the business in AZ with one additional employee, packed orders, processed paperwork in am, made sales calls in afternoon, closed day by prepping orders for next day. Business grew from $500,000 in sales in 1995 to approximately $36 million in 2007.

 

Key Accomplishments

·         Managed a sales portfolio of 60% market share in underground construction in Arizona.

·         Increased sales consistently every year until 2008 when the economy took a dramatic shift.

·         Successfully negotiated contracts with Verizon, Cox Communications, Qwest, Time Warner Cable, Time Warner Telecom, Comcast, NPN, MFS, MFN, Adelphia, Level 3 Communications, Media One, Media Comm, Cablevision, SRP, AT&T, MCI/WorldCom, BellSouth, Pacific Bell, Trico, etc.

 

 

 

 

 

 

 

 

 

 

 

 

EDUCATION

 

University of Puget Sound, Tacoma, WA                                                                                                         1991 – 1995

International Relations/Political Science/Economics

Beta Theta Pi – Elected Rush Chairman

 

Albert College, Belleville, Ontario                                                                                                                          1989 – 1991

OAC, Elected to Prefect for senior year by students and faculty.

Captain of Rugby and Hockey Teams

 

 

Professional Organizations

             

NUCA – National Utility Contractors Association

FTTH Council – Fiber to the Home – semiannual and annual conference              

OSP – Outside Plant – annual conference for underground Utility Contractors and Telecommunications Companies

PCCA – Power & Communications Contractors Association

 

 

 

 

Computer Skills

 

Microsoft Word, Excel, Outlook, PowerPoint, Apple

 

 

 

 

 

 

 

 

References Available Upon Request